商务谈判中的跨文化交际问题及对策.docx

商务谈判中的跨文化交际问题及对策.docx

《商务谈判中的跨文化交际问题及对策.docx》由会员分享，可在线阅读，更多相关《商务谈判中的跨文化交际问题及对策.docx（11页珍藏版）》请在冰豆网上搜索。

商务谈判中的跨文化交际问题及对策

Contents

Preface·························································································

（1）

1.ThecontextoftheCross-Culturalcommunicationandchallenges

1.1Thedefinitionofcultureandactivitiesbytheculturaldomination·················

（1）

2.ThepresentsituationandchallengesofInternationalBusinessNegotiationinCross-Culturalcommunication

2.1ThedefinitionofNegotiationandInternationalBusinessNegotiation······

（2）

2.2ThepresentsituationandchallengesofInternationalBusinessNegotiation（3）

3.Themainfactorsincross-culturaldifferencesthatimpactofinternationalbusinessnegotiation

3.1TheCulturalDifferences·························································（4）

3.2Thedifferencesofvaluesleadtodifferentmeansofnegotiations··········（6）

3.3Thedifferenceofthinkinginimpactonthechoiceofnegotiatingstrategyandunderstandingofobjectivesforthenegotiations.······················（9）

3.4Organizationofthenegotiationcompositiondemonstratestheexternalbindingeffectoftheculture··················································（11）

4Howtodealwithissuesrelatedtotheresponseincross-culturalnegotiations

4.1Toaddressandunderstandtheimportanceofculturaldifferences·······（12）

4.2Rationaltreatment,toleranceandacceptdifferentcultures,withanopenandpositiveattitudeinfacingtheworldarepartiestothenegotiations·····（13）

4.3Toparticipateincross-culturalnegotiationstraining,establishfullawarenessofcross-culturalnegotiations················································（14）

4.4Enrichtheknowledgeofdifferentcultures,strengthencommunicationskillsandflexibility·····································································（15）

5Conclusion

Reference···················································································（17）

OntheProblemofCross-Cultural

InternationalBusinessNegotiationandtheCountermeasures

Preface

Associetydevelopsandcivilizationprogresses,theageofeconomicglobalizationiscoming.Withmoreandmoreinternationaleconomicandtradeexchanges,internationalbusinessactivitiesbecomemorefrequent.Therefore,peopleallaroundtheworldarehavingacloserlinkwitheachother.Theglobalizationprovidesawiderareatothepractical,artisticandscientificnegotiation.InternationalNegotiationhasbecomeasignificantsegmentofbusinessactivities.Itisnotonlyeconomicexchangesandcooperation,butalsoculturalexchangesandcommunication.AfterChinajoinedWTO,enterprisesandunitsarefacingagrowingnumberofInternationalNegotiations.Peoplepaymoreattentiontothecross-culturalcommunicationproblemsandculturalconflicts.Tofaceuptothenewenvironmentandchallenges,allofusneedaproperunderstandingondifferentculturalbackgroundsandcontextstodevelopareasonablenegotiationstrategysoastosucceedintheinternationalnegotiation.

1ThecontextofCross-Culturalcommunicationandchallenges

1.1Thedefinitionofculture

1.1.1Whatisculture

Culturehasmanydefinitions.Thereasonforthedifficultytodefineculturepreciselyliesinthefactthatcultureisall-embracing【1】.EdwardHall,awell-knownscholarofcultureoncewrote:

Cultureisthatprofoundanduniversalexperience,whichcouldnotbeexplained,butissharedbythememberswhobelongingtospecialculture.Althoughtheyarenotawareofthecommunicationandtheexistenceofsuchexperiences,allotherthingsarebasicallydeterminedbythebackgroundformedfromtheexperience.

Ifcultureisanideologicalprocess,Itisalsotherealityofthesoulmap【2】.

Basedontheabovepointofviews,aconclusioncanbedrawnas:

Cultureisanagreedconceptsharedbygroups.Itispostnatalacquisition.Accordingtoculture,groupmembersdecidepriorities,expresstheirattitudeontheappropriateness,andtherebydecideandadministratesubsequentbehaviors.

1.1.2ActivitiesdominatedbyCulture

People’sbehaviorisdirectlydominatedbytheirguidingvalues.Differentvaluecomesfromdifferentculturebackgrounds;anddifferentvaluesdominatedifferentactivitiesinthebusinesscommunications.ThefollowingTable1-1illustratestheconnectionamongvalue,attitudeandbehavior.

Table1-1connectionamongvalue,attitudeandbehaviour.

Value

Attitude

Behaviour

Honesty

Lyingiswrong

Lie

Family

FamilyisFirst

Participateinfamilyparty,nottogatheringoutwithfriends

Socialstatus

Higherwithbettercontrolofpeopleandevents

Showingsocialstatusbywearingbetterclothes

Achievement

Achievementiscommendable

Approbatetheachievement

Harmony

Objectionwouldleadto

aharmoniousofteam

Avoiddifferencesofopinion

2.ThepresentsituationandchallengesofInternationalBusinessNegotiationinCross-Culturalcommunication

2.1Thedefinitionofnegationandinternationalnegotiation

Negotiationisaspecialcommunication.Whentwoormorepeopleshareacommoninterest,theywilljointogether,butmayfordifferentgoals.Inordertoresolveconflictandreachanagreement,thenegotiationcomesintobeing.InternationalBusinessNegotiationistheactsandprocessesofinformationexchangeandconsultationtomeettheirownneedsbythepeoplecomingfromdifferentcountriesandregionsinthebusinessactivities.

