英文版文化差异因素对国际商务谈判的影响

TheInfluenceofCulturalDifferencesonInternationalBusinessNegotiationVTheInfluenceofCulturalDifferencesonInternationalBusinessNegotiationIntroductionResearchbackgroundResearchbackground:Withthedevelopmentofglobalization,internationalbusinessnegotiationhasbecomeacommonbusinessactivityacrossnationalboundaries.However,duetotheculturaldifferencesbetweendifferentcountriesandregions,thesedifferencesmayhaveasignificantimpactontheoutcomeofinternationalbusinessnegotiations.Therefore,studyingtheimpactofculturaldifferencesoninternationalbusinessnegotiationsisofgreatsignificancetodeepenourunderstandingofinternationalbusinessnegotiationsandimprovethesuccessrateandefficiencyofnegotiations.Withtheaccelerationofglobalizationandthecontinuousdevelopmentofinternationaltrade,internationalbusinessnegotiationhasbecomeanimportantmeansforenterprisestocarryoutinternationalbusiness.However,duetotheculturaldifferencesofdifferentcountriesandregions,internationalbusinessnegotiationsfacemanychallengesandobstacles.Therefore,itisofgreattheoreticalandpracticalsignificanceforenterprisestostudytheimpactofculturaldifferencesoninternationalbusinessnegotiations.Ininternationalbusinessnegotiations,culturaldifferencesarerelatedtolanguage,beliefs,values,etiquette,customsandotheraspects,whichwillaffectthecommunication,understandingandcooperationofbothparties.Forexample,etiquetteandfacecultureareveryimportantinChina,whileindividualismandcompetitionculturearemoreprominentintheUnitedStates.Theseculturaldifferenceswillaffectthenegotiationstrategies,negotiationmethodsandnegotiationresultsofbothparties.Therefore,studyingtheimpactofculturaldifferencesoninternationalbusinessnegotiationcanhelpenterprisesbetterunderstandandcopewiththenegotiationenvironmentunderdifferentculturalbackgrounds,andimprovethesuccessrateandeffectofnegotiation.Atthesametime,itwillalsohelppromotetheexchangeandunderstandingbetweendifferentculturesandpromotethehealthydevelopmentofinternationaltrade.ResearchpurposeTheresearchobjectivesinclude:1.Analyzethebusinessnegotiationstylesandstrategiesunderdifferentculturalbackgrounds.2.Discusstheimpactofculturaldifferencesonbusinessnegotiation,includinglanguage,etiquette,trust,etc.3.Studyhowtoeffectivelydealwithculturaldifferencesincross-culturalnegotiationandimprovethesuccessrateandefficiencyofnegotiation.4.Putforwardcorrespondingsolutionsandsuggestionstohelpenterprisesbettercopewiththechallengesofcross-culturalnegotiation.Reasonsforculturaldifferencesandtheirembodimentininternationalbusinessnegotiations2.1ExpressionIninternationalbusinessnegotiations,culturaldifferenceswillaffecttheexpressionsofbothparties.Thefollowingaresomecommonexpressions:1.Directandindirectexpression:Insomecultures,directexpressionofopinionsisconsideredimpolite,whileinothercultures,itisconsidereddirectandhonest.Therefore,ininternationalbusinessnegotiations,itisnecessarytochoosetheappropriateexpressionaccordingtotheculturalbackgroundoftheotherparty.2.Languageandaccent:Differentlanguagesandaccentsmayleadtocommunicationbarriers.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontothedifferencesbetweenlanguagesandaccentsandusesimpleandclearlanguageforcommunicationasfaraspossible.3.Etiquetteandcourtesy:Differentcultureshavedifferentrequirementsforetiquetteandcourtesy.Therefore,ininternationalbusinessnegotiations,itisnecessarytounderstandtheculturalbackgroundoftheotherpartyandtrytocomplywiththeetiquetteandcourtesyoftheotherparty.4.Timeconcept:Differentcultureshavedifferentviewsontime.Therefore,ininternationalbusinessnegotiations,itisnecessarytounderstandtheotherparty'stimeconceptandcomplywiththeotherparty'stimerequirementsasmuchaspossible.Inshort,ininternationalbusinessnegotiations,itisveryimportanttounderstandeachother'sculturalbackgroundandexpression.Onlyinthiswaycanweeffectivelydealwithculturaldifferencesandimprovethesuccessrateandefficiencyofnegotiations.Ininternationalbusinessnegotiations,culturaldifferenceshaveanimportantimpactonthewayofexpression.Herearesomepossibleanalyses:1Differencesbetweendirectandindirectexpressions:Insomecultures,peopletendtoexpresstheiropinionsandideasdirectly,whileinothercultures,peopletendtoexpresstheiropinionsandideasindirectly.Suchdifferencesmayleadtomisunderstandingsandunnecessaryconflictsinnegotiations.