Implication of Cultural Differences on International Business Negotiations文化差异对国际商务谈判的影响.doc

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1、Implication of Cultural Differences on International Business Negotiations文化差异对国际商务谈判的影响 Abstract Business negotiations under different cultural conditions are cultural negotiations. With the development of economic globalization and frequent business contacts, cultural differences havebecome very i

2、mportant. If they are neglected, they could cause unnecessary misunderstanding, or even undermine the result of business negations. Therefore, it is of great significance to knowdifferent cultures of different countries as well as ways to avoid cultural conflicts in the contextof international busin

3、ess negotiations. The paper begins with the definition of culture, analyzesthe causes of cultural differences and explains the impact of cultural differences on internationalbusiness negotiations from three perspectives of communication process, negotiation style andvalues concept. Finally, it analy

4、zes effective ways to deal with the problem arising from culturaldifferences in the negotiation process. The paper stresses that in business negotiations between different countries negotiators should accept the other partys culture, try to make him beaccepted and make a correct evaluation with help

5、 of effective communications. In a word, forsuccessful cultural negotiations, cultural differences need to be perceived, accepted and mostimportantly played down. Key words: culture cultural difference business negotiation impactContents1. Cultural difference1.1 The definition of culture1.2 The caus

6、es of cultural differences1.2.1 Geographical differences1.2.2 Ethnic differences1.2.3 Political differences1.2.4 Economic differences1.2.5 Religious differences1.2.6 The concept of difference1.3 Importance of international business negotiations on Cultural differences2. Cultural differences on the i

7、mpact of international business negotiations2.1 Communication process2.2 Negotiating style2.3 Values2.3.1 Ethics2.3.2 Sense2.3.3 Concept of Collective2.3.4 Concept of time3. How to deal with international business negotiations and cultural differences3.1 To learn more about the former in the negotia

8、tions of the cultural differences that may arise3.2 In the negotiations necessary to correctly handle the cultural differences3.3 Negotiations to do a good job of follow-up for the exchange of cultural differences4. ReferencesBusiness negotiation in interpersonal relationships as a special form, rel

9、ate to different geographical, ethnic, social and cultural exchanges and contacts, which have taken place in cross-cultural negotiations. In cross-cultural negotiations, the different geographical, ethnic, cultural differences will affect the thinking of those negotiations, the negotiation style and

10、 behavior, thus affecting the entire negotiation process. Therefore, to engage in business activities, especially for the cross-border business activities must understand and master the links between different cultures and differences. Conducting negotiations with the organization, also have to unde

11、rstand that cultural differences impact on the negotiations, only the face of such a positive impact on the desired objectives can be achieved1. Cultural differences1.1 the definition of cultureNational culture is a country-specific concepts and value systems, which constitute the concept of peoples

12、 lives and work behavior. The nations of the world as a result of specific historical and geographical and gradually formed its own unique cultural traditions and cultural patterns. As the difference of Chinese and Western traditional customs, values, religious beliefs , different ways of thinking,

13、etc, making the different performance of Chinese and Western cultures.1.2 the causes of cultural differences Cultural diversity caused by many reasons, To sum up, the main source of culturaldifferences are in the following areas: 1.2.1 geographical differences Refers to the geographical differences

14、in different geographic regions due to the geographical environment, the level of economic development and traditional differences in habits, people often have different language, lifestyle and hobbies. And these will affect their behavior. For example, the West and the American people in some count

15、ries treat Christmas important, but in areas such as near the equator do not have snow all the year round, the people of some African countries may not have the concept of Christmas because the best modified Christmas is snow, as to the people in the region that are not long-term snow ,there is litt

16、le concentration of Christmas than American States. 1.2.2 national differences Ethnic differences is the different ethnic groups in the development of long-term process, the formation of their own language, customs and preferences, habits. Their diet, clothing, accommodation, festivals and rituals,

17、such as material and cultural life of their own characteristics. Take the history of our country and our Hun Han, the Xiongnu people are valiant, characteristics of typical nomads. And we tame the Han character, the typical characteristics of farming nation. Which led to the Huns in the diet, clothi

18、ng, accommodation, festivals and rituals, such as material and cultural life are different with Han.1.2.3 the political differences Political differences are due to the political system and the policies and regulations on peoples behavior with the role of a standardized, so that all peoples in the p

19、olitical aspects on the concept of the existence are differences. Take the United States and France as example, the United States by the Constitution the powers of the President of the severe restrictions on the two major powers with other institutions of Congress and the Supreme Court of strong con

20、straints. While France also had to set was ready to royalist restoration of the monarchy of the Third Republic to amend the Constitution a little further expand the powers of the president. 1.2.4 economic disparities Economic differences are result of the economic factors of a reflection of cultural

21、 differences. For example, the people in the Western developed countries are rich lives and high level of education, people will pay more attention to the quality of life, security means more generally. And economic backwardness of the Third World, people care more about food and clothing. 1.2.5 rel

22、igious differences Religion is the development of human society to a certain stage of historical phenomenon, Religion has its own (Catholic) Major epidemic in Western Europe and South American; Islam is the scope of the whole of the Middle East and North Africa. Buddhism is more prevalent in Asian c

23、ountries. The world has three major religions: Christianity, Buddhism and Islam. Christian (Protestant) is major epidemic in Northern Europe, North America and Australia; people in many parts of Asia believe in Buddhist. Different religions have different cultural tendencies and precepts, which affe

24、ct the way of people understand things, codes of conduct and values.1.2.6 the concept of Values difference Values are means of objective evaluation criteria of things. It includes the concept of time, wealth, the attitude towards life, the attitude to risk and so on. Different societies people to th

