商务谈判中的跨文化交际问题及对策.docx
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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