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1、Xinyang Normal University Graduate Graduation Thesis Subject： Impacts of Cultural Differences on International Business Negotiation Major: Business English Name： yangzisai Student No: ID number: Department: henan poly-technic institute Tel: Supervisor: Date: 2012-10-29Contents INTRODUCTION11. TYPES
2、OF CULTURAL DIFFERENCES21.1Value View21.2. Negotiating Style21.3. Thinking Model22. IMPACT OF CULTURAL DIFFERENCES ON INTERNATIONAL BUSINESS NEGOTIATIONS4 2.1 .1Environmental Factors . 5 2.1.2 Personal Factors in Business Negotiation . 5 2.1.3 Impact between USA&China Difference on Negotiation. 62.2
3、 Impact of Negotiating Style Differences on International Business Negotiations. 72.3 Impact of Thinking Model Differences on International Business Negotiation.83. COPING STRATEGY OF NEGOTIATING ACROSS CULTURES.93.1 Making Preparations before Negotiation.93.2 Overcoming Cultural Prejudice.103.3 Con
4、quering Communication Barriers.10CONCLUSION11Bibliography. 21 Acknowledgements. 22 摘要在现代商业的快速发展过程中，文化一直都起着非常重要的作用。同样地， 文化对商务谈判的影响也不可小觑。影响谈判的因素有很多，其中文化差异的存 在尤为重要，甚至会直接影响到商务谈判的结果。只有正确认识并妥善把握中西 方文化差异，才能不断提高自己的谈判技巧，强化自身优势，推进商务谈判的顺 利进行。然而，目前在商务谈判过程中，对文化差异的存在而产生的影响，人们 并没有给予足够的重视。本文通过对商务谈判相关内容的分析研究，找出文化差 异
5、在商务谈判中的重要性之所在；通过对比分析各因素对商务谈判的影响，从而 寻求文化差异对商务谈判的作用以及与各因素间的关系；最后研究得出结论，文 化差异对商务谈判有很大的影响，只有正确认识并妥善把握中西方文化差异，才 能不断提高自己的谈判技巧，强化自身优势，推进商务谈判的顺利进行。 关键词：商务谈判；文化差异；提高；谈判技巧AbstractCulture has been playing a very important role in the rapid development of modern business. Similarly, the impact it has on busines
6、s negotiation is also very great. There are many factors influencing business negotiation, among them, cultural differences are of special importance. The result might be changed due to the differences in culture. As long as we know about the differences in culture and further more make full use of
7、them, the process of negotiation can goes on smoothly. However, nowadays, enough attention has not been paid to the impact of cultural differences on business negotiation. This thesis points out the importance of cultural differences existing in negotiation by collecting and studying connected infor
8、mation, tries to find out the relationship between business negotiation and all factors that influence negotiation, and finally come to the conclusion that as long as we have a good knowledge of cultural differences, which has great impact on the business negotiation, we can improve our negotiation
9、skills and promote the process of negotiation. Keywords: business negotiation; cultural differences; improve; negotiation skillsIntroductionAlong with the advancement globalization and Chinas WTO entry, business enterprises in China have to face more and more business negotiations with foreign enter
10、prises, especially with American enterprises. In these negotiations, Chinese negotiators sometimes feel uncomfortable, puzzled, lost, irritated and the alike, because of unfamiliar custom and behaviors demonstrated by American negotiators. Meanwhile, American negotiators confront the same situation.
