中西方文化差异对国际商务谈判的影响.docx

中西方文化差异对国际商务谈判的影响.docx

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中西方文化差异对国际商务谈判的影响

TheInfluenceofChinese-westernCulturalDifferencesinBusinessNegotiations

Abstract

InternationalBusinessNegotiationasanimportantpartofforeigneconomicandtradeexchangesisthebasisofit.TheinfluenceofChinese-westernculturaldifferencesinbusinessnegotiationbecomesmoreprofoundbecauseofthenegotiatorscomesfromdifferencecountries.ThisarticleclarifiedthecharacteristicofChinese-westerncultureandresearchedonthestyleofbusinessnegotiations,languageexpression,waysofthinking,valuesandsoon.Atlast,IgivesomesuggestionandthetermsofsettlementtothepeoplewhoworkinthebusinessnegotiationbetweenChinaandthewest.

Keywords:

Chinese-westernculture;culturaldifferences;businessnegotiation;negotiatedskills

CONTENTS

ITheCulturalDifferencebetweenChineseandWestern4

1.1TheCharacteristicsandPerformanceofChineseCulture4

1.2TheCharacteristicsandPerformanceofWesternCulture4

1.3TheCulturalDifferenceofChinese-westerninBusinessNegotiation4

IIWesternBusinessNegotiation5

2.1NegotiationacrossCulture5

2.2TheStyleofChinese-westernBusinessNegotiation5

2.2.1Negotiatinggroup5

2.2.2TheStartingPointforNegotiations6

2.2.3Decision-making6

2.2.4CooperativeAttitudeontheFinal7

2.3FeaturesandPerformanceabouttheStyleoftheChinese-westernnegotiation7

IIITheInfluenceofCulturalDifferenceonBusinessNegotiation7

3.1TheInfluenceoftheDescriptioninBusinessNegotiation7

3.2TheInfluenceoftheBodyLanguageinBusinessNegotiation8

3.3TheInfluenceoftheAttitudetotheBusinessNegotiation8

3.3.1Objectivity8

3.3.2ConceptoftheTime8

3.3.3Equality8

3.4TheInfluenceoftheWaysofThinkinginBusinessNegotiation9

3.5TheInfluenceofthe9

3.5.1RighttoMakeDecision9

3.5.2GetAlongwithOthers9

3.5.3AttitudetowardstheInterest9

IVTheStrategytoDealwithInternationalBusinessNegotiationsbetweenChineseandWestern9

4.1PayAttentionto9

4.1.1StrategyofLanguage10

4.1.2AwarenessofInter-culturalNegotiation10

4.1.3ChangethePrejudicetotheOtherSide10

4.2SomeNecessaryPreparation10

Reference:

11

TheCulturalDifferencebetweenChineseandWestern

Thereareculturaldifferenceinthewayofthinking,values,codesofconductandwayoflifeinChineseandwesternduetothebackgroundandtraditionsofdifferentcultures.Languageisthecarrierofculture,Glossarycontainsalotofculturalinformation,theyarealltheimportantpartofculture.Itreflectstheculturalchangeanddevelopment,butitisalsoadirectreflectionoftheculturaldifferences.

1.1TheCharacteristicsandPerformanceofChineseCulture

Chinahastwothousandyearsoffeudalsocietyintheprocessofhistory.Confucianismhasoccupiedanentrencheddominantchord.IthasaveryprofoundandlastingimpactontheChinesesociety.Chinesepeoplehavealwaysbeenself-derogatoryinlife.ThisistheConfucian"goldenmean"asthebasicnormsofbehavior.Therefore,theChineseculturereflectstheculturalcharacteristicsofgroup.Thisidentityisnotallowedtoputpersonalinterestsabovethevalueofabovegroups.

1.2TheCharacteristicsandPerformanceofWesternCulture

WesternculturereferstoWesternEurope,NorthAmerica'smodernculture,includingthecommonstandards,valuesandcustomsinWesternworld.TheformationofWesternvaluescanbetracedbacktotheRenaissance.TheguidingideologyoftheRenaissancewashumanismthatis,advocatingindividualasthecenter,topromoteindividualism,first,strivetodeveloptheirownself-expression."Modest"isnegligibleinWesternculture.PeopleworshiptheStrongerandHero.Peoplewillbehiredwithtalentandability.Theweakthatlackofconfidencecanonlybeoutofdateorweededout.Thus,Westernculturereflectstheculturalidentityoftheindividual.Theseindividualculturalcharacteristicsdeterminetheindividualvaluesabovegroupinterest.

1.3TheCulturalDifferenceofChinese-westerninBusinessNegotiation

Internationalbusinessnegotiationsandcultureareinseparable.Itisimportanttostudytheculturaldifferencedeeplyinthedevelopmentofbusinessnegotiationtheoryandpractice.

Atfirst,culturaldifferencesleadtoakindofcultureisconsideredreasonablebehaviorwhileitactuallybecomesirrationalbehaviorinanotherculture.Forexample,“lesseyecontact”isapsychologicaltacticinthewesterncountrybutakindofcourtesyandhumilityperformanceinChineseculture.Similarly,"noprivatemeetingplace"doesnotmeanthatChina'snegotiatorsshouldputtheothersinastressfulenvironmentwithnosecret.UnlikeWesterners,Chinesepeopledon’thavesomuchpersonalprivacy.

