Impacts of Cultural Differences on International Business Negotiations文化差异对国际商务谈判的影响.docx
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Impacts of Cultural Differences on International Business Negotiations文化差异对国际商务谈判的影响.docx
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ImpactsofCulturalDifferencesonInternationalBusinessNegotiations文化差异对国际商务谈判的影响
ImpactsofCulturalDifferencesonInternationalBusinessNegotiations
文化差异对国际商务谈判的影响
I摘要
随着我国加入世贸组织中西国家之间经济贸易飞速发展双方商务交往活动
越来越频繁国际商务谈判的重要性也日渐显现。
然而由于中西方之间存在着巨
大的文化差异中西方谈判者之间很可能出现文化冲突以及不必要的误解。
因此
为了准确把握未来谈判桌上的优势与主导顺利的开展商务活动要想成功的走向
国际市场各国商务谈判者了解中西文化的差异显得十分必要。
各方在商务谈判中
必须增强对文化差异的敏感性承认文化差异还有必要研究最能体现文化价值观
和思维定势的谈判为突破口详细的了解谈判对象的文化背景与习惯并且超越文化
的局限并在此基础上扬长避短尊重不同文化下商人的不同行为减少因不尊重
对方而造成的不必要的冲突应建立相互合作的气氛制定出合适的谈判策略。
本
文重点讨论了中西国家之间的文化差异及其对商务谈判的影响并提出了化解文化
冲突的几点建议使中西方贸易谈判能顺利进行。
关键词文化差异国际商务谈判文化差异的影响
IIAbstract
WithChina’saccessiontotheWorldTradeOrganizationandtherapiddevelopment
ofeconomictradebetweenChinaandwesterncountries,thebusinesscontactsof
differentcountriesbecomemoreandmorefrequent;theimportanceofbusiness
negotiationsgetsobviousgradually.However,thehugeculturaldifferencesbetween
Chinaandwesterncountriesmaygiverisetopotentialculturalconflictsandunnecessary
misunderstandings.Therefore,inordertotakeholdaccuratelytheadvantagesand
dominationonthenegotiatingtablesinthefuture,carryoutbusinessactivitiessmoothly
andwalkintointernationalmarketsuccessfully,itisimperativethatnegotiatorsnotonly
needtolearntheculturalfactorsandacknowledgeculturaldifferencesininternational
businessnegotiations,butalsohavenecessitytoresearchthenegotiationsthatcanmost
reflectculturalvaluesandthinkingsetsasthebreakthrough,understandingnegotiators’
culturalbackgrounds,customsandthelimitationbeyondcultureindetail.Then,people
needtofosterstrengthsandcircumventweaknessesonthebasisofunderstandingothers,
respectbusinessmen’sdifferentbehaviorswithdifferentcultures,reduceunnecessary
conflictscausedbythelackofrespectforeachother,peoplearesupposedtoestablishan
atmosphereofmutualcooperationandformulatearationalnegotiationstrategy.The
thesisemphasizestheimportanceoftakingculturalsensitivitiesintoconsiderationduring
businessnegotiationstomakepropernegotiationtactics.Inviewofsuchasituation,this
thesismakesanefforttohighlighttheimpactsofculturaldifferencesoninternational
businessnegotiationsandputsforwardseveralsuggestionsinreconcilingcultural
differencesinordertomakethenegotiationsdevelopsmoothly.
