英语论文Impact of the Differences between Chinese and Western Culture on Business NegotiationWord文档下载推荐.docx
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2.1Conceptofnegotiation3
2.2Fundamentalprinciplesofnegotiation4
2.2.1Separatingthepeoplefromtheproblem4
2.2.2Focusingoninterestsbutnotpositions5
2.2.3Inventingoptionsformutualgain5
2.2.4Insistingonobjectivecriteria6
3.Cultureanditsimpactsonnegotiations7
3.1ComparisonbetweenChineseandwesterncultures7
3.1.1Values7
3.1.2Individualismandcollectivism8
3.1.3“ShowingYourself”and“BeingModest”9
3.1.4Family10
3.1.5Nationalism10
3.2Generalimpactofcultureonbusinessnegotiation11
3.2.1Negotiationgoal11
3.2.2Sensitivitytotime14
3.2.3Formofagreement16
3.2.4Decision-making18
3.2.5Willingnesstotakerisk20
4.RecommendationforChinesenegotiators21
4.1Cultivatingculturalawarenessandsensitivity21
4.2Makingsufficientpreparations22
4.3Havingagoodcommandofthetargetlanguage22
5.Conclusion23
References25
1.Introduction
Duringthepastdecade,Chineseeconomyhasbeengrowingrapidly.AfterenteringintotheWorldTradeOrganization,Chinabecameoneofthemajorinternationalbusinessplayers.ThebusinessnegotiationamongChinaandthewesterncountriesisthekeypointfordevelopingbusinessrelationshipofChinaandtheWest.Asthemostactivefactorinbusinessaction,internationalbusinessnegotiationisregardedasmoreandmoreimportant.
Therearevariousfactorsthathaveimpactoninternationalbusinessnegotiationsuchasinternational
economic
factors,
political
environment,pluralismoflegalsystem,culture,etc.Cultureisoneofthemostimportantfactorswhichcannotbeneglected.Culturalfactorhasbeenthemostactiveoneinaffectingonthebusinessnegotiationprocess.Thegreatdiversityofculturemakesnegotiatingstyledifferent.Theycouldcauseunnecessarymisunderstanding,evenaffecttheresultofthebusinessnegotiations.Itisimpossibleforanynegotiatorwholacksculturalbackgroundknowledgetosucceedininternationalbusinessnegotiationnomatterhowskilledandexperiencedheis.ThisthesisfocusesonthedifferentculturesbetweenChinaandtheWest,andhowdotheyinfluenceonbusinessnegotiation.
2.Hownegotiationworks
2.1Conceptofnegotiation
Generallyspeaking,negotiationmeansdiscussionsthroughwhichrelevantpartiescanreachagreementtosatisfytheirneedsandcoordinaterelations.Theword“negotiates”derivesfromtheLatininfinitive“negotiari”meaning“totradeordobusiness.”Thisverbitselfwasderivedfromanother,“negare”,meaning“todeny”andanoun,“otium”,meaning“leisure.”Thus,theancientRomanbusinesspersonwould“denyleisure”untilthedealhadbeensettled.
Negotiation,especiallyinternationalbusinessnegotiation,isregardedasanimportantandnecessarysocialactivity.Internationalbusinessnegotiationmeansconsultationandinterlocutionbetweentwosideswithdifferentmethodsininternationaleconomictrade.Internationalbusinessnegotiationinvolvesnegotiatorsrepresentingatleasttwoparties,oneormoretranslatorsorinterpreterswhennecessary,settingsreferringtoofficeormeeting-roomfornegotiations,invisibleculturalbackgroundoftheparticipants,andatleastonerounddiscussionsorientedtoachievecertaininterestgoals.Afterthenegotiationfinishes,thehappy“win-win”resultwillbemade.Notonlytheinterestgoalswillbeachieved,butalsothefriendlyandharmoniousrelationshipamongcompanieswhichthenegotiatorsrepresentedareestablishedandcontinued.
2.2Fundamentalprinciplesofnegotiation
Negotiationisanartthatrequiresbothstudyandpractice.Itcouldbeconsideredascompetition,butcommunicationformutualprofitandcommondevelopment.Therearefourfundamentalprinciplesofnegotiationwhichcanhelpnegotiatorstoachievetheirgoals.
2.2.1Separatingthepeoplefromtheproblem
Everynegotiationhastwobasiccomponents:
peopleandproblems.Sometimesnegotiatorsbringtheiremotions,personalities,feelingswhentheydiscusstheinterestsandevents.Negotiator’sprejudiceagainsttheotherparty’sintentionwouldcausepersonaldisputesandbothsidessaysomethinghurtingeachotherwhensuchprejudiceormisunderstandingexists.
Inanynegotiation,anegotiatorhastwointerests—thenegotiationitselfandtherelationshipwiththeotherparty.Negotiatorsshouldalwayskeepinmindtoseparatetwoofthem:
tobefirmontheproblemandgentleonthepeople.Inordertomakeagoodnegotiation,negotiatorsshouldtrytomaintaintherelationshipamongtheparties.However,therelationshipshouldnothaveaninfluenceonthenegotiatingconflict.
Ingeneral,toseparatepeoplefromproblem,thecruci