商务谈判论文英语.docx

商务谈判论文英语.docx

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商务谈判论文英语

TheinfluenceofChinese-western

CulturalDifferencesinBusinessNegotiation

ABSTRACT

Ithasbeenmorethan30yearssincethepolicyofreformingandopeningwascarriedout.Theinternationalbusinessactivitiesgotmoreandmoreshowing.Theresultsofwhetherthenegotiationachievedornotimpactedtheforeigntradedirectly,buttheresultsalwaysdependeduponmanyfactors:

economicbasis,politicalbackground,enterprisecapacity,providingandcompetingofthemarkets.Buttherewasaveryimportantfactorbehindthosefactors.Itwasculturefactors.Withtheeconomicglobalizationandthefrequentbusinesscontacts,culturaldifferencesseemtobeveryimportant;otherwisetheycouldcauseunnecessarymisunderstanding,evenaffecttheresultofthebusinessnegotiations.Ifyouwanttosucceedinnegotiation,youmustdigtheculturedifferences.

Thepurposeofwritingwastostressthesplendidculturefactorswhichareneglectedinthepast.Byexcavatingtheunityanddiversityofculturefactors,weadvancedstepbysteptoevidentthegreatimpactofculturefactorsforinternationalbusinessnegotiation.Thepointinnovationwastogivespecificimpactfromthespecificdifference,otherpaperwasnot.Theultimategoalofthisthesiswastoprovidethetheoreticalevidencesforthosenegotiationswhopaymoreattentiontotheculturefactorswhentheybegantonegotiate.

KeyWords:

businessnegotiation,culturaldifference,theinfluence

TheinfluenceofChinese-westernCulturalDifferences

inBusinessNegotiation

Cultureisanabstractconcept,itrefertoallaspectsofhumanlife,

includingbelief,art,knowledge,morals,convention,etc.Cultureconsistoftwofactors-materialcultureandmentalculture.Sciencecultureandhumanismcultureformthementalculture.Andthehumanismculturealwaysrefertoethnicculture.Thelivingenvironmenteffecthuman’sbehaviorunconsciouslyfromone’sbirthevennotyetborn.Thefirstfunctionofcultureistomakemanahumanbeing,Itisculturethatregulateshisconductandprepareshimforgrouplife.Itteacheshimtheartoflivingaspertheculturaltraitsofthegroup.Hetakesthefood,wearstheclothes,goestoschool,speaksthelanguageanddoessomanyotherlittlethingsofday-to-daylifewhichareapartoftheconventionalnorms,mores,laws,customsandmoralsofthegroup.Thecultureofagroupplaysamajorpartintheheighteninghumanqualitiesofitsindividualsandsavethemfromavoidingparticipationintheculturalstream.

Thesecondimportantroleofcultureistokeepsocialrelationshipintactsothatthegroupasawholecanmaintainanddevelopthevaluesandidealsofthegroupthroughtheregulationofbehaviorsofitsmembersandbysatisfyingtheirprimaryneedsandobjectivesinrespectofthenecessitiesandluxuriesoflife.Peoplelearntobehavesociallyinagroupbecausetheirbehaviorissubjecttoapprovalordisapproval.

Herearesomespecificeffectsbelow,includingthepoliticalsystem,thinkingmode,differentvaluesandbelief,languagestyles,thetranslationandinterpretation.

Theeffectofpoliticalenvironment

Therelationshipbetweenthetwoparties’countiesisthedeterminedfactorthatwhetherthenegotiatingenvironmentisloosed.Iftherelationshipisfriendly,theprobabilityofsuccessfulnegotiationwillbebigger,otherwiseit’llbesmall.Theeffectsofpoliticalenvironmentmainlyreflectintheideologyandpoliticalsystem.Chinaisasocialistcountry.Westerncountriesarecapitaliststatesmostly.ForthereasonofincompatibilityofChinese-westernpoliticalsystem,adversarialanddiscriminatorytermsmaybewritteninthecontract,whichcauseabadcooperationorevenafailureincooperation.

Theeffectofthinkingmode

People’sthinkingplayanimportantrolethroughoutthebusinessnegotiations.ThefeaturesofChinese-westernthinkingdifferencesareobvious:

ChineseculturepreferComprehensivethinking,andemphasizeunifiedanddeductiveinference;Westernculturepreferanalyticalthinking,emphasizeoppositeandinductiveinference.Toaquestion,Chineseandwesternersputforwardtodifferentsolution.

Chinesenegotiatorsfocusonworkingoutrules,andthentalkaboutthedetails.Oncetheprincipleshavebeenconfirmed,theywillkeepitandnevercompromise.However,theyareflexiblewhenhandlingsomedetails.Chineseusuallymaycompromiseorpromise,finallysignacontract.Westernnegotiators,especiallytheAmericans,won’tbelimitedbytheframeofrules.Theyemphasizethewhole,nottheindividuals.Theyliketostartwithspecificthings.

Chinesemindtheresponsibilityofthegroup,authorityofindividual,thatistosay“centralization”;Westernmindthepowerofthegroup,theresponsibilityofindividuals,thatistosay“separationofpowers”.ThenumberofChinesemembersisalot,butthedecisionmakerisonlyone.Whilewesternnegotiatorsenforcecodetermination.

