国际商务谈判中的跨文化差异及应对策略.docx

国际商务谈判中的跨文化差异及应对策略.docx

《国际商务谈判中的跨文化差异及应对策略.docx》由会员分享，可在线阅读，更多相关《国际商务谈判中的跨文化差异及应对策略.docx（8页珍藏版）》请在冰豆网上搜索。

国际商务谈判中的跨文化差异及应对策略

国际商务谈判中的跨文化差异及应对策略

Abstract

Inthepatternofthebackgroundofglobaleconomicintegration,internationalorganizationsandenterprisesexchangesaremoreandmorefrequent,sounderstandmulticultureofothercountriesandhavetheabilityofculturalexchangeisveryimportanttoask.Theestablishmentofculturaldifferencesandtheabilitytocommunicatewithdifferentculturesmeansdirecteconomicbenefits.Internationalbusinessnegotiationplaysanextremelyimportantroleintheinternationalbusinessactivities,sohowtocarryouteffectivecross-culturalbusinessnegotiationshasbeenputontheagenda.Duetoculturaldifferencesininternationalbusinessnegotiationsisveryimportantandcomplicated,oftenencountermanyproblemswhenpeoplecommunicate,onlyadeeperunderstandingandunderstandingtheinfluenceofculturaldifferencesonbusinessnegotiation,tofindtherootofthecontradictionsofthenegotiations,inordertofindtheeffectivemethodtosolvethecontradiction,thesmoothprogressofthenegotiations,andultimatelyachieveawin-winthepurposeof.Therefore,itisofgreatpracticalsignificancetostudytheinfluenceofculturaldifferencesonbusinessnegotiationandfindasolution.

Keywords:

culturaldifferences;businessactivities;strategy

Contents

.Introduction

InBritainandtheUnitedStatesandotherwesterndevelopedcountries,onlybusinessnegotiatorsaccountedformorethanfivepercentofthetotalpopulation,manypeopledirectlyintothefieldofnegotiation.Thenegotiationinthemodernenterprisemanagementhasattractedmoreandmoreattention,indevelopedcountriestheUnitedStates,Britain,GermanyandFranceandsomedevelopingcountriesinmanyenterprises,universitiesandresearchinstitutions,haslongbeenthenegotiationasacultureofitsownpoliticalandeconomic,diplomaticandcommercialaspectsitisimportant.Inthefiercesocialcompetitionandfrequentforeignaffairsactivities,theprinciplesandmethodsofthetheoryandmethodsofnegotiationarebecomingmoreandmoreperfect.

Ⅱ.Crossculturaldifferencesininternationalbusinessnegotiation

Becauseoftheimpactofculture,theworldofeverycountryintheworldoutlook,values,thinkingpatternsarenotthesame.Thesedifferenceswillmakepeopleformdifferentlanguages,butalsoaffectthecommunicationofinformation.Asweallknow,theChineseculturehasalonghistoryandprofound,andtheChinesecharacterscanaccuratelyexpressallkindsofthings.Theuseoflettersinthewestcanclearlydepictthecolorfulworld.Therefore,ifwewanttounderstandtheChineseandWesterncultures,weshouldanalyzethedifferencesbetweenChineseandWesterncultures.

2.1Valuedifference

Therearemanyclassificationsofculture.Themostcommonwayistodividecultureintospiritualculture,systemcultureandbehaviorculture.Amongthem,spiritualculturemainlyincludesdeepculturalphenomenon,suchasvalueandthinkingmode.ThedifferencesbetweenourcountryandWesterncountriesaremainlyonthecollectivevaluesandindividualvalues.Inthecountrythatemphasizesindividualism,personalinterestisthebasicstartingpointofpeople,peopleemphasizefreedom,rights,competitionandbehaviorindependence.Butinthecountriesthatemphasizecollectivism,grouprelationsaremoreimportant,peopleemphasizetheunityandcooperation,andtheindividualinterestsaresubordinatetothecollectiveinterests.Ininternationalbusinessactivities,thisdifferenceisparticularlyprominent.Inindividualisticcountries,personalabilityandperformancesalaryandpromotion,butinthecollectivecountrygroupisviewedasawhole,theindividualperformancecannotbeseparatedfromthecollectiveachievement.Westerncountries,especiallytheUnitedStates,advocatingindividualism.

Innegotiations,Chinesestressedthatfromtheoverallsituation,personalintereststocollectiveinterests,onlythecollectivedevelopment,individuals'Diaomayhavegreaterdevelopment.BecauseoftheinfluenceofConfucius'sConfucianism,Chinesepeoplealwaysemphasizethevalueofgroup.Confucianismemphasizesthatindividualsshouldobeythestateandcollective.Westernersaremoreindividualistic,theybelievethatthereareindividuals,groups,andfocusontherealizationofself-worth.

