theinfluenceofculturaldifferenceonbusinessnegotiation.docx

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1、Title：theinfluenceofculturaldifferenceonbusinessnegotiationAbstractInternationalbusinessnegotiationisplayingamoreandmoreimportantroleinmodemsociety.Wecanseeclearlythattherearegreatdifferencesininternationalbusinessnegotiation.Specially,culturecaninfluencenegotiatingstylesindifferentways,becausenegot

2、iatorswhomaycomefronanothernationisdifferentfromUSinlanguage,beliefs,behaviorsmanners,Privacy,Foodcustom,time,thinking,valueandattitudesandsoon.Differentculturesexpressdifferentwaysofdoingbusiness.Eventhoughnegotiatorsarewellprepared,itisnotsoeasytoreachasatisfactoryagreementbetweennegotiatorsacross

3、cultures.Negotiationscanbeeasilybrokendownduetoalackofmutualunderstandingofthecultures.Cultureaffectsnegotiationevenbeforenegotiatorsmeetwithfacetoface.Therefore,learningtheopponentscultureandhavingagoodunderstandingofhowculturaldifferencesaffectnegotiationwiIibecritical1.yimportantifonewantstosucce

4、edincross-culturalnegotiations.CONTENTSPARTICulturalDifferences1 ThedifferenceofPrivacy2 ThedifferenceOfTime3 FoodpracticesdifferenceandsoonPARTIIThereasonsofthedifferentculture2 .PoliticalDifferences3 .EconomicDifferencesandsoonPart IV NegotiationSkills:correctlytodealwiththeculturaldifferencesPart

5、 V HowtonegotiationandtodealwithculturaldifferencesinnegotiationPart VI ConclusionPARTICulturalDifferencesNow,withtherapiddevelopmentofeconomicglobalizationandtheprosperityofinternationalbusiness,internationalbusinessnegotiationsareaverycommonandimportantactivityintheworld.Butduringnegotiation,itisa

6、lltoonaturalthatconflictsoccurwherebothsideshavedifferentviewsabouttheirowninterestorculture.Tobefullypreparedbeforethenegotiation,negotiatorsshouldpayattentiontotheculturaldifferencessuchasprivacy,time,Foodpractices,andsoon.Sinceculturedoesmattermuchininternationalnegotiations,thefirststepistofocus

7、onimpactsofculturaldifferencesonbusinessnegotiations.CO.ThedifferenceofPrivacyChinesepeopleSprivacyconceptsarerelativelyweak,butpersonalprivacyareveryimportanceforwesterners,emphasizepersonalspace,theyarenotwillingtomentiontheirownaffairs.Soontheissueofprivacy,Chineseandwesternersfrequentconflictsbe

8、tweenthetwosides,suchas:forthefirstmetChinesepeopleoftenaskedabouteachothersage,maritalstatus,children,occupation,incomeandsoon,Chinesepeoplethinkthisisanmanners,buttheWestpeoplethinktheseproblemsareviolatedtheirprivacy. .ThedifferenceOfTimeWesternerstimeconceptandthemoneyconceptareclosecontact,time

9、ismoney,theyareverytreasuredtime,intheir1ife,theyareoftencarefularrangementsandplansthetime.IntheWest,tovisitsomeone,wemustadvancenoticeoragreement,andindicatethepurposeofvisit,timeandplace,tobeagreedlater.GeneralIyChinesepeoplearenotsameasWesternersstrictaccordancewiththeplan,Westernersoftenfeelare

10、notsuitedtothis. .FoodpracticesdifferenceTheChinesenationhasafinetraditionofhospitality.Forexample,theenthusiasmoftheChinesepeopleoftenofferstheircigaretteseachother.Chinesebanquet,evenPutallthedeliciousonthetable,andtheownerwillusechopstickshelpguestnipsomefoods,andpersuadeguestsaremoredrink,moreea

11、t.InWesterncountries,peoplearestressrespectforindividualrightsandprivacy,andthereforetheywillnotdohelpguestnipfoods.PARTIIThereasonsofthedifferentcultureSincetherearesomanyculturaldifferences,thenconflictisinevitable.Aculturaldiversityhavemanyreasons,inaword,easternandWesterncultureshavedifferentcul

12、tures,historicalbackground,itwillinevitablybringsomethinking,behavior,andmanyotherdifferences,evenconflicts.Manyfactorsinfluencethedifferencesofcultures.Everyculturehasownuniquevaluesystems,thisculturethinkthatisgood,anotherculturemightconsiderbad,butitdoesnotmeanthatthisvaluesareadvanced,andtheothe

13、rvaluesarebehind.Forexample,parentsinwesterncountriestendtocultivatechiIdrentobeindependent.TheyencouragetheirchiIdrentodealwiththeirpersonalthingsbythemselves.Parentsineasterncountries,however,alwaysspoi1theirchildren.TheyalwayshelptheirchildrenfinishsomethingswhichthechildrenhavetheabiIitytocopewi

14、thbythemselves.PoliticalDifferencesPoliticaldifferencesmeanthatpoliciesandregulationsofthepoliticalsystemstandardizethebehaviorofthepeople,srolesothatpeopleunderdifferentpoliticalsystemhavedifferentpoliticalconcepts.Take.AmericaandFranceforexample:thepowerofAmericanpresidentisstrictly1imitedbytheCon

15、stitutionandtheothertwoauthoritiesCongressandSupremeCourt.WhiIeFrancehastoexpandtheirpresident*spowerduetotheirownconditions.EconomicDifferencesEconomicdifferenceisareflectionoftheculturaldifferencesduetoeconomicfactors.Forexample,peopleinthewesterndevelopedcountrieshavetherichlife,andreceivethehigh

16、educationsothattheypaymoreattentiontothequalityoflife,andtheyhavegoodsafetyawareness.ButintheThirdWorld,especiallythedevelopingcountries,peoplearemoreconcernedwiththeproblemoffoodandclothing.SothisisreflectedinPART IV NegotiationSkills:correctlytodealwiththeculturaldifferencesAsweallknow,differentcountrieshavedifferentcultures.Accordingtothecultureofdifferentcountriesadoptdifferentstrategiesintheinternationalbusinessn