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontotheexpressionoftheotherpartyandtrytoadapttotheculturalbackgroundoftheotherparty.2.Differencesinpoliteexpressions:Indifferentcultures,theuseofpoliteexpressionsisalsodifferent.Forexample,insomecultures,peopletendtousepoliteexpressionssuchas"please"and"thankyou",whileinothercultures,peoplemayprefertouseotherwaystoexpresspoliteness.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontothepolitelanguageoftheotherpartyanduseappropriatepolitelanguagetoexpresstheiropinionsandideasasmuchaspossible.3.Differencesinnon-verbalcommunication:Ininternationalbusinessnegotiations,non-verbalcommunicationisalsoveryimportant.Forexample,posture,facialexpression,eyecontact,etc.canconveyinformation.However,indifferentcultures,themeaningofthesenonverbalcommunicationmayvary.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontothenon-verbalcommunicationoftheotherpartyandtrytounderstandtheintentionoftheotherparty.4.Influenceofculturalbackgroundonexpression:differentculturalbackgroundsmayaffectpeople'sexpression.Forexample,insomecultures,peopletendtousemetaphorsandmetaphorstoexpresstheiropinionsandideas,whileinothercultures,peoplemayprefertousedirectwaystoexpresstheiropinionsandideas.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontotheculturalbackgroundoftheotherpartyandtrytounderstandtheexpressionoftheotherparty.Tosumup,culturaldifferenceshaveanimportantimpactonthewayofexpressionininternationalbusinessnegotiations.Inthenegotiation,itisnecessarytopayattentiontotheotherparty'sexpression,politelanguage,non-verbalcommunicationandculturalbackground,andtrytoadapttotheotherparty'sculturalbackgroundtoavoidmisunderstandingandunnecessaryconflict.2.2ValuesThecausesofculturaldifferencesandtheirmanifestationininternationalbusinessnegotiationsareaveryimportantresearchfield,inwhichvaluesareanimportantaspect.Valuesrefertopeople'sviewsandevaluationsonlife,behavior,thoughtandotheraspects,andareanimportantpartofculturaldifferences.Ininternationalbusinessnegotiations,differentvalueswillaffectthebehavioranddecision-makingofbothparties,sotheanalysisandresearchofvaluesisofgreatvalue.Firstofall,valueanalysisofthecausesofculturaldifferencesandtheirembodimentininternationalbusinessnegotiationscanhelpusbetterunderstandthedifferencesandlinksbetweendifferentcultures.Differentculturalbackgroundswillleadtodifferentvalues.Forexample,individualismisregardedasanadvantageinsomecultures,whilecollectivismismoreimportantinothercultures.Understandingthesedifferencescanhelpusbetterunderstandthedifferencesandconnectionsbetweendifferentcultures,thuspromotingcross-culturalexchangesandcooperation.Secondly,valueanalysisofthecausesofculturaldifferencesandtheirembodimentininternationalbusinessnegotiationscanhelpusbetterdealwithproblemsincross-culturalcommunicationandcooperation.Differentvaluescanleadtodifferentbehaviorsanddecisions.Forexample,insomecultures,directexpressionofopinionsisconsideredimpolite,whileinothercultures,itisconsidereddirectandhonest.Understandingthesedifferencescanhelpusbetterdealwithproblemsincross-culturalcommunicationandcooperation,thusimprovingthesuccessrateandefficiencyofnegotiations.Finally,valueanalysisofthecausesofculturaldifferencesandtheirembodimentininternationalbusinessnegotiationscanhelpusbetterpromotethedevelopmentofcross-culturalexchangesandcooperation.Understandingthedifferencesandconnectionsbetweendifferentculturescanpromotethedevelopmentofcross-culturalexchangesandcooperation,thuspromotingtheprocessofglobalizationandeconomicdevelopment.Tosumup,itisofgreatvaluetoanalyzethecausesofculturaldifferencesandtheirembodimentininternationalbusinessnegotiations.Itcanhelpusbetterunderstandthedifferencesandlinksbetweendifferentcultures,dealwithproblemsincross-culturalexchangesandcooperation,andpromotethedevelopmentofcross-culturalexchangesandcooperation.2.3CustomsandcustomsCustomsandcustomsareanimportantaspectofculturaldifferences.Differentculturalbackgroundswillleadtodifferentcustoms.Forexample,insomecultures,etiquetteandrespectareregardedasveryimportantvalues,whileinothercultures,moreattentionispaidtoindividualfreedomandindependence.Ininternationalbusinessnegotiations,differentcustomsandhabitswillaffectthebehavioranddecision-makingofbothparties,soitneedstobeanalyzedandstudied.1.EtiquetteandrespectInsomecultures,etiquetteandrespectareregardedasveryimportantvalues.Forexample,inChineseculture,respectforeldersandsuperiorsisveryimportant,whileinJapaneseculture,etiquetteandrespectarealsoveryimportantvalues.Ininternationalbusinessnegotiations,ifonepartydoesnotrespectthecultureandcustomsoftheotherparty,thenegotiationmayfail.2.Theconceptoftimeisveryimportantinsomecultures.Forexample,inGermanculture,theconceptoftimeisverystrict,andbeinglateisregardedasdisrespectfortheotherparty.InLatinAmericanculture,theconceptoftimeisrelativelyflexible.Ininternationalbusinessnegotiations,ifonepartycannotunderstandtheotherparty'stimeconcept,itmayleadtothefailureofthenegotiation.3.Socialetiquetteisveryimportantinsomecultures.Forexample,inFrenchculture,socialetiquetteisverycomplicatedandneedstofollowcertainrules.InAmericanculture,socialetiquetteisrelativelysimple.Ininternationalbusinessnegotiations,ifonepartycannotunderstandthesocialetiquetteoftheotherparty,itmayleadtothefailureofthenegotiation.Ininternationalbusinessnegotiations,culturaldifferenceshaveanimportantimpactoncustoms.Thefollowingaresomepossibleanalyses:1.Differencesinetiquetteandetiquette:differentcultureshavedifferentetiquetteandetiquette,whichmayaffecttheperformanceandcommunicationininternationalbusinessnegotiations.Forexample,insomecultures,peoplepaymoreattentiontoetiquetteandetiquette,whileinothercultures,peoplemaypaymoreattentiontopracticalactionsandresults.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontotheetiquetteandetiquetteoftheotherpartyandtrytoadapttotheculturalbackgroundoftheotherparty.2.Differencebetweengiftsandgifts:Insomecultures,givinggiftsandgiftsisacommonwayofbusinesscommunication,whileinothercultures,thispracticemayberegardedasbriberyorinappropriatebehavior.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontotheculturalbackgroundoftheotherpartyandtrytoavoidusinggiftsandgiftsthatmaybeconsideredinappropriate.3.Differencesinfoodanddrink:Indifferentcultures,preferencesforfoodanddrinkarealsodifferent.Forexample,insomecultures,peoplemayprefertodrinkteaorcoffee,whileinothercultures,peoplemayprefertodrinkalcoholorotherdrinks.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontoeachother'sfoodanddrinkpreferencesandtrytoadapttoeachother'sculturalbackground.4.Differencesinsocialandinterpersonalrelationships:Insomecultures,socialandinterpersonalrelationshipsareveryimportant,whileinothercultures,thisapproachmaynotbesoimportant.