国际商务谈判中的跨文化差异.doc

Cross-cultural Differences In International Business Negotiation Abstract With the accelerated pace of globalization of business, increasingly involved in international business negotiations, cultural differences on international business negotiations, is extremely important and complicated variables. Correct understanding of cross-cultural differences in international business negotiation is a prerequisite, this article attempts to explore the perspective of cross-cultural differences in certain characteristics of international business negotiations. Key words international business negotiations and cultural differences In the 21st century increasingly globalized economy, international exchanges and cooperation have become increasingly close. In such an environment, international business negotiations by the respective state and national political, economic, cultural and other factors, the most difficult to grasp is that cultural factors. Cultural differences lead to international business negotiations and even the cultural impact of conflict, a considerable part of the negotiations failed, therefore, directly affect the smooth conduct of international business. Therefore, correct understanding of international business negotiations, cultural factors is essential. First, language differences International business negotiations, when the two languages have similar expressions, but there are great differences in meaning, and some expressed only in the presence of a language, can easily cause confusion in communication. As in China, one of the ways government management business is based on business management and enterprise scale assessment of state level enterprises, such as national enterprise, national secondary enterprise, and so there is no such concept in the United States. Simply an enterprise, two companies interpreted as first class enterprise and second class enterprise, is difficult for the other side to understand the meaning of this expression, the negotiations will not achieve the same expression in the country can the effect of play, and has the potential to misunderstand each other, such as the two companies as second-class enterprises. Even in countries that use the same language, such as the use of English in the United States, Britain, and in some expression, there are still some differences. For example: first floor, second floor, in the English pointed, while American English refers to the first floor, first floor when the use of English means the ground floor. Corn in English refers to grains, wheat, equivalent to American English wheat (wheat), English The corn (corn) is equal to English, maize (corn). In the preparation of negotiating agreements, the language differences deserve to be in-depth analysis and research. Second, behavioral language differences Behavioral and cultural differences are often more subtle, difficult to be realized. When the foreign negotiators issued a different non-verbal signals, with different cultural backgrounds negotiators easily misunderstand these signals, but also unaware of the error that occurred. Some countries or regions, while people making verbal, along with a lot of action language; while other people in some countries or regions are not used in more formal occasions, a significant reduction in the use of action language. Language understanding and use of behavioral differences, as the negotiations will bring about many problems of communication. Such as: communication style of Japanese businessmen is the most polite, more use of positive commitment, recommend and guarantee, and less use of threats, commands and warnings of speech, polite speech style of their most prominent is that they do not show the face staring state, but often remain silent for some time; Brazilian businessmen negotiating style more wanton, and in the negotiations the more input the password from time to time to stare at each other and touch each other; the French style of the more aggressive business negotiations, the language they use the frequency of threats and warnings high, very frequent in a word, often to do face-like condensate. Can be seen, only clear these differences before they can avoid taciturn Japanese, Brazilian, French, overly enthusiastic or misunderstanding of the threat and made a successful international business negotiations. Third, communication between Different cultures of people have their preferences and habits of communication. International