Implication of Cultural Differences on International Business Negotiations.docx
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Implication of Cultural Differences on International Business Negotiations.docx
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ImplicationofCulturalDifferencesonInternationalBusinessNegotiations
ImplicationofCulturalDifferencesonInternationalBusinessNegotiations
文化差异对国际商务谈判的影响
Abstract
Businessnegotiationsunderdifferentculturalconditionsareculturalnegotiations.Withthedevelopmentofeconomicglobalizationandfrequentbusinesscontacts,culturaldifferenceshave
becomeveryimportant.Iftheyareneglected,theycouldcauseunnecessarymisunderstanding,
orevenunderminetheresultofbusinessnegations.Therefore,itisofgreatsignificancetoknow
differentculturesofdifferentcountriesaswellaswaystoavoidculturalconflictsinthecontext
ofinternationalbusinessnegotiations.Thepaperbeginswiththedefinitionofculture,analyzes
thecausesofculturaldifferencesandexplainstheimpactofculturaldifferencesoninternational
businessnegotiationsfromthreeperspectivesofcommunicationprocess,negotiationstyleand
valuesconcept.Finally,itanalyzeseffectivewaystodealwiththeproblemarisingfromcultural
differencesinthenegotiationprocess.Thepaperstressesthatinbusinessnegotiationsbetween
differentcountriesnegotiatorsshouldaccepttheotherparty'sculture,trytomakehimbe
acceptedandmakeacorrectevaluationwithhelpofeffectivecommunications.Inaword,for
successfulculturalnegotiations,culturaldifferencesneedtobeperceived,acceptedandmost
importantlyplayeddown.
Keywords:
cultureculturaldifferencebusinessnegotiationimpact
Contents
1.Culturaldifference
1.1Thedefinitionofculture
1.2Thecausesofculturaldifferences
1.2.1Geographicaldifferences
1.2.2Ethnicdifferences
1.2.3Politicaldifferences
1.2.4Economicdifferences
1.2.5Religiousdifferences
1.2.6Theconceptofdifference
1.3ImportanceofinternationalbusinessnegotiationsonCulturaldifferences
2.Culturaldifferencesontheimpactofinternationalbusinessnegotiations
2.1Communicationprocess
2.2Negotiatingstyle
2.3Values
2.3.1Ethics
2.3.2Sense
2.3.3ConceptofCollective
2.3.4Conceptoftime
3.Howtodealwithinternationalbusinessnegotiationsandculturaldifferences
3.1Tolearnmoreabouttheformerinthenegotiationsoftheculturaldifferencesthatmayarise
3.2Inthenegotiationsnecessarytocorrectlyhandletheculturaldifferences
3.3Negotiationstodoagoodjoboffollow-upfortheexchangeofculturaldifferences
4.References
Businessnegotiationininterpersonalrelationshipsasaspecialform,relatetodifferentgeographical,ethnic,socialandculturalexchangesandcontacts,whichhavetakenplaceincross-culturalnegotiations.Incross-culturalnegotiations,thedifferentgeographical,ethnic,culturaldifferenceswillaffectthethinkingofthosenegotiations,thenegotiationstyleandbehavior,thusaffectingtheentirenegotiationprocess.Therefore,toengageinbusinessactivities,especiallyforthecross-borderbusinessactivitiesmustunderstandandmasterthelinksbetweendifferentculturesanddifferences.Conductingnegotiationswiththeorganization,alsohavetounderstandthatculturaldifferencesimpactonthenegotiations,onlythefaceofsuchapositiveimpactonthedesiredobjectivescanbeachieved
1.Culturaldifferences
1.1thedefinitionofculture
Nationalcultureisacountry-specificconceptsandvaluesystems,whichconstitutetheconceptofpeople'slivesandworkbehavior.Thenationsoftheworldasaresultofspecifichistoricalandgeographicalandgraduallyformeditsownuniqueculturaltraditionsandculturalpatterns.AsthedifferenceofChineseandWesterntraditionalcustoms,values,religiousbeliefs,differentwaysofthinking,etc,makingthedifferentperformanceofChineseandWesterncultures.
1.2thecausesofculturaldifferences
Culturaldiversitycausedbymanyreasons,Tosumup,themainsourceofcultural
differencesareinthefollowingareas:
1.2.1geographicaldifferences
Referstothegeographicaldifferencesindifferentgeographicregionsduetothegeographicalenvironment,thelevelofeconomicdevelopmentandtraditionaldifferencesinhabits,peopleoftenhavedifferentlanguage,lifestyleandhobbies.Andthesewillaffecttheirbehavior.Forexample,theWestandtheAmericanpeopleinsomecountriestreatChristmasimportant,butinareassuchasneartheequatordonothavesnowalltheyearround,thepeopleofsomeAfricancountriesmaynothavetheconceptofChristmasbecausethebestmodifiedChristmasissnow,astothepeopleintheregionthatarenotlong-termsnow,thereislittleconcentrationofChristmasthanAmericanStates.
