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1、Title：theinfluenceofculturaldifferenceonbusinessnegotiationAbstractInternationalbusinessnegotiationisplayingamoreandmoreimportantroleinmodemsociety.Wecanseeclearlythattherearegreatdifferencesininternationalbusinessnegotiation.Specially,culturecaninfluencenegotiatingstylesindifferentways,becausenegot
2、iatorswhomaycomefronanothernationisdifferentfromUSinlanguage,beliefs,behaviorsmanners,Privacy,Foodcustom,time,thinking,valueandattitudesandsoon.Differentculturesexpressdifferentwaysofdoingbusiness.Eventhoughnegotiatorsarewellprepared,itisnotsoeasytoreachasatisfactoryagreementbetweennegotiatorsacross
3、cultures.Negotiationscanbeeasilybrokendownduetoalackofmutualunderstandingofthecultures.Cultureaffectsnegotiationevenbeforenegotiatorsmeetwithfacetoface.Therefore,learningtheopponentscultureandhavingagoodunderstandingofhowculturaldifferencesaffectnegotiationwiIibecritical1.yimportantifonewantstosucce
4、edincross-culturalnegotiations.CONTENTSPARTICulturalDifferences1 ThedifferenceofPrivacy2 ThedifferenceOfTime3 FoodpracticesdifferenceandsoonPARTIIThereasonsofthedifferentculture2 .PoliticalDifferences3 .EconomicDifferencesandsoonPart IV NegotiationSkills:correctlytodealwiththeculturaldifferencesPart
5、 V HowtonegotiationandtodealwithculturaldifferencesinnegotiationPart VI ConclusionPARTICulturalDifferencesNow,withtherapiddevelopmentofeconomicglobalizationandtheprosperityofinternationalbusiness,internationalbusinessnegotiationsareaverycommonandimportantactivityintheworld.Butduringnegotiation,itisa
6、lltoonaturalthatconflictsoccurwherebothsideshavedifferentviewsabouttheirowninterestorculture.Tobefullypreparedbeforethenegotiation,negotiatorsshouldpayattentiontotheculturaldifferencessuchasprivacy,time,Foodpractices,andsoon.Sinceculturedoesmattermuchininternationalnegotiations,thefirststepistofocus
7、onimpactsofculturaldifferencesonbusinessnegotiations.CO.ThedifferenceofPrivacyChinesepeopleSprivacyconceptsarerelativelyweak,butpersonalprivacyareveryimportanceforwesterners,emphasizepersonalspace,theyarenotwillingtomentiontheirownaffairs.Soontheissueofprivacy,Chineseandwesternersfrequentconflictsbe
8、tweenthetwosides,suchas:forthefirstmetChinesepeopleoftenaskedabouteachothersage,maritalstatus,children,occupation,incomeandsoon,Chinesepeoplethinkthisisanmanners,buttheWestpeoplethinktheseproblemsareviolatedtheirprivacy. .ThedifferenceOfTimeWesternerstimeconceptandthemoneyconceptareclosecontact,time
9、ismoney,theyareverytreasuredtime,intheir1ife,theyareoftencarefularrangementsandplansthetime.IntheWest,tovisitsomeone,wemustadvancenoticeoragreement,andindicatethepurposeofvisit,timeandplace,tobeagreedlater.GeneralIyChinesepeoplearenotsameasWesternersstrictaccordancewiththeplan,Westernersoftenfeelare
10、notsuitedtothis. .FoodpracticesdifferenceTheChinesenationhasafinetraditionofhospitality.Forexample,theenthusiasmoftheChinesepeopleoftenofferstheircigaretteseachother.Chinesebanquet,evenPutallthedeliciousonthetable,andtheownerwillusechopstickshelpguestnipsomefoods,andpersuadeguestsaremoredrink,moreea
11、t.InWesterncountries,peoplearestressrespectforindividualrightsandprivacy,andthereforetheywillnotdohelpguestnipfoods.PARTIIThereasonsofthedifferentcultureSincetherearesomanyculturaldifferences,thenconflictisinevitable.Aculturaldiversityhavemanyreasons,inaword,easternandWesterncultureshavedifferentcul
12、tures,historicalbackground,itwillinevitablybringsomethinking,behavior,andmanyotherdifferences,evenconflicts.Manyfactorsinfluencethedifferencesofcultures.Everyculturehasownuniquevaluesystems,thisculturethinkthatisgood,anotherculturemightconsiderbad,butitdoesnotmeanthatthisvaluesareadvanced,andtheothe
13、rvaluesarebehind.Forexample,parentsinwesterncountriestendtocultivatechiIdrentobeindependent.TheyencouragetheirchiIdrentodealwiththeirpersonalthingsbythemselves.Parentsineasterncountries,however,alwaysspoi1theirchildren.TheyalwayshelptheirchildrenfinishsomethingswhichthechildrenhavetheabiIitytocopewi