25、e same things and problems will come to different and even opposite conclusions.Geographical differences, ethnic differences, political differences, economic differences, religious differences and differences in concepts have the impact on peoples penetration in the food, clothing, accommodation, fe

26、stivals and rituals, such as material and cultural life in all its aspects. Thus affecting peoples behavior, values, religious beliefs and modes of thought have a lot of difference, Finally has formed the various countries and areas of cultural differences. 1.3 cultural differences on the importance

27、 of international business negotiations Practice in the negotiations, many negotiators often do not understand, or took note of the cultural importance of the significant impact on negotiations. Negotiating parties for foreign culture, some negotiators may have noticed some of the other negotiations

28、, different or hard to understand the concrete manifestation of negotiations, but that is not important. Some people blindly believe that negotiation is the use of foreign-related facts and figures to speak, and the facts and data are common. Similarly, some foreign countries negotiators to negotiat

29、ions with each other to maintain harmonious relations, they will notice the similarities between both cultures, while ignoring their differences. Lets look at an example. In 1992, negotiators from China and other 12 experts of different professions to form a delegation to the United States purchases

30、 about 30 million U.S. dollars of chemical equipment and technology. The US naturally does everything possible to satisfy them. One of them is negotiations in the first round of the delegation sent to each of them a small souvenir. The Souvenirs packaging is very particular is a beautiful red box, r

31、ed for advanced. But when the delegation was pleased to open the box when face-to-face in accordance with the Americans, Everyones face appears very not the nature actually-there is a golf cap, but the color is green. American businessmans intention is: after signing the contract, and everyone to pl

32、ay golf. But they dont know the be a cuckold is the biggest taboo in Chinese men. Finally the delegation did not sign the contract, not because the Americans insult people, but because they work careless, and even dont know the common sense that Chinese men taboo be a cuckold. How can we feel free t

33、o tens of millions of dollars project to them? It can be seen that the failure of the Americans negotiation is due to they do not understand the Chinese culture.From the above examples, we can learn in business negotiations, if we do not attach importance to each others cultural differences, the neg

34、otiations are likely to lead to failure.2. Cultural differences on the impact of international business negotiations The impact of culture on negotiations is extensive and profound, and different cultures will naturally divided people into different groups, this region, the difference between their

35、respective groups are bringing people of different cultural groups tend to alienate each other; On the other hand, different cultural communication and exchanges between people are also obstacles. Therefore, the requirements of the negotiators to accept each others culture, but also by cultural diff

36、erences, unmistakably reveals that the purpose of understanding of each others behavior, and they have been accepted by the other party, and ultimately reach a consensus agreement. Overall, the impact on culture negotiations are in following several aspects:2.1 the communication process Cultural dif

37、ferences on the communication process of the negotiations, first of all is the performance of the communication language in the negotiation process. Language is a bridge of any country, any region and any nation. States companies, individuals to conduct business negotiations, we must first have the

38、language to this. The differences language of international business activities is the most direct and clear. Such as Chinas white elephant brand batteries, to the English White Elephant it would cause bad associations. Because the White Elephant In addition to the name of animals that have two mean

39、ings: The owner did not use, but may be useful to others; do not reuse things. Solve the language problem is very simple, you can hire a translator or use a common third language to talk. While the negotiators of the language used in a variety of cultures with higher fitness, but no matter what, the

40、 difference is obvious. Such as Japan, Brazil and France Culture, the Japanese style of business communication is the most polite, more positive commitment to the use of recommended and guarantees, and less use of threats, commands and warnings of freedom of speech, their manners of speech style, Th

41、e most prominent is that they do not often use no, you and facial gaze, but to maintain a period of silence; Brazilian businessmen to use no and you at the higher frequency, their negotiation style seems more presumptuous, and it seems not lonely in the negotiations, to gaze at each other and touch

42、each other from time to time; French businessmen negotiating style is all the most presumptuous, in particular, their use of threats and warnings at the highest frequency, in addition, they are still very frequent use of interrupted, facial gaze, as well as no and you. It can be seen, only to clarif

43、y these differences that can avoid the reticent Japanese, Brazilian over enthusiasm or the Frenchs misunderstanding of the threat, which achieved the success of international business negotiations. Cultural differences impact on the negotiation process not only in the process of language communicati

44、on, but also in the process of non-verbal communication. Cultural differences will lead to different countries or regions in the body language of negotiations, the use of action language significantly different, or even the same language of action is diametrically opposed to the transfer of informat

45、ion. For example, the vast majority of countries are in favor of nod his head for agree. But in India, Nepal and other countries that are certainly shaking his head, that is, shaking his head and smiling, that is positive meaning, some people just do it diagonally on the rise is still a good way, so

46、me people are a population frequency said You are right! You are right! but a continuously shaking his head, often make others do not know its true psychological and full of doubt. But negotiators shape, movement, language, awareness and use of the differences, also create an obstacle for the negoti

47、ations in communication. Cultural differences also can lead to the negotiators of the differences in communication. People of different cultures have their preferences and habits of communication and cross-cultural negotiations in the negotiating parties often belong to different cultures, have thei

48、r own customary means of communication. Accustomed to different means of communication between the parties to conduct a more depth in communication, often cause a wide range of issues. From countries with a high culture of the negotiators and those from countries with low culture of the negotiators may be in different ways of expression during the negotiation process. From countries with a high culture of the negotiators may be chosen euphemism, indirect ways to express their meaning. While from low culture of the negotiators preference for using oral expression to negotiate, direct