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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