晋商对现代企业的影响.doc

泉 州 师 范 学 院学 年 论 文Cultural Differences on International Business Negotiations between American and Japan国际商务谈判中的美日文化差异应用科技 学 院 经贸英语 专 业 09 级 一 班学生姓名 沈逸婷 学 号 090206006 指导教师 陈瑜萍 职 称 助教 完成日期 2010年9月10日 Abstract: Business negotiations under different cultural conditions are cultural negotiations. With the development of economic globalization and frequent business contacts, cultural differences have become very important. If they are neglected, they could cause unnecessary misunderstanding, or even undermine the result of business negations. Therefore, it is of great significance to know different cultures of different countries as well as ways to avoid cultural conflicts in the context of international business negotiations. The paper begins with the different between American and Japanese culture, analyzes the causes of cultural differences and explains the impact of cultural differences on international business negotiations from seven perspectives of organization, concept of time, negotiation style, communication process, decision-making, agreement forming and relationships. Finally, it analyzes effective ways to deal with the problem arising from cultural differences between American and Japanese. The paper stresses that in business negotiations between different countries negotiators should accept the other partys culture, try to make him be accepted and make a correct evaluation with help of effective communications. In a word, for successful cultural negotiations, cultural differences need to be perceived, accepted and most importantly played down. Key words: culture; cultural difference; business negotiation; impact【摘要】不同文化条件下的商务谈判就是跨文化谈判。在世界经济日趋全球化的今天，随着国际间商务交往活动的频繁和密切，各国间的文化差异就显得格外的重要，不加以重视将会引起不必要的误会，甚至可能直接影响商务交往的实际效果。这就意味着在国际商务谈判中如何化解各国不同的文化背景是非常重要的。本文从美国与日本文化差异方面，剖析了与这两个国家谈判要注意的问题，并从谈判组织、时间观念、谈判方式、沟通程序、语言沟通方式、非语言沟通方式、决策、共识、人际关系九个方面来阐述国际商务谈判中美、日文化的差异，最后分析了如何正确处理美、日谈判过程中出现的文化差异的问题。本文的观点是：在跨文化商务谈判中，谈判者应该接纳对方的文化，并努力使自己被对方接受；需要借助有效的沟通，在不损害双方利益的前提下做出正确的评价。总之，在认识和接受文化差异的同时，要尽量淡化文化差异，这对于跨文化谈判的成功是非常重要的。【关键词】 文化、 文化差异、 商务谈判、 影响ContentsIntroduction.4Chapter 1 Cultural Differences on International Business Negotiation41.1Cultural differences affect the organization of the negotiations.41.2Cultural differences on the concept of time.4 1.3Cultural differences affect the way of negotiations.51.4 Cultural differences impact on the communication process.51.4.1 Cultural differences on the impact of language.51.4.2. Cultural differences on the impact of nonverbal communication.51.5.The cultural differences affect on decision-making .61.6.Cultural differences in the form of the agreement.61.7 .The impact of cultural differences on relationships.6Chapter 2 How to handle cultural differences on negotiations betteen US and Japanness.62.1.Negotiation features of American businessmen.62.2.Negotiation features of Japanese businessmen.7Conclusion8 Bibliography.9IntroductionAs an special form of interpersonal communication, Business negotiations necessarily relate to different geographic, ethnic, social and cultural exchanges and contacts, which occurred cross-cultural negotiations. In cross-cultural negotiations, different geographical, ethnic, and cultural differences will affect the thinking of those Negotiators negotiating style and behavior, thus affecting the entire negotiation process. In cross-cultural negotiations, different region, nation, culture will affect negotiators thinking, styles for negotiation and action. Comprehend the culture difference is beneficial to achieve intended objective. I will focus on the negotiation style differences and solutions between American and Japanese businessmen on the following analysis.Chapter 1 Cultural Differences on International Business Negotiation1.1Cultural differences affect the organization of the negotiationsCultural differences impact on the negotiation team members select. The United States is relatively small power distance country, the choice of members tend to focus on the negotiation eloquence, professional level, reasoning ability, and negotiation in the companys position has nothing to do. Japan is a large power distance country, status symbol is very important here, so the choice of negotiators usually have some social skills, a certain status and position. Therefore, when negotiating with the Japanese businessmen, to chose equivalent negotiators as Japanese part is necessary, or they will feel lack of respectation. In addition, as the Japanese womens low status in society, women are not allow to participate in formal negotiations, otherwise, Japanese businessmen will express doubt, even a dissatisfied.American negotiators have a innate self-confidence and sense of superiority, their number in negotiations is small but every menber is skillful. Japanese businessmen negotiation team usually large to show thier attention and to facilitate the division of functions. The Japanese businessmen view that small number of negotiators means not enough attention and lack of faith. Contrary , American businessmen think