中西方文化差异对国际商务谈判的影响.docx

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1、The Inf Iuence of Chinese-western Cultural Differences in Business NegotiationsAbstractInternational Business Negotiation as an important part of foreign economic and trade exchanges is the basis of it. The influence of Chinese-western cultural differences in business negotiation becomes more profou

2、nd because of the negotiators comes from difference countries. This article clarified the characteristic ofbusiness At last, work innegotiations, I give some the businessChinese-western culture and researched on the style of language expression, ways of thinking, values and so on. suggestion and the

3、 terms of settlement to the people who negotiation between China and the west.Keywords: Chinese-western culture; cultural differences; business negotiation; negotiated skillsReference:1王会丽，Co-Operative Economy & Science,武汉科技大学中南分校商学院，2009年14期2潘珥舟，Journal of Tian jin Vocational Insti tutes,天津渤海职业技术学院

4、,2007年04期3李相敏，Market Modernization,秦皇岛外国语职业学院，2007年30期4胡璇、张维维，Heihe Journal,景德镇陶瓷学院外语系，2008年06期5张静静，Journal of Mudanjiang College of Education荷泽学院，2009 年02 期6王滕宁，Shandong Machinery,山东建筑工程学院，2004年04期7周健，Journal of Chifeng College(Philosophy and Social Science,辽宁大学外国语学院,2006年03期8庄佳，对外经济贸易大学学报,复旦大学，200

5、3年04期CONTENTSI The Cultural Difference between Chinese and Western31.1 The Characteristics and Performance of Chinese Culture31.2 The Characteristics and Performance ofWestern Culture31.3 The Cultural Difference of Chinese-western in Business Negotiation3II Western Business Negotiation42.1 Negotiati

6、on across Culture42.2 The Style of Chinese-western Business Negotiation42.2.1 Negotiating group42.2.2 The Starting Point for Negotiations52.2.3 Decision-making52.2.4 Cooperative Attitude on the Final 62.3 Features and Performance about the Style of the Chinese-western negotiation6III The Influence o

7、f Cultural Difference on Business Negotiation63.1 The Influence of the Description in Business Negotiation63.2 The Influence of the Body Language in Business Negotiation73.3 The Influence of the Attitude to the Business Negotiation73.3.1 Objectivity73.3.2 Concept of the Time73.3.3 Equality73.4 The I

8、nfluence of the Ways ofThinking in Business Negotiation83.5 The Influence of the83.5.1 Right to Make Decision 83.5.2 Get Along with Others 83.5.3 Attitude towards the Interest 8IV The Strategy to Deal with International Business Negotiations betweenChinese and Western84.1 Pay Attention to84.1.1 Stra

9、tegy of Language 94.1.2 Awareness of Inter-cultural Negotiation94.1.3 Change the Prejudice to the OtherSide 94.2 Some Necessary Preparation9Reference: 10I The Cultural Difference between Chinese and WesternThere are cultural difference in the way of thinking, values, codes of conduct and way of life

10、 in Chinese and western due to the background and traditions of different cultures. Language is the carrier of culture, Glossary contains a lot of cultural information, they are all the important part of culture. It reflects the cultural change and development, but it is also a direct reflection of

11、the cultural differences.1.1 The Characteristics and Performance of Chinese CultureChina has two thousand years of feudal society in the process ofhistory. Confucianism has occupied an entrenched dominant chord. It has a very profound and lasting impact on the Chinese society. Chinese people have al

12、ways been self-derogatory in life. This is the Confucian golden mean as the basic norms of behavior. Therefore, the Chinese culture reflects the cultural characteristics of group. This identity is not allowed to put personal interests above the value of above groups.1.2 The Characteristics and Perfo

13、rmance of Western CultureWestern culture refers to Western Europe, North Americas modern culture, including the common standards, values and customs in Western world. The formation of Western values can be traced back to the Renaissance. The guiding ideology of the Renaissance was humanism that is,

