商务英语论文

商务英语论文范文(3)

ChapterTwoImpactofCulturalDifferencesonInternational

BusinessNegotiations

Withtherapiddevelopmentofeconomy,weneedtodo

businesswithbusinessmenunderdifferentculturebackground,

soinordertoreachtradeagreement,itisnecessaryforusto

studytheimpactofculturedifferencesoninternational

actofculture

differencesoninternationalnegotiationixtensiveanddeeply.

Differentculturesdividethepeopleintodifferentgroupandthey

arealsotheobstaclesofpeople’ingly,

itisrequiredthatthenegotiatorshouldacceptthecultureof

rmore,throughculturedifferences,itis

importantthatthenegotiatorrevealandunderstandtheother

party’sgoalandbehaviorandmakehimorherlfbeaccepted

bytheopponenttoreachagreementfinally

2.1ImpactofValueViewsDifferencesonInternational

BusinessNegotiations

ValueViewsDifferencesonInternationalBusiness

Negotiationsfallintothreetypes:timeview,negotiationstyle,

sbiginfluencesonbusinessnegotiation

2.1.1ImpactofTimeViewDifferenceonNegotiation.

Thetimeviewwhichaffectsthenegotiator’sbehaviorvaries

entalortheChine

edtogo

throughthephrasofcomingupwithpropos,bringingup

theyhopetoarrangerichtimetogoonanegotiation,thus

egoodatlongand

estpeopleorwecouldsayAmerican

people,ndtoresolveproblems

,inbusinessnegotiation,Americanbusinessmenoften

complainaboutthedelayandthelackofefficiencyofnegotiators

fromothercountries,whilethecountriesalsomakea

sapopular

sayingamongAmericannegotiatorsandbusinessmen:Itis

owsthetimeviewofAmericans.

Tothem,eviewofChineiscyclic.

Theyulong-termandsystematicviewpointstovaluethe

speopleclassifythetimeview

intotwokinds:

formerpaymoreattentiontoconcentrationandspeed,andthe

eyinsiston

differenttimeviewleadstodifferentnegotiatingstyleand

ricanpeoplereprentthestraight-linetime

viewandtheyhaveastrongawarenessofmoderncompetition.

valuetimebadlyand

considertimeasaspecialcommoditywhovaluecouldbe

peto

reducenegotiationtimeateveryphraandwanttocomplete

Chinetimeviewiscyclicand

theyplaceemphasisonunity.

Moreover,itisnecessarytobepunctualatnegotiations.

Westpeoplehaveastrongtimeview,ifyoudon’tcomplywith

theappointmenttime,theymaygiveyouapunishmentandthey

ate

fornegotiationwillgivethewestbusinessmenopportunitiesto

exertpressureonyou,andthenyouwilllothestatusofbeing

initiative.

2.1.2ImpactofEqualityViewDifferenceonNegotiation

Americawentthroughthebourgeoisierevolutionofstriving

fortheequalityandfreedom,sotheytakeequalityintotheir

anssticktoequalityandfairnessinbusiness,and

troducingthetopic

orsituation,thewestpeoplewouldliketouconcretemethod,

particularlydata.

Theirnegotiatingmethodisthattheywilldescribetheir

viewpointandpropoatthebeginninginordertogetinitiative.

Underthisprinciple,theywouldcomeupwithareasonable

nessrelationship,

thellersfromAmericaregardthebuyerasacounterpart.

Americanmanagersthinkfairdivisionofprofitsismore

point,theeast

eofthedeeplyinfluenceofclassview,

theydon’uallyadopt

volving

economicbenefitstheythinkmuchabouttheirownbenefitsand

profitsanddon’tgivesomuchattentiontothebenefitoftheir

keteconomicsystemofdevelopedcountriesis

quitemature,sowestcountriestakewin-winstrategymorein

negotiation;basically,theycouldtakethebenefitsofbothinto

consideration.

