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1、Sino-Japanese Cultural Differences on Business Negotiations and CountermeasuresAbstract Sino-Japanese trade relations have been close, the growing importance of emerging business negotiation. Sino-Japanese cultural differences on business negotiations between the two countries a significant impact o
2、n Chinese business negotiators is extremely concerned. China Business negotiators should be in-depth understanding of Japanese culture, and analysis of the Sino-Japanese cultural differences impact on business negotiations, to formulate strategies.Keywords: cultural differences, communication Strate
3、gy Business Negotiation With the Sino-Japanese Economic and trade relations have been close business negotiations between the two companies increasingly frequent, the importance of business negotiations has become more apparent. Chinese negotiators in the Sino-Japanese business negotiations succeed,
4、 they must understand the Japanese culture, from which Japanese cultural differences and the impact on business negotiations to start to cultivate their own to raise the level of negotiation and skills. First, the cultural differences between China and Japan Culture includes language and non-verbal
5、behavior, customs, ways of thinking and values of four aspects, they are a great influence on business negotiations. 1. Verbal and non-verbal behavior The Japanese language and nonverbal behaviors tend to be closed, inward-looking, and the Chinese language and nonverbal behavior is more focused on o
6、utward-looking, and the open. In the daily dealings of the Japanese use more subtle means to express intention of euphemism, there are more positive commitments, recommendations and guarantees do not use no and you. Chinese people, when speaking or answering questions in the negative is relatively s
7、traightforward. The Japanese always keep a silent, often to heart mass mind in silent mode to maintain a certain tacit understanding. In social activities, the Japanese like to use self-deprecating language, such as Nice to meet you, Cuchadanfan, care and attention and so on, talk to him often use t
8、he phrase. Unless special circumstances, the Chinese people are generally very few silent. The Japanese and the Chinese people to speak the lack of humor is very funny. Japanese facial expressions, always gives people a sense of reservation. Most of the Chinese people will show his feelings to be re
9、alized. Between the Japanese greeting when the bow is the most basic courtesy, in China, especially the men, many occasions to express through handshake greetings. 2. Customs Customs include a number of social activities. The Japanese will be seen as a gift to each other, said the material reflects
10、the mind. Li is not thick, properly presented to the other party will be impressed. And volunteers to a friends house or relatives house guest, and master the Chinese kinship, compared to the Japanese etiquette is a little too focused. The Japanese guests are not in the office, but in the conference
11、 room, reception room, they will not easily lead people into office confidential department. Japans unpopular party. Business banquet is held in large hotel cocktail party. China may be in the office, conference room and reception room to receive guests, in order to welcome still be required to banq
12、uet guests. Japanese behavior constrained by certain norms. In formal social occasions, men and women to wear a suit, dress, bogey disheveled, behavior-stricken, and shouting. Although the Chinese people pay attention to the etiquette, but the request and not too harsh. 3. Different Ways of Thinking
13、 Tolerant attitude towards the Japanese reality realistic way of thinking, the Japanese given all the realities to bear in silence. The Japanese hold to interpersonal relations based way of thinking. They often neglect or even betray the relationship between the constraints of universal human social
14、 norms. Chinese people use the systems way of thinking is more romantic than the Japanese. Chinese people think although the emphasis on interpersonal relationships, but it will not ignore the constraints of social norms. 4. Values Value orientation of the Japanese to occupy the most important posit
15、ion is the workplace. In other words, the workplace community occupied the center of social values. The big companies such as Japan is like a family, employees of enterprises have a strong sense of belonging and destiny of a sense of community. The Chinese peoples value orientation is relatively div
16、ersified, we place emphasis on national interests and collective interests, but also the realization of the importance of personal values. Japanese men are still respected the traditional hierarchy. Lower absolute obedience to superior male status than females, the male outside the home, women insid
17、e. The difference between the level of the Chinese people is relatively small, family division of labor are more ambiguous. Second, Sino-Japanese cultural differences impact on business negotiation Sino-Japanese cultural differences affect the two officers to carry out normal business activities. Cu
18、ltural differences seriously affect the Sino-Japanese business communication between the negotiators and undermine the negotiations and friendly atmosphere, and make the negotiations stalled even failure. 1. The existence of the negotiating parties the risk of misunderstanding With their non-verbal
19、language and cultural differences, communication barriers between the two sides. Such as the Japanese business negotiators often said that the Hayy, saying only that he did understand what you say does not mean that he agreed with you. Chinese negotiators, it is very easy for the Chinese language an
20、d Culture under the misunderstanding that he had agreed to his conditions for a. 2. There is the risk of undermining the negotiations and friendly atmosphere Since the Japanese did not pursue the impulse of self-expression, most of them in the negotiations has always been the attitude of silence, th
21、e atmosphere tense. Even if there is a language of communication is also very boring. This is the Chinese negotiators is a test, the Chinese saying goes, not a virtue and the sale of the Chinese people like to warm, friendly business atmosphere of the talks. Japans silent hospitality would undermine
22、 the negotiations and the good atmosphere, which affected the negotiation process. Reposted elsewhere in the paper for free download 3. There is the risk of the negotiations deadlocked As the Japanese emphasis on courtesy, there will be excessive reception situation. First attended the reception, th
