淺析國(guó)際商務(wù)談判中的文化禁忌修正版

中南大學(xué)CENTRALSOUTHUNIVERSITY高等教育自學(xué)考試英語(yǔ)專業(yè)畢業(yè)論文題目淺析國(guó)際商務(wù)談判中的文化禁忌題目類別 語(yǔ)言與文化 學(xué)生姓名 考籍號(hào) 單位或?qū)W校 聯(lián)系電話 完成時(shí)間ABRIEFANALYSISOFCULTUREALTABOOININTERNATIONALBUSINESSNEGOTIATIONby()FurtherEducationCollegeofCentralSouthUniversityAcknowledgementsIwishtoavailmyselfofthisopportunitytoexpressmysincerethankstoallthosewhohaveofferedmehelpinthecourseofwritingthethesis．Firstandforemost,IwouldliketoexpressmyspecialgratitudetoassociateMiss.Xu,mysupervisor,whohasbeenverygenerouswithhertimehelpingmedecideonthetopicandimproveonthecontentandorganizationofthethesisfromtheoutlinetothefinalversion．Herconstructivesuggestions，insightfulcommentsandcarefulguidancehavecontributedgreatlytothecompletionofthisthesis．Likewise,IalsoexpressmyheartfeltgratitudetoMrs.Liu,Mr.Gaoandothers,whoselecturesandcourseshaveprovidedmewithanunfailingsourceofknowledgeandinspirationinmyfuturestudy．Ishallalsoextendmysinceregratitudetomyroommatesfortheiradviceontheuseofthestatisticalproceduresandtheirtimelyhelpwithprocessingthedata．Thanksalsogotomyclassmateswhohavejoinedtheinvestigationfortheircooperation．Finally,Iwouldliketoexpressmyindebtednesstomyparents，whohavesupportedmeallthetimewiththeirunselfishlove，permanentunderstandingandgreatdevotion.ContentsTOC\o"1-5"\h\z\o"CurrentDocument"Abstract i摘要 ii\o"CurrentDocument"Introduction 1Chapter1TheCauseofCulturalTaboo 2\o"CurrentDocument"RegionalDifference 2\o"CurrentDocument"EthnicDifference 3ReligiousDifference 3\o"CurrentDocument"Charter2TheContentsofCulturalTaboos 5\o"CurrentDocument"LanguageTaboos 5FailureinProfaneLanguage 5FailureinAbusiveLanguage 6FailureinDiscriminatoryAddress 7\o"CurrentDocument"EtiquetteTaboos 8GarmentsTaboos 8TableTaboos 9GiftTaboos 10BodyLanguage Taboos 11122.3Others1212NumberTaboos12TOC\o"1-5"\h\zColorTaboos 13FloralTaboos 13AnimalPaintingTaboos 14Charter3TheInfluenceofCulturalTabooinInternationalBusinessNegotiation 15\o"CurrentDocument"InfluenceonNegotiationOrganizations 15\o"CurrentDocument"InfluenceonNegotiationSkills 16\o"CurrentDocument"InfluenceonAgreementForms 17Charter4HowtoDealWiththeCulturalTaboosinInternationalBusinessNegotiation 19\o"CurrentDocument"FocusingonTranspositionThinking 19\o"CurrentDocument"CreatingaWin-winSolution 20\o"CurrentDocument"UsingDizzyWords 21\o"CurrentDocument"Conclusion 2325Bibliography25Abstract-w- ?*!*!? ??? ?? ??Internationalbusinessnegotiationisacommunicativeactivityamongcountriesaroundtheworld.Tabooisaculturalphenomenoncommonlyexistedamongcountriesworldwide.Therearedifferentculturaltaboobecauseofdifferentculturalcustomsandhabits.It'smoreappropriateofcrossing-culturalcommunicationwhenpeoplelearnabouttheculturaltaboo.Firstlythispapermainlyanalyzesthereasonwhyculturaltabooarisesanditconsistsofdistricts,nationsandreligions,thenitstatesthatculturaltaboosincludelanguage,protocolandnumber、flowerandsoon.Anditdiscussestheeffectandinfluenceofculturaltaboosininternationalbusinessnegotiations.Lastlyittellsushowtodealwithculturaltaboos.Keywords:culturaltaboo,internationalbusinessnegotiation,influence,communication國(guó)際商務(wù)談判是世界各國(guó)在經(jīng)濟(jì)上相互交往的一種活動(dòng)。禁忌是世界各民族之間普遍存在的一種文化現(xiàn)象。各個(gè)國(guó)家由于社會(huì)風(fēng)俗習(xí)慣的不同存在著不同的文化禁忌，了解文化禁忌現(xiàn)象可以使跨文化交際更加得體。