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1、Table of ContentsAbstract in English.1Key Words in English .1Abstract in Chinese1Key Words in Chinese .2.Introduction.3. Problem3. Reasons.31. The differences of the concept of value.61.1 Individualism vs. Collectivism61.2 Centralization vs. Decentralization.71.3 Long-term vs. Short-term orientation
2、.82. The differences of the thinking model.92.1 Synthesis vs. Analysis.92.2 Line model vs. Spiral model.112.3 Indistinct model vs. Accurate model.11. Solution.121. Before the negotiation.132. In the negotiation .133. After the negotiation.13Conclusion.14Appendix .15Bibliography.17 共17页,全文共4550字On In
3、efficient Cross-cultural Business Negotiation between China and AmericanAbstract Since China entered into the WTO, the business between China and American is more frequent than past and the business negotiation also increases continuously. Due to the cultural difference between China and American, t
4、here are lots of differences between Chinese and American when they meet the same matter. Also they may solve the same problem with different way. Thus, how to make the efficient communication in the business negotiation is an essential problem. Only if we increasingly know the cultural difference a
5、nd realize the difference of the concept and the thinking model between two countries, could we reduce the inefficient cross-cultural communication in the business negotiation. This article will analyze the problem that is caused by the inefficient cross-cultural communication and the reason that ca
6、uses the inefficient cross-cultural communication. Then, the article will relatively propose solution to the inefficient cross-cultural communication in the negotiation.Key words: business negotiation, the inefficient cross-cultural communication, cultural difference 摘 要随着中国加入WTO, 中美贸易活动变得更加的频繁。商务谈判
7、也日益增多。由于中美文化不同，中国人和美国人在看待同样的问题时，可能存在着很多的不同，处理问题的方式也不尽相同。所以，如何在商务谈判中进行有效的沟通就显得非常重要。因此只有加强对中美双方文化差异的了解，认识到两者的价值观，思维方式等不同的现状，并以此作为相互交流的基础，才能减少商务谈判中的无效沟通，使商务活动顺利进行。因此，本文将分析无效沟通在商务谈判中所造成的问题和导致无效沟通的原因，并提出相应的解决建议。关键词：商务谈判 无效沟通 文化差异. IntroductionWith the development of the economical integration and globali
8、zation, the international trade has been a universal business activity in China. The business with the American that is the biggest partner of China becomes increasingly frankly. In the process of business between China and American, business negotiation is regarded as more and more important becaus
9、e it often affects whether the business could succeed. As we know, business negotiation can not be separated from culture. Business negotiation is a series of actions and the culture is a lubricant to the process. Only knowing about other countrys culture will bring about the efficient cross-cultura
10、l communication in business negotiation. On the contrary, neglecting the cultural difference will lead to the inefficient cross-cultural communication of the business negotiation.Thus, we should define the concept of the “culture” and the “international business negotiation” firstly. Culture is defi
11、ned as a complex matter including knowledge, belief, art, morals, custom and other capabilities acquired by people as a member of society. And international business negotiation is a consultative process between government, trade organizations, multinational enterprise, private business firms and bu
12、yers and sellers in relation to investment and import and export of products, machinery and equipments and technology. It is one of the important steps taken towards completing import and export trade agreement. Through these two definitions, we could see the culture has great influence for the inte
13、rnational business negotiation further. Form the definitions, we could know the international business negotiation exists between organizations of different countries to negotiate some matters and every nation in the world has its unique culture. All the nations have not only commonality but also in
14、dividuality in their culture, China and American re no exception, so cultural difference could bring barriers and problems in the business negotiation. Thus, it is essential for the success of trade between China and American to know other nations culture, find out the cultural difference, use the c
15、orrect negotiation strategies and try the best to minimize inefficient cross-cultural communication in the business negotiation.In order to minimize the inefficient intercultural communication in the business negotiation between China and American teams to realize the negotiation and trade succeed,
16、firstly we should know the problem that the inefficient cross-cultural communication causes and the reason which causes the inefficient cross-cultural communication. Then formulating and adopting the efficient solutions to reach the win-win goal in the business negotiation. ProblemIf we want to redu
17、ce and control the inefficient cross-cultural communication in the business negotiation between China and American, we need know what the problem the inefficient cross-cultural communication lead to, because the problem could directly point to the presentation of the inefficient cross-cultural commu
18、nication in the business negotiation. Lets talk about it from a case.This case is the example of the inefficient cross-cultural communication. It reflects the problem that is the cultural misunderstanding between the Chinese party and American party. This cultural misunderstanding is the direct and
19、widespread expression of the inefficient cross-cultural communication in the business negotiation.In this case, it is easy for us to find that there are several specific reasons which cause the failure of this negotiation. For the American party, first, Mr. Green considered Mr. Wang (the Chinese gro
20、up leader) as an insincere guy apologizing for the big dinner. Second, Mr. Green felt little unpleasant in that Mr. Wang didnt want to begin to negotiation immediately, but want to invite he and his members to visit and enjoy. Third, when the negotiation began, Mr. Green felt puzzled why the Chinese
21、 company sent so many persons to the negotiation. Then he was also very unsatisfied even angry because he couldnt understand why Chinese company sent Mr. Wang to negotiation but he couldnt make any decision, why Mr. Wang always gave him some puzzling answer and why Mr. Wang kept silent when he inqui
22、red “puzzling answer” of Mr. Wang. Because of these reasons, Mr. Green thought the Chinese company didnt really want to cooperate with his company and he left China with his members at last.At the same time, for the Chinese party, Chinese representatives also felt embarrassed, puzzled and angry for
23、American representatives words and behavior. Firstly, Mr. Wang felt embarrassed because Mr. Green directly refused his suggestion about visiting around the city and enjoying themselves but requires beginning the negotiation as soon as possible. Then when the negotiation began, Mr. Wang couldnt under
24、stand why Mr. Green took a lawyer in the negotiation. At last, he also felt angry because Mr. Green continuously and further asked him “What are problems?” and doubted his companys cooperation sincerity.This cooperation broke finally because of the failure of the negotiation. From the above mentione