11、 Cult rural differences between China and west countries could cause many problems. Therefore, understanding cultural differences and overcoming them is crucial in international business negotiations.Although the definition of culture is numerous and vague, it is commonly Recognized that culture is
12、a shared system of symbols, beliefs, values, attitudes and expectations. Culture is a major determinant in business negotiation. So have a clear picture of culture differences if of great significance. 1. Types of Culture DifferencesThe east countries and west countries have produced different cultu
13、res on the different continents. Among the different cultures, value views, negotiating style and thinking model appear more obvious.1.1Value ViewValue view is the standard that people use to asses objective things. It includes time view, equality view and objectivity. People may draw a different or
14、 even contradictory conclusion about the same thing. Value view is one of the most important differences among the many factors. It can influence the attitude, needs and behavior of people. The value view varies from nation to nation, people know that the eastern person focus on collectivism, while
15、the western people pay more attention to individualism.1.2. Negotiating StyleNegotiating style refers to the tolerance and graces which the negotiator shows in the negotiation. The negotiators show their negotiating style through behavior, manners and the method of controlling negotiation process du
16、ring the negotiation. The negotiators negotiating style has a bearing on their culture background. According to the culture differences, negotiating style falls into two types: the east negotiating style pattern and the west negotiating style pattern.1.3. Thinking ModelThinking model reflects the cu
17、lture. Because of the influences of history background, continents, words and living method, different nations generate different thinking models. Surely, there is more than one thinking model of a nation, but one is more obvious compared with others. As a whole, east people, especially Chinese have
18、 strong comprehensive thinking, image thinking and curved thinking, while analytical thinking, abstract thinking and direct thinking are possessed by the west people. 2. Impact of Cultural Differences on International Business NegotiationsWith the rapid development of economy, we need to do business
19、 with businessmen under different culture background, so in order to reach trade agreement, it is necessary for us to study the impact of culture differences on international negotiation in global business activities. The impact of culture differences on international negotiation is extensive and de
20、eply. Different cultures divide the people into different group and they are also the obstacles of peoples communication. Accordingly, it is required that the negotiator should accept the culture of each other. Furthermore, through culture differences, it is important that the negotiator reveal and
21、understand the other partys goal and behavior and make him or herself be accepted by the opponent to reach agreement finally2.1.1 Environmental FactorsEnvironmental factors in business negotiation including politics, belief, law, social customs, commercial tradition, financial situation, recommendat
22、ion, the climate and some other factors. Changing in the political environment will usually cause changing in the content, procedure and the result of business negotiation. Therefore, in order to ensure the smoothness of the negotiation, in international business, talented negotiator always pay much
23、 attention to analyzing political environment, especially to the international currency, the situation of the opponents country, etc. “Rational belief is playing a rather important role in the following aspects: political affairs, social communication and personal behaviors, legal system, holidays a
24、nd work-time and so on” (Salacuse). The financial situation is also a crucial factor in business negotiation, which includes external debt, foreign exchange reserves, the payment credit and the tax. Take a project in L city for example. The negotiator chose a middle cooperationM in America as the te
25、chnical supplier. It proves that this is not a perfect choice. M has advanced techniques, but its ability and commercial coordination are not so good. Whats worse, it had little knowledge of Chinese market, and the experience is not sufficient. Besides, M acquired another company T in America. T had
26、 loaned some money from the bank and cant return it on time. M had to pick on this loan. However, M also didnt have enough money, and the bank stopped all of its accounts between banks. M had to stop all its business. As the project was crucial to L city, it couldnt be put off any more. At last, the
27、 negotiator had to take some extraordinary measures to help M perform the contract, and complete the project. (Robert D and Gulbro) As for the climate factor, there is also an example. One company in China once had a project in Thailand. At the very beginning, the company didnt know the construction
28、 would be carried on during the rain season, the instrument could not be used in the construction sites. In the end, the other side asked an extra claim for delaying the construction period (Robert D and Gulbro).2.1.2 Personal Factors in Business NegotiationPersonality is the total of ones mental ch
29、aracters, it is shown in peoples characteristics, abilities and qualities. Peoples personality will affect the behaviors in some degree mainly on their emotion and attitude. Impression refers to the perceptual knowledge of things in peoples mind (Ting-toomey). It is usually divided into the first im
