文化差异对国际商务谈判的影响及对策.docx

文化差异对国际商务谈判的影响及对策.docx

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文化差异对国际商务谈判的影响及对策

文化差异对国际商务谈判的影响及对策

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Culturaldifferences’Influenceoninternationalbusinessnegotiationsandthecountermeasures

ABSTRACT

ThispapertakestheUnitedStatesandJapanasexamplesfocusingonthearticlesabouttheinfluenceoftheculturaldifferencesonthefieldssuchaswaysofnegotiation，negotiatingorganizations，communicationprocess,decisionmaking,agreementformandtheinterpersonalrelationship，especiallyfocusingonanalyzingthecopingskillsofnegotiationofAmericanandJapaneseinordertopromoteeffectiveandefficientcommunicationofthenegotiations。

KEYWORDS：

Culturaldifferences;Internationalbusinessnegotiations;Cross—culturalpolicy/Interculturalstrategy

Introduction

　Oneofthecharacteristicsofinternationalbusinessnegotiationismultinationalityandmultiplenationality.Negotiatorsfromdifferentcountriesanddifferentregionshavesignificantdifferencesinlanguage,wayofthinking，decision-makingandnegotiationstylesandthisistheculturaldifference，whichmayleadnegotiationstoreachanimpasseorevenfailure.Asaresult,inadditiontolearnthebasicnegotiationskills,itisalsoimportanttoknowthepotentialimpactofculturaldifferencesinnegotiationactivitiesandmakeadequatepreparation.个人收集整理，勿做商业用途个人收集整理，勿做商业用途

1。

Culturaldifferences’Influenceoninternationalbusinessnegotiations

1.1Influenceofculturaldifferencesonthenegotiatingorganizations

　1。

1.1Influenceofculturaldifferencesonthenegotiatingteam。

Cultureisanimportantfactoraffectingthecompositionofanegotiationteam。

Itdiffersindeterminingthecriteria，quantity,divisionoflabortoselectnegotiatorsindifferentcountries.Forexample，intheUnitedStateswhichisarelativelysmallpowerdistancecountry，focusingonthenegotiator’seloquence,professionalstandards，reasoningabilityismoreimportantthanhispositioninthecompanyinselectingthemembersofthenegotiation.ButJapanisalargerpowerdistancecountry。

Generallyspeaking,statussymbolsareveryimportanthere，sothenegotiatorsshouldhaveacertainstatusandpositioninadditiontohavingsomesocialskills.ThusnegotiatingwithJapaneseshouldfollowtheprincipleofequalityinthechoiceofnegotiators，whichmeanstheidentityandstatusofthenegotiatorswesentshouldbecomparabletothatoftheirnegotiators,oritwouldbeconsideredtobenorespecttothem.MoreoverwomeninJapanhavealowerstatusinsociety。

Sogenerallytheparticipationofwomenisnotallowedinformalnegotiations。

Orthey'llshowtheirsuspect，evenshowtheirdiscontent。

　Americannegotiatorshaveinnateself-confidenceandsuperiority。

Thedeterminationofthenegotiatornumberfullyreflectstheprinciplesofleanandcrack.Andtheteamissmallandconsistsofonlyseveralpeople.Bycontrast,Japan’steamisgenerallylargerwhichrepresentstheattentionandmakethefunctionaldivisioneasier。

Japanesethinksthatitisalackofsincerityandattentioninnegotiationswhentheteamissmall。

ButintheeyesoftheUnitedStates,largeteamshowsthattheyarelackofcapacityandconfidence.Lawyerswillbeaffectedbythecultureinthenegotiations,too.本文为互联网收集，请勿用作商业用途个人收集整理,勿做商业用途

LegalawarenessisingrainedinAmericanconceptandthelawyersplayasignificantroleinthenegotiations.Theywillalwaysbringtheirownlawyerstothecommercialnegotiations，especiallywhenthevenueisinaforeigncountry。

ButnolawyerwillbeincludedinaJapanesenegotiationteam。

Theythinkaperson，whohastoconsultwithalawyeroneverything,dosen’tdeservetobetrusted.Theyeventhingthatbringalawyertoparticipateinthenegotiations,isdeliberatelycreatedalegaldisputeinthefutureanditisunfriendly.

　1.1。

2Influenceofculturaldifferencesontheconceptoftime。

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TheUSnegotiatorsthinkhighlyofefficiencyandprefertotheinstantaction。

ThedevelopedUSeconomyleadstoafastpaceoflivingandworking.ThismakesAmericansbelieveintimeandrespecttheprogressanddurationofthenegotiations.Thishabitrequiresaquickdeal.Theywanttohitthepointquicklyinnegotiatingwithaslessstepsasitcouldbe.TheJapaneseareverypatient。

Theyarereluctanttotaketheleadtostatetheiropinionandintention。

DelaytacticsistheweaponwhichJapaneseusuallyuseinbusinessnegotiations.Theywouldliketoforcetheotherpartylosingpatiencegradually，oncetheyknowthatthenegotiationshaveadeadlinefortheotherparty，theywillbemoreleisurelytonegotiate.文档为个人收集整理，来源于网络本文为互联网收集,请勿用作商业用途

