英文商务文化谈判Word文档下载推荐.docx

英文商务文化谈判Word文档下载推荐.docx

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perceiveddistanceisshrinkingduetoadvancesintransportationandtelecommunicationstechnology;

materialcultureisstartingtolooksimilartheworldover;

andnationaleconomiesaremergingintoaninterdependent,integratedglobaleconomicsystem”.

TheChinesemarkethasbeenattractinglotsofbusiness.Thousandyearsago,manybusinessmenfromRomeorsomewesterncountrieswentthroughtheSilkRoadtoChinaforChinesebeautifulporcelain,silksandtea.Theopiumwarinthe19thcenturybroughtdisasterstoChinawhilealsopromptedalargenumberofadventurersandbusinesspeoplefromtheWestcountriestosearchtheriches.Sincethelate1970s,China’s“opendoor”policyandunprecedentedacquisitionofforeigninvestmentwasconsideredadreamcometruefortheWesternbusinesspeople（Fang1999）.AfterthattimemanybusinessmanbeganswarmintoChina,thetotalvaluesofimportsandexportwasfromalmostzeroin1979increasedto14219.1（100millionUS）in2005.Foreigndirectinvestmentwasalsofromalmostzeroin1979increasedto603.25（100millionUS）in2005（Chinastatisticalyearbook2006）.Aftertwodecades’development,ChinabecamethelargestrecipientofforeigndirectinvestmentamongdevelopingcountriesandbecamethesecondlargestintheworldaftertheUnitedStates.

Theworldeconomyisbecomingglobalized,asnewblocksandrelationshipsemergetocreatearadicallydifferentbusinessenvironment.Internationalbusinessnegotiationsareincreasinglyrecognizedasapartofthemanagerialprocess,highlyrelevantfortheimplementationofbusinessstrategies.Negotiationcanbedefinedas“aprocessbywhichdisputantscommunicatetheirdifferencestooneanotherthroughconference,discussionandcompromise,inordertoresolvethem”,or“Anaspectofhumanactivityinfluencedbytheculturalbehaviorofsocieties”.Moreovermanyscholarsrecognizedthat,differentculturesamongdifferentcountriesplayedveryimportantrolesininternationalbusinessnegotiationsprocess.AsGulbroandHerbigsaid“Differentculturescangeneratedifferentnegotiatingstyles,whichareshapedbyeachnation’sculture,geography,history,andpoliticalsystem”.

Somescholarspointedoutthatmorethantwo-thirdsofmanynegotiationeffortsfaileventhoughbothsideshavecommongoalstoreachasuccessfulbusinessagreement.Alackofknowledgeunderstandingofthedifferentculturesmaycompletelyexplainthissituation.“Thewayonesucceedsincross-culturalnegotiationsisbyfullyunderstandingothers,usingthatunderstandingtoone’sownadvantagetorealizewhateachpartywantsfromthenegotiations,andturningthenegotiationsintoawin-winsituationforbothsides”.

1.InternationalBusinessNegotiation

1.1Negotiation

Negotiatingisabasic,generichumanactivityaprocessthatisoftenusedinlabor-managementrelations,inbusinessdealslikemergersandsales,ininternationalaffairs,andinoureverydayactivities.Thenegotiationsthattakeplacetofreehostages,tokeeppeacebetweennations,ortoendalaborstrikedramatizetheneedforbargaininganditscapabilitiesasadisputemanagementprocess.Negotiationisnotaprocessreservedfortheskilleddiplomat,thetopsalesperson,ortheardentadvocatefororganizedlabor;

itissomethingthatwealldo,almostonadailybasis.Althoughourdailynegotiationsarenotusuallyasdramaticasfreeinghostagesorkeepingpeace,everyonenegotiates;

sometimesonmajorthingslikeajob,atothertimesonrelativelyminorissues,suchaswhowillwashthedishes.Thestructureandprocessesofnegotiationarefundamentallythesameatthepersonallevelastheyareatthediplomaticandcorporatelevels.Aboveall,weshouldunderstandthemeaningofnegotiation.

1.1.1CommentsonDefinitionsofANegotiation

AccordingtoLongmanDictionaryofContemporaryEnglish,negotiationsare“officialdiscussionsbetweentherepresentativesofopposinggroups,whoaretryingtoreachanagreement,especiallyinbusinessorpolitics”.Scholarshaveofferedfromdifferentperspectivesanumberofthought-provokingdefinitionsofnegotiation.Forthepurposeofthisthesis,theauthorquotesthedescriptivedefinitionofnegotiationproposedbyscholarLindaBeamer“Negotiatingisaspecialcommunicationtask.Itoccurswhentwoormorepartieshavecommoninterestsandthereforehaveareasontoworktogether,butwhentheyalsohaveintereststhatconflict,whichmaypreventthemfromworkingtogether.Morespecifically,negotiationisthecommunicationthattakesplaceinordertoreachagreementabouthowtohandlebothcommonandconflictinginterestsbetweentwoormoreparties”.Inthisdefinition,weunderstandthebasicconditionsofbeinganegotiation（commonandconflictinginterests）andaimsofanegotiation（reachagreementabouthowtohandlebothcommonandconflictinginterestsbetweentwoormoreparties）.Inshort,“anegotiationisaprocessofcommunicationbetweenpartiestomanageconflictsinorderforthemtocometoanagreement,solveaproblemormakearrangements”.Negotiationisabasicmeansofgettingwhatonewantsfromothers.Itisback-and-forthcommunicationdesignedtoreachanagreementwhenoneandtheothersideshavesomeintereststhataresharedandothersthatareopposed.

