InfluenceofCulturaldifferencesontheInternationalBusinessNegotiation

1、 本科畢業(yè)論文 論文題目 influence of cultural differences on the international business negotiation 專業(yè) 姓名 準考證號 身份證號 工作單位 聯(lián)系方式 年月日contents摘要 隨著全世界經(jīng)濟的快速發(fā)展，國際經(jīng)濟活動明顯比以前更加密切。當然國際商務談判也是有經(jīng)常發(fā)生。國際商務談判是國際貿(mào)易中的一個重要組成部分。商務談判中的文化在人們生活，中起著非常重要的作用，尤其在經(jīng)濟生活中。然而，不同的商務背景影響著談判的過程。有不同文化背景的談判者有不同的價值觀和思想模式，所以他們呢也有不同的交流技巧。也就是說，如果你談判成功

2、你就必須知道各個國家的文化以及知道他們在國際商務活動中的文化差異。在跨文化差異商務談判中，談判者必須接受另一方的文化，并且還要努力讓別人也接受他們自己的文化。這就需要有效的交流，沒有偏見地多雙方的共同利益作出一個正確的評價。理解和接受文化差異在跨文化談判中對是否談判成功非常重要的，所以正確對待文化差異。關鍵詞：文化差異，國際商務談判，影響，跨文化策略 目錄 influence of cultural differences on the international business negotiation . 4 introduction . 4 2.cultural differences.

3、 4 2.1 definition of culture . 4 2.2 causes of cultural differences . 4 2.2.1 regional difference . 4 2.2.2national difference . 5 2.2.3 political difference . 5 2.2.4economic difference . 5 2.2.5 religious difference . 5 2.2.6 concept of difference . 6 2.3 the definition of negotiation. 62.4 import

4、ance of cultural difference to business negotiation . 63. influence of cultural differences on the international business negotiation. 7 3.1 process of communication. 7 3.2negotiating style . 9 3.3ethics and legal . 11 4. how to treat the cultural difference in international business negotiation . 1

5、2 4.1 cultural difference that may occur needs to be understood before negotiation. 124.2 dealing with the cultural difference correctly is needed in negotiation . 13 4.3 after negotiations do the follow-up job well for the exchange of cultural difference . 145. conclusion . 14 influence of cultural

6、 differences on the international business negotiationabstract with the rapid development of the economic integration all over the world, international business contracts become much more than before. of course, the international business negotiation happens every moment, everywhere. international b

7、usiness negotiation is one of the essential parts of the international trade. a variety of cross-culture business negotiations play a significant role in peoples life, especially in the economic life. however, different cultural backgrounds influence the progress of the negotiation. negotiators from

8、 different cultural backgrounds have different values and thinking mode, so that they have different communication styles. it means that if you want to success in negotiation, you must know the culture of all the countries and recognize the cultural differences in the international business activiti

9、es. in the cross-cultural business negotiation, negotiators should accept the other parties culture, and try hard to make others accept themselves. it needs the help of effective communication, without prejudice to the interests of both sides to make a correct evaluation of the premise. it is very i

10、mportant for the success of cross-culture negotiation that in the understanding and acceptance of cultural differences, we should try to play down the cultural differences. key words: cultural difference, international business negotiation, influence, cross-cultural strategy introduction business ne

11、gotiation, as the special pattern of human communication, necessarily refers to the association of different areas, different nations and different social culture. then the cross-culture negotiation appears. before negotiating, negotiators must know the influence of the cultural differences. only fa

12、cing the influence energetically can make the target come true. cultural differences definition of culture culture is a powerful human tool for survival, but it is a fragile phenomenon. it is constantly changing and easily lost because it exists only in our minds. our written languages, governments,

13、 buildings, and other man-made things are merely the products of culture. they are not culture in themselves. for this reason, archaeologists cannot dig up culture directly in their excavations. the broken pots and other artifacts of ancient people that they uncover are only material remains that re

14、flect cultural patterns-they are things that were made and used through cultural knowledge and skills. causes of cultural differences regional differenceregional difference is that people in different geographical regions have different geographical environment, level of economic development and tra

15、ditional customs etc. so they have different languages, lifestyles and hobbies, and this will influence their behavior. for example, people in europe and america value the christmas day, but people in some eastern countries even dont know what christmas day is. national difference national differenc