14、advocating individual as the center, to promote individualism, first, strive to develop their own self-expression. nModestH is negligible in Western culture. People worship the Stronger and Hero. People will be hired with talent and ability. The weak that lack of confidence can only be out of date o

15、r weeded out. Thus, Western culture reflects the cultural identity of the individual. These individual cultural characteristics determine the individual values above group interest.1.3 The Cultural Difference of Chinese-western in Business NegotiationInternational business negotiations and culture a

16、re inseparable. It is important to study the cultural difference deeply in the development ofbusiness negotiation theory and practice.At first, cultural differences lead to a kind of culture is considered reasonable behavior while it actually becomes irrational behavior in another culture. For examp

17、le, “less eye contact“ is a psychological tactic in the western country but a kind of courtesy and humility performance in Chinese culture. Similarly, nno private meeting place does not mean that Chinas negotiators should put the others in a stressful environment with no secret. Unlike Westerners, C

18、hinese people dont have so much personal privacy.Second, people from different cultural background use completely different ways to negotiate. Successful negotiations must understand and enter each others culture. Chinese way of thinking is comprehensive; the curve of the Chinese mode ofthinking is

19、the overall approach. Everything consider from the whole parts, from big to small, from general to specific. Reflected in the negotiations, they make the process of solving problems from virtual to real. That is to clear the general principles of the negotiations at first and then reach agreement on

20、 specific issues. The westerners pay most attention to the logical relationship between things due to the impact of logical thinking. In the negotiations, they will start on some specific issues for discussion. In selection of language, the westerners often express their ideas more direct, clear and

21、 frank.II Western Business Negotiation2.1 Negotiation across CultureCross-cultural negotiation refers to the negotiation starting not only between different countries, ethnic but also different political systems and ideologies.Different countries and peoples use different language. Their values and

22、way of life are very different. Westerners tend to decompose the complex negotiations for some smaller problem and then followed by settlement. While in many Eastern cultures, negotiation is considered to adopt a holistic approach. Even if they used to be a cultural group before a gap caused by a lo

23、ng time because of political reasons, then the values and habits will appear distance obviously.The core issue of cross-cultural negotiations is to go beyond the barriers and obstacles education. Any kind of culture is the product of the material and culture activities and it is one side of our huma

24、n civilization. As human existence, the existence of a nation divided right and wrong are not pros and cons. If we respect others and recognize everyone has the right to survival and development, then we should recognize the reasonableness of any cultural existence. Thus, we will fully aware of cult

25、ural diversity. On this basis, people can breakthrough their own cultural constraints to understand the words or deeds in another culture. To avoid all the misunderstanding and estrangement caused by cultural differences.2.2 The Style of Chinese-western Business NegotiationAffected by the Chinese-we

26、stern cultural difference, the styles of negotiation are very different. In this section, I made a distinction between Chinese-western business negotiation style in the team composition, the starting point for business negotiations started, the final decision-making and cooperative attitude on the f

27、inal terms.2.2.1 Negotiating groupThe western negotiating team generally composed of one or more negotiators, they usually have the right to the necessary decisions. Members of the NegotiatingGroup may not be senior executives within the company, but they are involved in the negotiations and authori

28、tative experts in the field. Western culture is characterized by individualism. So, they are usually good at independent work. Therefore, the western negotiation team is small. It reduced the bargaining dispute inside the group. So, the westerners can solve the problem in a relatively short period o

29、f time.Chinese negotiation has a characterized that including large of negotiators. It is to say, the western negotiation team at the administrative level while Chinese negotiating team is to include more administrative level. One person is usually served as general manager of the negotiations by a

30、group leader who is to coordinate the interests among group members. And other members of the negotiating group are negotiating experts in various fields. Chinese culture is respect for seniority in power, the high-level and the authority; so that they usually take into account the status and the pl

31、ace of the membership. In Chinese view, a member of the other party talks, posts reflect the composition of the other party to the negotiations, the attention level and the degree of respect for China.2.2.2 The Starting Point for NegotiationsThe starting point for negotiations between China and the

