商务英语写作论文 学 院： 本国语学院 专 业： 商 务英语 年 级： 2 0 1 2 级 姓 名： 张胜男
论文标题：Implication of Cultural Differences
on International Business Negotiations 引导教师： 李晶漪职称： 副教授 成 绩：
2014 年 6 月 19 日
Contents
Key words3 摘 要3 关键词4
2. Types of Culture Differences4
2.1 Value View4 2.2. Negotiating Style5 2.3. Thinking Model5
3. Impact of Cultural Differences on International Business
Negotiations5
3.1Impact of Value Views Differences on International Business Negotiations6
3.2 Impact of Negotiating Style Differences on International Business Negotiations6
3.3 Impact of Thinking Model Differences on International Business Negotiation7
4. Coping Strategy of Negotiating across Cultures7
4.2 Overcoming Cultural Prejudice8 4.3 Conquering Communication Barriers8 5. Conclusion9 Bibliography10
Implication of Cultural Differences on International Business
Negotiations
Name: Zhang Shengnan No.: 20125061824 Business English Major School of Foreign
Languages
Supervisor: Li jingyi Title: Associate
Professor
Abstract: The business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause
unnecessarymisunderstanding, even affect the result of the business negotiations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article commences from the types of culture differences, then it explains the impacts of these culture differences on international business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other party’s culture, and try to make him be accepted; then make a correct evaluation with the help of valid communication and discover their real benefits between them. Besides, we should know clearly and try to accept the culture differences as possible as we can. It is very important for the success of culture negotiations.
Key words: Culture; Culturaldifferences; Business negotiation; Impact
择要:分歧文明条件下的商务会商就是跨文明会商.在世界经济日趋环球化的今天，随着国际间商务交往活动的频繁和紧密，各国间的文明差别就显得格外的紧张，否则将会惹起不必要的误解，甚至可能直接影响商务交往的实践效果.这味着怎样化解各国分歧文明布景在国际商务会商中黑白常紧张的.文章从文明差
别的类型动手，然后解释了这些文明差别对国际商务会商的影响，末了分析了怎样正确处理会商过程中文明差别的成绩.文章强调了这样一个观点，在分歧国家商务会商中，会商员应该接受对方的文明，并试图是本人被对方所接受，然后在无效沟通的帮忙下做出正确评价，并找出它们之间的真正利益.此外，们应该尽可能的清楚的了解并发现对方的文明.这对文明会商的成功至关紧张.
关键词：文明；文明差别；商务会商；影响 1.Introduction
Along with the advancement globalization and China’s WTO entry, businessenterprises in China have to face more and more business negotiations
with
foreign
enterprises,
especially
with
Americanenterprises. In these negotiations, Chinesenegotiators sometimes feel uncomfortable, puzzled, lost, irritated and the alike, because of unfamiliar custom and behaviors demonstrated by American negotiators. Meanwhile, American negotiators confront the same situation. Cult rural differences between China and west countries could cause many problems. Therefore, understanding cultural differences and overcoming them is crucial in international business negotiations.
Although the definition of culture is numerous and vague, it is commonly Recognized that culture is a shared system of symbols,
beliefs, values, attitudes and expectations. Culture is a major determinant in business negotiation. So have a clear picture of culture differences if of great significance. 2. Types of Culture Differences
The east countries and west countries have produced different cultures on the different continents. Among the different cultures, value views, negotiating style and thinking model appear more obvious. 2.1Value View
Value view is the standard that people use to asses objective things. It includes timeview, equality view and objectivity. People may draw a different or even contradictory conclusion about the same thing. Value view is one of the most important differences among the many factors. It can influence the attitude, needs and behavior of people. The value view varies from nation to nation, people know that the eastern person focus on collectivism, while the western people pay more attention to individualism. 2.2. Negotiating Style
Negotiating style refers to the tolerance and graces which the negotiator shows in the negotiation. The negotiators show their negotiating style through behavior, manners and the method of controlling negotiation process during the negotiation. The
negotiator’s negotiating style has a bearing on their culture background. According to the culture differences, negotiating style falls into two types: the east negotiating style pattern and the west negotiating style pattern. 2.3. Thinking Model
Thinking model reflects the culture. Because of the influences of history background, continents, words and living method, different nations generate different thinking models. Surely, there is more than one thinking model of a nation, but one is more obvious compared with others. As a whole, east people, especially Chinese have strong comprehensive thinking, image thinking and curved thinking, while analytical thinking, abstract thinking and direct thinking are possessed by the west people.