a large menber negotiation team shows inability and lack of self-confidence.The role of lawyers in the negotiations are also influenced by culture. Japanese businessmen dont like the lawer participate in negotiation, they think that consider about dispute at beginning is showing of no sincerity. When the dispute happen, they prefer sit down to negotiate again than by law. But American businessmen are not the same, how they solve dispute is accustomed to use law not moral and conscience. When they are on negotiating, especially go abroad, they must go with their lawer. “I will ask for comment from my lawer .”is a language they often say. 1.2Cultural differences on the concept of time. The American businessmen emphasis efficiency, so they get into the habit of timeliness. They think a ceremony for sign a contract is waste time and money, so they often sign a contract by E-mail. Their contract often very short and mainly use to describe the responsibilities of business partners.For example, an American company negotiators with a pre-established contract to negotiate with Japanese about establish a joint venture. When the Americans and Japanese meet at the first time, Americans put a copy of the proposed contract to Japanese, at that time, Japanese stunned. Japanese feel the Americans are very rude and inappropriate, results, they think it is unwise to dealing with such company for further business. The Japanese businessmen are very patient, they often waiting and thinking and seldom express their plan at first. “Time wasting tactics” is the arms they use most. They will force the other party gradually lost patience, once they know the deadline for negotiations, they will talk more slowly and leisurely.Kocken is employed by an international company as an important management positions, he was send to Japan to negotiate about an important issue,as he first been to Japan, he was confident to win the negotiation. When he arrived Japan, two Janpanese picked him up to a luxurious car. Kocken sat on a confortable big chair, but two Japanese ware sit on two small folding chair.“ Why dont you sit with me? Here is still spacious.”“ You are the important person, so you need more relax. Do you decide when to back home? We can arrange a car to send you to airport.”“ Yes, you are so consideration.”Then Koken give his return ticket to them, but this make Janpanese know his negotiation deadline. The Japanese did not immediately make arrangements for negotiations, but arranged a week sightseeing in the entire country for Koken to look through from the Japanese emperors palace to the Tokyo shrine. Every night Japanese spent four and a half hour to make Koken knelt on the hard board to accept a traditional Japanese hospitality dinner. When Koken asked about when to start negotiations, the Japanese always say “dont worry about it. To know about Janpanese at first is better.” On the14th morning, as the time is running out, it is time to send Koken to the airport, all of them went on discuss and complete the deal when the car destination airport. The results of the negotiations is Kocken forced to make a lot of concessions to the Japanese , he is overwhelmingly lost. 1.3Cultural differences affect the way of negotiations .In general, the negotiations are two ways to lateral and vertical. Japanese businessmen have a overall orientation, they often reach a consensus for general principle and then direct them to solve the concrete problems. The American businessmen emphasis the logical relation between things, they pay more attention on specific than overall. 1.4 Cultural differences impact on the communication process1.4.1 Cultural differences on the impact of languageThe communicating style of Japanese businessmen is gentilesse. They use more promise, recommend and guarantee, use threaten, order and warm less, they usually keep in silence instead of use “No ”, “You ” and peer at the other side.American businessmen use threaten and warm in a highest frequency, moreover, they often interrupt, peer at counterpart and use most “No ”and “You ” .Visible, make clear this different can avoid mistake and gain success in international business negotiation.1.4.2. Cultural differences on the impact of nonverbal communication .Cultural differences affect the negotiation process also in non-verbal communication. The body language and action language use in negotiations are significant difference, even the same language convey the opposite movement of information. For example, thumb and index finger form a circle, it means OK for Americans, but for Japanese it appears to represent money. 