文化差异对国际商务谈判的影响及对策Word文件下载.docx

文化差异对国际商务谈判的影响及对策Word文件下载.docx

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Internationalbusinessnegotiations；

Cross-culturalpolicy/Interculturalstrategy

ABSTRACT1

Introduction2

1.Culturaldifferences’Influenceoninternationalbusinessnegotiations3

1.1Influenceofculturaldifferencesonthenegotiatingorganizations　1.1.1Influenceofculturaldifferencesonthenegotiatingteam.3

LegalawarenessisingrainedinAmericanconceptandthelawyersplayasignificantroleinthenegotiations.Theywillalwaysbringtheirownlawyerstothecommercialnegotiations,especiallywhenthevenueisinaforeigncountry.ButnolawyerwillbeincludedinaJapanesenegotiationteam.Theythinkaperson,whohastoconsultwithalawyeroneverything,dosen’tdeservetobetrusted.Theyeventhingthatbringalawyertoparticipateinthenegotiations,isdeliberatelycreatedalegaldisputeinthefutureanditisunfriendly.　1.1.2Influenceofculturaldifferencesontheconceptoftime.4

1.2Theinfluenceofculturaldifferencesonnegotiationway4

1.3Influenceofculturaldifferencesontheprocessofcommunication　　1.3.1Influenceofculturaldifferencesonthelanguagecommunication.5

1.3.2Influenceofculturaldifferenceonnon-verbalcommunication.6

1.4Theinfluenceofculturaldifferenceondecisionmaking.6

1.5Theinfluenceofculturaldifferencetotheagreementform7

1.6Influenceofculturaldifferenceoninterpersonalrelationships7

2.Cross-culturalnegotiationstrategy8

2.1CopingskillstonegotiatewiththeAmericans　　2.1.1CharacteristicsoftheAmericans：

8

2.1.2CopingskillstonegotiatewiththeAmericans.8

2.2CopingskillstonegotiatewiththeJapanese9

2.2.1ThecharacteristicsoftheJapanesenegotiations.9

2.2.2CopingskillstonegotiatewiththeJapanese.9

Conclusion10

Bibliography11

Acknowledgements11

Introduction

　Oneofthecharacteristicsofinternationalbusinessnegotiationismultinationalityandmultiplenationality.Negotiatorsfromdifferentcountriesanddifferentregionshavesignificantdifferencesinlanguage,wayofthinking,decision-makingandnegotiationstylesandthisistheculturaldifference,whichmayleadnegotiationstoreachanimpasseorevenfailure.Asaresult,inadditiontolearnthebasicnegotiationskills,itisalsoimportanttoknowthepotentialimpactofculturaldifferencesinnegotiationactivitiesandmakeadequatepreparation.

1.Culturaldifferences’Influenceoninternationalbusinessnegotiations

1.1Influenceofculturaldifferencesonthenegotiatingorganizations

　1.1.1Influenceofculturaldifferencesonthenegotiatingteam.

Cultureisanimportantfactoraffectingthecompositionofanegotiationteam.Itdiffersindeterminingthecriteria,quantity,divisionoflabortoselectnegotiatorsindifferentcountries.Forexample,intheUnitedStateswhichisarelativelysmallpowerdistancecountry,focusingonthenegotiator’seloquence,professionalstandards,reasoningabilityismoreimportantthanhispositioninthecompanyinselectingthemembersofthenegotiation.ButJapanisalargerpowerdistancecountry.Generallyspeaking,statussymbolsareveryimportanthere,sothenegotiatorsshouldhaveacertainstatusandpositioninadditiontohavingsomesocialskills.ThusnegotiatingwithJapaneseshouldfollowtheprincipleofequalityinthechoiceofnegotiators,whichmeanstheidentityandstatusofthenegotiatorswesentshouldbecomparabletothatoftheirnegotiators,oritwouldbeconsideredtobenorespecttothem.MoreoverwomeninJapanhavealowerstatusinsociety.Sogenerallytheparticipationofwomenisnotallowedinformalnegotiations.Orthey'

llshowtheirsuspect,evenshowtheirdiscontent.

　Americannegotiatorshaveinnateself-confidenceandsuperiority.Thedeterminationofthenegotiatornumberfullyreflectstheprinciplesofleanandcrack.Andtheteamissmallandconsistsofonlyseveralpeople.Bycontrast,Japan'

steamisgenerallylargerwhichrepresentstheattentionandmakethefunctionaldivisioneasier.Japanesethinksthatitisalackofsincerityandattentioninnegotiationswhentheteamissmall.ButintheeyesoftheUnitedStates,largeteamshowsthattheyarelackofcapacityandconfidence.Lawyerswillbeaffectedbythecultureinthenegotiations,too.

