Video: Cultural Differences in Negotiation

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Из курса от партнера University of Washington

Business English: Planning & Negotiating

162 оценки

University of Washington

Business English: Planning & Negotiating

162 оценки

Курс 3 из 5 — Specialization Business English Communication Skills

In this course, the context is hosting an event and finding an appropriate venue for it. You will learn language and strategies for successful negotiations culminating in a written announcement for an event. Course Learning Objectives • Negotiate strategically in formal and informal settings • Identify and resolve customer issues after a negotiation has taken place • Evaluate and compare services and features of two venues • Plan a business event using negotiation skills • Write an announcement for a business event after selecting a venue

Из урока

Week 2: Negotiating

In this week, you will receive an overview of negotiations, learn to make a proposal, and also be able to make a concession during negotiations.

Video: Introduction to Negotiating Effectively3:48

Video: Interview with Dan Poston, Assistant Dean, UW Foster School Of Business5:23

Video: Negotiation Strategies5:37

Scenario: Phone Call #10:43

Scenario: Phone Call #20:53

Video: Successful Negotiation1:55

Video: Cultural Differences in Negotiation3:52

Video: Summary1:07

Познакомьтесь с преподавателями

Richard Moore
Extension Lecturer, International & English Language Programs
UW Educational Outreach
Daphne Mackey
Extension Lecturer, International & English Language Programs
UW Educational Outreach
Wendy Asplin
Extension Lecturer, International & English Language Programs
UW Educational Outreach

[MUSIC]

After each short video, choose one of these answers.

This person's experience is similar to my culture.

This person's experience is different from my culture.

If you don't know, choose I'm not sure.

>> I notice that in the U.S., the contract is everything.

They cover every little, tiny detail and

they worry about every possible thing that could happen.

We have contracts in our country, of course.

In fact, I worked with lawyers to go through the contracts.

But the contract doesn't have to be so long and cover every single little thing.

>> In the US, as they say, time is money.

It surprised me the first time I sat in on a negotiation in America.

Everything seemed to go really quickly.

In my country, we would get to know each other first.

Things go more slowly so we can build a relationship.

The relationship is more important, and we spend a lot of time building that.

>> I don't know much about negotiating in other countries.

But in my country our goal is win win.

It's better for everyone.

If you want to do business with someone again,

why would you want to have a win lose situation.

I don't know if other countries are like this or not.

>> When I went to the first negotiation meeting,

the team leader from other company said, call me Jason.

He also called my boss by his first name.

I was really shocked, it was our first meeting.

I kept calling him Mr Reynolds, which is really hard for me to say.

But by the end of the second meeting it was little easier,

we just never do that when we first meet someone in a business situation.

>> The American law are pretty direct, you never have to ask what they are thinking.

They will tell you.

It's kind of helpful, but

I sometimes wonder if they misunderstand me, because I don't do that.

We are more indirect.

>> When we are sitting at the table, sometimes people from other countries make

an eye contact for a long time, or longer than I do.

It makes me a little uncomfortable.

An American friend said it's a sign of a trust when someone look in the eye.

But that's a little aggressive in my opinion.

>> Business interactions are very formal.

In my culture, that is the case.

The language is more formal and interactions are formal.

That's how it should be when you are negotiating.

>> In my country, we are a very friendly people, and a very festive culture.

We are not afraid of having physical contact, and

we might also even hug our business associates.

I don't think this is very common in other cultures.

And we must have coffee at our business meetings.

>> In our culture, the relationship is developed before the negotiation.

It might seem more like a friendship than a business relationship.

We prefer to do business with people that we know, and that can take time.

>> You've heard from a number of people from around the world about some

possible cultural differences in negotiating.

I'm sure some were familiar to you.

Now we're going to follow up with the discussion forum.

After you submit comments to the questions,

please respond to the comments of three others.

[MUSIC]

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