Cultural Barriers of International Business Negotiation英语专业毕业论文.doc

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1、Cultural Barriers of International Business NegotiationAbstract Along with the remarkable growth of economical globalization, the international business activities are widespread, such as business cooperation and communication. More and more business people pay attention to the negotiation conflicts

2、 caused by cultural differences. The thesis presents analysis on the cultural differences involved in business negotiations between western countries and China from verbal to nonverbal actions, from values to customs. Its essential for the negotiators to take cultural sensitivities into consideratio

3、n in the process of business negotiation so as to reach an agreement.Key Words international business negotiation; cultural differenceTable of Contents1Impact Of Cultural Differences In International Business Negotiation2Factors Of Cultural Differences Of Western Countries & China In International B

4、usiness Negotiation32.1Value Differences32.2Differences In Way Of Thinking42.2.1 Emotional thinking vs logical thinking. . .42.2.2 Unified Thinking vs Opposition Thinking. . . .52.2.3 Spiral thinking vs linear thinking . . . .52.3Differences in Ethics and Legal System62.4Differences in Verbal and No

5、nverbal Actions72.5Linguistic Phenomenon Differences72.6Customs Differences82.7 Treatment Of Interpersonal Differences102.8 Westerners Focus On Time And Efficiency123Strategies in International Business Negotiations133.1Adequate preparations In the pre-negotiation . . . . 133.2Proper expression in t

6、he negotiations143.3 Abandonment of racist in the negotiations.153.4 Sensitivity towards legal issues in the negotiations153.5 After negotiations for cultural differences to improve follow-up communications. 17References:181.The Impact of Cultural Differences in International Business Negotiation Af

7、ter China joining World Trade Organization, WTO for short, international business activities ,especially negotiations, increase remarkably. Negotiation becomes one of the most important factors in international business activities. Not only is international business negotiation is the communication

8、and cooperation on economic field, but also involves conflicts and communication between different cultures.Not only is the international business negotiation the communication and cooperation on economic field, but also involves conflicts and communication between different cultures as well as in i

9、nternational negotiation between different countries and nations. International business negotiation is affected by a series of factors ranging from policies, economy , culture and economic. Among them culture is the most important. Cultural differences cause conflicts in international business nego

10、tiation which casts negation impacts on the business activities. Therefore, in order to make business communication successful, the knowledge of different cultural background is a must for business negotiation and strategy making.2The Factors of Cultural Difference in International Business Negotiat

11、ion between Western Countries & China2.1 Value DifferenceValues are the core elements of culture, which includes the world, life, the relationship between man and nature, religion belief, moral standards, in line with the performance of certain socio-cultural, with persistence, stability, as members

12、 of society generally accepted belief.Benevolence as the core of Chinese Confucianism , to promote a mans own, interpersonal, human and social harmony doctrine, which is collectivism. Collectivism emphasizes team goals, team spirit. Foreign scholars to Chinas traditional culture of this nature is ca

13、lled collectivist cultures, members of collectivistic cultures that are willing to sacrifice personal interests for group interests, needs and goals. Because of this, the Chinese people during the exchange, the emphasis on individual interests should be subordinate to the interests of society as a w

14、hole, only to develop the whole community, individuals can get the maximum benefits. The heart of Western countries is individualism, the heart of Western culture - outstanding personal values , personal will, personal dignity, individual freedom, personal feelings, personal rights and personal inte

15、rests. The whole communities are pushing individualism and self-worth to achieve great emphasis, to measure the value personal success of life. Materialism of Western culture is its great emphasis on the supremacy of the individual values of the main features. Therefore, they exchange the total to t

16、hemselves as the center, that is, those who pass the center, straightforward communication , that is results-oriented. In order to achieve their own ends, its common for them to use a variety of persuasion techniques2.2 Difference in Ways of ThinkingWay of thinking with social and cultural propertie

17、s, in different social and cultural structure of the formation of thinking is different. East and West due to their geographical location, natural environment, ethnic origin, history, religion, customs and cultural differences, they form a different and have their own characteristics to consider the

18、 issue of national culture, way of thinking to understand things.2.2.1 Emotional thinking and logical thinking of the difference.Chinese peoples way of thinking is emotional. The image of the Chinese way of thinking emphasizes the shape see reason and to the United States Hiromasa. It stressed that

19、a clear definition of the position according to which the objectives or results to determine the value. Chinese people for more emphasis on visual experience, but in theory tend to stay in empiricism.The Western way of thinking is rational and logical. Western abstract way of thinking emphasizes on

20、conceptual analysis, logical reasoning. It emphasizes the value of color do not have any facts.2.2.2 A unified opposition thinking, thinking and differences. Chinese traditional culture emphasizes one man and all things to Heaven is the highest level. Chinese people are used to observing things from

21、 a whole, in other words, the universe as a whole from a global point of view. Wests unique geographical features staggered sea gave birth to Western culture, the courage to explore the natural, analytical, attention to the object of heavy objects, good analytical way of thinking, their way of think

22、ing used mainly from the overall concept of the integrated way of thinking.In international business negotiations, Chinese are to first negotiate the contract on both parties to abide by the general principles and to discuss common interests. Their main concern is the possibility of long-term cooper

23、ation. As a result, they avoid discussing details of the so-called arrangement of subsequent negotiations to resolve at the initial stage of the negotiations. Its clearly that Chinese are likely to take “letter to talk about the details”.The Westerners, by contrast, they focus on “first to talk abou

24、t the details”, to avoid discussion of the principles, especially the Americans use of negotiations are local orientation, attention to detail Americans due to the linear way of thinking and analytical thinking of the impact of the most important things the logical relationship between the specific

