商務(wù)談判中的跨文化交際問題及對策

1、 ContentsPreface···············································&#

2、183;·········································(1)1.The context of the Cross-Cultural communicati

3、on and challenges1.1 The definition of culture and activities by the cultural domination·················(1)2. The present situation and challenges of International Business Negotiation in Cross-Cultural communicati

4、on2.1 The definition of Negotiation and International Business Negotiation······(2)2.2 The present situation and challenges of International Business Negotiation(3)3.The main factors in cross-cultural differences that impact of international business negotiation 3.1 The

5、 Cultural Differences ··············································&#

6、183;··········(4)3.2 The differences of values lead to different means of negotiations ··········(6)3.3 The difference of thinking in impact on the choice of negotiating strategy and understanding of

7、objectives for the negotiations.······················(9)3.4 Organization of the negotiation composition demonstrates the external binding effect of the culture ·····

8、;·············································(11)4 How to deal with issues

9、 related to the response in cross-cultural negotiations 4.1 To address and understand the importance of cultural differences ·······(12) 4.2 Rational treatment, tolerance and accept different cultures, with an open and positive attitude in facing the world are part

10、ies to the negotiations ·····(13)4.3 To participate in cross-cultural negotiations training, establish full awareness of cross-cultural negotiations ·····················

11、···························(14)4.4 Enrich the knowledge of different cultures, strengthen communication skills and flexibility······

12、83;·················································

13、83;············(15) 5 Conclusion Reference·································

14、··················································

15、(17)On the Problem of Cross-Cultural International Business Negotiation and the CountermeasuresPrefaceAs society develops and civilization progresses, the age of economic globalization is coming. With more and more international economic and trade exchanges, international business activities become

16、more frequent. Therefore, people all around the world are having a closer link with each other. The globalization provides a wider area to the practical, artistic and scientific negotiation. International Negotiation has become a significant segment of business activities. It is not only economic ex

17、changes and cooperation, but also cultural exchanges and communication. After China joined WTO, enterprises and units are facing a growing number of International Negotiations. People pay more attention to the cross-cultural communication problems and cultural conflicts. To face up to the new enviro

18、nment and challenges, all of us need a proper understanding on different cultural backgrounds and contexts to develop a reasonable negotiation strategy so as to succeed in the international negotiation.1 The context of Cross-Cultural communication and challenges1.1 The definition of culture 1.1.1Wha

19、t is cultureCulture has many definitions. The reason for the difficulty to define culture precisely lies in the fact that culture is all-embracing【1】 <Cross-Cultural Communication>,Machinery Industry Press,2006. Edward Hall, a well-known scholar of culture once wrote: Culture is that profound

20、and universal experience, which could not be explained, but is shared by the members who belonging to special culture. Although they are not aware of the communication and the existence of such experiences, all other things are basically determined by the background formed from the experience.If cul

21、ture is an ideological process, It is also the reality of the soul map【2】 Norma Crr-Ruffino, Managing Diversity-Needham Heights,MA:Simon&Schuster,1998.Based on the above point of views, a conclusion can be drawn as: Culture is an agreed concept shared by groups. It is postnatal acquisition. Acco

22、rding to culture, group members decide priorities, express their attitude on the appropriateness, and thereby decide and administrate subsequent behaviors. 1.1.2 Activities dominated by CulturePeoples behavior is directly dominated by their guiding values. Different value comes from different cultur

23、e backgrounds; and different values dominate different activities in the business communications. The following Table1-1 illustrates the connection among value, attitude and behavior.Table 1-1connection among value, attitude and behaviour.ValueAttitudeBehaviourHonestyLying is wrong LieFamilyFamily i

24、s FirstParticipate in family party, not to gathering out with friendsSocial statusHigher with better control of people and eventsShowing social status by wearing better clothesAchievementAchievement is commendableApprobate the achievementHarmonyObjection would lead to a harmonious of teamAvoid diffe

25、rences of opinion2. The present situation and challenges of International Business Negotiation in Cross-Cultural communication2 .1 The definition of negation and international negotiationNegotiation is a special communication. When two or more people share a common interest, they will join together,

26、 but may for different goals. In order to resolve conflict and reach an agreement, the negotiation comes into being. International Business Negotiation is the acts and processes of information exchange and consultation to meet their own needs by the people coming from different countries and regions

27、 in the business activities.2.2 The present situation and challenges of International Business Negotiation in Cross-Cultural communication2.2.1 The present situation of International Business Negotiation in Cross-Cultural communicationIn the Cross-Cultural Negotiation, the differences of cultural ba

