CulturalDifferencesAffectstheBusinessNegotiation中英文化差異影響商務談判

1、Cultural Differences Affects theBusiness NegotiationI InfluenceCulture has become an important factor in the ever-changing global business world of today and tomorrow,so it is important to illustrate the differences in cross-cultural communication, such as addressing, time-oriented, personal distanc

2、e, “yes”or “no” and so on. The influence of cultural differences in business negotiation is profound. Based on the cultural differences and the influence of cultural differences in business negotiation, some methods are provided to deal with cultural differences. Thus, learning cultural diversity be

3、tween Eastern and Western countries can not be ignored. With the advent of economic globalization, increasing international business negotiations. International business negotiation is not only economic exchanges and cooperation, but also cultural exchanges and communication, and cultural factors pl

4、ay a crucial role. Business contacts in trade negotiations as a special means, necessarily involves different geographical, ethnic, social and cultural exchangesand contacts, resulting in cross-cultural negotiations. In cross-cultural negotiations, different geographical, ethnic, cultural and politi

5、cal system will affect the negotiations between those who thought, negotiation style and behavior, thus affecting the entire negotiation process. Therefore, business activities especially in international business must understand and master the links between different cultures and differences. Prepa

6、ration and organization during negotiations, the better to understand the impact of cultural differences on negotiations, and only positively impact the face of this order to achieve the desired goals.In the increasingly globalized world economy, with international business activities, frequent and

7、close contacts, the cultural differences between countries it is particularly important, little carelessness will cause unnecessary misunderstanding, or even directly affect the actual business contacts effect. For this reason, how to resolve cross-cultural background in international business negot

8、iations is very important.This by studying the cross-cultural differences and the impact on business negotiations, on how to correctly handle the negotiations that occur during cross-cultural differences in issues of international business negotiations can proceed smoothly. Cross-cultural difference

9、s impact on international business negotiations.Cultural is a kind of composite including knowledge,belief, art, law ,ethics, manners, habits . It affects peoples behaviour. The international business negotiations is trans-border activities, so to Understand the cultural environment and cultural dif

10、ferences in international business negotiations is very important.Specific cultural includs four main factors：A, language and communicationThe exchange form, including language to communicate and nonverbal communication, directly affects international business negotiations. Language is one of the ne

11、gotiation power source, and in almost all kinds of negotiations, it will be the deciding factor of whether can achieve the purpose or not,therefore, the culture of the negotiations have always faced with language disabilities. To ensure communication well, business negotiation requires the english t

12、ranslation. A translator is required not only to know two languages but also have the professional and technical knowledge.B, valuesValues is that using culture to measure the standards of conduct and result. They are affecting people s understanding of problems and will also brought to the strongem

13、otions. The impact of different cultures is very different. In a culture of the proper action in a different culture may be considered to be unethical.More specifically, they are those who help promote the cultural communication skills and values.The first is ethics. Ethics in china is more importan

14、t than that in the west,so there are more verbally in chian .Americans always try to put the business and companionship apart and solve the problems with law,and the lawyer always had to solve the problem,it is brief and not flexible, we should wake up this point.The second is the group consciousnes

15、s.The cultural traditions and ideas of both chinese and western culture are different, so that in the negotiation process can easily pitting or misunderstanding to the subject.The third one is the collective viewThe chinese has strong collective sense and was the collective responsibility to the pat

16、tern of collective bargaining. The result is decided in person,but the person may be not in the place where the result is turned out. On the contrast, the westerners personal responsibility is heavier, higher and more flexibleThe last one is time values.Time values and how it decides the plan of act

17、ion for the international business negotiations hasa broad and intangible. The daily acts of negotiations by the time difference, is perhaps the most obvious results. The merchant of great importance to time. The time of the concept of efficiency, in the work they often counted second by second.For

18、example, the Jews take time as the very important thing and they never have leave early or late, or procrastinate, etc.C, the way of negotiation:to negotiate principles first or details first?In chinese culture, the negotiations, you usually pay attention to the principle of first, the details; W”es

19、tern, on the contrary, they first to the details and avoid discussing the principle. Such differences have often led to both chinese and western exchange difficult. The chinese people prefer to deal with the details before the general principle, both parties agree that the specific problems in the n

20、egotiations to resolve. The mind-set makes us in the bargain and relatively advantageous position in most cases. Owing to the chinese way of the negotiations are not enough to adapt to westerners,the conclusion of negotiations fairly chinese. Westerners generally think of detail is the essence of th