32、West are different. Western negotiators straight into the subject are to discuss the content of transactions, to discuss the subject of negotiations. They are usually eager to complete the pre-arranged agenda. The main purpose of the negotiations is to reach an agreement as soon as possible. They li

33、ke to separate work and play. These are reflected the characteristics of the business concern in American culture.The Chinese negotiators are usually very different from the west which will make western negotiators lose patience and even disappointed. The most important task is to establish good coo

34、peration between the parties relationship in the initial for the Chinese. The Chinese managers in the negotiations try to understand the relevant information of the other side before the negotiations in order to establish long-term relationship. Chinese believe that the business can not be completel

35、y separated with entertainment. The Chinese negotiators often spend a lot of time at the banquet and the tour above early in the negotiation. They like to show hospitality and enthusiasm. It is considered long-term cooperative relations between the two sides to establish the basis and premise in Chi

36、na. It is also an integral part of the negations.2.2.3 Decision-makingThe western negotiating team usually consists of one or several members. They have the necessary decision-making power. This means that they can make decisions on the subject of negotiations. In American culture, individuals can m

37、ake decisions on behalf of organizations or companies.But things change in China. The real people who have decision-making power is not necessarily the number of the negotiating group although China has more members of the negotiating team.2.2.4 Cooperative Attitude on the FinalThe west more concern

38、ed about the business itself in the western culture. For them, the last stage of negotiations is the signing of an agreement, and then there is no further room for negotiation. They think the final contract sacred and binding. They think the most important thing in the trade is economic interests. A

39、nd they think the contract is the best solution to ensure their own interests. Therefore, they particularly valued the contract very seriously; discuss the terms of the contract, and giving special attention to compensation for breach of contract terms.However, Chinese focus on the relationship. The

40、 purpose of Chinese business negotiation is to establish a long-term partnership. Therefore, the agreement of the two sides is a framework to further develop a more intimate relationship. Negotiation is seen as a symbol both sides work together to establish friendship. Contract represents a beginnin

41、g of a long-term and mutually beneficial cooperation. If circumstances change, they usually put forward the change on the terms of the views in the contract.2.3 Features and Performance about the Style of the Chinese-western negotiationIt is necessary to understand the cultural difference between th

42、e two countries for negotiating style is a reflection of the culture.There are huge cultural difference in China and the west. Taking America as a example, American history is short, sparsely populated. Individuafs survival and development have to rely on themselves. That is the formation of the Ame

43、rican culture of individualism and performance-oriented features. Americans do not attach importance to long-term relationships and they do things directly into the subject. However, China has a long history, a small population. Survival is the need for concerted efforts and long-term cooperation wh

44、ich formed the collectivism of Chinese culture.2.4 The Influence of Cultural Difference on Business NegotiationThe difference in business negotiations is the language expression, body language, different values, different ways of thinking and ideology impact on the negotiation in addition to the sty

45、le. The gap is enough to become an obstacle to business negotiations.3.1 The Influence of the Description in Business NegotiationChinese are good at reasoning and deduction and capturing the information and opportunities from the other side of the conversation. German has good faith and language of

46、rigorous. American are self-confidence and used to expression literally. They lack of trust and patience to the person who are not honest or who hide their views. They are not used to the Chinese people over greeting before the start of formal negotiations and quickly get to the point. Then, the Chi

47、nese people would feel too abrupt.3.2 The Influence of the Body Language in Business NegotiationCommunication is not limited to language but also non-verbal communication, such as eye contact, facial expressions, gestures and so on. In China, the speech generally looks at the audience, but listeners

48、 are not always staring at the speaker. In North America and Northern Europe, the two sides to maintain eye contact means that the dialogue open, trust and integrity, listeners often stared at the speakers mouth to show respect. It is easy to cause misunderstandings in communication if you do not un

49、derstand different cultures and use of the scenarios.3.3 The Influence of the Attitude to the Business NegotiationSimilarly, differences in the values impact international business negotiation. The differences in the values include the objectivity of judgments of things, time view and the opinion of equality.33.1 ObjectivityThe objectivity of the internationa