Keywords:
culturaldifferences;internationalbusinessnegotiations;
impactsofculturaldifferences
IIITableofContents摘要..........................................................................................................................IAbstract......................................................................................................................II1Introduction..............................................................................................................12TheRelationshipbetweenInternationalBusinessNegotiationandCulture.....13CulturalDifferencesinInternationalBusinessNegotiations..............................23.1Differencesofverbalandnon-verbalbehaviors.....................................................23.2Differencesofvalues..............................................................................................33.2.1Objectivity...........................................................................................................33.2.2Equality................................................................................................................43.2.3Timing..................................................................................................................43.3Differencesofthinkingpatterns.............................................................................53.4Differencesofawareness........................................................................................53.4.1Awarenessofdecision..........................................................................................63.4.2Awarenessofhuman............................................................................................63.4.3Awarenessofinterests..........................................................................................63.5Differencesofcustom.............................................................................................63.6Differencesofnationalcomplexandmandarincomplex.......................................74ImpactsofCulturalDifferencesonInternationalBusinessNegotiations..........84.1Impactsofculturaldifferencesonnegotiatingteams.............................................84.2Impactsofculturaldifferencesonnegotiatingstyles.............................................94.3Impactsofculturaldifferencesonnegotiatingstructures.......................................95MethodstoOvercometheCross-culturalBarriers............................................105.1Doinggoodpreparationfornegotiations..............................................................105.2Enhancingcross-culturalawarenessofnegotiations............................................105.3Overcomingculturalbias......................................................................................115.4Beingakeeninsightintothecustomsofnegotiators...........................................115.5Maintainingneutralityontheculturalissues........................................................115.6Overcomingthecommunicationobstacles...........................................................116Conclusion..............................................................................................................127Bibliography...........................................................................................................13
11Introduction
Withtheaccelerateddevelopmentofeconomicglobalization,theeconomic
cooperationactivitiesalloverthewordbecomemoreandmoreuniversal,andthe
importanceofinternationalbusinesstradesaregettingobviousgradually.International
businesscommunicationandcooperationhavebeenall-aroundspreadout.International
businessnegotiationsarealsomuchmorefrequentandcloserthanbefore.The
differencesbetweenChineseandWesternculturesareboundtobecomethefactorwhich
ismostdifficulttocontrol.Internationalbusinessnegotiationhasbecomeanimportant
linkininternationalbusinessactivities.Itisnotonlyaneconomicexchangeand
cooperation,aswellasthecommunicationamongcultures.Cross-cultureisthebiggest
characteristicofinternationalbusinessnegotiations.Becauseofcross-culture,quitealot
ofnegotiationsfail.WithChina’saccessiontotheWTO,therearemoreandmore
problemsneedtobefacedbyenterprises,businessnegotiationsrelatetothesuccessof
businessactivitiesandthesurvivalanddevelopmentofenterprises.Thus,the
cross-culturalobstaclesinbusinessnegotiationsaregettingmoreandmoreattention.
Therefore,payingattentiontoculturaldifferencesisacriticalfactorininternational
businessnegotiations.Itisofsignificancethatunderstandingtheculturalbackgroundsof
theparties,becauseithelpstoavoidtheconflictsbroughtbyculturaldifferences.Itis
necessaryforustounderstandcorrectlytheculturalbackgroundsandtheirdifferencesof
countriesandregions.Basedonthat,wearesupposedtofosterstrengthsandcircumvent
weaknesses,andthendevelopthenegotiatingtacticsinordertopreventtheemergenceor
intensificationofconflictsandwinthesuccessofthenegotiations.2TheRelationshipbetweenInternationalBusinessNegotiationand
CultureInternationalbusinessnegotiationreferstoonebehaviorandprocessthatbusiness
partiesindifferentcountriesandregionsreachconsensusthroughinformationexchanges
andconsultations.Ithasthecharacteristicofcross-culture.Ininternationalbusiness
negotiations,negotiatorsareusuallyfromdifferentnationsandregions,andtheybelong
todifferentreligionsandculturebackgrounds.Theyaregreatdifferentincommunication
ways,thinkingpatterns,customsandvaluesconcept,whichgivesinternationalbusiness
negotiationsthecolorofcross-culturalcommunicationintheinvisibleenvironment.It
meansthatitisveryimportanttounderstanddifferentculturesofdifferentcountriesand
befamiliarwithculturedifferencesofbusinessactivities.Ifbothpartieshavethehuge
differencesonculturalbackgroundsandthinkingpatterns,itwillcausethat
communicationcannotbeundertakeneffectively.Manynegotiatorsoftendonotpay
enoughattentiontotheimpactsofculturaldifferencesontheoutcomeofnegotiations.
Evenifsomenegotiatorshavenoticedthedifferenceoftheoppositeparties,theythinkit浙江越秀外国语学院毕业论文
2isnotimportant,whichwillinevitablyaffectthenegotiationprocessandresultsand
ultimatelyhindertheinternationalbusinessactivitiesandeconomicexchanges.Therefore,
theimpactsofculturaldifferencesoninternationalbusinessnegotiationsshouldnotbe
overlooked.
Thecoreofcross-culturalnegotiationistoovercometheobstaclesofcultural
differences.TheUnitedStatessociologistDavidPopenoegivescultureanabstract
definition:
Cultureisthevaluesandmeaningsystemsownedbyagrouporcommunity.
Culturecontainstheconcreteofthosevaluesandmeaningsinthephysicalform,and
peoplelearnthecultureoftheirsocietythroughobservationandacceptationofother
members’education.“Cultureismentalsoftware;itisthecollectiveprogrammingofthe
mindwhichdistinguishestheme
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