中西方文化差异对国际商务谈判的影响Word文档格式.docx
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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