第3章 建立业务关系(13)

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Collectivism society values conformity and seek to control the behavior of the individual. Individualism values the importance of the individual and the virtue of self-reliance and personal independence.

Low power-distance culture means that individual employees will seek a role in decision-making and question decisions. High power-distance culture means employees seek no decision-making role.

Uncertainty-avoidance is a measure of a society’s ability to tolerate ambiguity and uncertainty. Low uncertainty-avoidance societies value achievement over security, have fewer workplace rules and experience high rates of employment turnover and job mobility, such as U.S.A. High uncertainty-avoidance societies hate the idea of uncertainty, so there are many rules to avoid any uncertainty, such as Germany, Japan.

Masculine cultures appreciate aggressiveness and assertiveness and respect the goal of material acquisition. Feminine cultures value interpersonal relationships and put quality of life before material acquisition. Businesspeople from feminine cultures are often more reserved and value personal relationship rather than pure efficiency and written contracts.

People from monochronic cultures like to do things one at a time, such as Americans. People from polychronic cultures can do multiple tasks simultaneously, such as Chinese.

Low-context cultures are more precise in their communication, providing mountains of details. They focus on message itself rather than body language and hand gestures, such as U.S.A., U.K. and Scandinavian countries. Communication between people from high-context cultures is more imprecise and much attention is paid to body language, facial gesture and voice inflection instead of the message itself, such as Asia, Africa, Latin America, Middle East etc.

Businesspeople from task-driven cultures value the price, quality and guarantees. Businesspeople from relationship-driven cultures value the personal relationship. The cultures place greater emphasis on “time past”, valuing the continuation of tradition and established practices, such as Chinese. Others live more in the present and future, such as American. Therefore, they value speed over endurance.

Societies that are monochromic value punctuality, such as Germany. Societies that are polychronic are very ambivalent about promptness, such as Nigeria.

译文：

3. 国际商务会议 3.1 制定谈判目标

谈判的目的是双方达成一致。谈判的成功主要取决于确定的目标。因此，为了达到期望的目标，谈判人员应当在谈判前设定三种目标：乐意目标、立意目标和必须实现的目标。谈判前的另外一个任务是收集谈判对手的各种信息以便你来做决策，如文化差异、他们的背景、家庭地位、对手的优势与略势、他们的谈判