23、en Kara OK, commemorative photo shoot, drinking, dinner, gifts. In the long process of the reception mention the substance of the negotiations, but also the exchange of a lack of humor, it is very easy for the Chinese negotiators believe that good strategy is to negotiate the fatigue strategy. The J
24、apanese external trade is generally agreed that more than a collective subject, so the Japanese side in the negotiations for more than patience, they are often prepared to give full, thoughtful, methodical negotiation, decision-making slow and cautious. The Japanese side in the negotiations will con
25、tinue to repeat questions, and even many people will ask the same question, usually for good conversation of the Chinese negotiators thought that the Japanese side does not believe his own statements or tease lose their patience. This number in the negotiations over the reception and overly cautious
26、 and Chinese negotiators will lose confidence in the negotiation and patience, so that the negotiation process becomes difficult, or even deadlock. 4. The existence of the risk of breakdown of the talks Japanese negotiators do not pay attention to the constraints of social norms, in the negotiations
27、 are always practicing what it preaches. Although they agreed to the mouth, but do not think we should go to fulfill this promise. This is in good faith as a virtue of a Chinese businessman is difficult to understand and accept this. This what it preaches is easy for the ongoing negotiations relativ
28、e to any loss of the termination, but also easy to make the contract a dead letter, a direct result of talks. Third, Chinese business negotiators countermeasures 1. Negotiating strategy of the team complement each other Japanese businessmen pay attention to the strict caste system of hierarchy, so t
29、he Chinese negotiating team can not have women and people who are too young to participate. Against Japanese businessman decision-making process of collective bargaining, the Chinese negotiation team should adhere to two or more people attend the event, the negotiating team members and between highe
30、r and lower levels of language and nonverbal behavior should be co-ordination to each other. The main negotiator appeared Mistakes or loopholes, auxiliary to talk about people you want to justify a supporting role, so that bargaining unit is always in step. In the negotiations, but also required to
31、arrange for the members of the negotiating team to play good cop and bad guy sing. 2. Negotiate information-gathering strategy for For the Japanese negotiators prepared and used to silence the characteristics of the Chinese negotiators should conscientiously do a good job in the negotiations before
32、the market information, opponent Information and legal information collection, during the negotiation process, we should talk less, ask, listen, in the listening the process for the other side for more information. 3. Negotiating strategy of patience and deadlines Strategy For the Japanese business
33、negotiators focus on the characteristics of red tape and slow decision making, the Chinese representative to take patient strategy, do a good job mentally prepared for long negotiations. No need to rush, rush revealing their true negotiations between the asking price. After a long and arduous negoti
34、ations, if the Japanese side does not decisively, you can use a deadline strategy, by providing for a deadline to force the other party in anxiety in decision-making. 4. Negotiations Substitution Policy Japanese business within the class consciousness of the Negotiating Group on severe stress levels
35、 of hierarchy, there is respect for the old tendencies, which the Chinese negotiators can use substitution strategies, this approach will yield unexpected results. Substitution strategy is the replacement of the negotiations in the negotiating process, please grade and high-status than the other per
36、son or older person show up to negotiate to deal with the deadlock problem. 5. Negotiating strategy for off-site mediation Japanese businessmen to participate in the formal atmosphere of the negotiations more boring, off-site mediation strategy can effectively alleviate the atmosphere. Outside the m
37、ediation strategy is on the outside to hold informal talks with each other, through communication and get more necessary information, multiple ways to find a solution to the problem. 6. The location of the negotiation strategy In order to avoid negotiations in Japan, many of the ceremony, the Chines
38、e negotiators can select the venue for negotiations in China or a third country. This would also allow the Japanese negotiators felt the pressure of time, thus decision-making as soon as possible, while China can have more bargaining may be initiated, so that their dominant position. 7. Flexible, co
39、mprehensive strategy for the written contract Japanese businessmen in the negotiations because of what it preaches, but also the face of new circumstances, after signing the impulse to breach of contract, so the Chinese negotiators on the implementation of flexible, comprehensive strategy for the wr
40、itten contract. That is written to fulfill a contract basis, the contract should not only be comprehensive, but also has moderate flexibility, will be performing the details of the process requirements of the contract during the foreseeable future, a variety of situations and their respective respon
41、sibilities and obligations should have been entered into contract, so as to avoid breach of contract after the situation changed. 8. Negotiating etiquette strategy Japan attaches great importance to the negotiations in business etiquette, so the Chinese can use ceremonial strategies to get each othe
42、rs respect and trust. Japan to put up with all kinds of complicated rituals, such as talking, drinking, and dinner. A little small gift is necessary, such as the company logo printed on pencils, neckties and other accessories. Should pay attention to the polite behavior. References: 1 Liu Yuan: Inte
43、rnational Business Negotiation M. Beijing: Foreign Economic and Trade University Press, 2007 01 17 2 Qin I: Comparison of Japanese custom and culture M. Beijing: China Building Materials Industry Press, 2004 08 01 3 Liu Fang: Regulating cultural differences, cross-cultural negotiation J. Modern shopping malls, in January 2008 (in Xunkan) 4 Linser clear: small discussion of Sino-Japanese differences in the habit of thinking J. Japanese knowledge, 2002 (8) 5 Zhou Zhongxing: Business Negotiation Principles and Techniques M. Nanjing: Southeast University Press, 2003 01 01