LegalawarenessisingrainedinAmericanconceptandthelawyersplayasignificantroleinthenegotiations.Theywillalwaysbringtheirownlawyerstothecommercialnegotiations,especiallywhenthevenueisinaforeigncountry.ButnolawyerwillbeincludedinaJapanesenegotiationteam.Theythinkaperson,whohastoconsultwithalawyeroneverything,dosen’tdeservetobetrusted.Theyeventhingthatbringalawyertoparticipateinthenegotiations,isdeliberatelycreatedalegaldisputeinthefutureanditisunfriendly.

　1.1.2Influenceofculturaldifferencesontheconceptoftime.

TheUSnegotiatorsthinkhighlyofefficiencyandprefertotheinstantaction.ThedevelopedUSeconomyleadstoafastpaceoflivingandworking.ThismakesAmericansbelieveintimeandrespecttheprogressanddurationofthenegotiations。

Thishabitrequiresaquickdeal.Theywanttohitthepointquicklyinnegotiatingwithaslessstepsasitcouldbe.TheJapaneseareverypatient.Theyarereluctanttotaketheleadtostatetheiropinionandintention.DelaytacticsistheweaponwhichJapaneseusuallyuseinbusinessnegotiations.Theywouldliketoforcetheotherpartylosingpatiencegradually,oncetheyknowthatthenegotiationshaveadeadlinefortheotherparty,theywillbemoreleisurelytonegotiate.

1.2Theinfluenceofculturaldifferencesonnegotiationway

Generallyspeaking,Negotiationcanbecarriedoutintwoways:

transverseandlongitudinal.Transversenegotiationsspreadoutinalateralway.First,listalloftheissuesinvolved.Thendiscussandmakeaprogressonvarioustopicsatthesametime.Longitudinalnegotiationswilldiscusstheindividualissuesafteridentifyingalltheproblemsshouldbediscussed.TheAmericanisarepresentativeoflongitudinalnegotiations.Theyleantostartwithpreciseterms.Anegotiationisabattletothem,abattleaboutweighingandconcessionsofaseriesofspecificarticles.TheFrencharerepresentativeofthelateralnegotiations.Theyleantostartwithtotalterms.Intheiropinion,negotiationmeansthattheyshouldreachsomeconsensusonthetotalarticlesfirst.Thentheywillguideanddecideonthenextnegotiationprocesses.

1.3Influenceofculturaldifferencesontheprocessofcommunication

　　1.3.1Influenceofculturaldifferencesonthelanguagecommunication.

Communicationdiffersaccordingtodifferentculture.Somepeoplecommunicateinadirectlyorasimplewaywhilesomepeopleinsomeplacescommunicateinindirectormorecomplexways.Americanscomestraighttothepointwithoutthehesitationinbusiness.Accordingtothisstraightattitude,expressingyourviewsandshowingyourattitudewith"

Yes"

and"

no"

directlywhennegotiatewiththeAmericansisnecessary.TheJapanesedon’twanttosay“no”toanythingfortheirfake.Theythinkdirectrefusewillembarrassthebusinesspartner,evenmakethemangry,sointheiropinion,it'

sveryrude.ThismeansthatnegotiatingwithJapanesebusinessmanshouldbewithatoneofgentleandeuphemism.Nevergivethemanultimatumwithoutsecondthinking.AndwhenJapanesetalkingtoothers,theyusuallysay“Ha-yi”andnodhishead.Butnevermisunderstandthem.Thatisjustabehaviorwhichshowstheirpolite.Itmeanstheyarelistingtoyou,notagreewithyou.　　

1.3.2Influenceofculturaldifferenceonnon-verbalcommunication.

Culturaldifferencesalsoimpactonthenegotiationprocessinnonverbalcommunication.NegotiatorshaveahugedifferenceinApplicationofbodylanguage,actionlanguage.Thesamelanguageactionevencansendtheoppositemessage.Forexample,nodmeansagreementinmostcountries.ButincountriessuchasIndia,shakinghisheadwithasmilingfaceshowshisagreement.Asanotherexample,inAmerica,itsays“ok”withthumbandindexfingerintoacircle.ButJapanitisarepresentativeof“money”.ForTunisian,itisactofextremeprovocationbehavior.Inaddition,everyonehashisownprivatespace.Whensomeoneinvadesintoourprivatespaces,wewillbecomeextremelyupset.Butthescopeofthe"

privatespace"

variesaccordingtotheculture.Generallyspeaking,culturestressingindividualismneedsmorepersonalspacethanthecultureemphasizingoncollectivism.Forexample,whenyoutalktotheArabs,youshouldstandcloserbecausewouldlikethespacingbetweenthemlessthan0.5m.WhiletherelativecomfortspaceinUnitedStatesisnearly1mwhichismuchwider.ButinChinaitisusually0.5~1m.

1.4Theinfluenceofculturaldifferenceondecisionmaking.

Itisveryimportantinthenegotiationtoknowthepersonwhohasthepowerofevaluationorhowdecisionsaremade.Cultureisanimportantfactoraffectingthedecisionmaking.Decisionmakingcanbedividedintotwotypesingeneral：

top-downandbottom-up.IntheUnitedStates,decisionsaremadeinatop-downway.Thepersoninchargeofnegotiatio