The Culture Differences in Bussiness Negotiation between China and the West商英.docx

The Culture Differences in Bussiness Negotiation between China and the West商英.docx

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TheCultureDifferencesinBussinessNegotiationbetweenChinaandtheWest商英

中国某某某某学校

学生毕业设计（论文）

题目：

TheCultureDifferencesinBussinessNegotiationbetweenChinaandtheWest

姓名：

000000000

班级、学号：

0000000000

系（部）：

经济管理系

专业：

商务英语

指导教师：

00000000

开题时间：

2009-04-10

完成时间：

2009-11-2

2009年11月2日

目录

毕业设计任务书…………………………………………………1

毕业设计成绩评定表……………………………………………2

答辩申请书……………………………………………………3-5

正文……………………………………………………………6-20

答辩委员会表决意见……………………………………………21

答辩过程记录表…………………………………………………22

课题TheCultureDifferencesinBusinessNegotiationbetweenChinaandtheWest

一、课题（论文）提纲

0.引言

1.商务谈判及文化的定义

2.中西方谈判中的文化差异的六种形式

 2.1交流的不同意义

2.2面对冲突时的矛盾

2.3完成任务的不同方法

2.4决策

2.5透露信息的方式

2.6信任基础

3.处理文化差异的方法

3.1换位思考

3.2不要太个人化

3.3坦诚的承认误会

3.4创造双嬴

3.5用客观的标准解决利益的冲突

4.处理与西方国家谈判中产生的文化差异的具体策略

5.结论

二、内容摘要

由于我国成功加入WTO进入，我们得到越来越多的与外国人做生意的机会。

如今，各种项大型跨国经济活动中，国际商务谈判的作用越来越大,不可忽视。

一般的谈判我们通常将集中在谈判的战略层面,集中讨论双方的商务关系，策略，讨价还价的技巧，应变情形等等．但是在某一文化中判断一位优秀的谈判人员的标准在另一种文化领域中可能不起什么作用．众所周知，文化是复杂的，因为文化形成的价值观，宗教和习俗，没有人不承认文化影响着人的行为．所以当谈判人员来自不同的文化背景有自己独特的方法和风格，文化差异正成为国际商业谈判中更为重要的因素．本文试图做商业谈判中的文化差异的积极的研究。

三、参考文献

1、汤秀莲.国际商务谈判[M].南开大学出版社.2005

2、井润田.席酉民.国际商务谈判[M].机械工业出版社.2007

TheCulturalDifferenceinNegotiationbetweenChinaandtheWest

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Abstract：

SinceourcountrysuccessfullyenteredintoWTO，wegetmoreandmoreopportunitiestodobusinesswithforeigners.Nowinthislarge-scalecross-bordereconomicactivities,thefunctionofinternationalbusinessnegotiationsarebecomingmoreandmoreimportant.Inregularnegotiations,weusuallyfocusesonthestrategicdimensionofthenegotiationprocess,concentratingonbusinessrelationshipsbetweentheconcernedparties,tactics,bargainingstrategies,contingencypositions,andsoon.However,whatmakessomeoneagoodnegotiatorinoneculturemaynotworkwellinanother.Weknowthat,cultureiscomplex,andeveryoneagreesthatculturesaffectpeople’sbehaviors,becauseculturesinfluencepeople’svalues,religionandcustoms.Sonegotiatorsformdifferentculturalbackgroundshaveownspecialmethodsandstyles.Culturaldifferenceisbecomingamuchmoreimportantelementininternationalbusinessnegotiation.Thisthesistriestomakeapositivestudyabouttheculturaldifferencesinbusinessnegotiation.

Keywords:

culturaldifferences;internationalbusinessnegotiations;ChinaandtheWest

0.Introduction

Internationalbusinessnegotiationsareinternationalbusinessactivitiesconductedfordifferentpurposesofinterest,inordertoachieveaparticulartransactionandaretheprocessofconsultationundertheconditionsofthetransaction.Stakeholdersinnegotiationsareusuallyforeigngovernments,enterprisesorcitizens;theotherpartyisChina'sgovernment,enterprisesorcitizens.Internationalbusinessnegotiationisanimportantandindispensablepartofforeigneconomyandtrade.AndInternationalbusinessnegotiationsbetweendifferentcountriesintradeandcommerceactivitiesismuchmorecomplexthanthoseindomesticbusinessnegotiations.Culturalfactorsareplayingaveryimportantroleininternationalbusinessnegotiations.Sofar,peoplefromdifferentbackgroundshavemadealotofdefinitionsaboutculturebutgenerallyitreferstothesenseofknowledge,customs,legal,ethicalbeliefs,artsandsoon.Itisculturethatdecidespeople`valuesandpsychologicalqualitiesinaparticularlivingenvironment.Itisbindingandinfluencestheconductofpersonsunderthesameculturalbackgrounds.Differentcountrieshavetheirownuniqueculturalandhistoricalpractices.Internationalbusinessnegotiationsareacross-borderactivities,andsoitisveryimportanttogetagoodknowledgeofdifferentculturalbackgroundsandtakingculturaldifferencesintoconsiderationwhilewearenegotiating.

ThethesisfocusesonfindingtheparticularculturalelementswhichfunctioninbusinessnegotiationbetweenChinaandtheWest.

1.Thesixbasicformsofculturaldifferences

TherearesixbasicformsofculturaldifferencesininternationalnegotiationbetweenChinaandtheWest.

1.1Differentmeansofcommunication

Fromtheformsofcommunication,wearetalkingadifferentlanguage,whenweexpresssomething,weChineselikesayingsomethingelsehavingnothingwiththebusinesstheyarediscussing,afterthatwejustenterintoourgoal.ButfortheWesttheyliketogetintowhattheyneedtodiscussrightnow.

