(LUẬN văn THẠC sĩ) some reflections of vietnamese and american cultural values on vietnamese american business negotiation

iv TABLE OF CONTENTS Declaration ………………………………………………………………………… Acknowledgement ………………………………………………………………… Abstract …………………………………………………………………………… Table of contents…………………………………………………………………… CHAPTER 1: INTRODUCTION Rationale ………………………………………………………………………… Aims of the study……………………………………………………… ……… Scope of the study………………………………………………………………… Methods of the study ……………………………………………………………… Significance of the study ………………………………………………………… Organization of the study………………………………………………………… CHAPTER 2: THEORETICAL BACKGROUND Culture ………………………… …………………………………… 1.1 What is culture? ……………………… 1.2 Components of culture …………… 1.3 Cultural values …………………………………………………… 1.3.1 Vietnamese cultural values ………………………………………… 1.3 1.1 Collectivism ……………………………………… 1.3.1.2 Harmony ……………………………………… 1.3.1.3 Respect……………………………………………………………………… 1.3.1.4 Duty and honor……………………………………………………………… 1.3.2 American cultural values……………………………………………………… 1.3.2.1 Individualism………………………………………………………………… 1.3.2.2 Self-reliance………………………………………………………………… 1.3.2.3 Equality……………………………………………………………………… 1.3.2.4 Competition ………………………………………………………………… 1.3.2.5 Materialism and hard work………………………………………………… Communication…………………………………………………………………… 2.1 What is communication? 2.2 Cross – cultural communication………………………………………………… 2.3 Potential problems in cross – cultural communication ……………………… Negotiation ………………………………………………………………………… 3.1 What is negotiation? 3.2 Negotiation as a form of communication……………………………………… 3.3 Elements of negotiation………………………………………………………… 3.4 Business negotiation……………………………………………………………… 3.5 Characteristics of business negotiation………………………………………… TIEU LUAN MOI download : skknchat@gmail.com i ii iii iv 1 2 2 4 6 8 9 10 10 11 12 12 13 13 13 14 14 14 15 17 18 18 v 3.6 Cross - cultural business negotiation…………………………………………… 3.7 Potential problems in cross cultural business negotiation…………………… CHAPTER 3: METHODOLOGY Research method…………………………………………………………………… Data collection instrument ……………………………………………………… Data collection procedure………………………………………………………… Informants………………………………………………………………………… CHAPTER 4: FINDINGS AND DISCUSSION Presentation and analysis of the data…………………………………………… 1.1 The negotiators – the actors of a negotiation…………………………………… 1.2 The size of negotiation team…………………………………………………… 1.3 Negotiation approach…………………………………………………………… 1.4 Negotiating style ………………………………………………………………… 1.5 Risk taking……………………………………………………………………… 1.6 Goal of negotiating ……………………………………………………………… 1.7 The role of attorneys in the negotiation………………………………………… 1.8 Conflict management…………………………………………………………… 1.9 Decision-making ………………………………………………………………… 1.10 Activities accompanying the negotiation ……………………………………… Similarities and differences between Vietnamese and American in business negotiation and the cultural explanation….………………………………………… 2.1 Similarities……………………………………………………………………… 2.2 Differences……………………………………………………………………… Potential problems in Vietnamese – American business negotiation and some suggested solutions…………………………………………………………………… 3.1 Potential problems………………………………………………………………… 3.2 Some suggested solutions……………………………………………………… CHAPTER 5: CONCLUSIONS Conclusion………………………………………………………………………… Limitation of the study…………………………………………………………… Suggestions for further study……………………………………………………… REFERENCES……………………………………………………………………… APPENDIX APPENDIX TIEU LUAN MOI download : skknchat@gmail.com 19 21 22 22 23 23 25 25 26 28 28 29 29 30 30 31 33 34 34 36 39 39 39 41 41 42 42 43 I CHAPTER 1: INTRODUCTION Rationale of the study During the last few decades, the increasing globalization of the economy has resulted in the tremendous growth in international market As international business opportunities open, negotiations also increase There have been so many studies about negotiation skills across cultures, but they only focused mainly on developed countries Just few studies have been conducted in the Vietnamese market Located in the Southeast Asian region, the developing country Vietnam attracts a lot of foreign direct investments, especially after becoming a member of the World Trade Organization (WTO) in 2007 Among various foreign investors are those who come from the United States The U.S.-Vietnam Trade Agreement signed in July 2000 has created opportunities for US investors in Vietnam and also given Vietnamese businesses access to the U.S market on the same terms as other nations With the increasing development in US – Vietnam trade relation, the negotiations between Vietnamese and U.S partners grow to be a norm This shows the importance of understanding how differences in cultures, sexes, experience, and characteristics could affect Vietnamese – American business negotiation However, to cover all those differences in a study of this size seems to be overloaded This study, therefore, attempts to explore only one side of cultural differences - Vietnamese and American cultural values and to find out how they influence on Vietnamese – American business negotiation Aims of the study This study aims to investigate the potential problems in Vietnamese – American business negotiation and the Vietnamese and American cultural values that cause those problems To be more specific, the objectives of the study are: - to find out typical Vietnamese and American cultural values - to understand the nature of a cross cultural business negotiation - to examine the potential problems in Vietnamese – American business negotiation - to analyze how cultural values influence the negotiation process and outcomes These aims are formulated into following research questions: TIEU LUAN MOI download : skknchat@gmail.com 1) What are the similarities and differences between Vietnamese and American business negotiation? 