Cultural Differences Affects the Business Negotiation 中英文化差异影响商务谈判.doc

cultural differences affects the business negotiationi influenceculture has become an important factor in the ever-changing global business world of today and tomorrow,so it is important to illustrate the differences in cross-cultural communication, such as addressing, time-oriented, personal distance, “yes” or “no” and so on. the influence of cultural differences in business negotiation is profound. based on the cultural differences and the influence of cultural differences in business negotiation, some methods are provided to deal with cultural differences. thus, learning cultural diversity between eastern and western countries can not be ignored. with the advent of economic globalization, increasing international business negotiations. international business negotiation is not only economic exchanges and cooperation, but also cultural exchanges and communication, and cultural factors play a crucial role. business contacts in trade negotiations as a special means, necessarily involves different geographical, ethnic, social and cultural exchanges and contacts, resulting in cross-cultural negotiations. in cross-cultural negotiations, different geographical, ethnic, cultural and political system will affect the negotiations between those who thought, negotiation style and behavior, thus affecting the entire negotiation process. therefore, business activities especially in international business must understand and master the links between different cultures and differences. preparation and organization during negotiations, the better to understand the impact of cultural differences on negotiations, and only positively impact the face of this order to achieve the desired goals. in the increasingly globalized world economy, with international business activities, frequent and close contacts, the cultural differences between countries it is particularly important, little carelessness will cause unnecessary misunderstanding, or even directly affect the actual business contacts effect. for this reason, how to resolve cross-cultural background in international business negotiations is very important. this by studying the cross-cultural differences and the impact on business negotiations, on how to correctly handle the negotiations that occur during cross-cultural differences in issues of international business negotiations can proceed smoothly. cross-cultural differences impact on international business negotiations.cultural is a kind of composite including knowledge,belief, art, law ,ethics, manners, habits . it affects peoples behaviour. the international business negotiations is trans-border activities, so to understand the cultural environment and cultural differences in international business negotiations is very important.specific cultural includs four main factors：a, language and communicationthe exchange form, including language to communicate and nonverbal communication, directly affects international business negotiations. language is one of the negotiation power source, and in almost all kinds of negotiations, it will be the deciding factor of whether can achieve the purpose or not,therefore, the culture of the negotiations have always faced with language disabilities. to ensure communication well, business negotiation requires the english translation. a translator is required not only to know two languages but also have the professional and technical knowledge.b,valuesvalues is that using culture to measure the standards of conduct and result. they are affecting peoples understanding of problems and will also brought to the strong emotions. the impact of different cultures is very different. in a culture of the proper action in a different culture may be considered to be unethical.more specifically, they are those who help promote the cultural communication skills and values.the first is ethics. ethics in china is more important than that in the west,so there are more verbally in chian .americans always try to put the business and companionship apart and solve the problems with law,and the lawyer always had to solve the problem,it is brief and not flexible, we should wake up this point.the second is the group consciousness.the cultural traditions and ideas of both chinese and western culture are different, so that in the negotiation process can easily pitting or misunderstanding to the subject.the third one is the collective viewthe chinese has strong collective sense and was the collective responsibility to the pattern of collective bargaining. the result is decided in person,but the person may be not in the place where the result is turned out. on the contrast, the westerners personal responsibility is heavier, higher and more flexiblethe last one is time values.time values and how it decides the plan of action for the international business negotiations has a broad and intangible. the daily acts of negotiations by the time difference, is perhaps the most obvious results. the merchant of great importance to time. the time of the concept of efficiency, in the work they often counted second by second.for example, the jews take time as the very important thing and they never have leave early or late, or procrastinate, etc.c,the way of negotiation:to negotiate principles first or details first?in chinese culture, the negotiations, you usually pay attention to the principle of first, the details;” western, on the contrary, they first to the details and avoid discussing the principle. such differences have often led to both chinese and western exchange difficult. the chinese people prefer to deal with the details before the general principle, both parties agree that the specific problems in the negotiations to resolve. the mind-set makes us in the bargain and relatively advantageous position in most cases. owing to the chinese way of the negotiations are not enough to adapt to westerners,the conclusion of negotiations fairly chinese. westerners generally think of detail is the essence of the problem, and they are willing to pay more attention to the details, and for matters of principle of discussion in the way of thinking, americans tend to break complex negotiations for the minor problems, the big task for a series of small tasks, such as storing up the price, packaging, delivery and so on,then to complete in turn.for them, the final agreement is the summation of small tasks agreement. their relatively high real interest , but not on wild speculation. a striking contrast to the chinese think that the negotiations is an overall consideration, and easily from many different views, so china is the first principle then the details, they are first details and avoid talking about principles. in conclusion, the americans wished to negotiate the end of a definite conclusion, the exchange contract, they thought that once the exchange of the book, a war had ended negotiations. the american culture pays more attention to the objective of equality, therefore, they are often relying on a contract to safeguard the rights and obligations, so the agreement will look fine and long service. and the sign of no extravagance and waste, even by post to sign the contract, after less subsequent exchanges, as in letters, gifts, visits, etc.on the contrast, the chinese model ofen includs celebrating the rites ,or a rich cultural and moral.d, the decision-making processwhen confronted with the complexity of negotiations, the people from different countries will make a decision with different ways.knowing these cultural differences will help to predict his reaction in business negotiation and have the initiative of the negotiation process. objective, both chinese and western culture has its superior position. many of the nations culture are quite complex and very differences from our own culture. thinking big success in the international business negotiations, we should learn to appreciate and respect for national culture,but also appreciate his country with culturae,at the same time we shold avoid mistakes that associating with business. the purpose that we study both chinese and western culture lies in: knowing ourselves and also others properly so that we can make our negotiations more sucessful.ii strategiesin view of the above described, we should try to know more about the negotiation differences initiatively, explore the real reasons which lead to misunderstanding and promote to a successful negotiation.international business negotiation comprises many different thinking, patterns, emotional expressing ways and customary behaviors. sometimes, effective communication may be weakened if some cultural factors were ignored. consequently, in the international business negotiations, its of great necessity to strengthen the intercultural awareness. it should be realized that negotiators with different culture backgrounds have different needs, motivation and beliefs. it is suggested to understand, accept, and respect the other partys culture. also, under the guidance of correct negotiation awareness, it needs to adapt to different business culture styles with flexible tactics.negotiators must try to know the opponents customs and taboos as many as possible before carrying on the international business negotiations, in case of any unpleasant atmosphere arise because of ignorance of some particular customs. for example, elephant, which we considered to be precious and lucky, is the symbol of clumsy and awkward in england. therefore, when trading with english people, elephant images should not be avoided on the trademarks and packages. so its very important to know the other culture deeply.cultural bias should be overcome. though mostly, people can aware of the existence of cultural differences, they use their standards to explain and judge others intentionally or unintentionally. usually, they forget the absolutely different business cultures. thus, in the international business negotiation, ethnocentrism should be 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