21、e problem, and they are willing to pay more attention to the details, and for matters of principle of discussion in the way of thinking, Americans tend to break complex negotiations for the minor problems, the big task for a series of small tasks, such as storing up the price, packaging, delivery an

22、d so on,then to complete in turn.For them, the final agreement is the summation of small task s agreement. Their relatively high real interest , but not on wild speculation. A striking contrast to the chinese think that the negotiations is an overall consideration, and easily from many different vie

23、ws, so china is the first principle then the details, they are first details and avoid talking about principles. In conclusion, the Americans wished to negotiate the end of a definite conclusion, the exchange contract, they thought that once the exchange of the book, a war had ended negotiations. Th

24、e American culture pays more attention to the objective of equality, therefore, they are often relying on a contract to safeguard the rights and obligations, so the agreement will look fine and long service. And the sign of no extravagance and waste, even by post to sign the contract, after less sub

25、sequentexchanges,as in letters, gifts, visits, etc.On the contrast, the Chinese model ofen includs celebrating the rites ,or a rich cultural and moral.D, the decisi on-mak ing processWhen confron ted with the complexity of n egotiatio ns, the people from differe nt coun tries will make a decisi on w

26、ith differe nt ways.K nowing these cultural differe nces will help to predict his react ion in bus in ess n egotiati on and have the in itiative of the n egotiati on process.Objective, both chinese and western culture has its superior position. Many of the nations culture are quite complex and very

27、differences from our own culture. Thinking big success in the intern ati onal bus in ess n egotiati ons, we should lear n to appreciate and respect for national culture,but also appreciate his country with culturae,at the same time we shold avoid mistakes that associat ing with bus in ess. The purpo

28、se that we study both chi nese and wester n culture lies in: knowing ourselves and also others properly so that we can make our negotiations more sucessful.II . StrategiesIn view of the above described, we should try to know more about the negotiation differe nces in itiatively, explore the real rea

29、s ons which lead to misun dersta nding and promote to a successful n egotiati on.Intern ati onal bus in ess n egotiatio n comprises many differe nt thi nking, patter ns, emotional expressing ways and customary behaviors. Sometimes, effective com muni cati on may be weake ned if some cultural factors

30、 were igno red. Con seque ntly, in the intern ati onal bus in ess n egotiati on s, it of great n ecessity to strengthen the intercultural awareness.It should be realized that negotiators with different culture backgrounds have different needs, motivation and beliefs. It is suggested to understand, a

31、ccept, and respect the other party s culture. Also, under tlguida nee of correct n egotiati on aware ness,it n eeds to adapt to differe nt bus in ess culture styles with flexible tactics.Negotiators must try to know the opponents customs and taboos as many as possible before carry ing on the intern

32、ati onal bus in ess n egotiati ons, in case of any unpleasant atmosphere arise becauseof ignorance of some particular customs. For example, elepha nt, which we con sidered to be precious and lucky, is the symbol of clumsy and awkward in England. Therefore, when trading with English people,s veryelep

33、ha nt images should not be avoided on the trademarks and packages. So it importa nt to know the other culture deeply.Cultural bias should be overcome. Though mostly, people can aware of the existe nee of cultural differe nces, they use their sta ndards to expla in and judge others in ten ti on ally

34、or uninten ti on ally. Usually, they forget the absolutely differe nt bus in ess cultures. Thus, in the intern atio nal bus in ess n egotiati on, eth nocen trism should be abandoned firstly. When encounter with different cultures in negotiation, try to respect and accommodate others moral rules or o

35、ther similar thin gs, sta nd on others positi on to look at problem is a much wiser action.On intern ati onal Busin ess, people are coming from differe nt cultures, but they have to deal with each other. Bus in essma n both at home and abroad must pla n strategies without assuming mutual understandi

36、ng. It is quite risky to assume that becausea person is from a particular background they necessarily think or act in only one way. It makes more sense to look to the interests of parties and try to get beyond presumed cultural barriers by focusing on the end results desired by the parties. It is fu

37、n dame ntally importa nt to find out whether there are thi ngs that are done or said which they find offen sive and to let them know what one finds offen sive.We should avoid misunderstanding, clashes, and bias, the international bus in essma n should realize and un dersta nd the differe nt cultures

38、, adapt themselves to fit into the bus in ess en vir onment in order to get the best achieveme nt in bus in ess.英語諺語警句.100句精選Proverbs are the daughters of daily experien諺語是日常經(jīng)驗的結晶。1. Look before you leap./Second thoughts are best三思而后行。/再想而后行。2. Great mi nds thi nk alike; (heroes have similar views.英

