浅析跨文化商务谈判的中西方思维方式差异学位论文.docx

浅析跨文化商务谈判的中西方思维方式差异学位论文.docx

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浅析跨文化商务谈判的中西方思维方式差异学位论文

Abstract

AsChineseeconomyshinesonthestage,especiallyafterenteringtheWTO,manyofChinaimportandexportinternationalbusinesscompaniesfacemoreandmorebusinessnegotiations.Duringanegotiation,bothsideshopetoobtainthemaximumbenefit,withminimumconflictandinterest.Therefore,inordertoeffectthenegotiationeffectivelyandgainthewin-winsituationforbothparties,wemusthaveathoroughunderstandingofdifferentcultures.Throughanalyzingthedifferencesincross-culturemodesofthinking,wecandistinguishthenegotiationstylesandskillsofdifferentcultures.Byelaboratingtheimportanceofmodesofthinkingonthecross-culturalnegotiationandanalyzingthedifferentmodesofthinkingbetweenChinaandtheWestandtheircauses,thisthesistriestoputforwardsomecountermeasurestoimprovetheefficiencyincross-culturalbusinessnegotiation,suchasfullpreparationforthenegotiation,cultivationofcross-culturalawarenessandsoon.

Keywords:

cross-culturalbusinessnegotiation;modesofthinking;strategies

中文摘要

随着中国的经济在世界大舞台上越来越活跃，尤其是在中国加入世贸组织之后，许多中国进出口国际企业面临了越来越多的商务谈判了。

在谈判的过程中，双方都希望以最少的冲突和成本，获得最大的利益。

因此，为了使谈判更有效地进行并让双方都达到了双赢的局面。

我们必须对不同的文化有一个全面的了解，分析在商务谈判中跨文化思维方式的差异，区别各种文化的谈判方式和技巧。

本文通过阐释思维方式对跨文化商务谈判的重要性，分析中西各种思维方式的差异及其产生的原因，提出相应的对策来提高跨文化对谈判的充分准备，培养跨文化的意识等。

关键词：

跨文化商务谈判；思维方式；策略

1.Introduction

1.1Thedefinitionofmodeofthinkingincross-culturalbusinessnegotiation

Modeofthinkingisthegeneralizationofobjectiverealityandtheindirectreflectionwiththehelpofhumanbeing’swordsandactivities.Modeofthinkingreflectsthesubstantivecharacteristicsandtheconnectionwiththings.Generalityandindirectionarethefeaturesofmodeofthinking.Thegeneralityofmodeofthinkingisthereflectiontotheintrinsicqualityandtheregularconnectionwiththethings.Inotherwords,theprocessofconnectingthethingswiththesamefeatures.Theindirectionofmodeofthinkingisthehumanbrainreflectionoftheobjectivethingsbymeansofotherthings,namely,thehumanbrainreflectsthethingwhichcouldnotbesawdirectlywiththehelpofsomemediumandthebrainprocessing.

Withthehelpofmodeofthinking,humanbeingscouldnotonlyknowthepresent,butalsogobacktothehistoryandforeseethefuture.Bymeansofmodeofthinking,humanbeingscanfindthetruthandtestthetruthinpractice.Bythecompletedynamicmodeofthinkingprocessofanalyzing,synthesizing,comparing,abstracting,generalizinganddetailing,thedevelopmentprogressofhumanbeingsisdeliberating,andthehumancivilizationwhichmakesupofdifferenttimes,differentareas,differentsocietiesanddifferentethnicgroupsiscreated.

Modeofthinkinginbusinessnegotiationisthebehaviorsofthenegotiatorsacquaintedthemselveswithobjectivethingsrationallyduringthebusinessnegotiation,anditistheindirectandgeneralreflectionofthenegotiators’attitudestowardsthenegotiationstandards,thenegotiationenvironmentandthecounterpartsbehaviors.

1.2.Thedefinitionofcross-culturalbusinessnegotiation

Negotiationisakindofbasichumanactivitythatweareinvolvedineveryday.Itisaprocessofgivingandtakingwherebothpartiesmodifytheiroffersandexpectationsinordertocomeclosertoeachother.Itoccursduetooneofthetworeasons:

（1）tocreatesomethingnewthatneitherpartycoulddoonhisorherown,or

（2）toresolveaproblemordisputebetweentheparties.Amoderndefinitionofnegotiationwidelyacceptedistwoormorepartieswithcommonandconflictinginterestswhoenterintoaprocessofinteractionwiththegoalofreachinganagreement（preferablyofmutualbenefit）.

Businessnegotiationreferstothenegotiationthattakesplaceinthebusinessworldanddealswithbusinessrelationship.Businessnegotiationmaybeunderstoodasencountersbetweenfirms（oreconomicorganizations）withthegoalofreachingagreementstogaineconomicbenefits.A

Cross-culturalbusinessnegotiations,namely,cross-culturalcommunications”,whichreferstothatpeoplefromdifferentculturalbackgroundscommunicatewitheachother”.Beside，cross-culturalcommunicationsaresignificantcommunicativesymbols,especiallythemeaningofsharingandsignificanceofsymbols.Itisamutualinfluentprocessandatleasthastwogroupscomefromdifferentcultures.Thus,cross-culturalcommunicationshavefivecoreassumptions,asfollow:

a）Includingculturalgroupswithdifferencesofvarieddegrees

b）Includingreal-timeencodinganddecodingoftheinformationbetweenverbalandnon-verbalcommunicationprocess;

c）Containingtheconflictingoodfaith;

d）Alwayshappeninginaspecificcontext;

e）Alwayshappeningattheexistingsystem.