本文主要先從地域，民族和宗教方面分析了禁忌產(chǎn)生的原因；進(jìn)而陳述了文化禁忌方面的內(nèi)容，主要包括語(yǔ)言方面和禮儀方面，然后是數(shù)字，顏色，花卉和動(dòng)物圖案方面；再而總結(jié)了文化禁忌在國(guó)際商務(wù)談判中的影響；最后分析了在國(guó)際商務(wù)談判中應(yīng)如何應(yīng)對(duì)文化禁忌。關(guān)鍵詞：文化禁忌，國(guó)際商務(wù)談判，影響，交流IntroductionOwingtotherapiddevelopmentofChina'seconomyandtheinfluenceofaccessiontotheWTO,internationalbusinessactivitieshavebecomemorefrequent.Infrequentcontactwithcompaniesallovertheworld,internationalbusinessnegotiationistheessentiallink.Asaresultofsocialandculturalcustomsofdifferentcountries,differenceincommunicationwillgeneratedifferentculturaltaboos.Ininternationalbusinessnegotiations,thefullunderstandingoftheothercountry'sculturaltaboohelpnegotiatorsimprovetheirnegotiatingskillsandavoidculturalconflictsinthenegotiations,andpromotethenegotiatingprocess.Internationalbusinessnegotiationisadirectformofcommunication,successornotdependsonthenegotiator'scomprehensivequalityandthefidelitydegreeoftheinformationinterpretation.Negotiatorsarelikelytomaintainahighlevelofwarinessindealwithforeignactivities,becausetabooisainevitablematter,especiallyineastAsia,SouthAsia,centralAsia,northAfricawherereligionisstressedintheregion.Knowingsomecountry'scustoms,culturaltabooshaveasignificanteffectsoncommunicatingwiththeothers,graspingtheirnegotiatingideasandmakingthenegotiationsuccessful.Chapter1TheCauseofCulturalTabooThecausesofculturaltaboomainlyarisebythedifferentculturalandcustomsofeachcountries,whilethefactorswhichdeterminethesedifferencesaremainlycomposedofregional,ethnicandreligiousdifferences.RegionalDifferenceRegionaldifferenceisthecomprehensivereflectioninthedifferentspaceearth,whichexistsamongthenatural,economic,cultural,socialandotheraspects.Peoplefromdifferentregionsoftenhavedifferentlanguages,waysoflifeandhobbies,whichwillformvariousreflectionorviewpointonthesamething.Forinstance,peoplefromthewestandAmericaattachagreatimportanceonChristmas,whileinsomeareas,suchasequatorialAfricawherenosnowcomeswhenChristmasday,peoplehavenothisfestivalconception,becausethesnowisthebestmodificationonCharismasday.Naturally,peoplefromAfricanareasfocusmuchlessonChristmascomparedwithwesterners.Culturaldifferencescausedbyregionaldifferenceshaveadeeperaffectiononvariousculturaltaboosarosebythesameculture.EthnicDifferenceEthnicdifferencereferstodifferentlanguages,customs,habitsandhobbiesformedbyethnicgroupsinthelong-termdevelopmentprocess.Theyallhavetheiruniquecharacteristicsineating,clothing,housing,festivaltraditions,rituals,materialandculturallife.Ethnicdifferencesinthelong-termhistoricaldevelopmentprocesscarrywiththedevelopmentofsocietyandthelivingconditions.ComparedwithweHannationality,whosepeoplearegentleandtamed,Hunsarefierceandbrutalwiththecharacteristicoftypicalnomadicethnicfeatures,makingthevastdifferencebetweenthetwogroupsinfood,clothing,housing,festival,andetiquette.DifferentPeopleholdvariousviewsonthings,thus,formingadifferentculturewhichalsoreflectsculturaltaboostosomeextent.ReligiousDifferenceReligionisthehistoricalphenomenondevelopingwiththesocietytothecertainstages,whichisofitsuniqueoccurrenceanddevelopingprocess.Therearethreekindsofgreatreligionsintheworld:Christianity,BuddhismandIslam.Christian(Protestant)ispopularinnorthernEurope,NorthAmericaandAustralia;Christian(Catholic)ispopularinWesternEuropeandSouthAmericancountries;theMiddleEastandNorthAfricagenerallybelongtoIslamrange;ManyAsiapeoplebelieveinBuddhism.Differentculturalorientationanddisciplinebydifferentreligionsaffectstheunderstandingway,behaviorstandardsandvaluesofpeople,oreventuallyleadtovariousopinionsoncertaintaboos.Forexample,thewesternGod-Jesus'sayingsandeasttoShakyaMuni'sexplanation,theformerbelieveinGodwhichisthemasterforallthings,theSavior.Thisisthereligiousdifferences.Therefore,thereexistvariousculturaltaboosandreligioustaboosintheeyesofdifferentreligion-worshippers.Charter2TheContentsofCulturalTaboosTherangeofculturaltaboosvariesanditscontentmainlyincludeslanguageandmanners,aswellasdigital,color,floralandanimalpattern.LanguageTaboosItisknownthatlanguageisthecarrierandanimportantpartofculture.Wemustavoidusinglanguagewhichmaytouchother'sculturaltaboosandpolysemy,puns,slang,idiomsandothertabooswhichareeasytocausethemisunderstandings.Thefollowingstatementsmainlydiscussthecontentsofprofanelanguage,abusivelanguageandthediscriminatoryaddress.FailureinProfaneLanguageInwesterncountries,fortheirfaithtoGod,mostChristianthinkthatitisdisrespectfultouseGod'snameabusively,andsuchrelatedwordsshouldgenerallybebanned.Infact,religionandreligiousbeliefsareanimportantfieldfortaboostoexist,especiallyintheWesternChristian,God'sname,Jehovah,isthebiggesttaboo.Inanycase,peoplewillnotsayandnotmisusetheGod'snamewhichisjustlikeChinesenotoffending“God”andmentioningthedevil'sname.Thisalsoexistsinthewesterncountries.Becauseofpeople'spsychologicalfearthatwouldbringbadluck,thisusuallyexistsinthewesterncountries.TheworshiptotheGodencouragespeopletofollowtheirreligiousbeliefstowardstheGodandghostsintheirdailylife.Therefore,religionprofanewordsbecomeaconsensus.FailureinAbusiveLanguageFromtheprimitivesocietytothecivilizednewcentury,someabusivewordsaregenerallybanned,becausethesekindsofwordsareusuallyconsideredunpleasantorarouseconflicts.TheBritishParliamenthadonceannouncedanunsuitablephraseslistwhichpartlybelongtotheabusivewords,suchas“cheeky”,“l(fā)iar”,“prevaricating”,“fascist”,“shit”,“hell”,“damn”,“fuck”andthelike.Peopleareverysensitivetoit.InChinese,wordslike“fuck,damn,beheaded”areforbidden.Butpresentlytheseabusivewordsoftenappearinsomewesternmovies.Thereasonisquitesimplethatthesewordswilladvocatetheviolenceeffecttomakethefilmmorevivid.Modernsocietyhaslimitedthesewords,sodonotusetheabusivewordscasually.FailureinDiscriminatoryAddressInEnglish-speakingcountries,theideasofequalitybetweenmenandwomenareemphasized,thuspeopleoftencallthechairmanorsupervisoras“chairman”.Iftheotherpartyisfemale,especiallythosefeministswecancallthem“chairperson”.Ifyoumentionthesex-unknownstrangers,donotusethe“he”,thebestaddressis“he”or“she”.InAsiancountries,especiallyChinawhichhasthelong-standingconceptofdiscriminationagainstwomen,andthereexistingthesaying“Awoman'sviewislimitedandunaccepted”andthelike,theydonotuseitwithoutthought.Westernersseldomusetheword“old”todescribeanelderlyperson,becausetheword"old"meansthattheyweretoooldtomakeanycontributiontothesociety.Incontrast,"old"isverypopularinChina.Itisconsideredascourtesyaddresswhichstandsfortheirsocialstatus,anditisagoodwaytoshowone'srespecttoothers.Inadditiontosexistlanguage,weshouldavoidusingracialdiscriminationlanguage.Theracialdiscriminationlanguageisanothersayingoftheracialprejudicewordsandexpressions,andthediscriminationaddressthewhitetotheblackisthebestexampleinthehistory:“colored”,“nigger”,“black”.Thisphenomenonexistsnotonlytotheblack,butalsoinsomeothercountries.Forinstance,Chinesearecalled“chinks”;Japanese“jags”andJews“kikes”,theseexpressionsarefilledwithracialprejudicemeaning.EtiquetteTaboosEtiquetteistheexternalmanifestationofone'sinnercultivationandqualityandacommonlypracticeformedintheinterpersonalcontacttoshowone'srespectandfriendliness.Etiquetteculturaltaboosincludeclothes,diningtable,giftandthebodylanguageetc.GarmentsTaboosThereisanoldsayinginChina:clothing,food,house,andtravelingarethebasicnecessitiesoflife.Clothingcomesfirstwhichshowsitsgreatimportanceamongthem.InChineseculture,theimportantpositionofclothingisnotonlyforitspracticalfunctions(keepingwarm,protectingoneagainstthewindandrain,andcoveringone'sprivacy)butalsoforitssymbolizingmeaningofone'sinnerquality,socialstatusandcareer.Intheancienttimes,whengoingtothedifferentoccasions,peopleshouldwearthedifferentclothes.Forexample:theyhaveclothesforsacrifice,clothesforofficialattending,clothesforwedding,clothesforsoldiers,clothesforfuneral,whilecasualshirtsindailylife.Inabroad,thereisalsoanarttoit.Generallyspeaking,neatwearingisthemostsignificantfeatures.Forinstance,ladiesweargloveswhentheyattendaweddingceremony,funeral,feastandparty,eveningdressesindinner.Andnomatterwhattheywears(clothes,shoes,hats,glovesorhandbags),theyarerequiredtobesuitableincolor.Modernclotheshavemorestyles,butsomeofthemaretooexposedandarenotrespectfultoourselvesorothers.Inaword,dressesshouldbechangedaccordingtotheoccasionssoasnotcomingtoanembarrassingsituation.TableTaboosDifferenteatinghabitsareofdifferenttablemanners,sowemustknowsometaboos,soasnottoexposeourselvestoridiculoussituation.Youshouldnotbegintoeatatoncewhenthedisharrivesorputyourelbowsonthetable,andchewwithyourmouthshut.RememberthatinAmericadonotraisethebowlormakenoisewhileeating.Whendrinkingsoup,trynottosound.Inaddition,ifthesoupistoohot,drinkitonlywhenitgetscool.Itbreaksetiquettetodrinkupthesoupafterseveraltimes.Ifthesoupbowliswithahandle,wewouldbetterholdthebowltodrink.Wheneatingsteaks,weshouldcutitintosmallpiecesandstartfromlefttoright.Youwilllookrudeandtheoilmaysplitoutifwedoitinanyotherways.Whenenjoyingthefish,donottakethebonesoutofyourmouthdirectly.Thebestwayistoputthefishontheforkandthenthrowitontheplate.Ifthefishboneisbetweentheteeth,pullitoutbehindthenapkinbyusingyourthumbandtheindexfinger.Asforusingthetoothpick,ahandkerchiefisrequired.GiftTaboosInChina,ifyouwanttogiveothersgiftstoshowyourfriendliness,youmustavoidgivingagreenhatwhichmaycausesometroublestotheirfamily,norsendtheclockbecauseitmeansacursetotheotherparty.AnddonotsendWesternersasetofcutters,becauseitrepresentsyourattentionofcutoffyourcloserelations;donotsendtheIndiansgiftsmadebycowhide,becausetheyconsideredcowasasacredanimal;donotgivetheBritishstripedtie,becausetheyonlyweartheirownstripedtie.Theythinkthatitisnotauspicious;inTaiwan,fansandumbrellascannotbeidealgifts,becausethereisaoldsayingwhichmeansfanisequivalenttosaygood-bye.Umbrellaand“san”inTaiwandialectisahomonym,sosendingumbrellameanscannibalizedtheirfamilyorfriendstoo.TowelisalsoagifttabooinTaiwanfortowelisusuallycommemorateforattendingafuneralwhichmeansonegetapartwiththedead.IfMuslims,donotchosethewine,sculptureandwoman'spictureasagift,becausetheybelievethatwineisthesourceofallevils.Americanslikethesingularnumberandexquisitepackaging;andthemostserioustabooforRussiansismoney,becausetheythinkitisakindofsympathyandinsulttothem;AvoidsendingacombtoJapanese,becauseinJapanesethepronunciationof“comb”and“death”aresimilar.BodyLanguageTaboosBodylanguageisameansofcommunicationtoo,andthesamebodylanguageindifferentcultureconveysthedifferentmeaning.Forexample,InSouthAsiacountries,peopleoftenshowagreementbyshakingherhand,andnoddingtoshowdisagreementwhichistotallydifferentfromChineseculture.InBangladeshandsomeIslamiccountriespeoplethumbuptoshowtheircontempt,oreveninsult.AndasfortheBrazilians,thisgesturewillarousetheiranger.ManycountriesinSouthAmericaregardthegestureofcirclingthumbandforefingerasinsult,but“ok”inAmerica,andstandsformoneyinJapan.ItisveryrudetoputyourhandintopocketwhenspeakinginFrance,Germany,Japan,Indonesiaandothercountries.InAmerica,lookingatthespeaker'seyesshowstherespectandloyalty,whileitmaycauseoffenceinthesouthEurope.AsfortheIndians,donotlookathis/hereyestoshowyourrespect.InJapan,peopleoftenlookatother'sneckinsteadoffacewhenmakingconversation.InEurope,peopleshakehandswhentheymeeteachothernomatterhowmanytimestheyhavemetinaday.Americanshakesgreatly;Francedonotlikeshaketoofrequently;Chineseshakehandsonlyinformaloccasions;womenandmeninMiddleEastcountriescannotshakehandsbutnodtheirheadtoshowgreetings.Thaithinkthatitisnotpolitetositcross-leggedbeforeothers.OthersOtheraspectsofpresentationinculturaltaboosmainlyincludingdigital,color,floralandanimalpaintingwhichmaybeencounteredatanymomentinourdailylife.NumberTaboosWesternersgenerallybelievethatthenumber“13”isdangerousandunluckywhichtheytrytoavoid.ThisisduetotheirbeliefinChristianityandNorsemythology.Theyalsoregard“Friday”asaunluckyday,becauseJesusdiedonFridaybythelegendanditissaidthatEveeatstheAppleofwisdomandbebannedtoenterHeavenonthatday.Sothedateofimportantactivities,evendoorplates,hotelroom,thefloornumber,andbanquettablesarenotsuitableinthesetwodays.Ifthedatenumber“13”andFridayonexactlythesameday,thedayiscalled“blackFriday”whichforeseesacatastrophe.Notonlyinthewestbutalsoinmanycountriesdohaveplentyofnumbertaboos.PeopleinAfricacountriesareapttobelievethattheoddnumberisnegativeandmisfortunate,whileJapaneseconsiderittobeaauspiciousfigure.Intheorientedcountries,suchasChina,JapanandKorea,peoplehatethenumber“four”becauseitspronunciationissimilarwith“death”,especiallyinKoreaandJapan.ColorTaboosDifferentcountriesornationshavedifferenttastestocolorbecauseofthedifferentnaturalcondition,socialhistoryandreligiousfactors.Japanesedonotlikegreen,butinItaly,Malaysia,Singaporeandothercountriesgreenisgenerallywelcomedamongpeople.TheBraziliandoesnotlikebrownishyellow.Theythinkthatpeopledyingliketheyellowleavesfalling,representingdeath.EgyptandtheBelgianhateblue,theybelievethatbluerepresentsunlucky.Turksdonotusebrightcolor,theythinkitisinauspicious.Thereforethelayoutintheparlorisfullwiththeplaincolors.Singaporeanslikered,green,blue,butregardblackasinfelicity.FloralTaboosThedifferentcolorsofflowershavethedifferentmeanings.Generallyspeaking,redisasymboloflove,whitepure;yellowexpressjealousy,darkflowersymbolizeshopes;lighttenderflowerstandsforelegance.Differentcountriesandnationshavedifferenttaboosonflower.ThelotusisJapanesetaboo,chrysanthemuminChina,andtheybothrepresentsacrifice.InLatinAmericachrysanthemumwereseenasthe“demonflower”,sochrysanthemumcannotbeputindoororsendothersasagift.Intheinternationalcommunicationsituation,avoidsendingchrysanthemum,azaleas,YamaTakeka,yellowflowerstoguests;ithasbecomeacommonpractice.Eachkindofflowerstandsfordifferentmeaning,somoreconsiderationsshouldbetakenwhengivinggifts.AnimalPaintingTaboosVariouscountriesinanimalmotifsalsohavenotthesametaboos.Britishneveruseelephantprinting,theythinkelephantsymbolizesstupid.However,theelephantinThailandandIndiaisregardedasanauspiciousanimal,representswisdom,strengthandloyalty.PeacockinChinaisasymbolofhappiness,butinFranceitisregardedasherbird,evilbird;craneinChinarepresentslongevity,butinFrancecraneisanothernameofstupidandprostitute.Americansbelievethatbatistherepresentationofdevil;Japaneseisoffensivetofox;theSwissthinksthatowlisthesymbolofthedead;somecountriesinNorthAfricaforbiddog-paintedlogo.Somanyanimalpaintingtaboostellpeopleofdifferentculturesandpeopleshouldbemorecautiouswhengetincontactwithothers;avoidmakingconflictswiththeotherculture.Charter3TheInfluenceofCulturalTabooinInternationalBusinessNegotiationIninternationalbusinessnegotiation,thenegotiatingpartiesnotonlyrepresenttheimageandrealstrengthoftheirenterprises,butalsothenationalimageandeconomicstrength.Atthistime,toknowthedifferenttaboosofdifferentcountriesplaysadecisiveroleonthenegotiationresult.Ingeneral,theinfluenceofculturaltaboosininternationalbusinessnegotiationsismainlymanifestedinthefollowingaspects:InfluenceonNegotiationOrganizationsDifferentculturaltaboosdeterminedifferentcriteriaonchoosingnegotiators.Whencooperatingwiththosewhocomefromnotthesamecountry,thenegotiatorhavetojudgetheirownnegotiatingstyleandstrategytoadapttothedifferentculture.Iftheopponentcomesfromthemaledominatingcountry,suchasArabia,womenarenotthefirstconsiderationtobeanegotiator.TogettheGermannegotiator'sfavor,wemustbeastheyare:haveafullyelaboratepreparationsfornegotiations,well-thought-outplanandquestionsarrangedingoodorder;whileforSingaporenegotiators,weshouldpaymoreattentiontodevelopeachothermember'sprivatethoughtexchangesandmakenospareeffortstostrengtheninterpersonalrelationship.Weshouldlearntounderstand,acceptandrespectforeachother,andmustnotbeone-sidethinkingwhatrecognizedinourowncountryareequallyeffectiveinothercountries.Americanenterprisesrespectfacts,followobjectivelawsandhavegreateresteemforlogicalpower.However,Japaneseenterprisespraisehighlybeliefsandemotionalpower.Americanenterprisesstressscientificmanagement,placeemphasisontheperfectionofrulesandregulationswithintheirenterprises,targetmanagement,thedownsizingofoperationalprocesses.Whenassessingataskorthebehaviorofanindividual,Americanenterprisesemphasizehisactualperformance,butnothismotivation.Whenjudgingatheoryofsoundornot,theybasetheirjudgmentsonrealcases,logicalreasoning,butnotonemotionorhumansympathy.Japaneseenterprises,however,believeintheprinciplethatindividualsaretheveryheartofmanagement.Theyplacestressonhumanfeelingsandhumansympathy,andaregoodatcopingwiththesubtlerelationsbetweenindividualsandavoidinganydeliberatehurttoone'sfeelings.InfluenceonNegotiationSkillsIninternationalbusinessnegotiations,culturaltaboosalsoinfluencethenegotiationskills.Americanstendtostartaconversationwithsomespecificterms,theytakeitforgrantedthatatransactionprocessisactuallyatrade-offsandcompromisesofaseriesofspecificterms.ButtheFrenchareinclinedgeneralcontracttoreachsomeconsensus,soastoguideanddeterminethenextstep.Incontrastwithwesternbusinessculture,Chineseorientedtemperamentsdetermineournegotiationsratherthanimplicit.AcloserelationshipiswhatChinesestressesmost,anditisdeeplyrootedinChineseculture.RelationshipmeansthatChinesedevotethemselvestobuildupsomecertainspecialrelationships.Usually,theyfull-heartedlywelcomethewesternerstoeasetheatmospherewhennegotiatingdifferencesarise.Neithercommentonother'sculturalnormsnorletothersjudgeourownvalues,foritislikelytocreateasharpcontradiction.Sowhentherearedifferentcultureclashesinbusinessfield,weshouldlearntorespect,anddonotignoreevenasubtlelink.InfluenceonAgreementFormsCulturaltaboosalsoaffecttheformsofbothsides.Generallyspeaking,Americanstendtohaveverydetailedcontractrequirements,whichcanexplainallpotentialrisks.Thisisbecausetheythinkthatthetransactionitselfisacontract.Negotiatorsshouldknowwhattodowhenanyfactorischangedaccordingtothecontractandpayattentiontotherigorandintegrity.WhileinChinaandJapan,peoplearemoreinclinedtoageneralizedcontract,becausetheythinkthenegotiatorhastoestablishagoodrelationship.Ifthereisanunexpectedsituation,bothsidesshouldsolveitaccordingtomutualrelationsratherthancontract.Hence,iftheAmericansmeettoomanyunexpectedsituationsatthenegotiatingtable,negotiatorsofothercountrieswillthinkheisoutoftrusttowardthecooperativerelationshipbetweenbothparties.Charter4HowtoDealWiththeCulturalTaboosinInternationalBusiness

NegotiationCulturalconflictsaredifficulttobeavoidedbetweenthepartiesbecauseofthedifferentculturalbackgrounds.Underthiscircumstance,onlyaneffectivemeasureistobetakencanthenegotiationbesuccessfullycompleted.FocusingonTranspositionThinkingSinceinternationalbusinessnegotiationrequirespatience,wehavetoknowmoreabouttheotherparty'swill,overcometheculturaltaboosformedbythedifferentculturalbackgroundsandthinkinghabits.Thereisnorightorwronginculturaldifferences,onlymutualrespectexists.Themajorwaytoachievetranspositionthinkingistolistenmore,askmoreandinvestmoreduringnegotiation.Whenculturalconflictsemerge,therearesomeeffectivemethodstosolvethisproblemasfollows:trytothinkaboutthequestionontheotherparty'spositionanddonotguesshis/herattentionbyourownway;exchangehis/herviewsandideas;findapropertimetotakeactionsothathe/shecanfeeloursinceritytothenegotiationbetweenus;whenwereachanagreement,showyourrespects.CreatingaWin-winSolutionWeshouldtakeawin-winsolution,buildinternationalnegotiationawareness,understandandrespectdifferentculturaltabooswhendifferencesproducedincommoditypackaging,marketingconcepts,marketingplanningandotheraspectsininternationalbusinessnegotiations.Westernerstendtoturncomplexnegotiationsintoeasyonesandthenresolvethemonebyone.TheOrientaladoptsthemethodofoverallconsideration,butregardlessofallthenegotiationsthatwemustreachanagreementacceptabletobothsides,verityeachother'sgoalandensurebothsidesholdthesameopinion.Inordertocoordinatetheinconsistence,weshouldproposeawin-