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Name/姓名:
___彭少英_____
Number/学号:
__************
Major/专业:
___商务英语______
Grade/年级班级：
2009级
（2）班
************************
OnSino-westernCulturalDifferencesinBusinessNegotiation
Contents
OnSino-westernCulturalDifferencesinBusinessNegotiation
Abstract:
.Nowadaysthecooperationandrelationshipbetweencountrieshavebecomecloserandcloserbecausethetendencyoftheworld’seconomyglobalizationbecomesstrongerandstronger.WiththeongoingofChinaopeningandreformpolicy,andsuccessfulentryinWTO,therelationshipbetweenourcountryandothercountriesintheworldwillalsobecomecloserandcloser.Variouscross-culturalnegotiationsbecomemoreandmorefrequent:
somuchattentionispaidbybusinessmenaboutdifferentculturesinthecross-culturalnegotiation.Thispaperaimsatpointingoutthecopingskillsoftheconflictsinthenegotiationbyanalyzingspecificculturaldifferencesinsino-westernininternationalbusinessnegotiation..KeyWords:
businessnegotiations;
culturalconflict:
countermeasures
摘要：
经济全球化的趋势日益加强，国与国之间的交往与联系日益密切。
随着中国改革开放的不断深入和成功加入WTO，我国与世界各国的联系也将越来越密切。
各种类型的跨文化谈判日益频繁，因此跨文化谈判中的文化差异就越来越受到瞩目了。
本文从国际商务谈判的中西方的文化差异的具体表现和以及我们的对策分析等多个层面分析了谈判中冲突的应对技巧，并在此基础上提出了国际商务谈判的策略应用。
关键词：
商务谈判文化冲突对策
Introduction
InternationalBusinessNegotiationisnotonlyeconomicexchangesandnationalcultureandcommunication.Especiallybetweendifferentethnicgroupsindifferentcountries.Internationalbusinessnegotiationisaffectedbypolitical,economicculturalandotherfactorsfromdifferentcountriesandethnic..Themostdifficulttograspistheculturalfactors.Culturaldifferencesalwaysleadtothecollisionandevenconflictduringthebusinessnegotiations.Asaresult,manynegotiationsfail,whichhasadirectaffectonthesmoothieconductofinternationalbusinessactivities.Thereforewemustunderstandthedifferentculturalbackgroundsofthedifferentcountries.Inordertosuccessfullycarryoutbusinessactivities,onthisbasis,toexceedanddevelopareasonablenegotiationstrategytomaketheinternationalbusinessactivitiessuccessful.
1Performanceof
sino-western
culturaldifferencesinbusinessnegotiations
1.1
Differencesinsino-westernvalues
Valueisakeyelementofculture.InChina,itistheConfucianismwhichisviewedrentasthekeyelement,advocatingtheharmonyofthepersonitself,persontoperson,manandsociety,thatis,collectivismwhichemphasisonteamgoals,teamspirit.ForeignscholarscallthistraitoftheChinesetraditionalculturecollectivism,thatmembersofcollectivisticculturesarewillingtosacrificetheirpersonalinterests,needsandgoalstotheinterestsofthegroups.Becauseofthis,theChinesepeopleemphasizethepersonalinterestsshouldbesubjecttotheoverallinterestsofsociety,andsocietyshouldregardasawholetodevelop,inordertogetthegreatestbenefits.
InWesterncountries,theindividualismisthecoreofitsculture.personalvalues,personalwill,personalignite,individualfreedom,personalfeelingspersonalrightsandpersonalinterestsareoutstanding.Thewholesocietygoforindividualism,putgreatemphasisonself-valuerealization,theymeasurethevalueoflifebypersonalsuccess.ThemainfeatureofWesterncultureistoputmoreattentiononpersonalmaterial.Therefore,inthecommunicationtheyputtheirselvesasthecenter,topassbythecenter,straightforwardcommunicationlanguage,whichisresults-oriented.Inordertoachievetheirownends,theyarenothesitatingtouseavarietyofpersuasiontechniques.
1.2Differencesinsino-westernverbalandnon-verbalexpression
Duetolongculturalheritageandaccumulation,countriesformtheirownbrilliantlanguageandculture.Chineseculturestresseshumility,subtle;
forexample,toanswer“thankyou”,theChinesepeopleusedtosay"
you'
rewelcome"
.ButBritishansweris"
That'
sallright."
（Itdoesnotmatter）,oreven,"
It'
saeasycase."
（Littlethings）,toreflecttheflamboyantandoutspoken,exoticculture.Inaddition,therearelargedifferencesinwordorder,intonation,intheforeignlanguagequestion,theinterrogativepronounsisfirst,butinChinesethepersonalpronounsisthefirst,suchas,"
Whereyouare?
"
（Where）?
Soduetodifferencesinlanguageandculture,itisinevitabletoavoidedresultingmisunderstanding.