business negotiations between the parties often belong to different cultural circles, have their own communication habits. Used different methods of communication between the two sides to conduct a more in-depth communication, all kinds of questions often arises. For example: In China, Japan, the expression of the people are usually more tactful and indirect; in the United States, Germany, straightforward expression was more common. China, Japans negotiators pay more attention to discover and understand each other without express through verbal means, while the United States, Germany, negotiators are favored more use of verbal expression, directly send or receive a clear message. From two different cultures negotiators during the negotiations, one might think that the other party too reckless; while the other may be that the other side the lack of good faith negotiations, or to misunderstand each others silence as approval of its proposed terms. Fourth, differences in thinking International business negotiations, negotiators from different cultures often encounter conflicts in the way of thinking. Of Eastern culture and American culture, for example, differences between the two areas in mind are: Eastern culture preferences image thinking, Anglo-American cultural preference for abstract thinking; Eastern culture preferences integrated thinking, Anglo-American cultural preference for analytical thinking; Asians focus on unity, British and American people pay attention to opposition. Such as the Chinese philosophy while not deny the opposition, but with more emphasis on unity, but rather pay attention to everything the West is divided into two opposing aspects. Cross-cultural exchange, a serious common problem is to have been saving people, that is subjectively that the other side will according to our will, our habit to understand our speech, or speeches from each other means we understand each other is would like to say. The most typical example is the Yes and No to use and understand. U.S. companies have a home and a Japanese company for business negotiations. In the negotiations, the Americans were very pleased to find that whenever he made a comment, the other side nodded: Yes, he thought the talks particularly successful. Until the contract when he asked shocked to discover that the Japanese say Yes is that polite I hear you in the Yes, not I agree with you in the Yes. In fact, Yes means the word is very rich, in addition to the above two, there are I understand the question of Yes and Ill consider it the Yes. No in the form of expression is very complicated. Some cultural values against the head-on collision, so people generally do not directly say No, but with some vague words rejected. In short, international business negotiations, any of the negotiators must recognize that culture is not good or bad. In different cultural environments, people have very different negotiations. Only if we realize that cultural differences influence in business negotiations, to understand the role of culture on negotiations, to avoid modeling to look at the habit of thinking of another culture, can contribute to the success of our business negotiations.国际商务谈判中的跨文化差异摘要 随着商业全球化的步伐加快，涉及国际商务的谈判与日俱增，文化差异对国际商务谈判而言，是极其重要而又繁琐的变量。正确认识跨文化差异是我们从事国际商务谈判的前提条件，本文试图从跨文化差异的角度探讨国际商务谈判的某些特点。关键词 国际商务谈判 文化 差异在21世纪经济日益全球化的今天，国际间的交流与合作日益密切。在这样的一个环境里，国际商务谈判受到各自国家、民族的政治、经济、文化等多种因素的影响，而其中最难以把握的就是文化因素。文化上的差异导致国际商务谈判中的文化碰撞甚至冲突，相当一部分谈判因此失败，直接影响了国际商务活动的顺利进行。因此，在国际商务谈判中正确把握文化因素至关重要。一、语言差异国际商务谈判中，当两种语言都有类似的表达但含义却有很大差别时，以及某种表达只有在一种语言中存在时，极易引起沟通上的混淆。如在中国，政府管理企业的方法之一是根据企业经营管理状况及企业规模等评定企业的等级，如“国家级企业”、“国家二级企业”等，在美国则没有这种概念。简单地将“一级企业”、“二级企业”解释为“first class enterprise”和“ second class enterprise”，很难让对方理解这种表达的含义，起不到在国内谈判中同样表达所能起到的效果，并且有可能使对方产生误解，如将“二级企业”理解为“二流企业”。即便是在使用同样语言的国家，如使用英语的美国、英国，在某些表达上仍存在着一定的差异。例如：first floor在英语时指二楼，而美语则指一楼，英语指一楼时要用ground floor.“corn”在英语里指谷物、小麦，等于美语的“wheat”（小麦），美语的“corn”（玉米）等于英语的“maize”（玉米）。在拟定谈判协议时，语言差异问题值得予以深入的分析和研究。二、行为语言差异行为方面的文化差异往往较为隐蔽，难以被意识到。当外国谈判者发出不同的非语言信号时，具有不同文化背景的谈判对手极易误解这些信号，而且还意识不到所发生的错误。有些国家或地区的人们在进行口头表达的同时，伴随着大量的动作语言；而另一些国家或地区的人们则不习惯在较为正式的场合运用幅度较大的动作语言。对行为语言认识和运用的差异，同样会给谈判中的沟通带来许多问题。如：日本商人的交流风格是最为礼貌的，较多采用正面的承诺，推荐和保证，而较少采用威胁、命令和警告性言论，他们礼貌讲话的风格最突出的是他们不大显示面部凝视状态，但常保持一段时间的沉默；巴西商人谈判风格较为放肆，且在谈判中较为不甘寂寞，不时地凝视对方并触碰对方；法国商人谈判风格更为放肆，他们使用威胁和警告语言的频率较高，还很频繁地进行插话，常做面部凝状。可见，惟有弄清楚这些差异，方能避免对日本人的沉默寡言，巴西人的过于热心或法国人的威胁和误解，取得国际商务谈判的成功。三、沟通方式差异 不同文化的人群有其所偏好和习惯的沟通方式。国际商务谈判中的双方经常属于不同的文化圈，有各自习惯的沟通方式。习惯于不同沟通方式的双方之间要进行较为深入的沟通，往往就会产生各种各样的问题。例如：在中国、日本等，人们的表达