IntheviewofChinesepoint,self-respectismoreimportantthannegotiationresult.Westernnegotiatorsnoticeresultwhichismorerelevanttoindividuals’profit.Thus,theywilltrytheirbesttopursue,iftheycanobtainbenefit.Achievementisthewaytojudgeone’sstatus.

Theeffectoflanguagestyle

Languagestyle:

Chinesestyleseemstobeformalthattheyalwaysusebusinessexpressionsinthenegotiationandbefixedwithintheframeworkofpreparationbeforehand;Westernstyleishumorousthattheyusedailyexpressionsandareflexibleaccordingtothechangingsituations.Onthepartofintonation,westernersusepassivevoicefrequently,buttheyarelogicalinside;Chinesearehabituatedtousetermsandlongsentences.

Languagestrategies:

Businessnegotiationisjustlikeplayingchess,youwillfrequentlychangeyourpsychology,standpointsandnegotiationstrategiesincludinglanguagestrategiesaccordingtothechangedandchangingsituations.Thefollowingwillbeusefulwhenyouenterthenegotiatingroom:

1.Aggressingaswellasdefending,trytofindyourcounterpart’sweakness（inexpressions,ininsidelogics）anduseyourownstrengthtogettheupperhand;

2.Changeyourstandpointsandlanguagestrategiesaccordingtothechangingsituations;

3.besensitivetothetaboosinyourcounterpart’sculture;

4.Yourlanguagemustserveyourpurpose,servetorealizeyourinterests;toaggressaswellasdefend,toarriveatwin-winend.

5.Yourlanguagemustbeprofessionalandlogical（toresolvetheproblems）andsometimeshumorous（torelaxthetenseatmosphereorbreakthestalemate）.

TheeffectofTranslationandInterpretation

Theabilitytomakeoneselfunderstoodisessentialifanyagreementistobereached.Internationalnegotiationsoftenrequiretheuseoftranslatorsorinterpreterstoattainthisgoal.Theoptimaltranslatororinterpreterswillunderstandboththelinguisticandculturalnuancessonecessarytocommunication.Translatorsorinterpretersmustalsobeadeptatcomprehendingtheintricaciesofeverythingfrombodylanguagetoseatingarrangements.Rarelywillasolonegotiatororteamhavesufficientlanguageskillstooperateanywhereintheworld.Thequalityofthetranslatorsorinterpretersinvolvedwillgreatlyinfluencethenegotiation'soutcome.Andgenerallyspeaking,thetranslatorsorinterpretersininternationalbusinessnegotiationsshould:

1.HavealargevocabularyofEnglish,

2.Befamiliarwiththebusinesstermsinsourceandtargetlanguage,

3.Understandthelexical,syntacticcharacteristicsofbusinessEnglish,especiallyoralEnglishininternationalbusiness,

4.Knowaboutrelevantbusinessknowledge,

5.Besensitivetocross-culturalcommunication,

6.Havegoodinterpersonalskills,

7.Specializeinusingdictionaries,encyclopediaandrelevantreferencebooks.

TheEffectofDifferentBelief

Asdifferentideologiesdevelopedandcombatedeachother,thebasicframeworkofChinesecivilizationwasestablished.AndthenConfucianismbecamethefoundationstoneofChinesephilosophysystem.Confucianism'scentraldoctrineisthatofthevirtueofRen.WhatisRen?

Renistranslatedvariouslyasgoodness,benevolence,humanityandhuman-heartedness.Inshort,Renmeansaffectionandlove.Formorethan2thousandyearsithasmoldedandshapedthecivilizationofChinaandexertedaprofoundinfluenceuponalmostonefourthofhumanrace.JustasDR.Sun-Yat-Sensaid:

”Thereforetheoldmoralsofloyaltyandpiety,affection,andlove,faithfulnessandrighteousness,aresuperiortothoseoftheforeigncountriesLetalonethatpeaceandharmony.Thesehighstandardsofmoralsareournationalspirit."

DifferentfromChina,Christianityplaysanimportantroleinwestern.TheEnglishspeakingcountriesaregenerallyconsideredasChristiancountrieswheremanypeoplebelieveinChristianity.ChristianityistheregionbasedonthelifeandteachingofJesusChrist.HeisthefounderofChristianity.AccordingtothedoctrineofChristianity,theTrinityistheunionofthethreeformsofGod,theSonandtheHolySpirit.JesusChristthesonoftheGod,andtheholybookofChristianityistheBible,whichconsistsoftheOldTestamentandtheNewTestament.However,thepowerofthechurchcannotcomparewiththepasttime,itstillinfluencemanyaspectsofpeople'sdailylife.Forexample,thereareafewimportantfestivalsinthewesternisconcernwithJesusChrist.ChristmasdayisafestivalincelebrationofthebirthoftheJesusChristonDec.25.VirginBirthreferstothebirthofChrist,whichChristiansbelievetohavebeencausedbyGodratherthanbyordinarysexualunion.

Theeffectofdifferentvalues

TheconceptofChinesevaluesisoftenconsciouslyorunconsciouslyplacedinoppositionwithW