16、e is that in the development of different nations, they have their own languages, customs and hobbies. they have their own features on diet, costume, living condition and life. for example, in china, han people are different from the minority nationalities. they have different festivals, costume and

17、 food etc. political difference political difference is that in different countries, there are a variety of political systems and laws which stipulate peoples conduct. so people from different countries have different political perspectives. for instance, chinese like the “golden mean”, so we dont l

18、ike aggressiveness war, but some countries in the world like to fight for scarce resources. that is because they have different political policies. economic difference economic difference is a reflection that economic factor causes the cultural difference. such as, in western developed countries, pe

19、ople are prosperous and well educated, so they emphasize the quality of life and have strong safety consciousness. but the many third world countries people care more about having enough to eat and wear.religious difference religion is a historical phenomenon appearing at a certain stage of developm

20、ent of human society. it has its own process of happening and development. there are three religions in the world, and they are christianity, buddhism and islam. people from different religions have their own cultural orientation and discipline. it influencestheir cognition, behavior norms and value

21、s. concept of differencevalue is peoples evaluation criteria of things. it includes concept of time, concept of wealth, attitude toward life and attitude toward risk. on the same question or matter, different people in different society may come to different even opposite conclusion. regional differ

22、ence, national difference, political difference, economic difference, religious difference and concept of difference influence people on many aspects such as food, clothing, housing, holidays and rituals etc. so then they influence peoples diversity of behavior, value, religion and mode of thinking,

23、 and finally, they decide every countries or districts cultural difference. the definition of negotiation negotiation is a kind of basic human activity that we are involved every day. it is a process of giving and taking where both parties modify their offers and expectations in order to come closer

24、 to each other. it occurs on one of the two reasons: (1) to create something new that neither party could do on his or her own; (2) to resolve a problem or dispute between the parties. a modern definition of negotiation widely accepted is two or more parties with common and conflicting interests who

25、 enter into a process of interaction with the goal of reaching an agreement (preferably of mutual benefit). business negotiation refers to the negotiation that takes place in the business world and deals with business relationship. business negotiation may be understood as encounters between firms (

26、or economic organizations) with the goal of reaching agreements to gain economic benefits. importance of cultural difference to business negotiationin the practice of negotiation, many negotiators usually dont understand value or mention the important influence of cultural difference to negotiation.

27、 on foreign negotiators culture, many negotiators maybe have observed the other sides “different” or “obscure” way of negotiation, but they think thats not important. someone blindly believes that foreign negotiations depend on facts and data, and facts and data are general. similarly, when some neg

28、otiators go to other countries to negotiate, for keeping a harmonious relationship, they will pay attention to the cultural factors in common, and ignore the difference. influence of cultural differences on the international business negotiation influence of culture on negotiation is extensive and p

29、rofound. different culture naturally divides people in various categories. this kind of religious diversity can lead to different cultural groups mutual estrangement. on the other hand, distinct culture is also peoples barrier in communication and contact. so negotiators must accept each others cult

30、ure, and by cultural difference, reveal and understand the other sides purpose and conduction without any mistakes, and make the other side accept you. finally, they can reach unanimous agreement. overall, the impact of culture on negotiations mainly reflects on the following areas: process of commu

31、nicationinfluence of cultural difference to the process of negotiation communication firstly shows up in the language communication process of negotiation. language is a bridge for communication in any countries, any areas and any nations. all the companies or individuals that want to hold negotiati

32、on must have the language on to this. difference between the languages of international business activities is the most straightforward. for instance, chinese "white elephant" brand battery will cause bad associations after it was translated to english. because “white elephant” has two oth

33、er meanings besides the name of animal, those are “things useless to owner, but maybe useful to others; useless things”. (luo hong, 2000:44) the way to solve the problem of language is easy. you can hire a translator or you can communicate in a common third language with each other. although the lan

34、guages used by negotiators have a high adaptability in various cultures, but no matter how it is, the difference is obvious. to chinese businessmens style of communication is the politest. they often use positive commitment, recommend and guarantee, and use threats, orders and warning remarks less.

