跨文化交际对商务谈判的影响.docx
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跨文化交际对商务谈判的影响
xxxxxx
毕业论文
TheEffectsofInterculturalCommunicationon
BusinessNegotiation
跨文化交际对商务谈判的影响
xxxx学院xxxxxxxxxxx专业xxx级xxx班
学生姓名xxxxxxxx学号xxxxxxxxxxxxx
指导老师xxxxxxxxxxxx职称xxxxxx
完成日期2010年12月25日
Abstract:
Interculturalbusinessnegotiationplaysanimportantpartininternationalbusinessactivitiesandwewillinevitablyencountercross-culturalissues.
ThispaperwillshowtheeffectsofInterculturalCommunicationonBusinessNegotiationthroughthecomparisonofculturedifferencesinverbalandnonverbalcommunication,themodesofthinking,thevalues,theconceptoftimeandspace,andthestylesofbusinessnegotiations,andputforwardsomeusefulsuggestionstopromoteinterculturalbusinessnegotiationsgosmoothly.
Keywords:
Cross-culture;Businessnegotiations;Effects
[摘要]:
跨文化商务谈判是国际商务活动的重要环节,在谈判过程中不可避免会遇到跨文化问题。
本文将通过不同文化在言语和非言语交际、思维方式、价值观、空间观、时间观、谈判风格等的差异来分析跨文化交际对商务谈判的影响,并从跨文化的角度提出一些有实用价值的建议,以促成跨文化商务谈判的顺利进行。
[关键词]:
跨文化、商务谈判、影响
Contents
Introduction……………………………………………………………………….....1
1、TheDefinitionandSignificanceofInterculturalBusinessNegotiation………………...1
1.1Definition………………………………………………………………….......1
1.2Importance……………………………………...……………………………..2
2、TheReflectionofCross-culturalDifferencesinBusinessNegotiations………………...3
2.1VerbalandNon-verbalCommunication...……………...……………………….....3
2.2TheModesofThinking…………...………………………………………..…...7
2.3TheValues……………………………………………..……………………...8
2.4TheConceptofSpaceandTime……………………………...……………….….9
2.5TheStylesofNegotiations………………..………………………………...…..10
3、TheWaystoDealWithCross-culturalDifferencesinBusinessNegotiations……………12
3.1ToKnowSocialCustomsandTaboosofDifferentCountries……………................12
3.2ToRecognizeTheTruthofCulturalDifferences……….…………....….………...13
3.3ToRespectandTolerateCulturalDifferences……………..…...…..…………......13
Conclusion…………………………………………………………………………..14
Bibliography…………………………………………………………………………15
Acknowledgement………………………………………………………………...….16
Introduction
WiththerapiddevelopmentoftheChineseeconomy,thegrowinginterdependencebetweencountriesandcompanieshasmadethemultinationalbusinessnegotiationsbecomemoreandmorepopular.Inordertostrengthentheinternationalcooperation,negotiationsarenolongerlimitedtojustthesamecountryandthesamearea,buthavegiventhewaytodifferentcountriesanddifferentregions.Herearemanyfactorswhichimpactonmultinationalbusinessnegotiationssuchasthesocialenvironment,thepoliticalenvironment,economicenvironmentbutthemostdifficultoneisthefactorofcultureenvironment.
Internationalbusinessnegotiationisakindofinterculturalcommunicationbehavior.Bothsidesofnegotiatorsnotonlyneedprofoundprofessionalknowledgeandexcellentnegotiationskills,butalsoneedtheskillsofsmoothforeignlanguagecommunicationandofremovingculturedistance.Becauseofthedifferentbackgroundsoftwosides,thedifficultyincross-culturalnegotiationsisbiggerthanthedomesticones.Manyobstaclestakeplacenotfortheunreasonableprofitsallocation,butratherforthemisunderstandingofdifferentcultures.
Therefore,wewillmainlyanalyzetheculturaldifferencesbetweentheeastandthewesttoreflectthesignificanceofcross-culturalcommunicationtointernationalbusinessnegotiation.Thenwewillcomeupwithsomecorrespondingstrategiesandskillstohelptherealizationofwin-wininternationalnegotiations.
1.TheDefinitionandSignificanceofInterculturalBusinessNegotiation
Internationalbusinessnegotiationsbelongtointerculturalbusinessnegotiation.Beingawareofthedefinitionandtheimportanceofcross-culturalbusinessnegotiationwillhelpnegotiatorscutintothethemebetterandfaster,andwinthenegotiation.
1.1Definition
Differentage,differentcountriesanddifferentpeoplehavedifferentviewsonthesamethings,sothedefinitionofcross-culturalbusinessnegotiationwillchangeindifferentcircumstances.Accordingtomostgeneralunderstanding,negotiationisakindofbehaviortocoordinatetherelationshipbetweeneachother,meettheirneeds,andtoachieveconsensusbyconsultationwithothers.Gerard.I.NeilAaronsisthepresidentofAmericanAcademyofNegotiationssaid,“Aslongaspeopleinordertochangetherelationshipandtoexchangeideas,aslongaspeopleinordertoreachagreementtheyareinnegotiations."
