跨文化交际对商务谈判的影响.docx

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%