商务谈判作业2

Cultural Conflicts in Business Negotiationbetween China and Western CountriesAbstractWith political and economic globalization, international trade is accelerating, and the business negotiation is becoming more and more frequent. Howeve r, because of the cultural differences in different nations or regions, some unnecessary misunderstandings between negotiators frequently appear, which influences the business negotiation process and even the outcomes of negotiation. As a result, studying the cultural differences has become an indispensable part in business negotiation.Key words cultural difference international business negotiation impacts1. IntroductionUnder the economic globalization tendency, business negotiation has more and more frequently appeared in the international and intercultural business environment in recent years. Cultural difference may be one of the most important factors contributing to the international business negotiation. It is well-known that different countries have different cultures. Consequently, cultural difference appears, and it can have a great impact on business negotiation.2. Importance of cultural difference to business negotiationIn the practice of negotiation, many negotiators usually don’t un derstand value or mention the important influence of cultural difference to negotiation. On foreign negotiators’ culture, many negotiators maybe have observed the other side’s “different” or “obscure” way of negotiation, but they think that’s not important. Someone blindly believes that foreign negotiations depend on facts and data, and facts and data are general. Similarly, when some negotiators go to other countries to negotiate, for keeping a harmonious relationship, they will pay attention to the cultural factors in common, and ignore the difference.3. Influence of cultural differences on the international business negotiationInfluence of culture on negotiation is extensive and profound. Different culture naturally divides people in various categories. This kind of religious diversity can lead to different cultural groups’ mutual estrangement. On the other hand, distinct culture is also peoples’ barrier in communication and contact. So negotiators must accept each other’s culture, and by cultural diffe rence, reveal and understand the other side’s purpose and conduction without any mistakes, and make the other side accept you. Finally, they can reach unanimous agreement.3.1 Process of communicationInfluence of cultural difference to the process of negotiation communication firstly shows up in the language communication process of negotiation. Language is a bridge for communication in any countries, any areas and any nations. All the companies or individuals that want to hold negotiation must have the language on to this. Difference between the languages of international business activities is the most straightforward.3.2 Negotiating styleNegotiating style is the main bearing and style that negotiators perform in the negotiating activities. Negotiating style reflects in the negotiators’ behavior in the negotiation process and the method of controlling the negotiation process. Negotiator’s negotiating style has deep cultural imprint. Culture not only decides the negotiators’ code of ethics, but influences negotiators’ way of thinking and personality, so that negotiators from different culture background form distinct negotiating style. Negotiating style has direct influence on the two parties’ communication methods, communication relations, and even negotiating structures in negotiation.3.3 Ethics and LegalChinese culture is used to avoid legally considering questions, but focuses on the consideration on the problem from the ethic. Most of the western countries are absolutely opposite. They often consider problems depending on law. In China, the concept “Ethic is supreme” has dominated an important position in peoples’ thoughts. Once there is a dispute, the first thought is how to win the public support.Recognizing and embracing the cultural difference can take in the whole process of negotiation response measures, included the cultural difference that mayoccur before the negotiation, dealing with the cultural difference correctly in negotiation and follow-up to do a good job for the exchange of cultural differences after negotiation.4.1 Cultural difference that may occur needs to be understood before negotiationIt is essential to understand the cultural difference before negotiation. Preparations for negotiation includes: negotiation background, the assessment of the situation, the facts need to be verified in negotiating process, the agenda, the best strategy options and concessions. Negotiation background consists of location, site layout, negotiation unit, number of negotiators, channels of communication and negotiation time limits.In addition, the ways of negotiating also vary from culture to culture. American culture tends to crowd together to "hammer out an agreement"; while the Japanese culture like to talk to each person individually first, and if everyone agrees, they will arrange a wider meeting.The control of negotiating time limits is also very significant. Different culture has different concept of time. For example, the concept of time is strong in North American culture, and time is money for Americans. But in the culture of the Mid-east and Latin America, the concept of time is less, in their view, the time should be enjoyed. Thus, in international business negotiations, the concept of time differences should be prepared.4.2 Dealing with the cultural difference correctly is needed in negotiationFirst, on the chosen and use of the negotiation language, for Western countries, we must take an export-oriented communication; do our best to express our ideas in a simple, clear and frank way. Second, on the problem of negotiating way, taking an example of China and America, oriental mode of thinking is the overall orientation, and their way used in negotiation is from whole to part, from big to small, from general to specific.4.3 After negotiations do the follow-up job well for the exchange of cultural differenceManagement after negotiations related to the contracts management and the follow-up communication behavior. First of all, for contracts, in the countries where people value the relationship among people, such as China, the settlement of disputes usually don’t depend on the law completely, but depend on the relationship of the two parties. In these cultures, the written contract is very short. It is mainly used to de scribe the two parties’ own responsibilities. But in western countries, suchas America, they regard the contract signing ceremony as a movement of wasting time and money, so they usually sign the contract by sending e-mail.5. ConclusionThe above analyzes the cultural differences and their influences on the international business negotiation. Any person working on the cross-cultural business activities should attach great importance to them. Cultural difference is objectively exists. Attitudes of individuals or groups determine the role of cultural differences. They should work together to create an economic and cultural environment which adapts to both of the parties for success.ReferencesLillian H., Chaney. Intercultural Business Communication[J]. Upper Saddle River, Prentice Hall, 2004.刘白玉.文化差异对国际商务谈判的影响[J].商业视角,2001(2):2刘雯祺.中西文化差异对跨文化商务活动的影响[J].郑州航空工业管理学院学报，2004(10)，第5期:54周忠兴.商务谈判原理与技巧[M].南京:东南大学出版社.2003(12).。