Chineseculturepayattentiontotheso-calledpeckingorder,andbyexperience,people'sjobstatus,educationleveldecision.So,inChinese,peoplepaymoreattentiontotheirstatusandrelationshipsintheposition,effectandotheraspectsofhistalkwasaffectedbythelongitudinalrelationships,theideathatsometimesisconducivetotheregulationofinterpersonalrelationship.Thisisakindofthinking,whichmakespeoplecanbettercoordinatemultiplerelations,especiallytheinterpersonalrelationship,thewholeinaharmoniousstateofbalancetoachievesocialharmony,butthelackofharmonyandequalityanddemocracy,suppresspeople'spersonalitydevelopment.TheWesterninterpersonalrelationshipisequal,isahorizontalrelationship.ButthisisnottosaythattheWesternsubordinaterelationshipisnotclear,theirrelationshipisveryclear,buteachindividualwillemphasizetheembodimentofpersonalvalues,notbecausetherelationshipbetweenthelevelofsuperiorpositionalltoe,theywilldirectlyexpresstheirviews.

2.2Spaceview

Westernersemphasizeindependence,self,thereisastrongsenseofspace,theywillworkwiththedoororpartitiontoseparatetheworkplace,ifthedooropenmeansaninvitation.Thissenseofspaceisalsoreflectedintheconversationtokeepthedistancebetweenpeople,distancecanreflecttheidentityofbothparties.Inthewesternsocialoccasions,whenthebossandsubordinatestotalk,alwayskeepawidedistance.Whenpeopletalktoeachother,thespacebetweenthemisreduced.Ingeneral,inasocialsituation,thetwosidescantalkatarm'slength,sothattheycantalksoftly,butnotenoughtocarefullyobservethesubtlefacialexpressions,whichiscalledapolitedistance.

Chinesepeoplehavealwaysstressedthecollectiveconcept,eveniftheofficeisalsoalltogether,thereisnopartition,employeesareopentoeachother,andeventheleadershipoftheofficetogether.Sometimes,thiswayyouwillclose,butalsoleadtoinefficiency.Withthedevelopmentofsociety,someenterprisesbegantolearnwesternoffice,takethestaffcubicle,toretainacertainprivacy,butalsoimprovetheefficiencyofthestaffinacertainextent.AndChinesesocialoccasionsinconversation,thedistancebetweenpeopleisbasedontherelationshipbetweenset,goodwordsfromthepast,therelationshipbetweenthegeneraldistancewillbemuchmore;onthelowerleveltokeepacertaindistancefrom.Thisisthesameasthewest.

3Theinfluenceofinterculturalcontextdifferencesonbusinessactivities

3.1Theinfluenceofculturaldifferencesonthewayofthinkingofnegotiators

Inallnegotiations,people'sthinkinghasalwaysplayedarole,itcanbesaidthatthinkingisthedrivingforcebehindthenegotiations.However,duetotheimpactofculturaldifferencesintheworld,thenegotiatorsofdifferentcountrieshavedifferentwaysofthinking.Forexample:

theorientalcultureandAmericancultureasanexample,theAngloAmericanculturalpreferenceanalysisabstractthinking,theBritishscholarStuartoncepointedoutthattheBritishpeoplehavetheabstractanalysisandpracticalthinkingorientation,theirthinkingprocessisstartingfromthespecificfacts,summarizetheconclusionfromit.Europeansvalueideasandtheories,andtheirdeductivethinkingfocusesontheperceptionoftheworld,andtheyliketouselogictoderiveaconceptfromaconceptthatreliesonthepowerofthought.Orientalculturalpreferenceimagethinkingandcomprehensivethinkinghabits,willcombinevariouspartsoftheobjectasawhole,itsattributes,andlinkswiththeconsiderationof.Duetodifferencesinthewayofthinkingofnegotiations,negotiatorsofdifferentculturesshoweddifferencesindecision-making,decision-makingmethodsandtheoverallorderformtheconflictbetweendecisionmakingmethod.Whenfacedwithacomplexnegotiationtask,usingthesequentialdecisionmethodofwesternculture,especiallytheAmericanpeopleoftenbreakalargetaskintoaseriesofsmalltasks,theprice,delivery,guaranteeandservicecontractsandotherissuestoresolve,eachtimetosolveaproblem,fromfirsttolastareconcessionsandcommitments,thefinalsumtheagreementisaseriesofsmallagreement.Theoveralldecisionmakingoftheorientalcultureisorientedtoallproblemsinthewholediscussion,thereisnoobvioussequenceofpoints,usuallyhavetogototheendofthenegotiations,willmakeconcessionsandcommitmentsonallissues,soastoreachapackageagreement.Forexample,intheUK,ifhalftheproblemsettled,thenthenegotiationevenhalffinished,butinJapan,thenwhatdidnotseemtosettledown,andthensuddenlyeverythingwasallsettled,theBritishmerchantoftenbeforeJapaneseannouncedtheagreementtomakeunnecessaryconcessions,thiserrormakeEnglishmerchantsreflectthedifferencesbetweenthetwosidesonthewayofthinkingdecision.

3.2Theinfluenceofculturaldifferencesonnegotiationstyle

Internationalbusinessnegotiationisnotonlythecollisionofdifferentcultures,butalsoawayofinternationalculturalexchange.Styleisthemaincharacterandstyleshownegotiatorsinthenegotiationsinthenegotiationstylereflectedinthenegotiators'behaviorintheprocessofthenegotiationprocess,behaviorandcontrolmethodandmeans.Negotiatorsstylenegotiationswiththedeepculturalimprin