2) How are Vietnamese and American cultural values reflected in Vietnamese – American business negotiation? 3) What are potential problems in Vietnamese – American business negotiation? Scope of the study Dealing with all cultural factors affecting negotiation is too broad for a study of this type Therefore, the focus of this study is to investigate only some typical cultural values of the two target countries: Vietnam and the United States; and to find out how they are reflected in Vietnamese-American business negotiation Methods of the study The study used mixed methods to find answers to the three research questions The instrument for data collection in this study was the questionnaire The data collected from questionnaires were analyzed quantitatively and qualitatively for descriptive statistics Considerations and comments will be made inductively Significance of the study This study points out the cultural values of the two countries that have influence on Vietnamese – American business negotiation and tries to find out some potential problems in that case The results of the study will be of some contribution to the literature of international business negotiation from cross-cultural perspective Moreover, the findings and comments of the study are believed to be useful for raising the cultural awareness of Vietnamese and American businessmen when they meet up in a negotiation so that they can achieve success when they business in the United States or Vietnam Organization of the study: This minor thesis consists of chapters: The first chapter is the introduction which reveals the rationale, significance, aims, methods, scope and organization of the study TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation Chapter is the theoretical background centering on some typical cultural values of Vietnam and the United States, the cross cultural business negotiation with potential problems Chapter discusses the methodology of the study Chapter deals with findings and discussion, and implications of the study given by the findings The last chapter is the conclusion, limitations and suggestions for further study CHAPTER 2: THEORETICAL BACKGROUND Culture TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation 1.1 What is culture? Culture is an abstract term which is very hard to define The meaning of the word ―culture‖ causes a lot of debates by anthropologists as well as many other social scientists There are up to now hundreds of definitions of ‗culture‘ and different people define it in dissimilar ways But the most general understanding of culture is that it is learnt, not inherent Culture may be understood in the sense of ―high culture‖ as the appreciation of art, music, literature and so on, or ―low culture‖ as normal life with daily activities of human beings According to UNESCO, culture is an "aggregate of distinctive, spiritual, material, intellectual, and emotional traits, which characterizes a society or a social group It includes, alongside with arts and literature, ways of life, basic human rights, systems of values, customs and traditions, and faiths" This is the definition that helps to articulate the concept of cultural dimension of development Geert Hofstede (1984:22) describes culture as the ―collective programming of the mind which distinguishes the members of one group or category of people from another.‖ Therefore, the behavior of a person can only be understood from the knowledge of the culture that he belongs to Due to the fact that all negotiations take place in a socio-cultural environment, the culture of such a place will greatly influence the way the negotiators act, behave or perceive communications, both verbal and non verbal during negotiations Therefore, the definition ―Culture is a shared background (for example, national, ethnic, religious) resulting from a common language and communication style, customs, beliefs, attitudes, and values‖ by Levine and Adelman (1993:xvi) is the most suitable one for the scope of this study 1.2 Components of culture Being passed down from generation to generation, the components of culture are extremely important to all aspects of a society They are necessary for members of society to competently participate in social life and interactions The actions of people can provide information on the culture they come from Sometimes, being submerged into another culture can lead to culture shock According to Stephen Moore (1985:4), cultures are composed of six elements: beliefs, values, norms, roles, role conflict and status - Beliefs: these are general, vague opinions held about the world and about the nature of society They vary by society and sometimes by subcultures, e.g the ancient TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation people were encouraged to think that the Earth was the centre of the universe and all other planets moved around us - Values: these are vague beliefs about what is right and correct in the world They imply that there are certain appropriate forms of action which ought to be taken, e.g life is precious therefore, it is wrong to kill anybody - Norms: these are socially expected patterns of behavior (Actions that are regarded as normal) A norm of the British society is to say ―Hello!