Second,peoplefromdifferentculturalbackgroundusecompletelydifferentwaystonegotiate.Successfulnegotiationsmustunderstandandentereachother'sculture.Chinesewayofthinkingiscomprehensive;thecurveoftheChinesemodeofthinkingistheoverallapproach.Everythingconsiderfromthewholeparts,frombigtosmall,fromgeneraltospecific.Reflectedinthenegotiations,theymaketheprocessofsolvingproblemsfromvirtualtoreal.Thatistoclearthegeneralprinciplesofthenegotiationsatfirstandthenreachagreementonspecificissues.Thewesternerspaymostattentiontothelogicalrelationshipbetweenthingsduetotheimpactoflogicalthinking.Inthenegotiations,theywillstartonsomespecificissuesfordiscussion.Inselectionoflanguage,thewesternersoftenexpresstheirideasmoredirect,clearandfrank.

WesternBusinessNegotiation

2.1NegotiationacrossCulture

Cross-culturalnegotiationreferstothenegotiationstartingnotonlybetweendifferentcountries,ethnicbutalsodifferentpoliticalsystemsandideologies.

Differentcountriesandpeoplesusedifferentlanguage.Theirvaluesandwayoflifeareverydifferent.Westernerstendtodecomposethecomplexnegotiationsforsomesmallerproblemandthenfollowedbysettlement.WhileinmanyEasterncultures,negotiationisconsideredtoadoptaholisticapproach.Eveniftheyusedtobeaculturalgroupbeforeagapcausedbyalongtimebecauseofpoliticalreasons,thenthevaluesandhabitswillappeardistanceobviously.

Thecoreissueofcross-culturalnegotiationsistogobeyondthebarriersandobstacleseducation.Anykindofcultureistheproductofthematerialandcultureactivitiesanditisonesideofourhumancivilization.Ashumanexistence,theexistenceofanationdividedrightandwrongarenotprosandcons.Ifwerespectothersandrecognizeeveryonehastherighttosurvivalanddevelopment,thenweshouldrecognizethereasonablenessofanyculturalexistence.Thus,wewillfullyawareofculturaldiversity.Onthisbasis,peoplecanbreakthroughtheirownculturalconstraintstounderstandthewordsordeedsinanotherculture.Toavoidallthemisunderstandingandestrangementcausedbyculturaldifferences.

2.2TheStyleofChinese-westernBusinessNegotiation

AffectedbytheChinese-westernculturaldifference,thestylesofnegotiationareverydifferent.Inthissection,ImadeadistinctionbetweenChinese-westernbusinessnegotiationstyleintheteamcomposition,thestartingpointforbusinessnegotiationsstarted,thefinaldecision-makingandcooperativeattitudeonthefinalterms.

2.2.1Negotiatinggroup

Thewesternnegotiatingteamgenerallycomposedofoneormorenegotiators,theyusuallyhavetherighttothenecessarydecisions.MembersoftheNegotiatingGroupmaynotbeseniorexecutiveswithinthecompany,buttheyareinvolvedinthenegotiationsandauthoritativeexpertsinthefield.Westerncultureischaracterizedbyindividualism.So,theyareusuallygoodatindependentwork.Therefore,thewesternnegotiationteamissmall.Itreducedthebargainingdisputeinsidethegroup.So,thewesternerscansolvetheprobleminarelativelyshortperiodoftime.

Chinesenegotiationhasacharacterizedthatincludinglargeofnegotiators.Itistosay,thewesternnegotiationteamattheadministrativelevelwhileChinesenegotiatingteamistoincludemoreadministrativelevel.Onepersonisusuallyservedasgeneralmanagerofthenegotiationsbyagroupleaderwhoistocoordinatetheinterestsamonggroupmembers.Andothermembersofthenegotiatinggrouparenegotiatingexpertsinvariousfields.Chinesecultureisrespectforseniorityinpower,thehigh-levelandtheauthority;sothattheyusuallytakeintoaccountthestatusandtheplaceofthemembership.InChineseview,amemberoftheotherpartytalks,postsreflectthecompositionoftheotherpartytothenegotiations,theattentionlevelandthedegreeofrespectforChina.

2.2.2TheStartingPointforNegotiations

ThestartingpointfornegotiationsbetweenChinaandtheWestaredifferent.Westernnegotiatorsstraightintothesubjectaretodiscussthecontentoftransactions,todiscussthesubjectofnegotiations.Theyareusuallyeagertocompletethepre-arrangedagenda.Themainpurposeofthenegotiationsistoreachanagreementassoonaspossible.Theyliketoseparateworkandplay.ThesearereflectedthecharacteristicsofthebusinessconcerninAmericanculture.

TheChinesenegotiatorsareusuallyverydifferentfromthewestwhichwillmakewesternnegotiatorslosepatienceandevendisappointed.ThemostimportanttaskistoestablishgoodcooperationbetweenthepartiesrelationshipintheinitialfortheChinese.TheChinesemanagersinthenegotiationstrytounderstandtherelevantinformationoftheothersidebeforethenegotiationsinordertoestablishlong-termrelationship.Chinesebelievethatthebusinesscannotbecompletelyseparatedwithentertainment.Th