中西方文化差异对国际商务谈判的影响.docx

1、中西方文化差异对国际商务谈判的影响The Influence of Chinese-western Cultural Differences in Business Negotiations AbstractInternational Business Negotiation as an important part of foreign economic and trade exchanges is the basis of it. The influence of Chinese-western cultural differences in business negotiation be

2、comes more profound because of the negotiators comes from difference countries. This article clarified the characteristic of Chinese-western culture and researched on the style of business negotiations, language expression, ways of thinking, values and so on. At last, I give some suggestion and the

3、terms of settlement to the people who work in the business negotiation between China and the west.Keywords: Chinese-western culture; cultural differences; business negotiation; negotiated skillsCONTENTS I The Cultural Difference between Chinese and Western 41.1 The Characteristics and Performance of

4、 Chinese Culture 41.2 The Characteristics and Performance of Western Culture 41.3 The Cultural Difference of Chinese-western in Business Negotiation 4II Western Business Negotiation 52.1 Negotiation across Culture 52.2 The Style of Chinese-western Business Negotiation 52.2.1 Negotiating group 52.2.2

5、 The Starting Point for Negotiations 62.2.3 Decision-making 62.2.4 Cooperative Attitude on the Final 72.3 Features and Performance about the Style of the Chinese-western negotiation 7III The Influence of Cultural Difference on Business Negotiation 73.1 The Influence of the Description in Business Ne

6、gotiation 73.2 The Influence of the Body Language in Business Negotiation 83.3 The Influence of the Attitude to the Business Negotiation 83.3.1 Objectivity 83.3.2 Concept of the Time 83.3.3 Equality 83.4 The Influence of the Ways of Thinking in Business Negotiation 93.5 The Influence of the 93.5.1 R

7、ight to Make Decision 93.5.2 Get Along with Others 93.5.3 Attitude towards the Interest 9IV The Strategy to Deal with International Business Negotiations between Chinese and Western 94.1 Pay Attention to 94.1.1 Strategy of Language 104.1.2 Awareness of Inter-cultural Negotiation 104.1.3 Change the P

8、rejudice to the Other Side 104.2 Some Necessary Preparation 10Reference: 11The Cultural Difference between Chinese and WesternThere are cultural difference in the way of thinking, values, codes of conduct and way of life in Chinese and western due to the background and traditions of different cultur

9、es. Language is the carrier of culture, Glossary contains a lot of cultural information, they are all the important part of culture. It reflects the cultural change and development, but it is also a direct reflection of the cultural differences.1.1 The Characteristics and Performance of Chinese Cult

10、ure China has two thousand years of feudal society in the process of history. Confucianism has occupied an entrenched dominant chord. It has a very profound and lasting impact on the Chinese society. Chinese people have always been self-derogatory in life. This is the Confucian golden mean as the ba

11、sic norms of behavior. Therefore, the Chinese culture reflects the cultural characteristics of group. This identity is not allowed to put personal interests above the value of above groups.1.2 The Characteristics and Performance of Western Culture Western culture refers to Western Europe, North Amer

12、icas modern culture, including the common standards, values and customs in Western world. The formation of Western values can be traced back to the Renaissance. The guiding ideology of the Renaissance was humanism that is, advocating individual as the center, to promote individualism, first, strive

13、to develop their own self-expression. Modest is negligible in Western culture. People worship the Stronger and Hero. People will be hired with talent and ability. The weak that lack of confidence can only be out of date or weeded out. Thus, Western culture reflects the cultural identity of the indiv

14、idual. These individual cultural characteristics determine the individual values above group interest. 1.3 The Cultural Difference of Chinese-western in Business Negotiation International business negotiations and culture are inseparable. It is important to study the cultural difference deeply in th

15、e development of business negotiation theory and practice.At first, cultural differences lead to a kind of culture is considered reasonable behavior while it actually becomes irrational behavior in another culture. For example, “less eye contact” is a psychological tactic in the western country but