2.2ThepresentsituationandchallengesofInternationalBusinessNegotiationinCross-Culturalcommunication

2.2.1ThepresentsituationofInternationalBusinessNegotiationinCross-Culturalcommunication

IntheCross-CulturalNegotiation,thedifferencesofculturalbackgroundsleadtodifferentstrategiesandexpectingoutcomesofthenegotiations.Forinstance,relationshipsareasimportantasnegotiationresultstoChinesepeople.Onceestablishingarelationshipwithaperson,theywilltrustanddependonthisperson.Oncethispersondoesn’tparticipateinthenegotiation,theywillfeelembarrassed.TheChinesepeoplewanttoillustratearelationshipbetweentwosidesofnegotiationthroughacertainperiodoftime.However,mostWesternerspaylittleattentiontothepersonalemotionsonnegotiationtable.Forexample,theChinesepeopleliketodoseveralthingstogetherwhileCanadiansliketodothingsonebyoneandtrytheirbesttodoacertainthinguntilitsucceeds.Therefore,iftwosidesofinternationalbusinessnegotiationunderstandlittlecounterpart’sculturebackground,valuesorwaysofthinking,thenegotiationwillbeinfluencedandcannotbesmoothlycarriedout.

2.2.2ThechallengesoftheInternationalBusinessNegotiationintheCross-CulturalCommunication

Asthedevelopmentoftheglobaleconomy,moreandmorepeopleparticipateintotheinternationalcompetition.Theexpansionofeconomicexchangesandglobalization,differentlivingenvironmentandideas,hugeculturaldifferenceswillallcausehugechallengestotheinternationalbusinessnegotiation.Itisofmuchimportancetolearndifferentculturesbetter,understandthecross-culturalfactorsimpactingtheinternationalbusinessnegotiation.

3Themainfactorsincross-culturaldifferencesthatimpactinternationalbusinessnegotiation

3.1Theimpactbytheculturedifferences

3.1.1TheLanguageDifferencesonInternationalBusinessNegotiationBehavior

Therearecloserelationshipbetweenthenationallanguageandnationalcultures.Inthecross-culturalcommunication,thereareevidentconstraintstothenegotiatinglanguageinthedifferentcultures.Forinstance,thethousandyearsofChinesecultureandtheancienttraditionofChineseLinguisticsshowsafavoreduseofliterarygraceandthemeaningofthelanguage.Thus,Chinaisaclear“High-Context”country.Theimportantfactorsofexchangingandunderstandinginformationisthenon-verbalandindirectmeansofexpression.Itisnecessarytounderstandthemeaningbetweenthelines,togetherwithwordsexpressedbyeyes,bodylanguages,appearance,distance,environment.Also,whenChinesepeoplehavedifferentideas,usuallytheysaynothingorindirectlyexpresstheirideasinsteadofexpressingnegative.Theseareso-called“Orientalpatience”andamoderateapproach.Itisalsoinlinewiththetraditionof“amiabilityattractsriches.”.Ontheotherhand,theWestalwayscommunicatesdirectly.PeopleinUnitedStatesarethetypicalcase.Asweknow,UnitedStatesisatypical“Low-Context”country.Mostoftheirinformationisclearandspecific.TheUnitedStatesNegotiatorsadvocateaclearanddirectwayofcommunication,theyusuallyuseobviouslyantagonismlanguage,withresolutetoneofcomments.Thereisnaturalcausallinkbetweentheappearanceandthestrong“appetenceoflive”、thepioneeringspiritoftheafterimmigrantshistory.AndJapanesebusinessmennotonlypayattentiontocourtesy,humanrelationship,butalsohaveastrongteam-workspirit,collectiveconsciousnessandpersistentpatience.Theyalsoexpresstheirideasindirectly.ItissaidthatinJapanthereareabout16waystoavoidsaying“no”.TheFrenchprefershorizontalstyleofnegotiation,insistingonusingFrench;whiletheGermanbusinessmenarefocusingoncontracts,keepingpromisesandsoon.Alltheabovearethedifferentcommunicationhabitsfromdifferentculturebackgroundsofdifferentcountries.

3.1.2Non-linguisticdifferencesintheimpactofinternationalbusinessnegotiations

Intoday’sinternationalbusinessactivities,inadditiontodirectandtraditionalwaytoexchangeideas,anon-languagewayhasalsobeenused.Asaninternationalbusinessnegotiator,itisnecessarytouseamoresubtlemannertoexpressorreceivealargenumberofinformationofmoreimportance.Andallsuchsignalsoccurintheunconsciousstate.Ifthenegotiato