文化因素与成功的商务谈判(5)

VI. Conclusion

There has been much research in the field of negotiation, and there is fortunately now a good deal of information around that can guide us in our quest to become better negotiators. Most likely, as with many of the other skills mentioned in the paper, we have to learn how to negotiate through trial and error. Most likely, we have developed particular individual styles that we are comfortable with. However, research has shown that there are certain ways of negotiating that are simply more productive than others. Most important to us here, perhaps, is the fact that the research on effective versus less effective international negotiation styles seems to support certain aspects of the way some cultures negotiate, while discouraging other aspects.

Negotiators as members of society are led easily into attitudes of cultural bias. The only way to overcome that bias is to create awareness of one’s own cultural system by understanding how other people behave in another system. The negotiator, from his knowledge of his opponent’s culture and his sensitivity to it, can adapt his behavior to the situation and serve the interests of the interaction.  The more and better the communication, the greater the amount of information shared or extracted, and the greater the build-up of trust, the more likely is the possibility of creating the satisfaction that negotiators are exchanging at the end of the day. In order to be effective the negotiators operate as detectives searching for clues to the values and interests of their counterparts. They avoid assumptions about partner concerns; they look for what does matter to the partner rather than what should matter. In short, they must be careful not to allow cultural stereotypes to determine his or her relations with local businesspersons.

Notes

[1]Graham.J.& Herberger,R.(1983). Negotiators Abroad—Don’t Shoot from the Hip. Harvard Business

Review, 61, 160-169

【References】

[1]William Stallings; with a contribution by Richard Van Slyke.Business data communications [M].Prentice Hall, c2001.

[2]Behrouz A. Forouzan with Sophia Chung Fegan. Business data communications [M].McGraw-Hill, c2003.

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