Ininternationalbusinessnegotiations,thenegotiatingparties,inadditiontouseorallanguagetocommunicate,theyalsousegestures,facialexpressionsandbodylanguagetoexpresstheirviewsandfeelings.Becauseofculturaldifferences,bodylanguage,expressionanditsmeaningisdifferent.Inmostcountriesandregionsintheworld,peoplenodtoexpressthatthendonotagreewithoroppose,butinsomecountriesofSouthAfrica,onthecontrary,anegativeresponsebynoddingandagreewithshakinghishead,whichoftenmaketheforeignbusinessmenpuzzling
2.Theeffectofsino-westernculturaldifferencesonbusinessnegotiation
2.1Sino-westernculturaldifferences
oninterculturalcommunicationobstacles
Chinahasestablisheddiplomaticrelationswithmostcountries.Everycountryhasitsowncustomsandtaboos,customsdifferencesareamajorobstaclefornegotiatorstocommunicatewiththeworld,itwillimpedethenormalinformationexchangeofthenegotiators.Forexample:
theChinesepeopleshakehandstoshowfriendly,butifshakinghandswiththeGerman,hewouldbenervous.Chineseeatwithchopsticks,Westernersuseknivesandforks.Thesedailyhabitscanalsoaffectthenegotiationcommunication.Westernersgenerallybelievedthat"
13"
isunlucky,itshouldtrytoavoidonanyoccasion,ifyoudonnotcare,italwayswillmaketheothersideunpleasant,andeventhenthemostthoughtfulcommunicationplanwillalsofail.Incross-culturalnegotiations,thesubtlefacialexpressions,gesturesandbodylanguageareverydifferent.TheAmericansmakeacirclewiththumbandindexfingertorepresentthe"
OK"
whileinJapanitisthesymbolofrepresentingthemoney,butzeroor"
worthless"
inFrance,whileinothercountriesmayalsomeanotherdifferentmeanings.Duetodifferencesinculturalbackground,theirnegotiatingstylewasalsodifferent.suchastheUnitedStates,itsnegotiatingstylearedifferencesbecauseoftheirdifferentculturebackgrounds.ThecharacteroftheAmericanisgenerous,theywillshowlongtimefriendshipwithotherseventhoughtheyknoweachotherforashorttime.Theyaredecisiveandconfident,sotheyarealwaysveryconfidentlytoenterthenegotiationshall,Theyreceiveitasasigntowinwhentheyaffirmedtheactualmaterialbenefits.Americansliketocommunicatewith"
master"
-hisequallyshrewdnegotiator,persuadinginterests’.Astothesamepersonwithself-confidentandresourceful,hespontaneouslybornrespectandiseasiertonegotiate.Soinordertoachievetheintendedpurpose,itisnecessarytolearnmoreaboutthehabitsandcustomsoftheWesternSocietyandlearntoaccommodateeachothertoavoidecustomsbarriersinthecommunicationbusinessnegotiations
2.2Effectofthinkingdifferenceonbusinessnegotiationbehaviors
Cultureaffectspeople'
sviewsandunderstandingaboutexternalthings,differentcountrieshavedifferentcultures,soinevitablytherearedifferencesinthemodeofthinkingwhichhasbeenparticularlyevidencebetweentheeasternandwesterncultures.ModeofthinkinginWesternculturefocusonlogicandanalysis,whilethemodeofthinkingofEasterncultureshowsintuitiveintegrity,whichisalsothethinkingcharacteristicoftraditionalChineseculture.Duetotheinfluenceoftraditionalculture,Chinesepeopleoftenpaymoreattentiononintuitionandtheprocessofexperienceandfeelings.Inarelationshipalsotendto"
treasurethisexperienceandfeelings”.ComparingwiththeWesternmodeofthinking,thismodeofthinkinghasobviousgeneralandvague,overtime,willformamindsetwhichcanbeinterpretedasidentifyingandsimplifyingtheclassificationofperceptualprocessesontheexternalthings.Inessence,themindsettendtoignorethedifferencebetweenindividualthings,peopleareeasytoexaggerateasocialgroup-relatedcognitiveattitudewithemotionalandtoformafixedcreed.Allfixed,eachsethastheirowncharacteristics,itwilldirectlyaffectthecross-culturalcommunication,resultingtocommunicationfailure.Thenegotiatorsofthedifferentculturesshowedifferencesinthenegotiationsonthebasicofthedifferentobjectiveexistence."
Inaccordancewiththeorderofdiscussion,thenegotiationisdividedintohorizontalnegotiationsandverticalnegotiations.Lateralnegotiationsisfirsttoidentifyalltheissuesinvolvedinthenegotiation,thentodiscussthemincyclegohandinhand,staggeredverticalnegotiationistoidentifytheissuesinchronologicalorderonebyonetodiscuss."
[3]（P510）Ingeneral,thelateralnegotiationsandverticalnegotiationsapplytodifferentelementsofthenegotiations,inspecificnegotiations,itshouldbeselectedasthecase.Ttistheresultoftheimpactofculturalpractices.Forexample,Americanstendtousethelongitudinalnegotiations,Frenchmanislateralnegotiations.BecausethenegotiatorsoftheUnitedStateslike"
packagedeal"
approach,accordingtotheissuesonebyonetotalkinturn,whiletheFrenchnegotiatorsprefertodrawaroughoutlineofthesubjectofnegotiations,andthenrepeatedconversationstodeterminevarioustopics.Soinordertosucceedinbusinessnegotiations,wemustrecognizethedifferenceswayofthinking.Itisve
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