1.5.The cultural differences affect on decision-making .How to make up a decision and who has the power to evaluation are very important in negotiations. American make up a decision from superior to junior, principal who responsible for the negotiations have the power to make any decision. so that negotiations can be completed as soon as possible.Japanese culture would like to negotiate with each other alone, then arrange a wider discussion after earn everyones agreement, so the Japanese take a long time to make a decision.1.6.Cultural differences in the form of the agreement.Cultural factors also affect the form of agreement between the parties. Generally speaking, American businessmen tend to a very detailed contract and require the contract can explain all possible results, it is because they believe the transaction itself is the contract, negotiators can explain any factors depend on the contract under any circumstances, so, they pay attention to the rigor and integrity of the contract.Japanese businessmen prefer thinking problem depend on ethic than law, they think the process of negotiation is establish a good relationship. They are not accustomed to solve the problem through law, they prefer to perform the ethic through problem, in order to protect the other sides prestige, they often use doubtful and indirect language, even if the counterpart dont agree the idea, they would not refuse and refute directly. The sense of worth “peace is the best option” make Japanese businessmen try their best to create a congenial atmosphere on negotiation, they pursuit the forever friendliness and a permanently cooperate.1.7 .The impact of cultural differences on relationships.The Western society is modern market economy based on the main feature of exchange and market competition. In this society, people seek to maximize profits, people relationship is indifferent. American businessmen usually say:“Business is business.” It is means“No relatives in the market.” Affect on Confucianism, Japanese businessmen think that the establishment of personal relationship often play a key role in the negotiations, they pay more attention on non-economic as human relation. When you are establish trade relationship with a Japanese enterprise first time, it is important to arrange your high position superintendent to pay a visit to coequal superintendent in this Japanese enterprise, he will prompt Japanese enterprise emphases the trade relation with you.Chapter 2 How to handle cultural differences on negotiations betteen US and Japanness2.1.Negotiation features of American businessmen.Americans have a passionate character, they often willing to make concessions so allow the negotiations go smoothly. Americans attach importance to efficiency, they make the negotiate time as short as possible. They focus on negotiations in the negotiating process, discuss an issue then anther issue and finally to complete the agreement . Doing business with American businessmen, Yes and no must remain clear. When you can not accept the terms of them, you must tell them direct without any ambiguous. Some people are afried of lose the opportunity to continue to negotiate, so they intend to accept with a vague answer, or promise to think of it but not answer for a long time, these will lead the dispute arise.When the dispute happen, we should pay attention to the attitude: sincerly, serious and do not laugh. Because as the American businessmen, they think both parties would no have a good mood when a dispute emergence, so any smile must pretend, smile at this time will make Americans more angry and even consider you also think youself wrong.Negotiate with the American businessmen should never criticize any person. It is absolutely unacceptable to accused of any person on any client companies or talking about any friction with other client before, because American businesemen always avoid to damage others personality, or they will look down upon you .American pay more attention to goods packaging and decoration. This is because in the U.S., packaging and decoration of the commodities market has a significant impact, only the novel and conform international trends packaging and decoration can stimulate consumer purchase and expand sales. 2.2.Negotiation features of Japanese businessmen .According to the characteristics of Japanese businessmen, negotiate with them should pay attention to the negotiators authorization balance. Therefore, negotiations with Japanese businessmen, we should make clear how great power the opponents have and what decision they can make, then select our own negotiators. Negotiate with Japanese businessmen, our staffs should talk tactfully, politely, show enough patience and not turn a hair, because Japanese view irritable and impatient is a sign of weakness. On the waiting time, negotiators can do some investigations to learn more about other sides situation.At the first time dealing with Japanese companies, we must be introduced by an acquaintance or through an intermediary. The Japanese businessmen will feel uncomfortable about straightforward and hard selling. Japanese would not like negotiate with young people, so the negotiator chosing should be considered age. In addition, as the Japanese entrepreneur pursued male chauvinism, so the delegation menbers should better without women. Japanese businessmen dont like the lawer participate in negotiation, they think that consider about dispute at beginning is a