25、weight than overall, and their way of thinking embodied in the negotiating table is the direct and simple. Therefore, they used to straight to the point and straightforward.2.2.3 Spiral linear thinking and thinking differences. Chinese peoples way of thinking is the spiral, describing certain things

26、 around the center of the process of thinking. But again the form of a spiral of development issues are launched. Try to avoid direct cut to the chase. In international business negotiations, Chinese tend to use the implicit expression, they think expression of that subtle is better than a direct ex

27、pression.Conversely, the Western world view think that things are independent, everything changes in the forward line, which caused linear reasoning concept. Therefore, the English text is generally started by a straight line, usually consisting of four parts: import, themes, support, the conclusion

28、. Cut to the chase straight to the first statement of the central idea of the paragraph, then described the every topics and get the final conclusion.2.3 Difference in Ethics and Legal SystemIn the regulation of human behavior and handling disputes, Chinese and the West vary greatly difference. Chin

29、ese people often consider the issue from the ethical and moral, rather than legal considerations. However, its opposed to the majority of Westerners. In China, the ethics first always occupy the central position of peoples thinking, in the event of disputes, the first thinking is how to gain the sup

30、port of public opinion around, get more help, Unjust in the eyes of Chinese people are very special meaning and significance. Chinese negotiators in the negotiation process for economic activities, including the handling of economic disputes, often used to rely on interpersonal relationships, throug

31、h the organization through the media to play a role.Westerners generally used it for the disposal of the dispute legal means, rather than the role of conscience. Many companies tend to hire a consultant and lawyers in West so as to have disputes handled by a lawyer. In international business negotia

32、tions, they are asked to follow procedures, after the conclusion of negotiations with contract management, and follow-up communications, according to the rules of business affairs or a contract restraining the two sides, in the event of differences and disputes, claims resolved by a formal way to gi

33、ve. In China, some people seems to have to go through a complex network of relationships to resolve disputes ,in the Western view is not necessarily.2.4 Verbal and Nonverbal Actions DifferencesDue to the long cultural heritage and accumulation , the formation of a national language of their splendid

34、 culture. Chinese culture stresses humility subtle; For example thank you, the Chinese people used to say Youre welcome or dont mention it ; and the British response was Thats all right., even Its a easy case. , reflecting its frank indulgent cultures. In addition, the tone and order are also quite

35、different. Interrogative pronouns language question earlier, but In Chinese the personal pronoun as the first such as Where you are? Due to language and cultural differences, misunderstandings and conflicts are inevitable.In international business negotiations, the negotiating parties in addition to

36、 use oral language to communicate, but also through gestures body language facial expressions to express their views and feelings. Because of cultural differences, body language, expression and its meaning is different. As in most countries and regions in the world, people mostly nodded in agreement

37、 or acceptance , shook his head is not to agree or disagree, but in some countries, South Africa, on the contrary, people with a negative nod, agreed with shaking his head, which is often so and the negotiation of foreign businessmen puzzled.2.5 Linguistic Phenomenon DifferenceSamuwa is the American

38、 culture scientists, He believe that the impact of cross-cultural communication and cultural factors, in addition to Chinese and Anglo-American culture in the way of thinking, values, customs and other differences, there are differences in language form and content. Different form of language and la

39、nguage-rich content of the objective existence affects the understanding of language, a cross-cultural communication barriers and misunderstandings resulting in trade and conflict.Two cultural have certain words, certain things or certain phenomena, but the two cultural were given a different meanin

40、g or emotion, thus affecting the accuracy of language expression, resulting in misunderstanding. A simple English word table as a verb, means to act now in British and Americans is for later processing, if the talks the two sides reach a consensus, the problem can be imagined.In foreign trade, parti

41、cularly the use of non-native speakers communicate with each other, the choice of words, body language and so should pay attention. For example, UK exports to the North family business, goat the brand is goat cashmere, they put Chinese in the goat brand as English Goats, although the results are of

42、superior quality cashmere, but poor sales, because it is Goats with goat was intended in English.2.6 Customs DifferenceChinese and English-speaking countries have different customs, their traditional way of life, love, taboo, etc. the customs are different.In the reception dinner, the Chinese are mo

43、re hospitable, very focused face, ostentation, grade, taste, quantity, should be well thought out; while the common people more courteous, dignified and effective, and give the guests some free space. English-speaking countries treat people, food is generally simpler than the Chinese, a habit is per

44、 person. In the restaurant for dinner ,they are also order foe their own meals, after meals may also pay all of the accounts. This eating method, AA system is the exclusive personal doctrine in the diet of Western culture, a typical reflection of the Chinese people is a shared way.We have always str

45、essed that China is the ceremonies, influenced by Confucianism as the core of traditional culture, in order to take into account the face of foreign related enterprises in the trade negotiations sometimes becomes too courtesy and easy-going, emphasizing polite. For example, like with some vague word

46、s, such as “maybe, perhaps”, whatever and so on. Although the Chinese context and the cultural and psychological perspective, we are very polite and tactful, but such words used in business dealings excessive will be counterproductive. Westerners, especially Americans, open expansive character, talk

47、 straight to the point, the point, too many vague words gives ambiguous, lack of confidence, insincere impression. They will find business contacts with Chinese people is very difficult to produce in China when dealing with others not publicly acknowledged his own shortcomings and mistakes, can not

48、afford to publicly clarify their own views and attitudes of the impression, which resulted in difficulties in business dealings and inefficiency. Conflicts caused by external business contacts. To overcome the face confused, do not lose the greater.In the fancy and taboos on both sides there are significant differences. And talk with English-speaking countries who do not ask each other income, weight, age, religion, marital status, where, eating and so on. Know and understand these general business dealings with the common English lan