【正文】 d Southeast Asia, Nordic and Germanic. 12 正式的文化傾向于有組織的等級(jí)制度，在地位和權(quán)力方面有主要影響。相比之下，非正式的文化更注重平等的組織，在地位和權(quán)利方面沒(méi)有太大影響。 當(dāng)一個(gè)來(lái)?yè)碛蟹钦轿幕恼勁腥藛T遇到一個(gè)擁有更正式文化的同行時(shí)，很多重要的談判失敗了，因?yàn)槟切┪幕町愐呀?jīng)被搬到了談判桌上。擁有正式層次文化的商務(wù)談判人員可能被一個(gè)陌生的來(lái)自非正式社會(huì)環(huán)境的同行冒犯。另一方面，那些擁有非正式文化的談判者可能會(huì)覺(jué)得那些正式的同行沉悶、疏遠(yuǎn)、自負(fù)、或者傲慢。 非正式文化傾向于價(jià)值地位平等，正式文化重視價(jià)值和層次的差異，忽略這些目的就可能在談判中引 起一系列的問(wèn)題。 如果都能意識(shí)到不同的商業(yè)談判行為都是不同價(jià)值觀的結(jié)果，而不是個(gè)人特性引起的，那么，這樣的誤會(huì)就可以避免。 非正式文化的國(guó)家有： 澳 大利亞 、美國(guó)、加拿大、新西蘭、丹麥、挪威、冰島。 正式文化的地區(qū)有：歐亞的大多數(shù)地區(qū)， 地中海地區(qū)和阿拉伯世界 ,拉丁美洲。 不同地區(qū)的人安排和利用時(shí)間的方式不同，在硬性時(shí)間社會(huì)，守時(shí)是重要的，計(jì)劃和議程都是固定的，并且商業(yè)會(huì)議很少會(huì)被打斷。軟性時(shí)間文化有著明顯的差別，人們很少嚴(yán)厲地強(qiáng)調(diào)守時(shí)從而好多事情都沒(méi)有在預(yù)定的期限內(nèi)完成。 沖突就 產(chǎn)生在一些硬性時(shí)間商人認(rèn)為那些軟性時(shí)間的客戶很懶，還沒(méi)有原則，與此同時(shí)，后者卻覺(jué)得前者過(guò)分受期限的限制是一種傲慢。 硬性時(shí)間文化的國(guó)家有： 北歐和日耳曼歐洲、北美、日本。 軟性時(shí)間文化的國(guó)家有： 澳大利亞 /新西蘭、俄國(guó)和大多數(shù)站歐洲、東南亞等國(guó)家和地區(qū)。 III. Influences of Different Bussiness Culture on Different Stages of Negotiation A. Prenegotiation It is from this stage on that both sides begin to understand one another’s needs and evaluate the benefits of entering into the process of negotiation. Both sides now gather as much 13 information as possible on each other, like the operating environment, involvement of other parties, influencers, petitors and the infrastructure. The main issue here is to define the problem to be jointly solved, for it will both reflect each other’s expectations and is necessary to get mitment from each other, which will then help to achieve a problemsolving situation. To be environmental factors include politics, religious belief, law regulations, business conventions, social customs, financial state, infrastructures as well as climate. All these elements will directly or indirectly influence the negotiation. Information gathering will to some extent determine the success and failure of the negotiation. 1. Scheduling the First Meeting The first impression each side makes will most likely have a major effect on the style, progress, and eventual oute of the negotiations. Scheduling the first round of meetings is an important task for both side and should be handled in a manner that preserves the professionalism of all the attendees. Clothing Related to weather, health, and negotiation style is the issue of proper clothing. Research will supply visitors with the information they need to look the part and feel at ease during negotiations. Dry cleaning and laundry needs should be reviewed before travel, as being rumpled, dirty, or underdressed can undermine your position during important discussions. Negotiation team members should get some information on the climatic and cultural clothing requirements prior to departure. Anyhow what really matters is keeping it simple and appropriate. Dining Some business cultures are especially keen on linking business meetings with dining. So arrive prepared to have new dinning experiences. Try a little of what is offered and avoid overindulging from cup or plate. Don’t let the dinner table keep you form making it to the negotiation table. Hosts should be briefed on any special culinary needs of visitors. These needs may be religious or philosophy based. It is the visitors’ obligation to inform their hosts well in advance of arrival that special diets may be required. Holidays and Religions 14 Negotiation should be planned in accordance with events occurring at the host location as well as the needs of visitors. Inviting a Beijing pany to San Francisco during the Lunar New year period will be unwise. Only by monitoring the religious and traditional holidays of all attendees can negotiations proceed without distraction or interruption. Religious requirements of negotiators must also be considered. Religious biases can be as destructive to discussions as racial, sexual, or cultural meetings are scheduled, both sides should be briefed on any special needs. Gifts Gift exchange among business associates is a standard practice in many cultures and is not to be confused with bribery. If negotiations are taking place in such a culture, visitors must prepare accordingly. Because any neglect of this practice shows a lack of understanding. Keeping the gifts small, for transport reasons, and preferably pany related. Do not, under circumstances, offer gifts produced or purchased in the host pany’s market. Issues and positions Any information upon which there is disagreement can be organized into the negotiation issues. That is to say that the issues are the things on which one side takes an affirmative position and the other a negative position. Issues should be pragmatic, for it is to make a definite judgment about unrealistic issues. It is important that we should try to negotiate rather than our demands. Our demands are only a onesolution approach to the problems. There may be other solutions. In the course of our negotiation, we may want to change position. When the other side makes a mitment or sets a limit, one way of handling it would be to ignore it or not prehend it. Another might be to make casual conversation or a joke so that the seriousness of it may be lost. Humor can serve a vital function in negotiations. It is said that your bargaining position should conceal as well as reveal, and as negotiation continue, concessions alternate from each side. A motivating factor to cause such reactions is citing principles and precedents for the other side to work with. Each position is the sum of all the issues involved. Some negotiations have many issues. Some issues are broader than others. With the resolution of the broader and more important issues, some of the minor ones seem to disappear or be resolved. As new facts are developed in 15 factfinding and negotiation, the posture that one takes on an issue may change, and so will the position change. B. Facetoface Negotiation the Ways to Influence the Deal 1. GreetingsOpen the Meeting Goo