1、中美文化差异对国际商务的影响Analyzing the role of different culture between China and America on International Business Negotiations By 方子箫 Student ID: U201416401 International Business Term Paper Master of International BusinessHuazhong University of Science & TechnologyJune 22Table of ContentsIntroduction2Objec
2、tive 3Problem. . 3Literature Review.3Methodology.4Discussion.5Conclusions.7References.8 Introduction One of the largest influences that affect each and every person in the world is culture. It helps to shape concepts of reality, time, values, and etiquette. There is no escaping culture, nor should a
3、nyone try to escape being influenced by culture. It would be impossible to do so. As to International Business ,the culture has a big influence on it without a doubt. In the article, several cultural factors that affect the negotiation process and its outcome will be examined. It will show the role
4、of different culture on International Business between China and America. Objective: the role of Cultural differences on International Business1.The concept of Culture difference Culture are means of objective evaluation criteria of things. It includes the concept of time, wealth, the attitude towar
5、ds life, the attitude to risk and so on. Different societies people to the 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 t
6、he impact on peoples penetration in the food, clothing, accommodation, festivals 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
7、areas of cultural differences. Problrm: Cultural differences on the importance 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 International Business. Negotiating parti
8、es for foreign culture, some negotiators may have noticed some of the other negotiations,”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, an
9、d the facts and data are common. Similarly, some foreign countries negotiators to negotiations with each other to maintain harmonious relations, they will notice the similarities between both cultures, while ignoring their differences. Literature Review1. Economic dfferencesEconomic differences are
10、result of the economic factors of a reflection of cultural 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
11、World, people care more about food and clothing. 2. National differencesEthnic differences are 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, such a
12、s 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, clothing, ac
13、commodation, festivals and rituals, such as material and cultural life are different with Han.3.The definition of cultureNational culture is a country-specific concepts and value systems, which constitute the concept of peoples lives and work behavior. The nations of the world as a result of specifi
14、c 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, etc, make the different performance of Chinese and Western cultures. Metho
15、dology The methodolgy of this project will consists of three aspect :Cultural value,Relationships,Way of making decesion. They will be showed one by one.1 .Cultural valueCultural values is measure the consequences of peoples behavior and standards. They affecting the way of people understanding the
16、problems and will give rise to a strong emotional impact. In different cultures, values will be very different. Culture in a very appropriate behavior in another culture may be seen as immoral. For example, Americans believe that nepotism is immoral, however it as an obligation at the majority of La
17、tin American culture. Therefore, the Understanding of a certain society in popular as well as these ideas in the personal behavior the degree which respects is very important. Our discussions here will focus on those activities is essential to understand the socio-economic values, more specifically,
18、 is these for promote the cross-cultural communicative competence and the values is worth noting. China has heavier ethics. ”Acquaintance” and ”relationship” has its own special meaning and significance, once the relations have been established, the two sides have become acquaintances or friends, an
19、d generous concessions to help the situation appear, and the degree of trust and tolerance will be improved, so the Chinese people have more oral agreement. Americans is not the case, they do not pay attention to cultivating the feelings of both sides, and attempts to separate business and friendshi
20、p. To deal with the problem, often used the legal means, lawyers come forward to solve the problem is common, it is flexible and not rigid, we should clearly recognize this point. However, once sign the contract, they are very much focused on the legal contract, the performance of the contract is hi
21、gher. The Chinese delegation to the West, maybe a long time no one could entertain, and this misunderstanding of the people are not interested in their visit; Europeans come to China, No matter what they do may find that there are people who accompanied, and this misunderstanding of the people lack
22、of trust in them. Of foreign visitors, a senior care too much, not to mention dinner, often mistakenly believe that this expressed his companys products or have a preference, this in fact is the Chinese hospitality, This can lead to subsequent disappointment, and even complain 2 .RelationshipsAmeric
23、ans are characterized by making friends everywhere. But as the English proverb goes, ”easily go, easily go”those” instant friendship” will not last long, which is quite typical of American culture. As far as the relationship is concerned, Chinese people follow a way that is quite different from that
24、 of the America they are not in a hurry to build up a close relationship. For Chinese, it takes time to get to know each other before they build up a relationship, though they are very hospitable when they treat people from other countries. But once such a relationship is built up they take it in a
25、serious way. What the Chinese are seeking when they meet western business people is a ”longterm relationship” and a mutual trust between both sides3 .Ways of making decisionsDecision-making procedures differ from culture to culture. For example, business people from Latin America prefer to have more
26、 discussions before they reach any agreement, while the Americans like to make the decision as quickly as possible, as they give great priority to the efficiency in business. Besides, decision-makers in the United States are interested in reaching general agreements, with details left behind to be d
27、iscussed by their subordinates. But countries like Greece are just the opposite they insist that details should be discussed before reaching any agreement. Discussion1.Question :How to deal with the cultural differences on international business negotiationsOnly recognize and accommodate cultural di
28、fferences can take the whole process of negotiations in response to countermeasures, including before the negotiations that may arise cultural differences, correctly handle the cultural differences on negotiations, and do a good job of follow-up for the exchange of cultural differences after negotia
29、tions. 1.1 Before the negotiations to understand the cultural differences that may ariseIt is essential to understand cultural differences before negotiations. Preparatory work for negotiations include: the background of negotiations and assessment of the situation, to verify the fact the negotiatio
30、n process, the agenda, the best strategy options and concessions. The background of the negotiations also include the location, site layout, bargaining unit, the Senate on the number of listeners, the channels of communication and the time limit of negotiations. All these preparations must be taken
31、into account possible of cultural differences. For example, the venue layout of cultural differences may have a slightly affected of the cooperation. In the culture of heavier hierarchy, if the room arrangement improper, more casually, it could lead to anxiety and even anger of the other side. Time limit for the control of the negotiations is also very important. Different cultures have different concepts of time. Such as North America, the concept of time is a strong culture, for Americans, time is money. Thus, in international business