BecauseofthecomplexityofCross-culturalcommunication,Larry（2002）pointedoutthathumanbeingsneedtolearnotherpeople’sperspectivetowatchtheworld,makethechoicecarefullyofusingwhatkindofculturalperspectivetoobserveandjudge,andtrytousedifferentwaystoachieveaharmoniousinteraction.

1.3.Theimportanceofmodeofthinkingincross-culturalbusinessnegotiation

Underthesamecircumstances,eachindividualinoneculturemaythinkinaslightlydifferentwayonthesamequestion.Furthermore,thesameindividualmayalsothinkinaslightlydifferentwayinthesamequestionunderdifferentcircumstances.Itconcludeslinearandlinkagemodesofthinking.Theymakeimpactsonnegotiatingstylesandtheresultofthenegotiation.Therefore,itissomewhatimportanttolocalizeinternationalbusinessnegotiations,learntothinkonthesideofothers,andpromotemutualunderstanding.Throughtheeliminationofculturalbarriers,thefavorableculturalconditionscanbecreatedbytheconcernedeffortssothatbusinessnegotiationscanbeeffectivelycarriedout.

2.LiteratureReview

Cross-culturalnegotiationsistheinteractions,typicallyinbusiness,thatoccurbetweenvariouscultures.Thesenegotiationsaretypicallyviewedasoccurringbetweenvariousnations,butcross-culturalstudiescanalsooccurbetweendifferentcultureswithinthesamenation,suchasbetweenEuropean-AmericansandNativeAmericans.Astheworldbecomesmoreandmoreinterdependentasaresultintheexpansionofglobalizationandinternationalbusinessrelations,cross-culturalnegotiationsarebecomingacommonfeatureinbusinessandpoliticaltransactions.Thisbeingthecase,understandinghowcross-culturalnegotiationsoccurisanimportantskilltohave.Thus,therehasbeenanabundanceofresearchandliteratureconductedandwrittenonthetopic.Whatfollowsisabriefreviewofthecurrentliteratureavailableonthetopicofcross-culturalnegotiations.Curry,Jeffrey,Edmund（1999）:

AShortCourseinInternationalNegotiating,WorldTradePress,thisbookmainlyfocusonsomefactorsincross-culturalnegotiation,otherwises,Mitchell,Charles（2000）:

AShortCourseinInternationalBusinessCulture,WorldTradePress,whichisconcentratedonthetopicoftheculture.Andmystudyonthisdissertationaimsatcombiningthetwotopicintoonesoastogetabetterandprofoundunderstandingincross-culturalbusinessnegotiation.

3.VariousKindsofDifferentModesofThinkingbetweenChineseandtheWesternersinCross-culturalBusinessNegotiation

3.1.Differencebetweenindividualismandcollectivism

Individualismreferstothedoctrinethattherightsoftheindividualarethemostimportantonesinasociety.Mostwesternersbelievethateachpersonhashisownseparateidentityandpersonality,whichshouldberecognizedandreinforced.Therefore,onecannotcomprehendthewesternanditspeoplewithoutunderstandingindividualism.Onlywiththecognitionofindividualismcanweunderstandhowwesternersconceptualizefamily,friendships,andprivacy.Thecoreofindividualismisthepursuitofpersonalachievements.Itishighlyvalued,earnestlybelievedandwellappreciatedasafundamentalsocialvirtue.InChristianitytraditions,individualsareimportantnotonlytoeachother,butalsotothesocietyandGod.Individualismhasbeenhandeddownfromtheirancestors.Therefore,towesterners,individualismisnotselfishnessbutrathervirtue.Theyemphasizeindividualismsomuchthattheybelievethattheremustbesomethingwrongwithsomeonewhofailstodemonstrateindividualism.Theylikethesentence“Godhelpsthosewhohelpthemselves.”HowevertoChinesepeople,theword“individualism”isrelatedtothederogatorymeaningasegoism,whichrepresentsselfishnessinqualityandloosenessindiscipline.IntraditionalChinesebeliefs,esp.inConfucianism,collectivismisappreciated.Itemphasizescooperationamonggroupmembersandindividualsuccessisduetothecollectiveeffortofthestaffinaunit,anorganizationoracommunity.ThesacrificeofindividualinterestforthatofthecollectiveisanoblequalityeulogizedsomuchbyChinesepeoplethatbeingmodestandthoughtfulofothersarehighlypraised.

3.2.Differencebetweenconsensusanddecisivenessindecisionmaking

Whenlockedinnegotiationsitisimportanttotakeintoconsiderationthedifferencesinthedecision-makingprocessbetweencultures.Insomecultureswherepowerisdecentralized（UnitedStates,Australia）decisionscanbemadequickly---andoftenbyasingleindividual.However,incultureswithcollectivistvalues（Japan,China）,decisionsaremadebyconsensusandcantakelonger.（However,implementationofdecisionsisquickerincollectivist’sculturesasopposedtoindividualisticculturesthatoftendemandtherighttoquestionthedecisionhandeddown.）ConsidertheexamplesoftheUnitedStatesandJapanwherevaluesandculturalinfluencesplayamajorroleinthedeci