1.2Theinfluenceofculturaldifferencesonnegotiationway

Generallyspeaking，Negotiationcanbecarriedoutintwoways：

transverseandlongitudinal。

Transversenegotiationsspreadoutinalateralway.First，listalloftheissuesinvolved.Thendiscussandmakeaprogressonvarioustopicsatthesametime。

Longitudinalnegotiationswilldiscusstheindividualissuesafteridentifyingalltheproblemsshouldbediscussed。

TheAmericanisarepresentativeoflongitudinalnegotiations。

Theyleantostartwithpreciseterms。

Anegotiationisabattletothem,abattleaboutweighingandconcessionsofaseriesofspecificarticles。

TheFrencharerepresentativeofthelateralnegotiations.Theyleantostartwithtotalterms。

Intheiropinion,negotiationmeansthattheyshouldreachsomeconsensusonthetotalarticlesfirst.Thentheywillguideanddecideonthenextnegotiationprocesses。

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1.3Influenceofculturaldifferencesontheprocessofcommunication

　　1.3。

1Influenceofculturaldifferencesonthelanguagecommunication。

Communicationdiffersaccordingtodifferentculture。

Somepeoplecommunicateinadirectlyorasimplewaywhilesomepeopleinsomeplacescommunicateinindirectormorecomplexways.Americanscomestraighttothepointwithoutthehesitationinbusiness.Accordingtothisstraightattitude,expressingyourviewsandshowingyourattitudewith”Yes”and”no”directlywhennegotiatewiththeAmericansisnecessary.TheJapanesedon’twanttosay“no”toanythingfortheirfake.Theythinkdirectrefusewillembarrassthebusinesspartner，evenmakethemangry,sointheiropinion，it’sveryrude。

ThismeansthatnegotiatingwithJapanesebusinessmanshouldbewithatoneofgentleandeuphemism。

Nevergivethemanultimatumwithoutsecondthinking。

AndwhenJapanesetalkingtoothers,theyusuallysay“Ha-yi”andnodhishead.Butnevermisunderstandthem。

Thatisjustabehaviorwhichshowstheirpolite。

Itmeanstheyarelistingtoyou,notagreewithyou.　　本文为互联网收集,请勿用作商业用途个人收集整理，勿做商业用途

1。

3。

2Influenceofculturaldifferenceonnon—verbalcommunication.

Culturaldifferencesalsoimpactonthenegotiationprocessinnonverbalcommunication.NegotiatorshaveahugedifferenceinApplicationofbodylanguage，actionlanguage。

Thesamelanguageactionevencansendtheoppositemessage。

Forexample,nodmeansagreementinmostcountries。

ButincountriessuchasIndia，shakinghisheadwithasmilingfaceshowshisagreement.Asanotherexample，inAmerica，itsays“ok”withthumbandindexfingerintoacircle.ButJapanitisarepresentativeof“money”。

ForTunisian,itisactofextremeprovocationbehavior。

Inaddition，everyonehashisownprivatespace.Whensomeoneinvadesintoourprivatespaces,wewillbecomeextremelyupset.Butthescopeofthe"privatespace"variesaccordingtotheculture。

Generallyspeaking,culturestressingindividualismneedsmorepersonalspacethanthecultureemphasizingoncollectivism。

Forexample,whenyoutalktotheArabs,youshouldstandcloserbecausewouldlikethespacingbetweenthemlessthan0.5m.WhiletherelativecomfortspaceinUnitedStatesisnearly1mwhichismuchwider。

ButinChinaitisusually0。

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1.4Theinfluenceofculturaldifferenceondecisionmaking。

Itisveryimportantinthenegotiationtoknowthepersonwhohasthepowerofevaluationorhowdecisionsaremade。

Cultureisanimportantfactoraffectingthedecisionmaking。

Decisionmakingcanbedividedintotwotypesingeneral：

top—downandbottom—up.IntheUnitedStates，decisionsaremadeinatop-downway。

Thepersoninchargeofnegotiationsshouldhaveenoughpowerandenergyincompletingtaskstomakeadecisionandcompletethenegotiationsassoonaspossible。

ButJapanesetakeaverylongtimetomakeadecision，becausetheyputemphasisonparticipationandgroupdecisionmaking。

Allthemembersmakecollectivedecisionsbyconsensusinabottom-upway。

SomakingadecisioninJapanwilltakealongtime.　　个人收集整理，勿做商业用途文档为个人收集整理，来源于网络

1.5Theinfluenceofculturaldifferencetotheagreementform

Culturalfactorsalsoaffecttheformofanagreement.Generallyspeaking,Americanspreferacontractwithdetailswhichissupposedtoexplaintheresultofallpossiblesituations.Theythinkthatthedealisalsoacontract。

Negotiatorsshouldexplainwhatshouldbedonewhenanyfactorchangesbyreferencetothecontract。

Thetermsofthecontractshouldbeintegrateandrigorous。

WhileinJapanandChinacontractsaresupposedtobemoreunitaryandholistic。

Becausetheythinkthenegotiationistoestablishagoodrelationship。

Ifsomethingunexpectedoccurs，thetwopartiesshouldsolvetheproblemaccordingtothemutualrelationship,notthecontract。

SosometimeswhenanAmericannegotiatorbringforwardtoomanyunexpectedsituationsatthenegotiatingtable，hewillbeconsideredtobeapersonwhohasnoconfidenceintheircooperativerelationshipbythenegotiatorsfromothercountries。

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1.6In