海底地震论中西方在商业谈判时的态度差异
A discussion about the attitude differences between Chine and
Westerner in business negotiation
Abstract:
Nowadays China has been integrated into the economic globalization. Along with the increasing foreign investment in China and frequent foreign trades and economic contacts of the local companies in China, different levels of cross-cultural business activities promote more frequent. Business people with different languages and different cultures, for economic purpo, come together, interact, and develop various economic activities. This kind of communicative activity involves different cultures, and different economic background. So the communication process will often be interrupted even fail due to various factors. This thesis compares different attitudes between Chine and Westerner in business negotiations, analyzes the cau of the different attitudes, discuss about the probable misunderstanding in some interrupted or failed cas about business negotiation and study how to avoid this misunderstanding.
Key word:
研究生报名条件
拘束衣Business negotiation，attitude differences，cultural difference, misunderstanding
Ca
Brown Casual Shoes, located in Houston, Texas, is a company that specializes in casual footwear for men, women, and children. But sales have been down for the past two years. The president of the company, Robert Brown, Jr. is concerned about the labor costs of the company. So Mr. Brown is putting emphasis on Asian countries such as China, South Korea, and Indonesia, where labor costs are appreciably lower. Mr. Brown decided he would visit China. And Harry Livingstone, his nior vice president of operations, was given the job of tting up the visit. After some discussion, Mr. Brown decided one company, Chung Sun Manufacturing, located in shanghai.
Mr. Livingstone reported to Mr. Brown and decided to visit Chung Sun Manufacturing. Some thought was given to hiring the rvice of a Chine translator, but this was deemed unnecessary since Mr. Li who is the Public Relations Manager of Chung Sun Manufacturing spoke fluent English and had been involved in US business negotiations.
apply是什么意思When the day of the departure finally arrived, Mr. Brown and his team boarded their flight in Shanghai at 9:30 in the morning. Upon their arrival, they were met by a company reprentative, wh
o took them off to the hotel. A business meeting was scheduled for 3 P.M. The company reprentative would pick up Mr. Brown and his team at 2:30 P.M.
Upon arrival at the Chine company’s headquarters, Mr. Brown and his team were met by Mr. Li, who graciously greeted them with a bow and a handshake. They were immediately ushered off to a conference room to meet the company’s president, Mr. Deng. Again, there was a cordial exchange of handshakes, bows, and business cards. After the introductions, Mr. Brown prented Mr. Deng with a small gift, beautifully wrapped in white paper and a ribbon, as a token of friendship. Mr. Deng emed somewhat embarrasd to accept the gift. Mr. Brown insisted a cond and third time before Mr. Deng accepted it. The team was introduced to Mrs. Wang Chun Jiang，who would be their Chine translator throughout the visit. Almost immediately, Mr. Deng got into a discussion with Mr. Brown about his trip while Mr. Li engaged Mr.
Livingstone and Mrs. Jackson in conversation. While talking to Mr. Deng, Mr. Brown gently touched the forearm of Mr. Deng in a gesture of friendship. At times, the U.S team felt very uncomfortable becau they knew very little Chine. Refreshments were brought into the room, and everyone was invited to sit down. Before long, it was 5 P.M. and there had been no mention of why the U.S team had visited the company. At this time, Mr. Li announced that an evening banquet in honor of the Ame
rican guests had been arranged at 7 P.M. at the Great Wall of China Restaurant. Upon hearing this, Mr. Brown motioned with finger for Mr. Livingstone to come to e him. Mr. Brown had not expected such gracious hospitality and was unsure about how to reciprocate. The meeting came to a clo, and Mr. Brown and his team returned to their hotel.
The banquet was very lavish and lasted for veral hours. Mr. Brown, in appreciation for such hospitality, offered the first toast of the evening to his host. During the banquet, there was no mentioning of business. Conversations focud on China and its culture, the United States, family issues, and the team’s flight to China.
The meeting began the next day at 9 A.M. again, and the meeting started with pleasantries. Thirty minutes into the meeting, Mr. Brown was asked to prent his proposal to the company. With the assistance of his team, Mr. Brown explained his plan. As Mr. Brown went through his prentation, Mr. Deng and his staff repeatedly asked questions; Mr. Brown thought he would never get through his prentation. By noon, it was time for a break. After the meeting, Mr. Brown knew that more than one trip to China would be required to reach a business agreement.
From the mentioned ca, we could e that the Westerners are confud with Chine traditional w
ay of hospitality and warm reception and they refud to talk about something irrelevant with their business. They are at a loss at how to answer the irrelevant questions. And it is clear that the Westerners are likely to solve all the problems at one time. Converly the Chine don’t think so.
There are differ ences in Chine and Westerner’s business people negotiating attitude.
On the establishment of the relationship, the Chine business people are paying too much attention to interpersonal relationships. For Chine, they think “How happy we are when our fr iends come from afar!” As a courteous country, hospitality is the tradition of our country. Moreover now we are receiving our potential international cooperators. So it is a tradition for Chine to prepare an elaborate reception for their guests. However Westerners don't pay enough attention to private friendship; on the decision-made, Chine put great emphasis on the status of the people, while the Westerners have little demands on the character's level and coordination; on the concept of time, Chine business people are not very nsitive. To the contrary, Westerners are especially cherish the time and pay attention to the efficiency of activities. For Westerner, they consider that “Time is gold.” On the way of communication, the Chine business people usually ek for so-called harmony and balance, but relatively the Westerners communicate more easily and directly; on the attitude to the contract, the Chine business people’s law consciousness is not strong, while the W
esterners attach great importance to the contract.
Origin of different attitude
In terms of international business negotiation, it is a behavior and process that business people in different countries and regions want to meet their needs through communication and consultation to reach a connsus. Becau negotiation members belong to two or two more countries or regions, their languages, religions, lifestyle, values, behavior rules, moral standards and psychology of negotiation has a great difference. But the aspects are the important factors that affect negotiations. When both sides negotiate across cultures, both of them put their culture on the negotiation table. In the process, culture often can affect people's negotiation attitudes and negotiation behavior in a subtle way
tuociAs shown above, on the horizontal axis the clor to the left side shows that the cultural characteristics are stronger; converly, on the horizontal axis the clor to the right side shows that cultural characteristics are more undisciplined.
Apparently, Chine culture is reaching an undisciplined relationship culture and most Western culture is reaching a specific relationship culture.
1.Chine euphemistic
新车保养常识
1.Language
英语加减乘除China is a country which posss a high context culture. To understand the
meaning of words, grasping the implication of words is necessary. In
addition, the Chine tend to be modest and they don't like to argue. They are
often ud to being silence which is a nonverbal behavior when they have
different opinions on a certain problem, or do not agree to some terms in the上海新世界日语
agreement. Sometimes they do not directly say “N0”, and replace with
silence, in order to show politeness and respect. The Chine in the
negotiation table are very patient, so the Westerner have called them “the
tolerance of the east”. The Chine adherence to the old adage which puts the
harmony as the precondition of achieving the value. During the negotiations
showtathey try to avoid friction, express phraology politely and implicitly and
pursue a permanent friendship and cooperation.
迪奥什么意思2.Values
Chine culture prai highly of community and collective values, advocate
family, community and social interests as the center, pioneer the spirit of
dedication and emphasize the unity and identification of the social group.
This is a kind of the supreme value orientation. Personal goals, decision and
