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1、Negative Effects of Cultural Differences on International Business Negotiations Abstract The business negotiations under different cultural conditions come to cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; ot
2、herwise they could cause unnecessary misunderstanding, even affect the result of the business negations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article commences
3、from the definition of the culture, analyzing the causes of cultural differences. Then from the three aspects of communication process, negotiation style, and legality, it explains the influence of cultural differences on international business negotiations. Finally it analyzes how to deal with the
4、problem of the cultural differences correctly in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other partys culture, and try to make him be accepted; then make a correct evaluation with the help of valid
5、communication and discover their real benefits between them. Besides, we should know clearly and try to accept the cultural differences as possible as we can. It is very important for the success of culture negotiations.Key words: Culture; Cultural difference；Business negotiation；Negative Effects 第一
6、章 绪论课题背景 What is Business negotiations?Did you notice any particular connection between Business negotiations and different cultural conditions ? Business negotiations under different cultural conditions come to trans-cultural negotiations. With the economic globalization and the frequent business c
7、ontacts, cultural differences seem to be very important, otherwise they could cause unnecessary misunderstanding, even affect the result of business negations. With the advent of economic globalization, increasing international business negotiations. International business negotiation is not only ec
8、onomic exchanges and cooperation, but also cultural exchanges and communication, and cultural factors play a crucial role. Business contacts in trade negotiations as a special means, necessarily involves different geographical, ethnic, social and cultural exchanges and contacts, resulting in cross-c
9、ultural negotiations. In cross-cultural negotiations, different geographical, ethnic, cultural and political system will affect the negotiations between those who thought, negotiation style and behavior, thus affecting the entire negotiation process. Therefore, business activities especially in inte
10、rnational business must understand and master the links between different cultures and differences. Preparation and organization during negotiations, the better to understand the impact of cultural differences on negotiations, and only positively impact the face of this order to achieve the desired
11、goals. In the increasingly globalized world economy, with international business activities, frequent and close contacts, the cultural differences between countries it is particularly important, little carelessness will cause unnecessary misunderstanding, or even directly affect the actual business
12、contacts effect. For this reason, how to resolve cross-cultural background in international business negotiations is very important. This by studying the cross-cultural differences and the impact on business negotiations, on how to correctly handle the negotiations that occur during cross-cultural d
13、ifferences in issues of international business negotiations can proceed smoothly. Cross-cultural differences impact on international business negotiations.主要研究的内容 In international business activities, because of cultural differences and national psychology, often affecting the management of the deci
14、sion-making. Different cultural backgrounds make different style of business, such as the Americans are mainly interested in profits, while the Chinese people are interested in market share. Also, the use of different languages will have different ways of thinking. Stringent German and flexible Amer
15、icans, calm the French, the Spaniards enthusiasm is catching Mo Butou the Japanese and so on, and they are all closely related to the language. Therefore, in international business activities, not only to be familiar with the business activities of the rules, but also to understand each others socia
16、l habits and cultural characteristics. Business contracts in the cultural differences The paper presents cultural difference between countries from values and negotiation style and emphasizes the importance of taking cultural sensitivities into consideration during business negotiation to make prope
17、r negotiation tactics. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other partys culture, and try to make him be accepted; then make a correct evaluation with the help of valid communication and discover their real benefits
18、between them. Besides, we should know clearly and try to accept the cultural differences as possible as we can. It is very important for the success of culture negotiations.第二章Cultural Differences文化差异 Business negotiation in interpersonal communication as a special form, will inevitably involve diff
19、erent regions, ethnic, social , cultural exchanges and contacts, which occurred in the cross-cultural negotiations.In cross-cultural negotiations, the different geographical, ethnic and cultural differences will affect the thinking of those negotiations, negotiation styles and behaviors, which affec
20、t the entire negotiation process.Therefore, business activities, especially cross-border business activities must understand and master the different connections and differences between cultures.Not only should we make preparations for negotiations with the organization, but also understand the impa
21、ct of cultural differences on negotiations. Only positively impact the face of this order to achieve the desired objectives.1、文化的定义1. the definition of culture Culture is the concept of a nation and a particular value system, these concepts of people live, work behavior.Nations of the world due to s
22、pecific historical and geographical region gradually formed its own unique cultural traditions and cultural patterns.As customary in the Western tradition, values, religious beliefs, different ways of thinking, making the show a lot of difference in Western culture2、文化差异产生的原因2, the causes of cultura
23、l differences Caused by many reasons the worlds cultural diversity, sum up, the main source of cultural differences are the followings:(1) regional differences Regional differences that different geographic regions due to geographical, economic development and traditional practices are different, pe
24、ople tend to have different languages, lifestyles and hobbies.And these will affect their behavior.For example, some countries of Western and American people would see the heavy Christmas, but no snow all year round near the equator in areas But people in some African countries may not have the conc
25、ept of Christmas, because the best Christmas modifiedsnow, but no snow in the area all year round natural feeling of Christmas is not so strong American countries.(2) ethnic differences Ethnic differences between the different ethnic groups in the long process of development, the formation of their
