Cross-culture Negotiation
Z u l h e r r y
Pengertian
CROSS-CULTURE
negotiation
Elements:
para pihak, BEDA budaya, BEDA
latarbelakang, BEDA agama/ BEDA kepercayaan, BEDA pendekatan;
komunikasi banyak arah – peran bahasa,
interpreter, speaker;
Kepentingan / kekuasaan( common
interest, one interest);
Jenis negosiasi lintas budaya
Dalam satu jenis budaya hukum, tapi
berbeda latarbelakang budaya;
Dalam dua jenis budaya hukum;
Objek kepentingan dalam satu yurisdiksi; Objek kepentingan dalam dua atau lebih
Chinese concept of negotiation:
- Mobile warfare
- joint quest (penyelidikan bersama)
- fundamentally different from that of people in the West
- negotiation activity has skyrocketed in China in recent years - Result:
- frequently unsatisfactory
- (see: Guy Oliver Faure,at http://
US concept of negotiation
Task oriented
A goal to drive to a final
agreement
Japanese concept of negotiation
The non task sounding
The task related exchange of information Persuasion;
Arabian concept of negotiation
Islamic dimension of negotiation Trust first;
Business negotiation
Japan
USA
Business negotiation
Japan
Swed
en
Merger
Between
Business negotiation
China
