Impacts of Cultural Differences on International Business Negotiations文化差异对国际商务谈判的影响.docx

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1、Impacts of Cultural Differences on International Business Negotiations文化差异对国际商务谈判的影响 I 摘 要 随着我国加入世贸组织中西国家之间经济贸易飞速发展双方商务交往活动越来越频繁国际商务谈判的重要性也日渐显现。然而由于中西方之间存在着巨大的文化差异中西方谈判者之间很可能出现文化冲突以及不必要的误解。因此为了准确把握未来谈判桌上的优势与主导顺利的开展商务活动要想成功的走向国际市场各国商务谈判者了解中西文化的差异显得十分必要。各方在商务谈判中必须增强对文化差异的敏感性承认文化差异还有必要研究最能体现文化价值观和思维定势的

2、谈判为突破口详细的了解谈判对象的文化背景与习惯并且超越文化的局限并在此基础上扬长避短尊重不同文化下商人的不同行为减少因不尊重对方而造成的不必要的冲突应建立相互合作的气氛制定出合适的谈判策略。本文重点讨论了中西国家之间的文化差异及其对商务谈判的影响并提出了化解文化冲突的几点建议使中西方贸易谈判能顺利进行。 关键词文化差异国际商务谈判文化差异的影响 II Abstract With Chinas accession to the World Trade Organization and the rapid development of economic trade between China an

3、d western countries, the business contacts of different countries become more and more frequent; the importance of business negotiations gets obvious gradually. However, the huge cultural differences between China and western countries may give rise to potential cultural conflicts and unnecessary mi

4、sunderstandings. Therefore, in order to take hold accurately the advantages and domination on the negotiating tables in the future, carry out business activities smoothly and walk into international market successfully, it is imperative that negotiators not only need to learn the cultural factors an

5、d acknowledge cultural differences in international business negotiations, but also have necessity to research the negotiations that can most reflect cultural values and thinking sets as the breakthrough, understanding negotiators cultural backgrounds, customs and the limitation beyond culture in de

6、tail. Then, people need to foster strengths and circumvent weaknesses on the basis of understanding others, respect businessmens different behaviors with different cultures, reduce unnecessary conflicts caused by the lack of respect for each other, people are supposed to establish an atmosphere of m

7、utual cooperation and formulate a rational negotiation strategy. The thesis emphasizes the importance of taking cultural sensitivities into consideration during business negotiations to make proper negotiation tactics. In view of such a situation, this thesis makes an effort to highlight the impacts

8、 of cultural differences on international business negotiations and puts forward several suggestions in reconciling cultural differences in order to make the negotiations develop smoothly. Key words: cultural differences; international business negotiations; impacts of cultural differences III Table

9、 of Contents 摘 要 . I Abstract . II 1 Introduction . 1 2 The Relationship between International Business Negotiation and Culture . 1 3 Cultural Differences in International Business Negotiations . 2 3.1 Differences of verbal and non-verbal behaviors . 2 3.2 Differences of values . 3 3.2.1 Objectivity

10、 . 3 3.2.2 Equality . 4 3.2.3 Timing . 4 3.3 Differences of thinking patterns . 5 3.4 Differences of awareness . 5 3.4.1 Awareness of decision . 6 3.4.2 Awareness of human . 6 3.4.3 Awareness of interests . 6 3.5 Differences of custom . 6 3.6 Differences of national complex and mandarin complex . 7

11、4 Impacts of Cultural Differences on International Business Negotiations . 8 4.1 Impacts of cultural differences on negotiating teams . 8 4.2 Impacts of cultural differences on negotiating styles . 9 4.3 Impacts of cultural differences on negotiating structures . 9 5 Methods to Overcome the Cross-cu

12、ltural Barriers . 10 5.1 Doing good preparation for negotiations . 10 5.2 Enhancing cross-cultural awareness of negotiations . 10 5.3 Overcoming cultural bias . 11 5.4 Being a keen insight into the customs of negotiators . 11 5.5 Maintaining neutrality on the cultural issues . 11 5.6 Overcoming the

13、communication obstacles . 11 6 Conclusion . 12 7 Bibliography . 13 1 1 Introduction With the accelerated development of economic globalization, the economic cooperation activities all over the word become more and more universal, and the importance of international business trades are getting obviou

14、s gradually. International business communication and cooperation have been all-around spread out. International business negotiations are also much more frequent and closer than before. The differences between Chinese and Western cultures are bound to become the factor which is most difficult to co

15、ntrol. International business negotiation has become an important link in international business activities. It is not only an economic exchange and cooperation, as well as the communication among cultures. Cross-culture is the biggest characteristic of international business negotiations. Because o

16、f cross-culture, quite a lot of negotiations fail. With Chinas accession to the WTO, there are more and more problems need to be faced by enterprises, business negotiations relate to the success of business activities and the survival and development of enterprises. Thus, the cross-cultural obstacle

17、s in business negotiations are getting more and more attention. Therefore, paying attention to cultural differences is a critical factor in international business negotiations. It is of significance that understanding the cultural backgrounds of the parties, because it helps to avoid the conflicts b

