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INTERCULTURE BUSINNESS NEGOTIATION - Coggle Diagram
INTERCULTURE BUSINNESS NEGOTIATION
NEGOTIATION = transactional conversation (vs. interactional)
--> discussion about conflicting interests to reach an agreement
INTERCULTURAL NEGOTIATION = the two parties have different cultural background
VARIABLES RELATED TO
LINGUISTIC COMPETENCIES
interlanguage
:check: more neutral
interpreter/mediator
:check:
neutrality
NO conflict
overcome cultural differences
:red_cross:
longer
indirect
expensive
native - non native
:check: immediate
:red_cross: misunderstandings + power distance
BUSINESS NEGOTIATION = the two parties represent a firm
NEGOTIATION STYLES
competing
accomodating
avoiding
collaborative
compromising
NEGOTIATION APPROACH
lose-lose
win-win
win-lose
no outcome
COMMUNICATION
COMPETENCIES
building of shared knowledge: :silhouettes: trust and mutual understanding
inguistic accomodation: :pen: language = linguistic competencies
active listening: :check: check meaning
info structuring and highlighting :red_flag:
message attuning: :question: indirect signals
JOHN GUMPERZ: THEORY OF CONVERSATIONAL INFERENCE = how mutual understanding is achieved in social interaction
--> Miscommunication may result from unshared contextualization conventions, and may contribute to larger social problems such as ethnic stereotyping
CONTEXTUALISATION CUES
verbal + non verbal signs
a. paralanguage
b. code choice
c. pragmatic and discourse strategies
d. choice of lexical forms
aim
:
maintain involvement
assess what is said
:warning: Uses and
interpretations of contextualization cues – or,
“contextualization conventions” – are deeply shaped
by individuals’ cultural backgrounds
stylistic felxibility: :checkered_flag: purpose+context+audience
PERSUASION
PROCESS = meaning construction
linguistic knowledge
world knowledge