Theearlierdefinitionofbusinessnegotiationistoachievecertaingoodsorservicesviaavarietyoftransactionsofnegotiations.Thedevelopmentofthemarketeconomymakestheconceptionofcommodityextendsfromlaborproductstocapital,technology,information,service,etc.Atthismoment,businessnegotiationreferstotheformofallcommoditiestradenegotiations,suchascommoditysupplyanddemandnegotiations,technologyimportandtransfernegotiationsandinvestmentnegotiations.
Withthespeed-updevelopmentofworldeconomy,businessactivitiesamongcountrieshavebecomemorefrequent.Interculturalbusinessnegotiationhastakenthecentralplaceininternationalbusinessactivities.In1959,aUnitedStatesanthropologists,Hoare,inhisclassicwork"TheSilentLanguage"putforwardthetermof"cross-culturalcommunication"forthefirsttime,whichreferstothecommunicationactivitiesheldbythosewhocomefromdifferentculturalconsciousnessandsymbolsystems,themainformsincludingcrossracialcommunicationandcrossnationalcommunication.Internationalbusinessnegotiationisakindofbusinesstalkbasedoncross-culturalcommunication,thereforetheinterculturalbusinessnegotiationmeansavariousformsofinternationaleconomycooperationwithpeoplewhoarefromdifferentcountriesandregionstotransactions,suchasthetradeofinternationalgoods,services,technologycirculation,andinternationalinvestment.Itistheprocessofconsultationthroughthebehaviorofverbalandnonverbalcommunicationtomeeteachone’sneeds.Becauseofthenegotiationsheldondifferentpartieswhichrepresentdifferentsocialandculturalbackgrounds,thedifficultyislargerthanthedomesticbusinessnegotiations.
1.2Importance
Theinternationalbusinessactivitiesarenotonlyakindofeconomicactivities,butalsoakindofculturalactivities.Theeconomicglobalizationmakesthecross-culturalbusinessnegotiationbecometheimportantcontentoftheinternationalbusinessactivities.Itnotonlydeterminesthewaysofcommunicationandcooperationbetweenbothsidesineconomy,butalsoreflectsthevariouscountries’culturalcollisionandcommunication.
Differentculturesarethemainfactorthatimpactoninternationalbusinessactivitiesandplayadecisiveroleinthesuccessofbusinessnegotiation.Businessnegotiationisnotonlybasedonexchangeandcooperationintheeconomicbenefits,butalsohavedifferentculturalcollisionsinbothparties.Duringthewholeprocessofnegotiations,onenation’straditionalcultureandworldviewwhichreflectsthespecialvaluesandbehaviorstandardsoftheculture,especiallytointernationalbusinessnegotiationareinvolved.Whetherthenegotiationissuccessfulornotisdirectlyrelatedtotheenterprise’scompetitivenessininternationalmarketandthespeedofitsdevelopment,andsometimesitalsoaffectsthewholecountry’simageininternationalstageindirectly.Itisundeniablethatmanyfactorsinfluencethefailedresult,forexample,thepricequotedistoohigh;theproductionabilitycan’tsatisfytheneedsofclients,buttheinfluenceoftheculturaldifferenceisreallyeasytobeignoredininternationalbusinessactivities.
Atthistime,itisreallyimportanttoestablishtheawarenessofthecross-culturalnegotiation.MichaelBrightwhocomesfromtheNorthwesternsaidthattheessenceofthenegotiationistogetvalueandcreatevalue.Ifbothpartiescanhavethehighsensitivityofculturaldifferences,andgrasptheiropponents’negotiationstyles,customs,languageexpression,theyarelikelytogetvaluesandalsoproducevaluesandfinallygetthebiggestsuccess.Inordertoachievethese,weshouldwinthecross-culturalnegotiationsbystrengtheningthecross-culturalawareness,understandingandrespectingfortheculturaldifferences.
2.TheReflectionofCross-culturalDifferencesinBusinessNegotiations
Crossculturaldifferenceswidelyrefertotheculturaldifferencesinvariouscountriesandregions---thatisthedifferences(especiallyinthewesternandeasternculture)reflectedbydifferentpeoplewholiveindifferentenvironmentthathavethedifferentlanguages,knowledge,values,waysofthinking,customsandsoon.Thesewillmakepeoplehavedifferentviewsonthesamethings.Intoday'sinternationalbusinessnegotiations,ithasbecomeincreasinglyoutstandingthatthenegotiationprocessisaffectedbyverbalandnon-verbalcommunication,valuesandmodesofthinking,etc.So,beingfamiliarwithcross-culturaldifferencesisnecessaryforsmoothinternationalbusinessnegotiations.
2.1VerbalandNon-verbalCommunication
Theinformationdeliveredininterculturalbusinessnegotiationoftenpresentsallkindsofincompletefeatures:
oneisthemisunderstandingofinformationcausedbythelanguagedifferences;theotheroneisthedifferencesofnon-verbalcommunicationresultedintheinformationasymmetry.
2.1.1TheVerbalCommunication
Language,asakindofcommunicationtool,istheinformationtransmissionmedia.Theprocessofcross-culturalnegotiationisactuallyaprocessthatpeoplemakeconsultationsbyusingwords.Atthesameculturebackground,averagepersoncanonlyunderstandthespeaker’scontentof80%~90%,whichmeans10%