35、in their polite talking style, the most outstanding factor is that they usually dont use “no”, “you” or facial gaze, but often maintain a moment of silence. brazilian businessmens frequency of using “no” or “you” word is higher. their negotiating styles appear relatively extravagant, and in negotiat

36、ions, they seem to be unwilling to feel lonely, periodically gaze and touch each other. french businessmens negotiating style appears more extravagant. especially, their frequency of using threats, orders and warning remarks is the highest. in addition, they also frequently use interposition, facial

37、 gaze and "no" and "you" word. it is thus clear that only making certain to these differences can avoid the misunderstandings about japanese silence, brazilian over warmhearted and french threats, and then obtain the success of international business negotiation. influence of cul

38、tural difference to negotiating process shows not only in language communication process, but in non-verbal communication process. cultural difference will lead to the negotiators from different countries or regions have a vast difference in the body language, action and use of language. even the sa

39、me action language conveys opposite information. for instance, the vast majority of countries are in favor of ways to nod. but in india and nepal, they use shaking heads to say “ok”. so they will shake head with smiling face to express affirmation. they often say “you are right. you are right.” but

40、they are shaking their heads. thats weird. others cannot know their true feelings. but negotiators difference of body, movement, language, understanding and applies also created obstacles to communication. cultural difference also can lead to the difference of negotiators communication styles. peopl

41、e from different cultures have their preferences and habits of communication styles. in cross-cultural negotiation, negotiators usually belong to different culture circle, and have their own communication styles. both parties who accustomed to different communication styles need close communication,

42、 and then many problems appear. the way of expression may be definitely different between negotiators from countries with high cultural training and negotiators from countries with low cultural training. negotiators from countries with high cultural training may use tactful and indirectly way to exp

43、ress themselves. however, negotiators from countries with low cultural training prefer to use oral expression, and they like to express themselves directly. when these two kinds of negotiators from different cultures hold a negotiation, it will always be that one party think the other party is so ru

44、de, while the other may consider that side lacking of good faith or believe that that sides silence means approval. negotiating stylenegotiating style is the main bearing and style that negotiators perform in the negotiating activities. negotiating style reflects in the negotiators behavior in the n

45、egotiation process and the method of controlling the negotiation process. negotiators negotiating style has deep cultural imprint. culture not only decides the negotiators code of ethics, but influences negotiators way of thinking and personality, so that negotiators from different culture backgroun

46、d form distinct negotiating style. negotiating style has direct influence on the two parties communication methods, communication relations, and even negotiating structures in negotiation. negotiating style can be divided into two features following the cultural difference: oriental type of negotiat

47、ing style and western type of negotiating style. oriental type of negotiating style is based on the background of oriental culture, negotiation styles of asian countries. among them, japan and south korea are typical representatives: japanese businessmen are conservative, value the status, think hig

48、hly of credit and initial cooperation, stress the dependent relationship of each other and have skills in negotiation. japanese focus on establishing harmonious interpersonal relationship in negotiation. if you had communication with japanese businessmen once, it is good that recalling the past comm

49、unication and friendship before holding negotiation. they dont favor direct and pure business activities. if you establish the trade relationship with japanese businessmen for the first time, it is significant that principal of high status in your party visit the other sides principal of equal statu

50、s. that will make japanese company value the trade relationship with you. what should also be noted is that japanese womens status is low in society, and they are generally not allowed to participate in the operation and management of large companies. in some important occasions, japanese businessme

51、n wont take wives with them. therefore, formal negotiations encountered in general should not let women in, or they may be skeptical, even showing dissatisfaction. south koreans are quite stubborn. in negotiations, they are often opinionated, not easily give in. in this case, you must not only grasp

52、 the strategy, insist and argue, but also be reasonable and master certain sense of proportion. sometimes patience is needed. on the other hand, in negotiations, south korean businessmen seldom express their perspective directly. the other side often need try to figure out what they want. in order t

53、o accurately understand the meaning of each other, south korean businessmen may repeatedly ask the same question, in order to ensure accuracy when making decisions. entering a contract with south koreans once successfully does not mean that they wont change. they will also seek to amend for other re

54、asons, or to re-start negotiations with you. western type of negotiating style is based on the background of western culture, negotiation styles of european and american countries. among them, america and britain are typical representatives. americans always say “business is business”. that means do

55、ing business needs to persist the principle of not the person. "time is money", "money is everything" is the american enduring creed. they are often straightforward and anxious in business activities. they talk business straight to the point, always a phone call to talk, to sit d

56、own without greeting, straight to the point. they calculated the number of hours and days of progress, tend to make their opponents feel the pressure. in addition, american businessmen most pay attention to economic benefits. they have a sentence of slang named: “bang for buck”, with minimum capital