28、ckgrounds lead to different strategies and expecting outcomes of the negotiations. For instance, relationships are as important as negotiation results to Chinese people. Once establishing a relationship with a person, they will trust and depend on this person. Once this person doesnt participate in

29、the negotiation, they will feel embarrassed. The Chinese people want to illustrate a relationship between two sides of negotiation through a certain period of time. However, most Westerners pay little attention to the personal emotions on negotiation table. For example, the Chinese people like to do

30、 several things together while Canadians like to do things one by one and try their best to do a certain thing until it succeeds. Therefore, if two sides of international business negotiation understand little counterparts culture background, values or ways of thinking, the negotiation will be influ

31、enced and cannot be smoothly carried out.2.2.2 The challenges of the International Business Negotiation in the Cross-Cultural CommunicationAs the development of the global economy, more and more people participate into the international competition. The expansion of economic exchanges and globalizat

32、ion, different living environment and ideas, huge cultural differences will all cause huge challenges to the international business negotiation. It is of much importance to learn different cultures better, understand the cross-cultural factors impacting the international business negotiation.3 The m

33、ain factors in cross-cultural differences that impact international business negotiation3.1 The impact by the culture differences3.1.1 The Language Differences on International Business Negotiation BehaviorThere are close relationship between the national language and national cultures. In the cross

34、-cultural communication, there are evident constraints to the negotiating language in the different cultures. For instance, the thousand years of Chinese culture and the ancient tradition of Chinese Linguistics shows a favored use of literary grace and the meaning of the language. Thus, China is a c

35、lear “High-Context” country. The important factors of exchanging and understanding information is the non-verbal and indirect means of expression. It is necessary to understand the meaning between the lines, together with words expressed by eyes, body languages, appearance, distance, environment. Al

36、so, when Chinese people have different ideas, usually they say nothing or indirectly express their ideas instead of expressing negative. These are so-called “Oriental patience” and a moderate approach. It is also in line with the tradition of “amiability attracts riches.”. On the other hand, the Wes

37、t always communicates directly. People in United States are the typical case. As we know, United States is a typical “Low-Context” country. Most of their information is clear and specific. The United States Negotiators advocate a clear and direct way of communication, they usually use obviously anta

38、gonism language, with resolute tone of comments. There is natural causal link between the appearance and the strong “appetence of live”、the pioneering spirit of the after immigrants history. And Japanese businessmen not only pay attention to courtesy, human relationship, but also have a strong team-

39、work spirit, collective consciousness and persistent patience. They also express their ideas indirectly. It is said that in Japan there are about 16 ways to avoid saying “no”. The French prefers horizontal style of negotiation, insisting on using French; while the German businessmen are focusing on

40、contracts, keeping promises and so on. All the above are the different communication habits from different culture backgrounds of different countries.3.1.2 Non-linguistic differences in the impact of international business negotiations In todays international business activities, in addition to dire

41、ct and traditional way to exchange ideas, a non-language way has also been used. As an international business negotiator, it is necessary to use a more subtle manner to express or receive a large number of information of more importance. And all such signals occur in the unconscious state. If the ne

42、gotiators do not know the culture differences, it is possible to misunderstand the meaning of the negotiation partner while negotiating, and resulting in errors caused by incorrect information. If the misunderstanding and friction formed from unconscious state can not be timely corrected, it will af

43、fect the normal business relationship.For instance, the Chinese usually use a silent way to express their recognition, known as the “default”, at the same time it is also means that “we do not agree” or “we have other ideas”. For the Americans whose culture recognize that ”silence means negative att

44、itude”, it is unacceptable or will even be regarded as lack of respect or refusal.In addition, different politeness manners and etiquette can also affect the start of the international business negotiation. What is business negotiation etiquette? Business negotiation etiquette is activity and action

45、 standard which meet to the culture adaptation in the long-term business negotiation communication course. The function of the International Business Negotiation arefirst, self-discipline; second, respect; third, the reflection of the degree of civilization of a country. However, the negotiators who

46、 come from different countries have different living environment have different views on the personal communication and etiquette. The etiquettes of meeting are not the same in different countries. For example, the Japanese always use the way of bowing, people from Thailand hold their palms together

47、 to adopt the way, French use the way of kissing and Argentina not only kiss but also huge each other. But in most African countries, people used to use physical greeting such as putting hand on the shoulder of the guests for a long time.A most common problem in the Cross-Cultural Communication is “