39、 雄所見略同。3. We shall never have friends if we expect to find them withoutfault.欲求完美無缺的朋友必然成為孤家寡人。4. What you sow, you must mow.種瓜得瓜，種豆得豆。5. A beggar can n ever be ban krupt天 無絕人之路。6. A frie nd in n eed is a friend in deed 患難見真情。7. No n ews is good n ews沒有消息就是好消息。8. No cross, no crown.不經(jīng)歷風雨，怎么見彩虹。9. Th

40、e more haste, the less speed. /Haste makes wast欲 速貝 U不達。10. Victory bel ongs to the most perseveri ng.堅持就是勝禾11. A young idler, an old beggar少壯不努力，老大徒傷悲。12. Put one s foot in one說話不體。13. It is no use crying over spilt milk覆水難收/悔恨已晚/木已成舟,回天乏力。14. Co ntent is better than riches.知足常樂。15. No gai ns witho

41、ut pai ns.沒有辛苦就沒有收獲。16. The more a man knows, the more he is inclined to be modest大智若愚。17. All roads lead to Rome 條條大路通羅馬。18. A snow year, a rich year瑞雪兆豐年。19. Never say die!永不言敗！20. The best mirror is a frie nd朋s友的眼睛是最好的鏡子。21. Faith will move moun tai n.精誠所至，金石為開。22. A life without a frie nd is a l

42、ife without a sun. 人生沒有朋友，猶如生活沒有了太陽。23. Great wits have short memories 貴人多忘事。24. Do well a nd have well.善有善報。25. A bad thing n ever dies.壞 事傳千年。26. Four eyes see more than two.人多識廣 /集思廣益。27. Dilige nee is the pare nt of success勤 勞是成功的根本。28. Water dropp ing day by day wears the hardest rock away.水穿石。

43、29. Hope for the best, but prepare for the worst.抱最好的愿望，做最壞的打算。death.30. While there is life, there is hope. /Debt is better than 留得青山在，不怕沒柴燒。/有生命就有希望。31. Where there is a will, there is a way.功 夫不負有心人。/ 有志者事竟成。32. Where there is great love, there are always miracles. 哪里有真愛存在，哪里就有奇跡。33. Where there

44、is smoke, there is fire.無風不起浪。34. One boy is a boy, two boys half a boy, three boys no boy.一個和尚挑水喝，兩個和尚抬水喝，三個和尚沒水喝。35. A stitch in time saves nine及時縫一針能省九針。/小洞不補，大洞吃苦。36. Never too old to learn, never too late to turn.亡羊補牢，為時不晚。37. Don t claim to know what you don不要不懂裝懂。38. Do in Rome as Roman de入 鄉(xiāng)

45、隨俗。39. Rome was not built in a day冰凍三尺，非一日之寒。40. Sharpe ning your axe will not delay your job of cutt ing wood.磨刀不誤砍柴工。41. Things of a kind come together, people a mind fall into a group. 物以類聚，人以群分。42. One man s meat is another man H po白菜n，各有所愛。43. like author like book .文如其人。46. Like for like.惺惺相惜。

46、47. Like teacher like pupi I.有其師必有其徒。48. Gods that ru n many hares kill none貪多必失。49. Practice makes perfect熟 能生巧。50. Acti ons speak louder tha n words.行勝于言。51. You cannot eat your cake and have it魚與熊掌，不可兼得。52. One loses by pride and gains by modesty滿招損，謙受益。53. Love me, love my dog 愛屋及烏。54. An apple

47、a day keeps the doctor away每日一蘋果遠離醫(yī)生。55. Time past cannot be called back aga in 時光不倒流。56. A drop of water cannot make a sea, and a tree cannot make a wood. 滴水不成海，獨木不成林。57. If you venture nothing, you will have nothing.不入虎穴，焉得虎子。58. The tree is known by its fruit.觀其行知其人。59. All work no play makes Jac

48、k a dull boy只會用功不玩耍，聰明的孩子也變傻。60. The pot calls the kettle black.五十步笑百步。61. Unkindn ess ofte n reacts on the unkind pers on 惡有惡報。62. Today s work should never be left over till tomorrow日事今日畢。63. Nothing so bad but might have been worse塞翁失馬，焉知非福。64. God helps those who help themselves.自助者天助。65. Complace ncy is the en emy of study學習的敵人是自己的滿足。6