文化差异对国际商务谈判的影响及对策Word文件下载.docx

1、International business negotiations；Cross - cultural policy/Intercultural strategyABSTRACT 1Introduction 21.Cultural differences Influence on international business negotiations 31.1 Influence of cultural differences on the negotiating organizations 1.1.1 Influence of cultural differences on the neg

2、otiating team. 3Legal awareness is ingrained in American concept and the lawyers play a significant role in the negotiations. They will always bring their own lawyers to the commercial negotiations, especially when the venue is in a foreign country. But no lawyer will be included in a Japanese negot

3、iation team. They think a person, who has to consult with a lawyer on everything, dosent deserve to be trusted. They even thing that bring a lawyer to participate in the negotiations, is deliberately created a legal dispute in the future and it is unfriendly. 1.1.2 Influence of cultural differences

4、on the concept of time. 41.2The influence of cultural differences on negotiation way 41.3Influence of cultural differences on the process of communication 1.3.1 Influence of cultural differences on the language communication. 51.3.2 Influence of cultural difference on non - verbal communication. 61.

5、4 The influence of cultural difference on decision making. 61.5 The influence of cultural difference to the agreement form 71.6Influence of cultural difference on interpersonal relationships 72. Cross - cultural negotiation strategy 82.1Coping skills to negotiate with the Americans 2.1.1 Characteris

6、tics of the Americans： 82.1.2 Coping skills to negotiate with the Americans. 82.2Coping skills to negotiate with the Japanese 92.2.1 The characteristics of the Japanese negotiations. 92.2.2 Coping skills to negotiate with the Japanese. 9Conclusion 10Bibliography 11Acknowledgements 11IntroductionOne

7、of the characteristics of international business negotiation is multinationality and multiple nationality. Negotiators from different countries and different regions have significant differences in language, way of thinking, decision-making and negotiation styles and this is the cultural difference,

8、 which may lead negotiations to reach an impasse or even failure. As a result , in addition to learn the basic negotiation skills, it is also important to know the potential impact of cultural differences in negotiation activities and make adequate preparation.1.Cultural differences Influence on int

9、ernational business negotiations1.1 Influence of cultural differences on the negotiating organizations1.1.1 Influence of cultural differences on the negotiating team. Culture is an important factor affecting the composition of a negotiation team. It differs in determining the criteria, quantity, div

10、ision of labor to select negotiators in different countries. For example, in the United States which is a relatively small power distance country, focusing on the negotiators eloquence, professional standards, reasoning ability is more important than his position in the company in selecting the memb

11、ers of the negotiation. But Japan is a larger power distance country. Generally speaking, status symbols are very important here, so the negotiators should have a certain status and position in addition to having some social skills. Thu s negotiating with Japanese should follow the principle of equa

12、lity in the choice of negotiators, which means the identity and status of the negotiators we sent should be comparable to that of their negotiators, or it would be considered to be no respect to them. Moreover women in Japan have a lower status in society. So generally the participation of women is

13、not allowed in formal negotiations. Or theyll show their suspect, even show their discontent.American negotiators have innate self-confidence and superiority. The determination of the negotiator number fully reflects the principles of lean and crack. And the team is small and consists of only severa

14、l people. By contrast, Japans team is generally larger which represents the attention and make the functional division easier. Japanese thinks that it is a lack of sincerity and attention in negotiations when the team is small. But in the eyes of the United States, large team shows that they are lac

15、k of capacity and confidence. Lawyers will be affected by the culture in the negotiations, too.Legal awareness is ingrained in American concept and the lawyers play a significant role in the negotiations. They will always bring their own lawyers to the commercial negotiations, especially when the ve

16、nue is in a foreign country. But no lawyer will be included in a Japanese negotiation team. They think a person, who has to consult with a lawyer on everything, dosent deserve to be trusted. They even thing that bring a lawyer to participate in the negotiations, is deliberately created a legal dispu

17、te in the future and it is unfriendly.1.1.2 Influence of cultural differences on the concept of time. The US negotiators think highly of efficiency and prefer to the instant action. The developed US economy leads to a fast pace of living and working. This makes Americans believe in time and respect

18、the progress and duration of the negotiations。This habit requires a quick deal. They want to hit the point quickly in negotiating with as less steps as it could be. The Japanese are very patient. They are reluctant to take the lead to state their opinion and intention. Delay tactics is the weapon wh

19、ich Japanese usually use in business negotiations. They would like to force the other party losing patience gradually, once they know that the negotiations have a deadline for the other party, they will be more leisurely to negotiate.1.2The influence of cultural differences on negotiation wayGeneral

20、ly speaking, Negotiation can be carried out in two ways: transverse and longitudinal. Transverse negotiations spread out in a lateral way. First, list all of the issues involved. Then discuss and make a progress on various topics at the same time. Longitudinal negotiations will discuss the individua

21、l issues after identifying all the problems should be discussed. The American is a representative of longitudinal negotiations. They lean to start with precise terms. A negotiation is a battle to them, a battle about weighing and concessions of a series of specific articles. The French are represent

22、ative of the lateral negotiations. They lean to start with total terms. In their opinion, negotiation means that they should reach some consensus on the total articles first. Then they will guide and decide on the next negotiation processes. 1.3Influence of cultural differences on the process of com

23、munication1.3.1 Influence of cultural differences on the language communication. Communication differs according to different culture. Some people communicate in a directly or a simple way while some people in some places communicate in indirect or more complex ways. Americans come straight to the p

24、oint without the hesitation in business. According to this straight attitude, expressing your views and showing your attitude with Yes and no directly when negotiate with the Americans is necessary. The Japanese dont want to say “no” to anything for their fake. They think direct refuse will embarras

25、s the business partner, even make them angry, so in their opinion, its very rude. This means that negotiating with Japanese businessman should be with a tone of gentle and euphemism. Never give them an ultimatum without second thinking. And when Japanese talking to others, they usually say “Ha-yi” a

26、nd nod his head. But never misunderstand them. That is just a behavior which shows their polite. It means they are listing to you, not agree with you.1.3.2 Influence of cultural difference on non - verbal communication. Cultural differences also impact on the negotiation process in nonverbal communi

27、cation. Negotiators have a huge difference in Application of body language, action language. The same language action even can send the opposite message. For example, nod means agreement in most countries. But in countries such as India, shaking his head with a smiling face shows his agreement. As a

28、nother example, in America, it says “ok” with thumb and index finger into a circle. But Japan it is a representative of “money”. For Tunisian, it is act of extreme provocation behavior. In addition, everyone has his own private space. When someone invades into our private spaces, we will become extr

29、emely upset. But the scope of the private space varies according to the culture. Generally speaking, culture stressing individualism needs more personal space than the culture emphasizing on collectivism. For example, when you talk to the Arabs, you should stand closer because would like the spacing

30、 between them less than 0.5m. While the relative comfort space in United States is nearly 1m which is much wider. But in China it is usually 0.51m.1.4 The influence of cultural difference on decision making.It is very important in the negotiation to know the person who has the power of evaluation or how decisions are made. Culture is an important factor affecting the decision making. Decision making can be divided into two types in general：top-down and bottom-up. In the United States, decisions are made in a top-down way. The person in charge of negotiatio