1.2Acontradictionfacingconflicts

Whenaconflictarises,theothersidemostofthetimeistoresolvequickly,butweinourculture,weperformmorecautionandoftenstepbackandobservetheposition,butatthistime,wetendtoalsonotgoodatexpressingthismeaningandcausesomemisunderstandingthattheothersidethinkthatwearenotinterested.sosometimes,inpractice,weencountersuchaproblem.

Forexample,theUnitedStatesisahighlydevelopedcountry,thefasterpaceoflife.ThismakesAmericanspayparticularattentiontovaluehistimeandfocusonactivitiesmoreefficient.Innegotiation,Ifthecharacteristicsofeachother'snegotiationswiththeminconsistentorcontrary,thentheywillfeelnotappliedandoftenexpressedtheirdissatisfactiondirectlyout.Butiftheopponentisalsonegotiatingwiththisstyleandbepositivetosolveproblem,itwillbeveryefficient.

1.3Differentwaysofcompletingthetask

Thewayweworkataskistotalkwithothersandconcludeacollectivedecision,atlastthedecisionisdecidedbythelead.Butforthem,thatistosaywhoisresponsible,whofinalized,soitoftenrequiresafastdecision,becausetheycaringallresponsibilityhavetherighttonegotiatewithyou.Iftheydonothavetheright,theywouldnotcometothenegotiatingroomscometothenegotiatingtabletonegotiatewithyou.Sotoooftenournegotiatorsatthetablearenotthemostimportantpeopletomakedecisions.Soithasalargedifferenceinthewayofcompletingthetask.

Americannegotiatorsoftenactinanimpersonalway--“businessisbusiness”istheirmaxim.Besides,Americannegotiatorsarealwaysmission-driven--anxioustobringpartiesconcernedintoagreement,andtheyhavelittleinterestinbuildingupanyrelationship.Furthermore,Americannegotiatorsliketobeopenlychallengedforthenegotiation

1.4Decision-making

Forusthisisagreatflexibility,andthereisalotoftimeextension,intheWest,thisisconsideredasnottomakedecisions.

AffectedbytheprofoundimpactofWesternculture,Westernersrolehierarchyandcoordinationrequirementsisrelativelylow,oftenrespecttheindividual'sroleandindividualsinactualworkperformance.Decision-makinginenterprises,oftenhavefeaturesofmakingdecisionsbyanindividualorasmallnumberandtop-downmannerandemphasizedindividualresponsibilityindecision-making.Theirdesireforself-expressionisstrongandhappytoplay"cowboytoughguy"or"hero"image.Inthenegotiations,theyliketodemonstrateself-confidenceinpowerlooklike.IntheWesternnegotiatingteams,thedelegationofthenumberofgenerallyisnotmorethansevenpeople,rarelyseenlarge-scaledelegation.Eveniftherearemembersofthegrouppresent,

Keydecisionmakersinthenegotiationsareusuallyonlyoneortwopeople,theytendtohavetherighttomakeadecision,"faitaccompli"iscommon.Buttheyareoftenveryseriouspre-negotiation,full,detailedandstandardizedinformationtomakepreparationsforthenegotiationprocesscanbesimplyandflexiblytothedecision-making.

1.5Thewaytodisclosetheinformation

Weallknowsinbusinesstalks,weneedstrategicallyinaplannedwaytodisclosesomeinformation.Veryfewpeopleonthenegotiatingtable,asourcultureisconcerned,putallofourinformationonalllighttoeachother.Oftenwewanttoachievethegreatestbenefitsbythewayofastrategy,Thentheinformationrevealedinthisprocess,ithasagreatdifferenceinEasternandWesterncultures.Oftensomeofusappeartobemorehidden,orsomemorestrategically.InWesternsocietyinside,heputallthingsthatshouldletyouknowtotellyouandthentheywaitforyourdecision.

1.6Ourbasisoftrust

Ourrelationship-orientedculture,oftenasakindofseclusion,saycaringindividualsespeciallythestranger,orisunexpectedrelationships,thelackofacertaintrust.InthesocietyintheUnitedStatesdoinordertocomparingindividual-basedbecauseitisthewholecommunity,thisfreespiritisacoreoftheiroftenspeakingatthismajorevent,likeitself,thenitsaidletussavetheworld.Well,InWesternsociety,especiallyintheUnitedStates,insidethecommunity,trustisveryimportant.Failedtofulfillthecontractitwouldavoidanylegalconflictsarising,sotheconceptofacontractrequiresitspecific.Sointhenegotiationprocess,weoftenencountersuchproblems,thetermsofcontracttheyproposeareindetail,butwetrendtodiscussingtheabovealotofthingsinthefuture.Wealsohavetounderstandthegap,sometimeswemayevenfeeltoomuchpressure,becausewehavenotthoughtofthatstep

2.Themethodsofdealingwithculturaldifferencesandthesamples

Facingculturaldifferences,weneeddealwithflexibly,becauseeachofuswanttoenternegotiations,toenterthework,itsnatureandcontentsareoftennotthesame,inaword,welearnfromotherculturesasaconclusionbutdonotuseitkindsofcultureandageneralconclusiontoapplytoeveryone.weshouldhaveabetterunderstandingofitsculture,andappreciatethebeautyofhumandiversity,thenthisrequiresthatwenotonlyunderstanditscultureuniversal,thentheactualoperationoftheprocess,butalsounderstandthecultureofeachindividualitpersonality,soitisalsoachallenge