g1 presentation 3rd

8/8/2019 G1 Presentation 3rd

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English for internationalnegotiations

Lecturer : Ms Hong Th Ph ng Th o

Group : Thai Minh CanhNguyen Thi Lan AnhLe Thi Phuong Thao

Nghiem Do Quang Hung


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Content

I/ ProtocolII/ Decision making

III/ Conflict


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Protocol:The importance of the formal aspects of

negotiations- How to address people, use of titles,

dress, gift giving.

- The shape of the negotiating table, theplacement of negotiaton


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How to address people

Chinese Namestwo or three characters

surname + given namesWANG Tai Hua or Wang Tai HuaChinese women always retain their family nameeven after marriage.

In Hong Kong, women normally put their husbands surname first, then follow it with their own names.the Sino-Asian cultures (e.g., Singapore)


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Japanese NamesTraditionally, the family name came first.Today, the most common practice is to put the name in

western order.Suffixes indicate honor and status.

San: the most common (honorific) title in Japan, it is the

Western equivalent of courtesy titles such as Mr., Mrs. Or Miss.Yamamoto san


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Sama (in written correspondence, including business letters)

Dono (never uses in conversation anymore)

Sensei (born before, address a teacher, instructor or mentor)

Sensbu (superstar)

Kun and Chan (address a friend of the same age or someoneof equal or inferior status, used with first or given names)


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B usiness Card

Translate into local languageHand your card to the colleague with the printed face up(local language side up)Give to the highest-ranking individual or leader of thedelegation firstWith two hands at two upper corner Read carefully when receivedA small pocket cardholder or case

In Europe and North Americayour product, not your business card


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In Japanthe exchange of business cards is a

meaningful ritual rather than a casual informalitylay the card in front of you on the table


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In Koreahave a glance and place it in the pocket


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In Islamic worlduse the right hand always


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Dress

Keeping it simple A well-fitted dark suit

(blue, gray or black)

When in doubt,overdress for theoccasion

For women: skirts and

dresses (power dressing)


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Gift Giving

In some cultures, thegift giving which isunsuccessful isconsidered theabuse. B ut in somecountries, the giftswere regarded as thequarrel.


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Placement of negotiation

It is not necessary to negotiate in the office . Mostof the negotiation take place at the office, but afew others hold in the form of dinners.


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AMERICAN JAPANESE

-More flexibility in making

concession

- V ery little leeway in making

concession

-Stressing individual initiativeand achievement

-Emphasizing groupagreement

-Conducting the negotiationquickly as possible

-Taking longer to achieveagreement


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An individual versus consensusapproach will also impact onthe concesion process


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Conflict is not seenas necessarilynegative by

Americannegotiators and isoften seen as part

of the negotiatingproject


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Stating that you disagree

Making threats in term, includingthreats of breaking off negotiation

Using the word No

Interrupting


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Differences between

Western and JapanWesternSay it like it is

Dont like speaking byhint

Speak very loud

JapanSpeak by hints

Rarely say no, findanother way toexpress their

disagreementSpeak moderately

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