26、own language, customs ,preferences, and habits.Their food, clothing, housing, holidays, rituals, and material and cultural life of their own characteristics.Take the history of our country and our Hun Han, the Huns sturdy temperament, the typical nomadic characteristics.While Han have gentle persona
27、lity and the typical characteristics of farming peoples.Which led to the Huns in the diet, clothing, housing, holidays, rituals, and material and cultural life are a big gap with the Han.(3) political differences Political differences are due to the political system , policies and regulations on the
28、 behavior of people in the role of a standardized, making the concept of peoples in the political differences exist.Take the United States and France as an example , the U.S. Presidents power under the Constitution strictly limited authority,other Congress and the Supreme Court two strong constraint
29、s.While the French royalists had to be developed the restoration of the monarchy ready to slightly modify the Constitution of the Third Republic for further expanding( 4) economic differences Economic differences are due to economic factors a reflection of cultural differences.For example, affluent
30、life for people in Western developed countries with high levels of education, people pay more attention to the quality of life, safety means are generally strong.The economic backwardness of the Third World, people are more concerned about food and clothingthe powers of the president faces.（5) relig
31、ious differences Religion is the development of human society to a certain stage of historical phenomena and very popular in Western Europe and South America; the Middle East and North Africa in general is the scope of Islam; Buddhism is more prevalent in Asian countries.There are three major world
32、religions: Christianity, Buddhism and Islam.Christian (Protestant) mainly popular in northern Europe, North America and Australia; people in many parts of Asia is Buddhist.Different religions have different cultural tendencies and precepts, which affects the way people understand things, behavioral
33、norms and values.(6) the concept of difference Values are objective things that people on the evaluation criteria.It includes the concept of time, wealth, ideas, attitudes toward life, attitude towards risk.The same things and problems of people in different societies will come to different and even
34、 opposite conclusions. Regional differences, ethnic differences, political differences, economic differences, religious differences and differences in the concept of the impact on peoples penetration in the food, clothing, housing, holidays, rituals, and material and cultural life in all aspects.Thu
35、s affecting peoples behavior, values, religious beliefs and ways of thinking of the many differences, culminating in the cultural differences among countries and regions.3、 文化差异对国际商务谈判的重要性3.The importance of cultural differences Practice in the negotiations, many negotiators are often not understood
36、, attention or note the importance of cultural influence on the negotiations.Culture for foreign negotiators, some negotiators may have noticed some of the other negotiations different or obscure the negotiation of specific performance, but that is not important.Some people blindly believe that nego
37、tiation is the foreign words with facts and data, facts and figures are common.Similarly, when some negotiators negotiate a foreign country, in order to maintain a harmonious relationship with each other, they will notice the similarities between both cultures, while ignoring their differences.Lets
38、look at an example. In 1992, negotiators from China and other business 1 2 experts of different professions, a delegation to the United States about $ 30,000,000 purchase of chemical equipment and technology.U.S. natural ways to satisfy them.One of the first round of negotiations in the delegation s
39、ent to each of a small souvenir.Souvenirs very particular about the packaging, is a beautiful red box, red for advanced.When the delegation is pleased to be in accordance with the habit of Americans face when open the box.Everyones face but seems very natural - there is a golf cap, but the color is
40、green.American businessmans intention is: After signing the contract, and everyone to play golf.But they know where cuckold is the biggest taboo men.The Delegation did not sign the final contract, not because Americans insult, but because of their careless work, even the Chinese men taboo cuckold Th
41、is is common sense are not quite sure.How can confidently project the tens of millions of dollars to them?Thus, Americans are the negotiations failed because they do not understand Chinese culture. From the above example, we can draw, in business negotiations, if not attached to each other and the c
42、ultural differences, it is easy to cause the failure of the negotiations.第三章在商务谈判中的文化差异Business negotiations in the cultural differences People from different cultural backgrounds of the negotiations (negotiation) have a different understanding of its negotiating approach, methods, techniques and st
43、yles are widely divergent, even when the negotiations is that the involvement of different ways. Understand and grasp this knowledge will help us to difficult negotiations conducted in a very smooth, it is impossible to become possible. For example, most Americans will be the United States as the wo
44、rlds most economically developed countries and the most democratic countries, the United States so that the rule is the right course. In fact, the American businessmans business philosophy is very simple, that is, through our efforts, speed, power and opportunity, as far as possible to earn as much
45、money. Most of the Americans in the negotiations will start their own conditions, requirements Hupantuochu, and then bargain with each other. They are accustomed to the principle of a negotiated, the specific details left after the operation. But the details they will be very serious, or is thought,
46、 will ignore the surface, mutual trust and reconciliation, check all the details. Therefore, in negotiations with the Americans, to show a direct, honest, determined, but you have to Bulouhenji demonstrated the goodwill and even humility. German in the negotiations they also have their own style, wi
47、th the German business culture are inseparable. German general is the completion of an afterthought to do another thing. Germans believe that they are honest and frank negotiations, they will direct the local public that their opposing views, and not polite or diplomatic parlance to the set. They of
48、ten take the negotiations a very formal manner, dress neatly, seats and sequence of speaking to high and low levels are in accordance with the arrangements. 1.文化差异对谈判组织的影响1, cultural differences of the choice of the Business negotiations team. culture is the impact of the team, different countries i
49、n the personnel selection, number, the division of labour standards for different. Case Study of the United States and Japan For example the United States is the power from a relatively small countries, in selecting the members of the talks tends to render eloquent, professionalism, reasoning ability, and negotiation in the position of the company business.Japan is a large power dista