16、a kind of courtesy and humility performance in Chinese culture. Similarly, no private meeting place does not mean that Chinas negotiators should put the others in a stressful environment with no secret. Unlike Westerners, Chinese people dont have so much personal privacy.Second, people from differen

17、t cultural background use completely different ways to negotiate. Successful negotiations must understand and enter each others culture. Chinese way of thinking is comprehensive; the curve of the Chinese mode of thinking is the overall approach. Everything consider from the whole parts, from big to

18、small, from general to specific. Reflected in the negotiations, they make the process of solving problems from virtual to real. That is to clear the general principles of the negotiations at first and then reach agreement on specific issues. The westerners pay most attention to the logical relations

19、hip between things due to the impact of logical thinking. In the negotiations, they will start on some specific issues for discussion. In selection of language, the westerners often express their ideas more direct, clear and frank. Western Business Negotiation2.1 Negotiation across Culture Cross-cul

20、tural negotiation refers to the negotiation starting not only between different countries, ethnic but also different political systems and ideologies.Different countries and peoples use different language. Their values and way of life are very different. Westerners tend to decompose the complex nego

21、tiations for some smaller problem and then followed by settlement. While in many Eastern cultures, negotiation is considered to adopt a holistic approach. Even if they used to be a cultural group before a gap caused by a long time because of political reasons, then the values and habits will appear

22、distance obviously.The core issue of cross-cultural negotiations is to go beyond the barriers and obstacles education. Any kind of culture is the product of the material and culture activities and it is one side of our human civilization. As human existence, the existence of a nation divided right a

23、nd wrong are not pros and cons. If we respect others and recognize everyone has the right to survival and development, then we should recognize the reasonableness of any cultural existence. Thus, we will fully aware of cultural diversity. On this basis, people can break through their own cultural co

24、nstraints to understand the words or deeds in another culture. To avoid all the misunderstanding and estrangement caused by cultural differences.2.2 The Style of Chinese-western Business Negotiation Affected by the Chinese-western cultural difference, the styles of negotiation are very different. In

25、 this section, I made a distinction between Chinese-western business negotiation style in the team composition, the starting point for business negotiations started, the final decision-making and cooperative attitude on the final terms.2.2.1 Negotiating groupThe western negotiating team generally co

26、mposed of one or more negotiators, they usually have the right to the necessary decisions. Members of the Negotiating Group may not be senior executives within the company, but they are involved in the negotiations and authoritative experts in the field. Western culture is characterized by individua

27、lism. So, they are usually good at independent work. Therefore, the western negotiation team is small. It reduced the bargaining dispute inside the group. So, the westerners can solve the problem in a relatively short period of time.Chinese negotiation has a characterized that including large of neg

28、otiators. It is to say, the western negotiation team at the administrative level while Chinese negotiating team is to include more administrative level. One person is usually served as general manager of the negotiations by a group leader who is to coordinate the interests among group members. And o

29、ther members of the negotiating group are negotiating experts in various fields. Chinese culture is respect for seniority in power, the high-level and the authority; so that they usually take into account the status and the place of the membership. In Chinese view, a member of the other party talks,

30、 posts reflect the composition of the other party to the negotiations, the attention level and the degree of respect for China.2.2.2 The Starting Point for Negotiations The starting point for negotiations between China and the West are different. Western negotiators straight into the subject are to

31、discuss the content of transactions, to discuss the subject of negotiations. They are usually eager to complete the pre-arranged agenda. The main purpose of the negotiations is to reach an agreement as soon as possible. They like to separate work and play. These are reflected the characteristics of

32、the business concern in American culture.The Chinese negotiators are usually very different from the west which will make western negotiators lose patience and even disappointed. The most important task is to establish good cooperation between the parties relationship in the initial for the Chinese. The Chinese managers in the negotiations try to understand the relevant information of the other side before the negotiations in order to establish long-term relationship. Chinese believe that the business can not be completely separated with entertainment. Th