2.1.3ImpactofObjectivityDifferenceonNegotiation

Theobjectivityininternationalbusinessnegotiationreflects

ople

especiallyAmericanshaveastrongobjectivityonthe

tiationtable,Americansdon’t

n’tcare

ke

decisionbadonfactsanddata,ingthat

publicthingsupublicwaysisareflectionofAmerican

ore，AmericanmphasizethatBusinessmen

shoulddistinguishpeopleandissues,whattheyarereally

heotherpartsofthe

world,itisimpossibleforthemtodistinguishpeopleandissues

2.2ImpactofNegotiatingStyleDifferencesonInternational

BusinessNegotiations

Theimpactsofnegotiatingstyledifferencesoninternational

businessnegotiationmainlyexistinnegotiatingmethodand

enegotiationbetweenAmericaand

Chinaasaexample,sincetheorientalcaremoreaboutunityin

thinking,theymethodtheyadoptinnegotiationisfromunityto

parts,fromthebigtolittle,fromtheabstracttotheconcrete,that

istosaytheyshouldeachagreementongeneralterms,then

allynotuntilthe

endofthenegotiationdotheymakecompromiandpromi

badonalltheitems,t

peopleareinfluencedbyanalyticthinking,sopaymoreattention

nsidermoreabout

ytenddiscusstheconcrete

itemsatthebeginningofnegotiation,sotheyoftenresolvethe

price,ymay

makecompromiateverydetail,sothefinalcontractisthe

otiatingstructure

atingstructuremostlyreferstothe

nessnegotiation,theforeign

delegationisusuallycompodby3-5people,whiletheChine

eignnegotiatorsnotonly

needtonegotiatewiththeircounterpartsbutalsoneedto

makingthefinaldecisions,theChinenegotiatorsoftendiscuss

theresultsrepeatedlyfromtheworkerstotheboardtoavoid

sultsfromtheinfluence

oftensaidtotheirpartners:Letusthink

westnegotiatorscouldmake

ve

uldcarryonaccordingtothebest

’smore,mostwestpeople

thinkthattheyhavetheabilitytodealwiththenegotiation

ly,theyarebraveenoughtotake

responsibility.

2.3CommunicationProcess

Intheinternationalbusinessnegotiation,communication

processisveryimportant,anditcontainstwoparts,verbal

communicationandnonverbalcommunication

2.3.1VerbalCommunication

Verbalcommunicationmainlyreferstolanguage

geisimportanttointernationalbusiness

negotiation,becauitishowwereachouttomakecontractwith

greethatlanguageplayanimportantrolein

communicationwithpeoplefromdifferentbackgrounds.

However,wemaybelessawarethatculturalliteracyisnecessary

lectlanguage

withoutbeingawareoftheculturalimplications,wemaynot

ore,

duringtheinternationalbusinessnegotiationprocess,agood

interpretercanhelpovercometheculturalbarriers.

2.3.2NonverbalCommunication

Simply,nonverbalcommunicationreferstocommunication

youknowthelanguage,cultures

al

differencesmaycaunegotiatorstoplaydifferentlyonfacial

expressions,gestures,andtheotherkindsofbodylanguage.

Rearchershaveshownthatthewordsapersonspeaksmay

befarlessimportantthanthebodylanguageudwhen

deliveringtheverbalmessage,andtheyestimatethatlessthan

30%ofcommunicationbetweentwoindividualswithinthesame

70%ofcommunicationtakes

herscholarvensaythat90%ofthe

thingwearesureisthatinface-to-

facecommunicationnonverbalsignalsarejustasimportantas

verbalmessage.

Takeheadmovementforexample,generallyspeaking,in

mostculturesnoddingone’sheadisenasagreementwhile

shakingone’,inBulgaria,for

instance,peoplemaynodtheirheadstosignifynoandshake

edheadinthewesternculture

ncultureslowering

one’sheadmaymeanacceptance

2.4internationalThinkingandAnalyticThinking

Easternerslaystressonharmonyandentirety,while

rwords,easternersview

thingsfromwholetopart,whilewesternersfromparttowhole.

Chinepeoplehavebeenaccustomedtodividingoneissueinto

twooppositepartsthatareconsideredasinteractiveand

interdependent;theyholdtheviewthathumanandnatureare

gardtotherelationshipamong

people,theyappealtocollectivismandtrusttheirownintuition.

Forthousandsofyears,thiskindofthinkingpatternhasoccupied

adominantpositioninChinaandbecomesthecoreofcognition

ore,Chinepeopleareudto

makingacomprehensivesurveyoftheoverallsituationfirst,and

pendonintuitionandare

callthis“roundthinkingmode”

(JiaYuxin,1997).

Westernthinkingpatternisnotedforlogic,analysis,and

tingthemethodofbiction,westerners

considersubjectandobject,materialandspiritdiametrically

oppod,i.e.,thingsjusthavetwopossibilities,eitherthisorthat,

whenthinking,westernersusuallystartfromparts,andthenthink

aboutthewholesituation,whichiscalled“linearthinking

mode”(JiaYuxin,1997,p.100).

2.4.1ConcreteThinkingandAbstractThinking

Basically,peopleinanycountryhaveconcretethinking

r,duetothe

differenceinhistoryandculture,eachnationhasitmphasison

hole,traditionalChinecultureisknown

forconcretethinkingwhilewesterncultureforabstractthinking.

Badonexperience,concretethinkingdependsonanalogy,

twesternersadoptedabstract

thinkingtodealwithproblemsbymeansofconcept,judgment,

andreasoning.