25、d content, the basic reason that causes the failure of the negotiation would be concluded to one problem that exists in the negotiation-that is the cultural misunderstanding. This cultural misunderstanding is the direct presentation of the inefficient cross-cultural communication. Thus, if we want t
26、o solve the problem of the cultural misunderstanding and avoid the inefficient cross-cultural communication, we should know the reason that causes it. Therefore, the article will analyze reasons in next part. ReasonsThe culture difference is the reason which causes the inefficient cross-cultural com
27、munication. Generally speaking, the culture difference could be classified to three kinds-the spiritual culture difference, the behavioral culture difference and the systematic culture difference. However, the spiritual culture difference is the most basic and deepest reason so this part will mainly
28、 analyze the spiritual culture difference.Spiritual culture is the deep cultural phenomenon which includes concept of value, the thinking model and so on. This culture could guide people to choose when they face the contradiction and the conflict. It confines the persons communicational behavior, su
29、ch as the idea or behavior which is considered as a common matter in a certain culture but couldnt accept in other culture. Because of the difference of -the spiritual culture, the cultural misunderstanding appears frequently in the business negotiation. Thus the next part of the article will focus
30、on the spiritual culture difference between Chinese party and American party to compare and analyze.1. The differences of the concept of value.The concept of value is a kind of belief which is accepted universally by all social members. It conforms to the social culture with the endurance and stabil
31、ity. It is not only the composition of the social culture, but also the consequence of long-term penetration and deposit in peoples minds based on social cultural factors. It continuously influences the peoples attitude, needs and behavior. Generally speaking, the differences of the concept of value
32、 mainly refer to following aspects.1.1 Individualism vs. Collectivism.People with individualism often proceed from the individual benefit and emphasize the “ego” concept, such as personal liberty, power, competition and dependence. They are their own master and that few people should be scarified fo
33、r another one. They pay more attention to individual achievement and prefer to create instead of accepting others view readily. The negotiators with individualism in the business negotiation often show their idea directly. Theyre always full of confidence and use all kinds of skills to reach their g
34、oals. Theyre usually the active party. The American negotiation representatives always own individualism. Their team always owns a few members who have power to make a decision immediately then report to the superior. In their opinion, it shows a person without capability if he always asks for the s
35、upervisor so except for special rules, they make the decision by themselves. Thus, in the case, the confusion of Mr. Green for the large number of Chinese negotiators attending the negotiation and his angry that Chinese team leader couldnt make any material decision both show that he possess the con
36、cept of value of the individualism. While persons with the collectivism always pay great attention to the group relationship. They emphasize the unity, cooperation and harmony between people in a group. In order to maintain harmonious and others face, they could avoid proposing their idea directly e
37、ven scarify their own ideas. Under such concept of value, the decision is made by whole group instead of individual. In business negotiation, the negotiators who hold the collectivism value always show their opinion indirectly even if they feel unsatisfied or angry, or keep silence when they have di
38、fferent opinion or feel unpleasant because they dont want to let others lose face or break the harmony of the whole team. In the case, we could see the influence of the collectivism. When Mr. Green directly refused the Mr. Wangs suggestion, Mr. Wang felt very embarrassed and unpleasant because behav
39、ior of Mr. Green let Mr. Wang lose the face. At the same time, the Chinese party is the typical team of collectivism so Chinese team with lots of members appears in the negotiation. Moreover, Mr. Wangs answer “I can fully understand this, but Im afraid there are many problems about this. Its very co
40、mplex” and his silence show tactfully his disagreement or he still couldnt decide for the articles that Mr. Green recommended. However, because Mr. Green lacked of knowing the collectivism of Chinese team, he lose his temper in the negotiation at last.1.2 Centralization vs. Decentralization.In the c
41、ommon sense, the “centralization” and “decentralization” are considered as the political terms show that the degree of power which a country holds. But in the culture field, they are defined as the power distance which is used to measure the degree that people accept the inequality in the power. Peo
42、ple with culture of high power distance often think the power distance is a part of society and there is different position between supervisor and low level. The supervisor makes policy and gives order and low level takes orders and carries out. While people with the low power distance only consider
43、 the power as a different social roles which is set to improve the social efficiency and there is an equal relationship between supervisor and low level.The cultural value of power distance also causes the cultural misunderstanding. From the case, it is easy to find Chinese team shared the culture o
44、f high power distance. Every negotiator couldnt do his job out of his power and the final decision would be made by the supervisor who didnt take part in the negotiation. Thus, Mr. Wang said he had to talk with his boos which was real condition but not he didnt want to negotiate with Mr. Green or sh
45、irked responsibility. Mr. Green could not understand and accept Mr. Wangs answer because he and his members shared the culture of the low power distance. For his opinion, if one appointed to be in charge of the negotiation, he should have power to make decision.1.3 Long-term vs. Short-term orientati
46、onThe culture value of long-term and is the totally different answer that whether people advance the frugality, pursue the stable life and follow the traditional opinion in a certain culture. In the business field, the long-term orientation and short-term orientation are often defined as relationshi
47、p orientation and task orientation. According to the research of the long-term and short-term orientation between 23 nations and regions, China ranks the first and American ranks the seventeenth, so relatively speaking, China belongs to nations which pay great attention to long-term orientation and American have the culture value of the short-term orientation.According to this result, we could see that in the business activity, Chinese party often tends to establish a good rela
