Implication of Cultural Differences on International Business Negotiations.docx

Implication of Cultural Differences on International Business Negotiations.docx

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ImplicationofCulturalDifferencesonInternationalBusinessNegotiations

Abstract

Businessnegotiationsunderdifferentculturalconditionsareculturalnegotiations.Withthedevelopmentofeconomicglobalizationandfrequentbusinesscontacts,culturaldifferenceshavebecomeveryimportant.Iftheyareneglected,theycouldcauseunnecessarymisunderstanding,orevenunderminetheresultofbusinessnegations.Therefore,itisofgreatsignificancetoknowdifferentculturesofdifferentcountriesaswellaswaystoavoidculturalconflictsinthecontextofinternationalbusinessnegotiations.

Thepaperbeginswiththedefinitionofculture,analyzesthecausesofculturaldifferencesandexplainstheimpactofculturaldifferencesoninternational.Businessnegotiationsfromthreeperspectivesofcommunicationprocess,negotiationstyleandvaluesconcept.Finally,itanalyzeseffectivewaystodealwiththeproblemarisingfromculturaldifferencesinthenegotiationprocess.Thepaperstressesthatinbusinessnegotiationsbetweendifferentcountriesnegotiatorsshouldaccepttheotherparty'sculture,trytomakehimbeacceptedandmakeacorrectevaluationwithhelpofeffectivecommunications.Inaword,forsuccessfulculturalnegotiations,culturaldifferencesneedtobeperceived,acceptedandmostimportantlyplayeddown.

Keywords:

Cultureculturaldifferencebusinessnegotiationimpact

摘要

不同文化条件下的商务谈判就是跨文化谈判。

在世界经济日趋全球化的今天，随着国际间商务交往活动的频繁和密切，各国间的文化差异就显得格外的重要，不加以重视将会引起不必要的误会，甚至可能直接影响商务交往的实际效果。

这就意味着在国际商务谈判中如何化解各国不同的文化背景是非常重要的。

本文从文化的定义入手，剖析了文化差异产生的原因，并从沟通过程、谈判风格、伦理与法制三个方面来阐述文化差异对国际商务谈判的影响，最后分析了如何正确处理谈判过程中出现的文化差异的问题。

本文的观点是：

在跨文化商务谈判中，谈判者应该接纳对方的文化，并努力使自己被对方接受；需要借助有效的沟通，在不损害双方利益的前提下做出正确的评价。

总之，在认识和接受文化差异的同时，要尽量淡化文化差异，这对于跨文化谈判的成功是非常重要的。

关键词:

文化;文化差异;商务谈判;影响

Contents

Abstract…………………………………………………………………………………….1

Acknowledgements………………………………………………………………………...2

Contents…………………………………………………………………………………….3

Introduction………………………………………………………………………………...4

1.Culturaldifference…….………..……...…………………………...….........................4

1.1Thedefinitionofculture……………………………………..............….....................4

1.2Thecausesofculturaldifferences……………………………..……….......................4

1.3Importanceofinternationalbusinessnegotiationsonculturaldifferences…………………………………………………….……………….....................5

2.Culturaldifferencesontheimpactofinternationalbusinessnegotiations………….................5

2.1Communicationprocess……………………………...…...……...…....………………5

2.2Negotiatingstyle…………………...…..……..……………...……….…....................8

2.3Values………………...…………....….……..…………………….......………………8

3.Howtodealwithinternationalbusinessnegotiationsandculturaldifferences…...........................................................................................................................9

3.1Tolearnmoreabouttheformerinthenegotiationsoftheculturaldifferencesthatmayarise………...…………………..……………….…………………………………………….9

3.2Inthenegotiationsnecessarytocorrectlyhandletheculturaldifferences……………………………………………………………….................................10

3.3Negotiationstodoagoodjoboffollow-upfortheexchangeofculturaldifferences…………...…………………………………………......…………………………11

Conclusion…………………………………………………………………………………….12

4.References…………………...………….………………………….……..............................13

ImplicationofCulturalDifferencesonInternationalBusinessNegotiations

Introduction

Businessnegotiationininterpersonalrelationshipsasaspecialform,relatetodifferentgeographical,ethnic,socialandculturalexchangesandcontacts,whichhavetakenplaceincross-culturalnegotiations.Incross-culturalnegotiations,thedifferentgeographical,ethnic,culturaldifferenceswillaffectthethinkingofthosenegotiations,thenegotiationstyleandbehavior,thusaffectingtheentirenegotiationprocess.Therefore,toengageinbusinessactivities,especiallyforthecross-borderbusinessactivitiesmustunderstandandmasterthelinksbetweendifferentculturesanddifferences.Conductingnegotiationswiththeorganizationalsohavetounderstandthatculturaldifferencesimpactonthenegotiations,onlythefaceofsuchapositiveimpactonthedesiredobjectivescanbeachieved

1.Culturaldifferences

1.1Thedefinitionofculture

Nationalcultureisacountry-specificconceptsandvaluesystems,whichconstitutetheconceptofpeople'slivesandworkbehavior.Thenationsoftheworldasaresultofspecifichistoricalandgeographicalandgraduallyformeditsownuniqueculturaltraditionsandculturalpatterns.AsthedifferenceofChineseandWesterntraditionalcustoms,values,religiousbeliefs,differentwaysofthinking,etc,makethedifferentperformanceofChineseandWesterncultures.