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontothesocialandinterpersonalrelationshipsoftheotherpartyandtrytoadapttotheculturalbackgroundoftheotherparty.Tosumup,culturaldifferenceshaveanimportantimpactoncustomsininternationalbusinessnegotiations.Inthenegotiation,itisnecessarytopayattentiontotheotherparty'setiquetteandetiquette,giftsandgifts,foodanddrinkpreferences,socialandinterpersonalrelationships,andtrytoadapttotheotherparty'sculturalbackgroundtoavoidmisunderstandingandunnecessaryconflicts.2.4Languageandnon-languagedifferencesLinguisticandnon-linguisticdifferencesareanimportantaspectofculturaldifferences.Differentculturalbackgroundswillleadtodifferentlinguisticandnon-linguisticdifferences.Forexample,insomecultures,directexpressionofopinionsisconsideredimpolite,whileinothercultures,directexpressionismoreimportant.Ininternationalbusinessnegotiations,differentlinguisticandnon-linguisticdifferenceswillaffectthebehavioranddecision-makingofbothparties,soitneedstobeanalyzedandstudied.1.LanguagedifferencesIndifferentcultures,thewayofexpressionandthehabitofusingwordswillvary.Forexample,inEnglish,"I"and"we"arecommonexpressions,whileinJapanese,"I"and"we"arenotcommon.Ininternationalbusinessnegotiations,ifonepartycannotunderstandthelanguagedifferencesoftheotherparty,itmayleadtothefailureofthenegotiation.2.NonverbaldifferencesIndifferentcultures,non-verbalexpressionswillalsovary.Forexample,insomecultures,directeyecontactisconsideredimpolite,whileinothercultures,directeyecontactismoreimportant.Ininternationalbusinessnegotiations,ifonepartycannotunderstandthenon-verbaldifferencesoftheotherparty,itmayleadtothefailureofthenegotiation.Ininternationalbusinessnegotiations,culturaldifferenceshaveanimportantimpactonlinguisticandnon-linguisticdifferences.Thefollowingaresomepossibleanalyses:1.Languagedifferences:differentculturesusedifferentlanguages,whichmayleadtolanguagebarriersininternationalbusinessnegotiations.Evenifthesamelanguageisused,differentculturesmayusedifferentwords,grammarandmood.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontothelanguagebackgroundoftheotherpartyandusesimple,clearandeasy-to-understandlanguageasmuchaspossible.2.Nonverbaldifferences:Ininternationalbusinessnegotiations,non-verbalcommunicationisalsoveryimportant.Forexample,posture,facialexpression,eyecontact,etc.canconveyinformation.However,indifferentcultures,themeaningofthesenonverbalcommunicationmayvary.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontothenon-verbalcommunicationoftheotherpartyandtrytounderstandtheintentionoftheotherparty.3.Differencesinetiquetteandetiquette:Differentcultureshavedifferentetiquetteandetiquette,whichmayaffecttheperformanceandcommunicationininternationalbusinessnegotiations.Forexample,insomecultures,peoplepaymoreattentiontoetiquetteandetiquette,whileinothercultures,peoplemaypaymoreattentiontopracticalactionsandresults.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontotheetiquetteandetiquetteoftheotherpartyandtrytoadapttotheculturalbackgroundoftheotherparty.4.Differencebetweenfaceandrespect:insomecultures,faceandrespectareveryimportant,whileinothercultures,thisapproachmaynotbesoimportant.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontothefaceandrespectoftheotherpartyandtrytoadapttotheculturalbackgroundoftheotherparty.Tosumup,culturaldifferenceshaveanimportantimpactonlinguisticandnon-linguisticdifferencesininternationalbusinessnegotiations.Inthenegotiation,itisnecessarytopayattentiontotheotherparty'slanguagebackground,non-languagecommunication,etiquetteandcourtesy,faceandrespect,andtrytoadapttotheotherparty'sculturalbackgroundtoavoidmisunderstandingandunnecessaryconflict.2.5ThinkingmodeAnalysisofthinkingmodereflectedininternationalbusinessnegotiation1.LogicalthinkingmodeIndifferentcultures,logicalthinkingmodewillalsobedifferent.Forexample,inWesternculture,thelogicalthinkingmodepaysmoreattentiontoanalysisandreasoning,whileinEasternculture,thelogicalthinkingmodepaysmoreattentiontointegrityandcomprehensiveness.Ininternationalbusinessnegotiations,ifonepartycannotunderstandthelogicalthinkingmodeoftheotherparty,thenegotiationmayfail.2.Themodeofdecision-makingthinkingwillvaryindifferentcultures.Forexample,insomecultures,decision-makingismadebyoneorafewpeople,whileinothercultures,collectivedecision-makingismoreimportant.Ininternationalbusinessnegotiations,ifonepartycannotunderstandtheotherparty'sdecision-makingthinkingmode,itmayleadtonegotiationfailure.3.CommunicationthinkingmodeIndifferentcultures,communicationthinkingmodewillalsobedifferent.Forexample,insomecultures,directexpressionofopinionsisconsideredimpolite,whileinothercultures,directexpressionismoreimportant.Ininternationalbusinessnegotiations,ifonepartycannotunderstandtheotherparty'scommunicationthinkingmode,itmayleadtonegotiationfailure.Ininternationalbusinessnegotiations,culturaldifferenceshaveanimportantimpactonlanguageandmodeofthinking.Thefollowingaresomepossibleanalyses:1.Languagedifferences:differentculturesusedifferentlanguages,whichmayleadtolanguagebarriersininternationalbusinessnegotiations.Evenifthesamelanguageisused,differentculturesmayusedifferentwords,grammarandmood.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontothelanguagebackgroundoftheotherpartyandusesimple,clearandeasy-to-understandlanguageasmuchaspossible.2.Differentwaysofthinking:differentcultureshavedifferentwaysofthinking,whichmayaffecttheperformanceandcommunicationininternationalbusinessnegotiations.Forexample,insomecultures,peoplemaypaymoreattentiontologicandanalysis,whileinothercultures,peoplemaypaymoreattentiontosensibilityandemotion.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontothethinkingmodeoftheotherpartyandtrytoadapttotheculturalbackgroundoftheotherparty.3.Culturalbackgrounddifferences:differentculturalbackgroundsmayaffectpeople'svalues,beliefsandbehavior.Forexample,insomecultures,peoplemaypaymoreattentiontocollectiveinterests,whileinothercultures,peoplemaypaymoreattentiontopersonalinterests.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontoeachother'sculturalbackgroundandtrytounderstandeachother'svaluesandbeliefs.4.Differencesincommunicationmethods:differentculturesmayhavedifferentcommunicationmethods.Forexample,insomecultures,peoplemaypaymoreattentiontodirectandfrankcommunication,whileinothercultures,peoplemaypaymoreattentiontoeuphemismandindirectcommunication.Therefore,ininternationalbusinessnegotiations,itisnecessarytopayattentiontotheotherparty'scommunicationmethodsandtrytoadapttotheotherparty'sculturalbackground.Tosumup,culturaldifferenceshaveanimportantimpactonthelanguageandmodeofthinkingininternationalbusinessnegotiations.Inthenegotiation,itisnecessarytopayattentiontothelanguagebackground,thinkingmode,culturalbackgroundandcommunicationmodeoftheotherparty,andtrytoadapttotheculturalbackgroundoftheotherpartytoavoidmisunderstandingandunnecessaryconflict.2.6TheimpactofvaluesoninternationalnegotiationsFirst,let'sclarifywhatvaluesare.Valuesrefertothebeliefsandopinionsofindividualsorgroupsregardingmorality,ethics,culture,politics,andotheraspects.Ininternationalnegotiations,differencesinvaluesbetweendifferentcountriesandculturesmayhaveanimpactonnegotiations.Forexample,onecountrymayemphasizeindividualfreedomsandrights,whileanothercountrymayplacegreateremphasisoncollectivismandsocialresponsibility.Thesedifferentvaluesmayleadtodifferencesoncertainissues,suchashumanrights,laborrights,environmentalprotection,etc.Ininternationalnegotiations,itisveryimportanttounderstandthevaluesoftheotherparty.Thiscanhelpbothnegotiatingpartiesbetterunderstandeachother'spositionsandinterests,andfindcommonground.Atthesametime,itcanalsohelpavoidmisunderstandingsandconflictscausedbyculturaldifferences.Therefore,itisrecommendedthatstudentsemphasizetheimportanceofunderstandingeachother'svaluesintheirwriting,andprovidesomepracticalexamplestoillustratethepossibleimpactofdifferentvaluesoninternationalnegotiations.Inaddition,studentscanexplorehowtodealwithdifferentvaluesinnegotiationstoachieveconsensusandcooperation.Ininternationalnegotiations,dealingwithdifferentvaluesrequirescertainskillsandstrategies.Herearesomesuggestionsthatmaybeuseful:1.Respecteachother'scultureandvalues.Innegotiations,itisveryimportanttorespectthecultureandvaluesoftheotherparty.Thiscanhelpbuildafoundationoftrustandmutualunderstandingthatcanbettersolveproblems.2.Findcommonground.Althoughdifferentculturesandvaluesmayleadtodifferences,itisalsoimportanttofindcommongroundinnegotiations.Thiscanhelpbothpartiesfindcommoninterestsandgoals,andreachconsensus.Adoptamulticulturalapproach.Innegotiations,adoptingamulticulturalapproachcanhelpbothpartiesbetterunderstandeachother'scultureandvalues.Thiscanbeachievedbyorganizingculturalexchangeactivities,training,andseminars.4.Adoptnegotiationandcompromise.Whendealingwithdifferentvalues,adoptingnegotiationandcompromisecanhelpbothpartiesreachconsensus.Thiscanbeachievedthroughconcessions,reciprocity,andcooperation.Inshort,understandingeachother'scultureandvaluesisaveryimportantpartofinternationalnegotiations.Byrespectingeachother,findingcommonground,adoptingamulticulturalapproach,andadoptingnegotiationandcompromisemethods,bothpartiescanbetterunderstandeachother'spositionsandinterests,andreachconsensusandcooperation.3.Theimpactofculturaldifferencesoninternationalnegotiations3.1Impactonnegotiationorganization3.1.1CasedescriptionAChineseenterpriseandaforeignenterpriseconductcooperationnegotiation,andthetwosideshaveculturaldifferencesinthenegotiationprocess.Duringthenegotiation,therepresentativesofforeignenterprisesputforwardsomerequirements,buttheserequirementsareconsideredinappropriateinthecultureofacountry'senterprises.Therepresentativeofaforeignenterprisetriedtoexplaintheinappropriatenessoftheserequirements,buttherepresentativeofaforeignenterprisedidnotunderstandtheirviews.Finally,thenegotiationsbrokedownandthetwosidesdidnotreachanyagreement.AtypicalcaseisthatinthebusinessnegotiationbetweenChinaandtheUnitedStates,thedifferenceoftimeconceptwillhaveanimpactonthenegotiation.InChineseculture,timeisregardedasaresourceandneedstobefullyutilized,buttheconceptoftimeisrelativelyflexibleandwillchangeaccordingtothesituation.InAmericanculture,timeisregardedasaveryvaluableresource,whichneedstobestrictlycontrolledandmanaged.Theconceptoftimeisrelativelystrict,anditneedstoarriveontimeandcomplywiththeschedule.Inthiscase,ifChinesebusinessmenandAmericanbusinessmenconductbusinessnegotiations,theirdifferencesintimeconceptsmayleadtosomeproblems.Forexample,ChinesebusinessmenmayfeelthatAmericanbusinessmenaretoostrictandinflexible,whileAmericanbusinessmenmayfeelthatChinesebusinessmendonotpayenoughattentiontotimeandefficiency.Thismayleadtomisunderstandingandmistrustbetweenthetwosides,thusaffectingtheprogressandresultsofthenegotiations.Inordertoavoidthissituation,bothpartiesneedtounderstandeachother'sculturalbackgroundandtimeconcept,andrespecteachother'stimeconceptandusemethod.Forexample,Chinesebusinessmencantrytoarriveontimeandobservethescheduletoshowtheirrespectandsincerity.AmericanbusinessmencandealwiththeproblemoftimemoreflexiblytoavoidunnecessarypressureanddiscomforttoChinesebusinessmen.Throughmutualunderstandingandrespect,bothpartiescanestablishgoodbusinessrelationsandtrust,thusachievingthesuccessofthenegotiation.3.1.2Caseanalysis1.CommunicationbarriersDuetoculturaldifferences,bothpartieshavecommunicationbarriersinthenegotiation.Arepresentativeofaforeignenterprisetriedtoexplaintheirviews,buttherepresentativeofaforeignenterprisedidnotunderstandtheirviews.Thiscommunicationbarrierledtothefailureofthenegotiation.2.DifferentvaluesInthenegotiation,representativesofforeignenterprisesputforwardsomerequirements,buttheserequirementsareconsideredinappropriateinthecultureofacountry'senterprises.Thisshowsthattherearedifferencesinvaluesbetweenthetwosides.Duetodifferentvalues,thetwosidescouldnotreachaconsensus,leadingtothefailu