‖ on meeting someone, or to stand in a queue without trying to push in front - Roles: Social roles are patterns of behavior expected of certain people according to the occupation or position they hold in society - Role conflict: There are innumerable social roles – father, mother, child, shopkeeper etc All of us occupy a number of roles, which are generally complementary, but sometimes they may conflict - Status: This refers to the position of a person or social role in society according to the amount of prestige received from others In different societies/cultures, status varies Myron W Lustig and Jolene Koeste (2006, 86) have the opinion that culture involves four components: beliefs, values, norms and social practices - Beliefs: A belief is an idea that people assume to be true about the world Beliefs, therefore, are a set of learned interpretations that form the basis for cultural members to decide what is and what is not logical and correct - Values: Values involve what a culture regards as good or bad, right or wrong, fair or unfair, just or unjust, beautiful or ugly, clean or dirty, valuable or worthless, appropriate or inappropriate, and kind of cruel Because values are the desired characteristics or goals of a culture, a culture‘s values not necessary describe its actual behaviors and characteristics - Norms: Norms are the socially shared expectations of appropriate behaviors When a person‘s behaviors violate the culture‘s norms, social sanctions are usually imposed Like values, norms can vary within a culture in terms of their importance and intensity Unlike values, however, norms may change over a period of time, whereas beliefs and values tend to be much more enduring TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation 43 Nguyen Quang (1998) Intercultural Communication CFL - Vietnam National University – Hanoi Puffer, Sheila M (2004) International Management: Insights from Fiction and Practice M.E Sharpe, Inc Publisher Salacuse, Jeswald W (2004) Negotiating: The top ten ways that culture can affect your negotiation Ivey business journal Ivey management services Salacuse, Jeswald W (2010) Teaching International Business Negotiation: Reflections on Three Decades of Experience.Martinus NIJHOFF Publisher International Negotiation, Vol 15, p 187-228 Sarkar, A.N (2010) Navigating the Rough Seas of Global Business Negotiation: Reflection on Cross-Cultural Issues and some Corporate Experiences.AJBIT Vol 3, Issue 2, p 47-61 Schoop, Mareike, Ostertag, Katja, et al (2010) Communication Quality in Business Negotiations Group DecisNegot Vol 19, p 193-209 Steward, E C & Bennett, M J (1991) American Cultural Patterns: A Crosscultural Perspective Intercultural Press, Inc Stulberg, Joseph B (1993) Cultural Diversity and Democratic Institutions: What Role for Negotiations? Jossy-Bass Publisher.Mediation Quarterly, Vol 10, No.3, p.249263 Tocqueville, A (2003) Democracy in America New York: Penguin Classics Verma, G K & Mallick, K (1999) Researching Education: Perspectives and Techniques Falmer Press, Taylor&Francis Inc., Philadelphia Wanning, E (1999) Culture Shock! USA Graphic Arts Center Publishing Company, Portlan, Oregon http://en.wiipedia.org TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation I APPENDIX BẢNG CÂU HỎI KHẢO SÁT Tôi học viên cao học chuyên ngành Ngôn ngữ Anh trường Đại học Ngoại ngữ - Đại học Quốc gia Hà Nội, nghiên cứu đề tài ảnh hưởng giá trị văn hóa đàm phán thương mại Việt Mỹ Bảng câu hỏi có ý nghĩa quan trọng giúp tơi có nhìn thực tế thực đàm phán kinh doanh Việt Mỹ Xin q vị vui lịng giúp tơi hồn thành Bảng câu hỏi khảo sát Xin cam đoan danh tính q vị khơng bị nêu lên trường hợp Trân trọng cám ơn nhiệt tình quý vị PHẦN 1: Xin vui lòng cung cấp số thong tin cá nhân quý vị Giới tính quý vị: a Nam b Nữ Tuổi quý vị: ……… Quốc tịch quý vị: …………………………… Quý vị tham gia đàm phán thương mại khoảng …… lần? Quý vị tham gia đàm phán với đối tác Mỹ chưa? Nếu có q vị tham gia lần? a Chưa b Đã tham gia …… lần PHẦN 2: Quý vị chọn đáp án đưa ý kiến riêng cho câu hỏi sau Xin nhấn mạnh không đánh giá câu trả lời hay sai Vì quý vị lựa chọn đáp án với thực tế quý vị làm, theo, quý vị cho phù hợp/chấp nhận (Q vị lựa chọn nhiều đáp án) Cơng ty quý vị chọn người tham gia đàm phán theo tiêu chí: a khả đàm phán b thâm niên công tác c lực chuyên môn d chức vụ e kinh nghiệm đàm phán với đối tác f tiêu chí khác: ……………………………… ……………………………… Quan điểm quý vị địa vị, chức vụ tuổi tác thành viên đồn đàm phán phía đối tác: TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation II a Cần có ngang