30、pression and the follow-up impression. The first impression will give a great influence on the follow-up impression. Therefore, first impression in business negotiation is of great importance. The reflection of people, affairs and such things that affect directly on peoples sense organs is called pe
31、rception. It is limited by knowledge, skills, needs, the objective environment and mental qualities. Different people have different conceptions towards a same thing. Considering all the factors above and some other factors affecting business negotiation is necessary both before and during the negot
32、iation. In this way, can negotiators grasp the overall situation of the negotiation.2.1.3 Impact USA culture on NegotiationThe large cultural wave of Modernism, which emerged in Europe, and then spread to the United States in the early years of the 20th century, expressed a sense of modern life thro
33、ugh art as a sharp break from the past. As modern machinery had changed the pace, atmosphere, and appearance of daily life in the early 20th century, so many artists and writers, with varying degrees of success, reinvented traditional artistic forms and tried to find radically new onesan aesthetic e
34、cho of what people had come to call “the machine age.” 2.2 Impact of Negotiating Style Differences on International Business NegotiationsThe impacts of negotiating style differences on international business negotiation mainly exist in negotiating method and negotiating structure. Take the negotiati
35、on between America and China as a example, since the oriental care more about unity in thinking, they method they adopt in negotiation is from unity to parts, from the big to little, from the abstract to the concrete, that is to say they should each agreement on general terms, then begin to talk abo
36、ut the concrete terms. And usually not until the end of the negotiation do they make compromise and promise based on all the items, and then to reach agreement. The west people are influenced by analytic thinking, so pay more attention to logical relations between things. They consider more about co
37、ncrete things than integrity. And they tend discuss the concrete items at the beginning of negotiation, so they often resolve the price, delivery and issuance respectively at first. And they may make compromise at every detail, so the final contract is the combination of many little agreements. The
38、negotiating structure is linked with cultures. Negotiating structure mostly refers to the number of the participants. In business negotiation, the foreign delegation is usually composed by 3-5 people, while the Chinese one could be more 15 people. The foreign negotiators not only need to negotiate w
39、ith their counterparts but also need to discuss with related person in charge or the government. When making the final decisions, the Chinese negotiators often discuss the results repeatedly from the workers to the board to avoid being decided by a single person. That results from the influence of c
40、ollectivism. So they often said to their partners: Let us think about it. Let us discuss it. But the west negotiators could make the final decision without going back for discussion. That because their admire individualism and hard working. They have strong independence. They would carry on accordin
41、g to the best ways after knowing their goals. Whats more, most west people think that they have the ability to deal with the negotiation situation on their own. And truly, they are brave enough to take responsibility.2.3 Impact of Thinking Model Differences on International Business NegotiationThe t
42、hinking model of Chinese tends to be comprehensive, concrete and curved, while the Americans are usually analytic, abstract and straight-line. We Chinese are accustomed to talking about general principles at first and then move onto details. To Chinese negotiators, the core is the general guideline,
43、 and the details are subject to the guideline. After figuring out the big picture, other problems are easier to resolve. It is the most obvious feature of Chinese negotiators. But west businessmen, especially Americans are likely to discuss the details first and try to avoid the principle. They valu
44、e details very much and think noting about the unity. Accordingly, they want to discuss the details at the beginning of negotiation. They are direct and simple in negotiation. As a matter of fact, many facts show that General principles first have impact of constriction on the parts and details. For
45、 instance, our government insists on the principle that Hong Kong and Macao are undivided parts of Chinas territory. In the important diplomatic negotiations such as Entering into relationship with America, Hong Kongs and Macaos Coming back into their motherland. It is under such principle that we e
46、stablished the tone of the negotiation and controlled the skeleton of the negotiation, thus we get the advantage and prompt the success of negotiation. 3. Coping Strategy of Negotiating across CulturesThe culture differences in cross-cultural communication have various impacts on operation of enterp
47、rises. These differences will influence negotiation and management of transnational operation; whats more, it may have bad effects on the harmonious relationship between our country and foreign countries. Maybe that will lead to the missing of market opportunities, the increase of trade cost and the low efficiency of company management. So, it is really necessary for us all