Thefundamentaldefinitionofwhatnegotiationis,orofwhatoccurswhenonenegotiates,candiffergreatlyacrosscultures.Forinstance,“Americanstendtoviewnegotiatingasacompetitiveprocessofoffersandcounteroffers,whiletheJapanesetendtoviewthenegotiationasanopportunityforinformation-sharing”.BecauseofAmericanvalueofcompetitionandJapanesevalueofinterpersonalrelationships,AmericansandtheJapanesetendtoviewthenegotiationdifferently.WewillcompareAmericanvalueofcompetitionandChinesevalueoffaceandrelationshipsinSino-USbusinessnegotiationslater.

1.2InternationalBusinessNegotiation

Internationalbusinessnegotiationisasocialprocessthatisusedtoresolvedisputesbetweenbusinessesindifferentcountries.Itusuallymeansmorethanonecultureisinvolved,makingnegotiationamuchmorecomplicatedprocesswhenitoccursacrossborders.Sointernationalbusinessnegotiationisalsocategorizedintointerculturalnegotiation.

1.2.1EmpiricalBaseofInternationalBusinessNegotiation

GrahamandhiscolleagueshaveconductedaseriesofexperimentscomparingnegotiatorsfromtheUnitedStatesand15othercountries,includingJapan,China,Canada,Brazil,andMexico.Thesestudieseachusedthesameresearchmaterials—aversionofthebuyer/sellernegotiationsimulationdevelopedbyKelley,inwhichnegotiatorshavetodecideonthepricesofthreeproducts（televisions,typewriters,airconditioners）.Theparticipantsinthestudieswerebusinesspeoplewhowereeitherattendingmanagementseminarsorgraduatebusinesscourses.Participantsinallthesestudiesnegotiatedwithpeoplefromtheirowncountries（thesewereintraculturalnegotiations,notinterculturalnegotiations）.Themajordependentmeasuresinthesestudieswere

（1）theindividualprofitlevelmadebythetwonegotiatorsinthesimulationand

（2）thelevelofsatisfactionthatthenegotiatorshadwiththenegotiationoutcomes.

Theresultsofthisresearchhavebeenquiteconsistentacrossstudies.GrahamandhiscolleaguesfoundnodifferencesintheprofitlevelsobtainedbynegotiatorsinthesimulationfromtheUnitedStatesandtheothercountriesstudied,including:

Japan,China,Canada,Brazil,andMexico.Takenasawhole,theseresultssuggestthatnegotiatorsfromthedifferentcountriesstudiedwereequallyeffectiveinobtainingnegotiationoutcomes.Oneconclusionfromthisresearch,then,isthatbusinessnegotiatorsfromdifferentcountriesappeartoobtainsimilarnegotiationoutcomeswhentheynegotiatewithotherpeoplefromtheirowncountry.

Insummary,theprogramofresearchdonebyGrahamandhiscolleaguessuggeststhatnegotiatorsfromdifferentculturesusedifferentnegotiationstrategiesandcommunicationpatternswhentheynegotiatewithotherpeoplefromtheirownculture.Importantly,however,therewasnodifferenceinthenegotiationoutcomesattainedbythenegotiatorsacrossthesestudies.Thissuggeststhattherearemanydifferentwaystonegotiateagreementsthatare,onaverage,worththesamevalue,andthatanegotiatormustemploytheprocessthat“fits”theculturetheyarein.Further,thecultureofthenegotiatorappearstobeanimportantpredictorofthenegotiationprocessthatwilloccurandhownegotiationstrategieswillinfluencenegotiationoutcomesindifferentcultures.Inaddition,theirresearchsuggeststhatinterculturalnegotiationsmayyieldpooreroutcomesthanintraculturalnegotiations,atleastonsomeoccasions.

1.2.2FactorsInfluencingInternationalBusinessNegotiation

Therearethreefactorsthatmakeinternationalbusinessnegotiationsmorechallengingthandomesticnegotiations.Thesefactorscanacttolimitorconstrainorganizationsthatoperateintheinternationalarena,anditisimportantthatnegotiatorswhobargainacrossbordersunderstandandappreciatetheireffects.

PoliticalandLegalPluralism

Whenorganizationsmakebusinessdealsthatcrossanationalborder,theycomeintocontactwiththelegalandpoliticalsystemofanothercountry.Theremaybeimplic