1.2.2nationaldifferences
Ethnicdifferencesisthedifferentethnicgroupsinthedevelopmentoflong-termprocess,theformationoftheirownlanguage,customsandpreferences,habits.Theirdiet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeoftheirowncharacteristics.TakethehistoryofourcountryandourHunHan,theXiongnupeoplearevaliant,characteristicsoftypicalnomads.AndwetametheHancharacter,thetypicalcharacteristicsoffarmingnation.WhichledtotheHunsinthediet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifearedifferentwithHan.
1.2.3thepoliticaldifferences
Politicaldifferencesareduetothepoliticalsystemandthepoliciesandregulationsonpeople'sbehaviorwiththeroleofastandardized,sothatallpeoplesinthepoliticalaspectsontheconceptoftheexistencearedifferences.TaketheUnitedStatesandFranceasexample,theUnitedStatesbytheConstitutionthepowersofthePresidentofthesevererestrictionsonthetwomajorpowerswithotherinstitutionsofCongressandtheSupremeCourtofstrongconstraints.WhileFrancealsohadtosetwasreadytoroyalistrestorationofthemonarchyoftheThirdRepublictoamendtheConstitutionalittlefurtherexpandthepowersofthepresident.
1.2.4economicdisparities
Economicdifferencesareresultoftheeconomicfactorsofareflectionofculturaldifferences.Forexample,thepeopleintheWesterndevelopedcountriesarerichlivesandhighlevelofeducation,peoplewillpaymoreattentiontothequalityoflife,securitymeansmoregenerally.AndeconomicbackwardnessoftheThirdWorld,peoplecaremoreaboutfoodandclothing.
1.2.5religiousdifferences
Religionisthedevelopmentofhumansocietytoacertainstageofhistoricalphenomenon,Religionhasitsown(Catholic)MajorepidemicinWesternEuropeandSouthAmerican;IslamisthescopeofthewholeoftheMiddleEastandNorthAfrica.BuddhismismoreprevalentinAsiancountries.Theworldhasthreemajorreligions:
Christianity,BuddhismandIslam.Christian(Protestant)ismajorepidemicinNorthernEurope,NorthAmericaandAustralia;peopleinmanypartsofAsiabelieveinBuddhist.Differentreligionshavedifferentculturaltendenciesandprecepts,whichaffectthewayofpeopleunderstandthings,codesofconductandvalues.
1.2.6theconceptofValuesdifference
Valuesaremeansofobjectiveevaluationcriteriaofthings.Itincludestheconceptoftime,wealth,theattitudetowardslife,theattitudetoriskandsoon.Differentsocieties’peopletothesamethingsandproblemswillcometodifferentandevenoppositeconclusions.
Geographicaldifferences,ethnicdifferences,politicaldifferences,economicdifferences,religiousdifferencesanddifferencesinconceptshavetheimpactonpeople'spenetrationinthefood,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeinallitsaspects.Thusaffectingpeople'sbehavior,values,religiousbeliefsandmodesofthoughthavealotofdifference,Finallyhasformedthevariouscountriesandareasofculturaldifferences.
1.3culturaldifferencesontheimportanceofinternationalbusinessnegotiations
Practiceinthenegotiations,manynegotiatorsoftendonotunderstand,ortooknoteoftheculturalimportanceofthesignificantimpactonnegotiations.Negotiatingpartiesforforeignculture,somenegotiatorsmayhavenoticedsomeoftheothernegotiations,"different"or"hardtounderstand"theconcretemanifestationofnegotiations,butthatisnotimportant.Somepeopleblindlybelievethatnegotiationistheuseofforeign-relatedfactsandfigurestospeak,andthefactsanddataarecommon.Similarly,someforeigncountries’negotiatorstonegotiationswitheachothertomaintainharmoniousrelations,theywillnoticethesimilaritiesbetweenbothcultures,whileignoringtheirdifferences.Let'slookatanexample.
In1992,negotiatorsfromChinaandother12expertsofdifferentprofessionstoformadelegationtotheUnitedStatespurchasesabout30millionU.S.dollarsofchemicalequipmentandtechnology.TheUSnaturallydoeseverythingpossibletosatisfythem.Oneofthemisnegotiationsinthefirstroundofthedelegationsenttoeachofthemasmallsouvenir.TheSouvenirspackagingisveryparticularisabeautifulredbox,redforadvanced.Butwhenthedelegationwaspleasedtoopentheboxwhenface-to-faceinaccordancewiththeAmericans,Everyone'sfaceappearsverynotthenatureactually--thereisagolfcap,butthecolorisgreen.Americanbusinessman'sintentionis:
aftersigningthecontract,andeveryonetoplaygolf.Buttheydon’tknowthe"beacuckold"isthebiggesttabooinChinesemen.Finallythedelegationdidnotsignthecontract,notbecausetheAmericans"insult"people,butbecausetheyworkcareless,andevendon’tknowthecommonsensethatChinesementaboo"beacuckold".Howcanwefeelfreetotensofmillionsofdollarsprojecttothem?
ItcanbeseenthatthefailureoftheAmericansnegotiationisduetotheydonotunderstandtheChineseculture.
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