中美文化差异对国际商务的影响.docx
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中美文化差异对国际商务的影响.docx
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中美文化差异对国际商务的影响
AnalyzingtheroleofdifferentculturebetweenChinaandAmericaonInternationalBusinessNegotiations
By
方子箫
StudentID:
U201416401
InternationalBusinessTermPaper
MasterofInternationalBusiness
HuazhongUniversityofScience&Technology
June22
TableofContents
Introduction…………………………………………………………………………2
Objective……………………………………………………………………………3
Problem………………………………………………………………....................3
LiteratureReview…………………………………………………………………….3
Methodology………………………………………………………………………….4
Discussion.....................................................................................................................5
Conclusions………………………………………………………………………….7
References…………………………………………………………………………..8
Introduction
Oneofthelargestinfluencesthataffecteachandeverypersonintheworldisculture.Ithelpstoshapeconceptsofreality,time,values,andetiquette.Thereisnoescapingculture,norshouldanyonetrytoescapebeinginfluencedbyculture.Itwouldbeimpossibletodoso.AstoInternationalBusiness,theculturehasabiginfluenceonitwithoutadoubt.Inthearticle,severalculturalfactorsthataffectthenegotiationprocessanditsoutcomewillbeexamined.ItwillshowtheroleofdifferentcultureonInternationalBusinessbetweenChinaandAmerica.
Objective:
theroleofCulturaldifferencesonInternationalBusiness
1.TheconceptofCulturedifference
Culturearemeansofobjectiveevaluationcriteriaofthings.Itincludestheconceptoftime,wealth,theattitudetowardslife,theattitudetoriskandsoon.Differentsocieties’peopletothesamethingsandproblemswillcometodifferentandevenoppositeconclusions.
Geographicaldifferences,ethnicdifferences,politicaldifferences,economicdifferences,religiousdifferencesanddifferencesinconceptshavetheimpactonpeople’spenetrationinthefood,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeinallitsaspects.Thusaffectingpeople’sbehavior,values,religiousbeliefsandmodesofthoughthavealotofdifference,finallyhasformedthevariouscountriesandareasofculturaldifferences.
Problrm:
Culturaldifferencesontheimportanceofinternationalbusinessnegotiations
Practiceinthenegotiations,manynegotiatorsoftendonotunderstand,ortooknoteoftheculturalimportanceofthesignificantimpactonInternationalBusiness.Negotiatingpartiesforforeignculture,somenegotiatorsmayhavenoticedsomeoftheothernegotiations,”different”or”hardtounderstand”theconcretemanifestationofnegotiations,butthatisnotimportant.Somepeopleblindlybelievethatnegotiationistheuseofforeign-relatedfactsandfigurestospeak,andthefactsanddataarecommon.Similarly,someforeigncountries’negotiatorstonegotiationswitheachothertomaintainharmoniousrelations,theywillnoticethesimilaritiesbetweenbothcultures,whileignoringtheirdifferences.
LiteratureReview
1.Economicdfferences
Economicdifferencesareresultoftheeconomicfactorsofareflectionofculturaldifferences.Forexample,thepeopleintheWesterndevelopedcountriesarerichlivesandhighlevelofeducation,peoplewillpaymoreattentiontothequalityoflife,securitymeansmoregenerally.AndeconomicbackwardnessoftheThirdWorld,peoplecaremoreaboutfoodandclothing.
2.Nationaldifferences
Ethnicdifferencesarethedifferentethnicgroupsinthedevelopmentoflong-termprocess,theformationoftheirownlanguage,customsandpreferences,habits.Theirdiet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeoftheirowncharacteristics.TakethehistoryofourcountryandourHunHan,theXiongnupeoplearevaliant,characteristicsoftypicalnomads.AndwetametheHancharacter,thetypicalcharacteristicsoffarmingnation.WhichledtotheHunsinthediet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifearedifferentwithHan.
3.Thedefinitionofculture
Nationalcultureisacountry-specificconceptsandvaluesystems,whichconstitutetheconceptofpeople’slivesandworkbehavior.Thenationsoftheworldasaresultofspecifichistoricalandgeographicalandgraduallyformeditsownuniqueculturaltraditionsandculturalpatterns.AsthedifferenceofChineseandWesterntraditionalcustoms,values,religiousbeliefs,differentwaysofthinking,etc,makethedifferentperformanceofChineseandWesterncultures.
Methodology
Themethodolgyofthisprojectwillconsistsofthreeaspect:
Culturalvalue,Relationships,Wayofmakingdecesion.Theywillbeshowedonebyone.