1.2Thecausesofculturaldifferences

Culturaldiversitycausedbymanyreasons,tosumup,themainsourceofculturaldifferencesareinthefollowingareas:

（1）geographicaldifferences.Referstothegeographicaldifferencesindifferentgeographicregionsduetothegeographicalenvironment,thelevelofeconomicdevelopmentandtraditionaldifferencesinhabits,peopleoftenhavedifferentlanguage,lifestyleandhobbies.Andthesewillaffecttheirbehavior.Forexample,theWestandtheAmericanpeopleinsomecountriestreatChristmasimportant,butinareassuchasneartheequatordonothavesnowalltheyearround,thepeopleofsomeAfricancountriesmaynothavetheconceptofChristmasbecausethebestmodifiedChristmasissnow,astothepeopleintheregionthatarenotlong-termsnow,thereislittleconcentrationofChristmasthanAmericanStates.

（2）nationaldifferences.Ethnicdifferencesarethedifferentethnicgroupsinthedevelopmentoflong-termprocess,theformationoftheirownlanguage,customsandpreferences,habits.Theirdiet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeoftheirowncharacteristics.（3）ThepoliticaldifferencesPoliticaldifferencesareduetothepoliticalsystemandthepoliciesandregulationsonpeople'sbehaviorwiththeroleofastandardized,sothatallpeoplesinthepoliticalaspectsontheconceptoftheexistencearedifferences.TaketheUnitedStatesandFranceasexample,theUnitedStatesbytheConstitutionthepowersofthePresidentofthesevererestrictionsonthetwomajorpowerswithotherinstitutionsofCongressandtheSupremeCourtofstrongconstraints.WhileFrancealsohadtosetwasreadytoroyalistrestorationofthemonarchyoftheThirdRepublictoamendtheConstitutionalittlefurtherexpandthepowersofthepresident.（4）EconomicdisparitiesEconomicdifferencesareresultoftheeconomicfactorsofareflectionofculturaldifferences.Forexample,thepeopleintheWesterndevelopedcountriesarerichlivesandhighlevelofeducation,peoplewillpaymoreattentiontothequalityoflife,securitymeansmoregenerally.AndeconomicbackwardnessoftheThirdWorld,peoplecaremoreaboutfoodandclothing.（5）ReligiousdifferencesReligionisthedevelopmentofhumansocietytoacertainstageofhistoricalphenomenon,Religionhasitsown（Catholic）MajorepidemicinWesternEuropeandSouthAmerican;IslamisthescopeofthewholeoftheMiddleEastandNorthAfrica.BuddhismismoreprevalentinAsiancountries.Theworldhasthreemajorreligions:

Christianity,BuddhismandIslam.Christian（Protestant）ismajorepidemicinNorthernEurope,NorthAmericaandAustralia;peopleinmanypartsofAsiabelieveinBuddhist.Differentreligionshavedifferentculturaltendenciesandprecepts,whichaffectthewayofpeople,understandthings,codesofconductandvalues.（6）TheconceptofValuesdifferenceValuesaremeansofobjectiveevaluationcriteriaofthings.Itincludestheconceptoftime,wealth,theattitudetowardslife,theattitudetoriskandsoon.Differentsocieties’peopletothesamethingsandproblemswillcometodifferentandevenoppositeconclusions.

Geographicaldifferences,ethnicdifferences,politicaldifferences,economicdifferences,religiousdifferencesanddifferencesinconceptshavetheimpactonpeople'spenetrationinthefood,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeinallitsaspects.Thusaffectingpeople'sbehavior,values,religiousbeliefsandmodesofthoughthavealotofdifference,finallyhasformedthevariouscountriesandareasofculturaldifferences.

1.3Culturaldifferencesontheimportanceofinternationalbusinessnegotiations

Practiceinthenegotiations,manynegotiatorsoftendonotunderstand,ortooknoteoftheculturalimportanceofthesignificantimpactonnegotiations.Negotiatingpartiesforforeignculture,somenegotiatorsmayhavenoticedsomeoftheothernegotiations,"different"or"hardtounderstand"theconcretemanifestationofnegotiations,butthatisnotimportant.Somepeopleblindlybelievethatnegotiationistheuseofforeign-relatedfactsandfigurestospeak,andthefactsanddataarecommon.Similarly,someforeigncountries’negotiatorstonegotiationswitheachothertomaintainharmoniousrelations,theywillnoticethesimilaritiesbetweenbothcultures,whileignoringtheirdifferences.

2.Culturaldifferencesontheimpactofinternationalbusinessnegotiations

Theimpactofcultureonnegotiationsisextensiveandprofound,anddifferentcultureswillnaturallydividedpeopleintodifferentgroups,thisregion,thedifferencebetweentheirrespectivegroupsarebringingpeopleofdifferentculturalgroupstendtoalienateeachother;Ontheotherhand,differentculturalcommunicationandexchangesbetweenpeoplearealsoobstacles.Therefore,therequirementsofthenegotiatorstoaccepteachother'sculture,butalsobyculturaldifferences,unmistakablyrevealsthatthepur