3. Impact of Cultural Differences on International Business Negotiations
With the rapid development of economy, we need to do business with businessmen under different culturebackground, so in order to reach trade agreement, it is necessary for us to study the impact of culture differences on international negotiation in global business activities. The impact of culture differences on international negotiation is extensive and deeply. Different cultures divide the people into different group and they are also the obstacles
of people’s communication. Accordingly, it is required that the negotiator should accept the culture of each other. Furthermore, through culture differences, it is important that the negotiator reveal and understand the other party’s goal and behavior and make him or herself be accepted by the opponent to reach agreement finally. 3.1Impactof Value Views Differences onInternationalBusiness Negotiations
Value Views Differences onInternationalBusiness Negotiations fall into three types: time view, negotiation style, thinking model. Each has big influences on business negotiation
Theobjectivity in international businessnegotiation reflects the degree to which people treat any things. West people especially Americans have a strong objectivity on the understanding of issues. At negotiation table, Americans don’t care much about relationship betweenpeople. They don’t care if the status of the opponent is equal to theirs. They make decision based on facts and data, notpeople. The saying that public things use public ways is a reflection of Americanobjectivity. Therefore，Americans emphasize that Businessmen should distinguish people and issues, what they are really interested in is the actual problems. But in the other parts of the world, it is impossible for them to distinguish people and issues. 3.2Impact of Negotiating Style Differences on International
Business Negotiations
The impacts of negotiating style differences on international business negotiation mainly exist in negotiating method and negotiating structure. Take the negotiation between America and China as a example, since the oriental care more about unity in thinking, theymethod they adopt in negotiation is from unity to parts, from the big to little, from the abstract to the concrete, that is to say they should each agreement on generalterms, thenbegin to talk about the concrete terms. Andusually not until the end of the negotiation do they make compromise and promise based on all the items, and then to reach agreement. The west people are influenced by analytic thinking, so pay more attention to logical relations between things. They consider more about concrete things than integrity. And they tend discuss the concrete items at the beginning of negotiation, so they often resolve the price, delivery and issuance respectively at first. And they may make compromise at every detail, so the final contract is the combination of many little agreements. The negotiating structure is linked with cultures. Negotiating structure mostly refers to the number of the participants. In business negotiation, theforeign delegation is usually composed by 3-5 people, while the Chinese one could be more 15 people. That results from the influence of collectivism. So they often said to their partners: Let
us think about it. Let us discuss it. But the west negotiators could make the final decision without going back for discussion. Thatbecause their admire individualism and hard working. They have strong independence. They would carry on according to the best ways after knowing their goals. What’s more, most west people think that they have the ability to deal with the negotiation situation on their own. Andtruly, they are brave enough to take responsibility. 3.3Impact of Thinking Model Differences on International Business Negotiation
The thinking model of Chinese tends to be comprehensive, concrete and curved, while the Americans are usually analytic, abstract and straight-line. We Chinese are accustomed to talking about generalprinciples at first and then move onto details. To Chinese negotiators, the core is the general guideline, and the details are subject to the guideline. After figuring out the big picture, other problems are easier to resolve. It is the most obvious feature of Chinese negotiators. But west businessmen, especially Americans are likely to discuss the details first and try to avoid the principle. They value details very much and think noting about the unity. Accordingly, they want to discuss the details at the beginning of negotiation. They are direct and simple in negotiation. As a matter of fact, many facts show that General principles first have impact of
constriction on the parts and details. Forinstance, ourgovernment insists on the principle that Hong Kong and Macao are undivided parts of China’s territory. In the important diplomatic negotiations such as Entering into relationship with America, Hong Kong’s and Macao’s Coming back into their motherland. It is under such principle that we established the tone of the negotiation and controlled the skeleton of the negotiation, thus we get the advantage and prompt the success of negotiation.
4. Coping Strategy of Negotiating across Cultures
The culture differences in cross-cultural communication have various impacts on operation of enterprises. These differences will influence negotiation and management of transnational operation; what’smore, it may have bad effects on the harmonious relationship between our country and foreign countries. Maybe that will lead to the missing of market opportunities, the increase of trade cost and the low efficiency of company management. So, it is really necessary for us all to eliminate and avoid disadvantageous effects. 4.1 Making Preparations before Negotiation.
The negotiators must make good preparations if they want control the development of negotiation successfully in the complex situation. Only do they make good preparations can they make changes freely according to the situation of negotiation and avoid the
happening of conflicts. Because the international business negotiation involves extensive aspects, more preparations are needed. The preparations often include the analysis of the negotiators themselves and the opponents; theconstitution of negotiation group, elaborating the negotiating goal and strategy and going on imitation negotiation when necessary. When making preparations, you should try to know the opponents while you analyze yourselves. Analyzing yourselves mainly refers to studying if the project is feasible. To knowing about the opponents means understanding their strength such as credit status, the policy、 business customs and regulations of their countries and the
conditions of their negotiating members and so on. 4.2Overcoming Cultural Prejudice
Tolerating different cultures and overcoming cultural prejudice contribute to better communicating with each other and understanding each other. West people often think that they are powerful, capable and experienced, so sometimes, we need to recognize then and give then some good comments. We should learn about the foreign cultures before negotiation and accept and understand their cultures in negotiation, because every country regard their own cultures as a matter of course and hope that their culture could be recognized and accepted.
4.3Conquering Communication Barriers
Two trains running at different railways in the opposite direction will collide with each other; maybe this is the best arrangement for trains. But to communication between people, there won’t be communications if people go ahead according to their own ways. Trains will collide with each other if they run on the same railway at the opposite direction. But if we measure by the objective of people’s communication, only we meet each other, can we have communication and friendship. In negotiation, sometimes we can’t make much progress although we have talked for longtime. And sometimes both parties are not satisfied. Afterthinking, that is caused by communication barriers which happen easily in cross-cultural negotiation. We should make sure if there appear communication barriers, ifso, we must overcome them. Generallyspeaking, we should pay more attention to the following three communication barriers in cross-cultural negotiation: the communication barriers caused by culture background of both; the ones caused by misunderstanding of the contents and information from the partner; the ones caused by not being willing to accept the opponent’s contents and ideas. 5. Conclusion
“Social Customs varies in different countries”. In a word, cross-
cultural communication will meet the problem of culture differences surely. Inturn, culture differences also influence all aspects of international business communication. To avoid or to resolve the culture differences is a huge task in international business negotiation. In order to step into the international market successfully, we must have the awareness of culture differences, acknowledge culture differences and understand different cultures. Try to know yourself and know them. What’smore, we should respect different behavior of businessmen under different culture background, and then we could reduce unnecessary conflicts resulting from not respecting the opponents. It is beneficial for both to form an atmosphere of mutual trust and cooperation, reduce culture differences and turn disadvantages into advantages and benefits. Thus, we could avoid conflicts and obstacles, then to promote communication and harmony in international business negotiation. Bibliography
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