1.Culturalvalue
Culturalvaluesismeasuretheconsequencesofpeople’sbehaviorandstandards.Theyaffectingthewayofpeopleunderstandingtheproblemsandwillgiverisetoastrongemotionalimpact.Indifferentcultures,valueswillbeverydifferent.Cultureinaveryappropriatebehaviorinanotherculturemaybeseenasimmoral.Forexample,Americansbelievethatnepotismisimmoral,howeveritasanobligationatthemajorityofLatinAmericanculture.Therefore,theUnderstandingofacertainsocietyinpopularaswellastheseideasinthepersonalbehaviorthedegreewhichrespectsisveryimportant.Ourdiscussionsherewillfocusonthoseactivitiesisessentialtounderstandthesocio-economicvalues,morespecifically,istheseforpromotethecross-culturalcommunicativecompetenceandthevaluesisworthnoting.
Chinahasheavierethics.”Acquaintance”and”relationship”hasitsownspecialmeaningandsignificance,oncetherelationshavebeenestablished,thetwosideshavebecomeacquaintancesorfriends,andgenerousconcessionstohelpthesituationappear,andthedegreeoftrustandtolerancewillbeimproved,sotheChinesepeoplehavemoreoralagreement.Americansisnotthecase,theydonotpayattentiontocultivatingthefeelingsofbothsides,andattemptstoseparatebusinessandfriendship.Todealwiththeproblem,oftenusedthelegalmeans,lawyerscomeforwardtosolvetheproblemiscommon,itisflexibleandnotrigid,weshouldclearlyrecognizethispoint.However,oncesignthecontract,theyareverymuchfocusedonthelegalcontract,theperformanceofthecontractishigher.TheChinesedelegationtotheWest,maybealongtimenoonecouldentertain,andthismisunderstandingofthepeoplearenotinterestedintheirvisit;EuropeanscometoChina,Nomatterwhattheydomayfindthattherearepeoplewhoaccompanied,andthismisunderstandingofthepeoplelackoftrustinthem.Offoreignvisitors,aseniorcaretoomuch,nottomentiondinner,oftenmistakenlybelievethatthisexpressedhiscompany’sproductsorhaveapreference,thisinfactistheChinesehospitality,Thiscanleadtosubsequentdisappointment,andevencomplain
2.Relationships
Americansarecharacterizedbymakingfriendseverywhere.ButastheEnglishproverbgoes,”easilygo,easilygo”-those”instantfriendship”willnotlastlong,whichisquitetypicalofAmericanculture.Asfarastherelationshipisconcerned,ChinesepeoplefollowawaythatisquitedifferentfromthatoftheAmerica-theyarenotinahurrytobuildupacloserelationship.ForChinese,ittakestimetogettoknoweachotherbeforetheybuilduparelationship,thoughtheyareveryhospitablewhentheytreatpeoplefromothercountries.Butoncesucharelationshipisbuiltuptheytakeitinaseriousway.WhattheChineseareseekingwhentheymeetwesternbusinesspeopleisa”long-termrelationship”andamutualtrustbetweenbothsides
3.Waysofmakingdecisions
Decision-makingproceduresdifferfromculturetoculture.Forexample,businesspeoplefromLatinAmericaprefertohavemorediscussionsbeforetheyreachanyagreement,whiletheAmericansliketomakethedecisionasquicklyaspossible,astheygivegreatprioritytotheefficiencyinbusiness.Besides,decision-makersintheUnitedStatesareinterestedinreachinggeneralagreements,withdetailsleftbehindtobediscussedbytheirsubordinates.ButcountrieslikeGreecearejusttheoppositetheyinsistthatdetailsshouldbediscussedbeforereachinganyagreement.
Discussion
1.Question:
Howtodealwiththeculturaldifferencesoninternationalbusinessnegotiations
Onlyrecognizeandaccommodateculturaldifferencescantakethewholeprocessofnegotiationsinresponsetocountermeasures,includingbeforethenegotiationsthatmayariseculturaldifferences,correctlyhandletheculturaldifferencesonnegotiations,anddoagoodjoboffollow-upfortheexchangeofculturaldifferencesafternegotiations.
1.1Beforethenegotiationstounderstandtheculturaldifferencesthatmayarise
Itisessentialtounderstandculturaldifferencesbeforenegotiations.Preparatoryworkfornegotiationsinclude:
thebackgroundofnegotiationsandassessmentofthesituation,toverifythefactthenegotiationprocess,theagenda,thebeststrategyoptionsandconcessions.Thebackgroundofthenegotiationsalsoincludethelocation,sitelayout,bargainingunit,theSenateonthenumberoflisteners,thechannelsofcommunicationandthetimelimitofnegotiations.Allthesepreparationsmustbetakenintoaccountpossibleofculturaldifferences.Forexample,thevenuelayoutofculturaldifferencesmayhaveaslightlyaffectedofthecooperation.Inthecultureofheavierhierarchy,iftheroomarrangementimproper,morecasually,itcouldleadtoanxietyandevenangeroftheotherside.
Timelimitforthecontrolofthenegotiationsisalsoveryimportant.Differentcultureshavedifferentconceptsoftime.SuchasNorthAmerica,theconceptoftimeisastrongculture,forAmericans,timeismoney.Thus,ininternationalbusiness
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- 关 键 词:
- 中美 文化差异 国际 商务 影响