18、rought by cultural differences. It is necessary for us to understand correctly the cultural backgrounds and their differences of countries and regions. Based on that, we are supposed to foster strengths and circumvent weaknesses, and then develop the negotiating tactics in order to prevent the emerg

19、ence or intensification of conflicts and win the success of the negotiations. 2 The Relationship between International Business Negotiation and Culture International business negotiation refers to one behavior and process that business parties in different countries and regions reach consensus throu

20、gh information exchanges and consultations. It has the characteristic of cross-culture. In international business negotiations, negotiators are usually from different nations and regions, and they belong to different religions and culture backgrounds. They are great different in communication ways,

21、thinking patterns, customs and values concept, which gives international business negotiations the color of cross-cultural communication in the invisible environment. It means that it is very important to understand different cultures of different countries and be familiar with culture differences o

22、f business activities. If both parties have the huge differences on cultural backgrounds and thinking patterns, it will cause that communication cannot be undertaken effectively. Many negotiators often do not pay enough attention to the impacts of cultural differences on the outcome of negotiations.

23、 Even if some negotiators have noticed the difference of the opposite parties, they think it 浙江越秀外国语学院毕业论文 2 is not important, which will inevitably affect the negotiation process and results and ultimately hinder the international business activities and economic exchanges. Therefore, the impacts o

24、f cultural differences on international business negotiations should not be overlooked. The core of cross-cultural negotiation is to overcome the obstacles of cultural differences. The United States sociologist David Popenoe gives culture an abstract definition: Culture is the values and meaning sys

25、tems owned by a group or community. Culture contains the concrete of those values and meanings in the physical form, and people learn the culture of their society through observation and acceptation of other members education. “Culture is mental software; it is the collective programming of the mind

26、 which distinguishes the members of one human group from another” (Geert Hofsted, 1994). The formation of all national cultures goes through a long historical period, and once forms, it involves in the aspects of peoples speaking, behavior and thinking. With the influence of geographical conditions,

27、 political systems and economic development, the culture has a big difference between China and Western countries. In the broader context, culture includes language, customs, and the outcomes of the art and law; it also includes the intangible elements such as thinking patterns and values. Everyone

28、dips in their respective cultural environment for a long time; they will subconsciously take their own cultural standard to judge other peoples actions and opinions when they in a strange cultural environment, thus the cultural barriers are formed. 3 Cultural Differences in International Business Ne

29、gotiations 3.1 Differences of verbal and non-verbal behaviors The language used by a nation has a close relationship with culture. In international communication, intercultural differences restrict the language of use. Edward Hall, professor of anthropology, divides culture in different society into

30、 high-context culture and low-context culture based on the direct degree of language expression. In high-context culture society, the ethnic people have the same cultural background; language is only a part of information transmission, non-verbal communication occupies a large number of proportions.

31、 In international business negotiations, Chinese negotiators in high-context culture always express opinions in a subtle and indirect way, they are rarely reject or refute directly, and they regard harmonious as the prerequisite to realize the value, they pursuit permanent friendship and long-term c

32、ollaboration. On the contrary, western culture belongs to the low-context culture. Western people are enthusiastic and frank, they like using precise and clear language to express their intention. In addition, western people focus on debate with great passion, their language is confrontational and f

33、lat. China belongs to high-context culture in which non-verbal communication and indirect expressions are important to convey and understand information such as using body language, eye contact, appearance, tone, location, distance, and environment for 浙江越秀外国语学院毕业论文 3 communication. So understanding

34、 the meaning of the words is necessary. Chinese people seem modest; they dont like debate or confrontation; and they always use silence instead of saying “No”, because they think silence is a way to show politeness and respect for each other. Chinese people are very patient when they negotiating, it

35、 is so-called “oriental patience”. Compared with the functions of verbal communication, non-verbal communication conveys information more truly, expresses emotion more accurately. It plays a decisive role in daily communication. For Chinese people, smile can not only be used to express the feelings

36、of joy, but also used to conceal the emotion of uneasy, awkward and angry. Whats more, it is used to render atmosphere and change the conversation. For western people, smile is mainly an expression of happiness; it is rarely used to express other emotions. Deadlock and conflict inevitably occur in b

37、usiness negotiations, Chinese smile helps to mitigate the awkward atmosphere and avoid quarrels. In the west, silence means agreement, while it has the contrary meaning of saying “No” in China. Negotiators are required to express clearly in business negotiations to save negotiating time. Silence oft

38、en leads to misunderstanding, which is not conducive for negotiations. When talking, westerners seem to have a impromptu speech, they believe that if someone does not understand what they say, he/she will interrupt the dialogue during the conversation. But in China, it is rare to see interruption. B

39、usiness negotiation in the spirit of the principle of equality, both two parties have the right to offer perspectives. Gesture language means expressing by the movements of hands and fingers; it is the core of Kinesics and the earliest communication tool in the human evolution. Westerners have much

40、more body movements than Chinese people, they used to expressing their attitudes and evaluation through gestures. They use hands, arms and exaggerated facial expressions, but these are habits rather than indicating strong feelings. Reasonably using gestures in business negotiations can make the other understand the content of negotia