14、thbythemselves.PoliticalDifferencesPoliticaldifferencesmeanthatpoliciesandregulationsofthepoliticalsystemstandardizethebehaviorofthepeople,srolesothatpeopleunderdifferentpoliticalsystemhavedifferentpoliticalconcepts.Take.AmericaandFranceforexample:thepowerofAmericanpresidentisstrictly1imitedbytheCon
15、stitutionandtheothertwoauthoritiesCongressandSupremeCourt.WhiIeFrancehastoexpandtheirpresident*spowerduetotheirownconditions.EconomicDifferencesEconomicdifferenceisareflectionoftheculturaldifferencesduetoeconomicfactors.Forexample,peopleinthewesterndevelopedcountrieshavetherichlife,andreceivethehigh
16、educationsothattheypaymoreattentiontothequalityoflife,andtheyhavegoodsafetyawareness.ButintheThirdWorld,especiallythedevelopingcountries,peoplearemoreconcernedwiththeproblemoffoodandclothing.SothisisreflectedinPART IV NegotiationSkills:correctlytodealwiththeculturaldifferencesAsweallknow,differentco
17、untrieshavedifferentcultures.Accordingtothecultureofdifferentcountriesadoptdifferentstrategiesintheinternationalbusinessnegotiations,inordertoensurethatnegotiationscanbeexpectedtoachieve,decision-makingmustbasedonculturaldifferences,learnsomeinternationalbusinessetiquetteandpractices,respecteachothe
18、r,sculturalpractices,sonegotiationswillbeguaranteesuccessfully.Negotiationaltacticisobjective.Unlessweunderstandit,Wecanapplyit.Specificallyspeaking,takeChinesenegotiatorsforexample,wemustachievethefollowingseveralpoints:First,understandingEnglishhasalwaysbeingidentifiedasakeysuccessfulfactorforChin
19、eseBusiness.Second,ChinesebusinessmenhavetoknowtheculturedifferencesbetweentheEastandtheWestsothattheynotonlycanknowtheirownnegotiation,Smentalitybutalsotheirrival,Smentality.Inaddition,Chinesebusinessmenshouldrespectotherparties,customs,inequalandfriendlyfoundation.Third,bothpartsshouldattempttocon
20、ciliatethebilateralculturaldifference.Studyingandrespectingthefoundationofadversary*sculturaldifferencerequiresbothsidestoexchangideas,tostandinadversary,sangleandstandpointtothinkquestion.PART V Ilowtonegotiationandtodealwithculturaldifferencesinnegotiation1. Pre-negotiation:Thepre-negotiationstage
21、beginsformthefirstcontactbetweenthetwosideswhoseinterestindoingbusinesswitheachother.weshouldkeepanopenmindtorecognizeandacceptthedifference,becauseinformationgatheringwilltosomeextentdeterminethesuccessandfailureofthenegotiation.2. Face-to-FaceNegotiation:Inthisstage,Ithinknegotiatorsshouldadoptsom
22、epropercommunicationskillstoreachanagreement.Andweknowconflicttendtobemoredifficultandcomplexwheninvolvednegotiatorswithculturaldifferences.Butconflictisunavoidableduringtheprocessofnegotiation.Tomakethingsworse,poorcommunicationmayki11deals.Soweshouldtryourbesttoovercometheculturaldifferencesonnego
23、tiation,andutilizesomeeffectivecommunicationtogainthecommoninterest.Inviewofitssignificanceinnegotiation,communicationisattheheartofthenegotiatingprocess.3. Post-negotiation:Finallythebusinessnegotiationisbroughttotheendstage.Thecontractisbeingdrawnupandtobesigned.However,writingandwordingofthecontr
24、actinitselfisakindofnegotiatingprocess.Forwordmeaningandbusinessvaluemightdifferduetotheculturalfactorsinvolvedinthebusinessnegotiation,formofagreementispreferreddifferentlyfromculturetoculture.PartVIConclusionThepresentstudyrepresentsbothaffirmationtopastculturalfactorsonchangesofperspectivesandthe
25、successofbusinessnegotiation.Tobesuccessfulinthecommercialnegotiationbetweendifferentculture,onemuststrengthentrans-culturalconsciousness,thusformaconceptofculturaldifferenceandcometounderstandandrespectthesecharacteristicsofdifferentcountriesinthenegotiation,thenunderstandadversary*svaluableideas,b
26、ehaviorandcharacteristicstoestablishmutualtrustandcooperation.Tobesuccessfulindifferentcommercialnegotiations,onemustovercomenationalbehaviorcriterion.Culturaldifferenceshavegreatimpactonnegotiationsoneveryaspect.Theabovecontentsareonlysomeexampleofthem.Havingagoodunderstandingofthosedifferencesanddoingsomeresearchinthisfield,tryingtoreduceandavoidthenegativeeffectthattheculturaldifferencesmaybring.Furthermore,theyareoneofthetasksthatfirmsundertakeindecisionmaking.