48、deliver people to their own”, that think that the other side will be understood our speaking as our willing and habits subjectively, or what we get from the speaking of the other side is the meaning they want to express. Lack of proper etiquette appropriate norms, an international business negotiati

49、on may be fruitless, on the other hand, unexpected acquisition would be brought about by the essential importance.3.2 The differences of values lead to different means of negotiations Cultural values are the core layer, which determine the differences of a variety of culture. We must first understan

50、d what is the value in order to know about the impact of value to the international business negotiation. Chinese Academy of Social Science Professor of Philosophy and PhD supervisor Li Deshun said that:” The value is a system on basic values, beliefs and ideals by people, the reflection of the valu

51、e of peoples lives and condensation of practical experience, is the evaluation criteria system in peoples heart.【3】Wang Xiangcheng,<Analysis of the values of our visit to Professor Li Deshun - recorded>. Values are the cornerstone to build a national character, which is also a core part of nat

52、ional culture. Therefore, to enhance the study of differences in values is conducive to enhancing cross-cultural negotiation, especially is even significant for success of not of the Cross-cultural Business Negotiation, also help us understand a variety different cross-cultural negotiation styles. I

53、t is that during the process of negotiation, the characteristics such as the way of speaking, customary way of doing things and so on.【4】Iris Varner, Linda Beamer.<International Communication in the Global Workplace>.China Machine Press.2006-013.2.1The differences between the values of a super

54、ior& subordinate relationship and the way of two sides in the decision-making Here the superior& subordinate relationship is the relationship between colleagues. The Chinese culture focus in the logic-based, and one of its most important exhibition is person-to-person level. As early as the

55、Han Dynasty, DongZhongshu put forward the standard that maintain the feudal social order and the criteria for restricting peoples behavior, which seems still impacts today. So that in China, a superior& Subordinate relationship is a extraordinary characteristic of the society construction. The C

56、hinese culture is a high power distance culture, that for the differences such as experience、position、education, it comes to the superior& subordinate vertical relationship, people pay attention to this relationship and it impacts the demeanor of them. But in the United States, the relationship

57、of people usually is horizontal for impact of the equal idea, the two sides who join into the communication are equal. Netherlands scholar Geert once investigated some managers who come from countries and regions on their self-awareness, and set up the corresponding value, of which the United States

58、 accounts for 91 points, 25 points for Hong Kong China, 17 points for Tai Wan China.Taking China and United States as an example, in the Business Negotiation, the Values in the superior& subordinate relationship is shown as the differences in the decision-making authority and decision-makers. Us

59、ually the number of U.S negotiators is less than the Chinese side, with the members more random, equal treatment, and everyone has the chance to play his role, and there will always be one of the negotiators to make decision. On the other hand, Chinese negotiating team is often large with a large nu

60、mber of people, they can only act within their competence, the final decision is usually not involved in the negotiator but to a higher level. Therefore the United States always receive the reply from the Chinese “We still need to discuss”, the answers are the Chinese representative under the situat

61、ion when the proposals go beyond the limits of their own time, and avoid a direct answer to the term, reflecting the need to do before reporting to the higher level decision-making leadership. Compared with reform and opening up, the current phenomenon of the change to a certain extent.3.2.2 The dif

62、ferences of the treatment to people and the attitude of two negotiation sidesThe meaning of the interpersonal relationships in Chinese has a wide range. People are the individual of the society and have the connection of with the society. The superior& subordinate relationship is one of the pers

63、onal relationship. Our Chinese emphasize the tolerance, patience, approachable, kind, honest, courteous and so on in the personal relationship, all of which are in order to achieve a single word “peace”. So generally we take care of each other in indirect way to avoid offending others in order to li

64、ve in harmony. “Face” is always directly personal, and in the concept of the Chinese people, the “face” is linked to family and group. For American, “l(fā)osing face” means the destruction of collective harmony, and their family or group will shame. They focus on competition while emphasizing freedom an

65、d independent, so you will find that the Americans usually are open to express their views and ideas when you negotiate with them, because they believe that the debate is not just expressing personal point of view so simple, and arguments also help to solve the problem, so points of view will not af

66、fect the interpersonal differences.There is a clear difference between the attitude of Chinese & U.S interpersonal relationship in treatment to “in-groups and out-siders”. The Chinese have always believed that “the bad things of the family can not be publicized”, they usually make every effort to conceal an outsider who has been bad news group. Chinas negotiators pay more attention to