địa vị, chức vụ tuổi tác hai bên b Không vấn đề Theo quý vị số lượng đàm phán viên đồn đàm phán có ảnh hưởng đến kết buổi đàm phán khơng? a Hồn tồn khơng b Ảnh hưởng c Ảnh hưởng nhiều Một phái đồn đơng đảo có lợi ích đàm phán? a Tận dụng thông thái nhiều đầu b Thể áp đảo đối thủ c thành viên tự tin d khơng có lợi ích e ý kiến khác quý vị: ………………………………………………… Quý vị theo chiến lược đàm phán nào? a Hai bên có lợi (win – win) b Đàm phán cạnh tranh (win – lose) Phía quý vị thường cố gắng đạt thỏa thuận ban đầu phương diện nào? a yếu tố, nguyên tắc chung b chi tiết cụ thể Quý vị có e ngại rủi ro đàm phán? a Chúng sẵn sàng chấp nhận đương đầu với rủi ro b Chúng cố gắng hạn chế rủi ro cách tối đa Khi tham gia đàm phán, mục đích chính, cơng ty q vị là: a thiết lập quan hệ hợp tác làm ăn lâu dài b ký hợp đồng (hoàn thành thương vụ ngắn hạn) c a b d ý kiến khác: ……………………………………………………………… Quý vị đánh giá vai trò luật sư buổi đàm phán nào? a quan trọng bắt buộc có mặt để đảm bảo giá trị pháp lý hợp đồng TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation III b tùy Điều quan trọng tin tưởng hai bên 10.Quý vị chọn phương án để đối phó với xung đột q trình đàm phán? a xu hướng đối mặt b xu hướng né tránh 11 Là đàm phán viên, quý vị: a độc lập định b phải tìm kiếm đồng thuận thống từ thành viên khác trước đến định 12 Những yếu tố ảnh hưởng đến định quý vị đàm phán? a Danh tiếng đối tác b Địa vị đối tác c Sự giới thiệu bên thứ ba đáng tin cậy d Mỗi quan hệ cũ với đối tác e Yếu tố khác:………………………………………………… 13 Việc dành thời gian để tạo mối quan hệ thân tình với đối tác trước buổi đàm phán là: a Rất thiết yếu Điều góp phần vào thành công thương vụ b Không cần thiết Cơng việc cơng việc, khơng liên quan đến tình cảm c Ý kiến khác: ………………………………………………………… 14 Phía quý vị có thường tặng q cho đối tác khơng? a Có Việc thu hẹp khoảng cách thể thân thiện b Không Việc không cần thiết 15 Quý vị có thường bắt đầu hay kết thúc đàm phán hoạt động giải trí ăn uống, ca hát … không? a không b c thường xuyên CHÂN THÀNH CẢM ƠN SỰ NHIỆT TÂM CỦA QUÝ VỊ! TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation IV APPENDIX SURVEY QUESTIONAIRE The following questionnaire is designed for my research into the influence of American and Vietnamese cultural values on American - Vietnamese business negotiation Your answers to these questions will be of great suggestions for the enhancement of American-Vietnamese business negotiation Please response to each question below as frankly as you can since all your ideas are completely TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation V confidential Your personal information will not be disclosed under any circumstances PART 1: Please tick or give the answer that is true to your situation Your gender: a Male b Female Your age: ……… Your nationality: a American b Vietnamese How many times have you participated in business negotiation? Answer: ……… times Have you ever been in a Vietnamese – American business negotiation? a Yes, ……times b No PART 2: Please circle the answer to indicate your best choice or give your own ideas in the space provided What are criteria for selecting negotiators? (You can choose more than option) a negotiating skills b seniority c expertise d position e experience in negotiating with the counterpart f others: ………………………………… What is your attitude toward your counterparts’ status, position and age? a There must be a balance between two parties in terms of status, position and age b It doesn’t matter Does the size of the negotiating team have any influence on the outcome of the negotiation? a Almost not b A little bit TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation VI c A lot What are the advantages of a large team of negotiators? a making use of the smartness of many brains “Two heads are better than one.” b expressing the power over the counterpart c negotiators feel more confident d none e others: …………………………………………………………………… What is your preferred negotiation approach? a Integrative negotiation (win – win) b Distributive negotiation (win – lose) Your party generally seeks the initial agreement with the counterpart on: a very general principles b the specific details Are you afraid of taking risks in negotiating? a We are willing to take risks b We try to reduce risks as much as possible When taking part in a negotiation, the main goal of your company is: a establishing a long-term business relationship with the counterparts b signing a contract (a short-term deal is done) c both a & b d others: ……………………………………………………………… What you think of the role of attorneys in the negotiation? a important and compulsory to ensure the legality of the contract b it depends The more important thing is the trust between the two parties 10 Which approach you use to manage conflict during the negotiation? a solution-oriented approach b avoidance-oriented approach 11 As a negotiator, you: a are able to make decision independently TIEU LUAN MOI download : skknchat@gmail.com (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation (LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation(LUAN.van.THAC.si).some.reflections.of.vietnamese.and.american.cultural.values.on.vietnamese.american.business.negotiation