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1、Business English Negotiations In Cross-cultural Conflict摘 要：当今世界经济全球化的趋势日益加强，国与国之间的交往与联系日益密切。随着中国改革开放的不断深入和成功加入WTO，我国与世界各国的联系也将越来越密切。各种类型的跨文化谈判日益频繁，而跨文化谈判中的文化差异就越来越受到瞩目了。影响文化差异的因素有许多方面，有思维、意识、时间行为等因此正确认识中西方文化差异就显得越来越重要了。只有正确认识中西文化冲突才能更好的探讨商务谈判的策略，为我国社会主义市场经济建设服务。 关键词：文化冲突；商务谈判；对策 Abstract: The trend
2、 of globalization of world economy growing, contacts and links between countries have become closer. With the constant deepening of Chinas reform and opening up and successfully joined the WTO, China and the world will be more closely linked. Only by correctly understanding the conflict in order to
3、better explore the Chinese and Western business negotiation strategy for Chinas socialist market economic constructionKey words: cultural conflict; commercial negotiations; Strategy 目 录Abstract1Catalog2Introduction31. Western modern negotiation theory. 31.1 Cultural conflict in the cross-cultural co
4、mmunication barriers. 41.2 Thinking differences on international business negotiation behavior. 52. Awareness of the Impact of the Negotiations. 62.1 Awareness of differences in market economy. 62.2 The interests of human consciousness and awareness of differences. 72.3 Different values of the negot
5、iations. 82.4 The time behavior of the cross-cultural differences. 83. Our Cross-cultural Negotiations Strategy. 93.1The establishment of cross-cultural awareness talks. 93.2 A keen insight into the negotiating partner cultural norms103.3 Treatment of cultural issues, should remain neutral. 103.4 To
6、 overcome communication barriers. 104. Conclusion. 115. References. 12 IntroductionChinas accession to the WTO is facing a new pattern of economic competition, the increasing frequency of external business contacts, exchanges and cooperation with the outside world, therefore the main ways - cross-cu
7、ltural business negotiation has increasingly shown its important role. Cross-cultural business negotiations that cross-cultural exchange is used to signify the different cultures of human interaction. As the saying goes: Ten different wind, different customs Barry. Therefore, in business negotiation
8、s strategist, seize the initiative , to succeed, we must fully understand the culture of different countries. An old saying: Know thyself, know yourself. Only understanding cultural differences in different countries can better explore the business strategy of negotiation for Chinas socialist market
9、 economy construction.1.Western modern negotiation theory As society progresses, the continuous development of foreign trade, more and more people are directly entered the field of negotiations, the Western countries and some developing countries regard the negotiation companies and organizations le
10、arn important lessons as teaching talent. American Society of negotiations Gerard. in his book the art of negotiation in order to hierarchy of needs, namely the theory of seven levels of the negotiations need to: 1) physical needs; 2) safety needs; 3) social needs; 4) esteem needs; 5) the need for s
11、elf-realization; 6) knowledge and understanding of needs; 7) the need for perfection, The need to build theory from the negotiations. In the book, said: In short, human life is a struggle to meet the needs of the enduring struggle, behavior of organisms in order to reduce the pressure required respo
12、nse; Moreover, the act aims to achieve a cost-needs of the target. Our aim is to use these on the basic knowledge of human needs, to carry out successful cooperation in the negotiations. United States scientist talks Fisher, Uribe, Ray France et al studied and developed in the Yuan Wan Shan negotiat
13、ions on behalf of law. With a higher level of negotiation strategy, its main features: First, the negotiators and the negotiations, the distinction; Second, instead of upholding the interests of the position concerned; Third, accurate and feasible plan insist the former, decision-making in the post;
14、 four is to uphold the results of negotiations to establish objective standards. Throughout the Western practice of negotiating and, in addition to the inherent laws of right of negotiation, with particular emphasis in the different ideas, traditions and customs in cross-cultural negotiations effect
15、s.1.1 Cultural Conflict in the cross-cultural communication barriersNow China has the world most countries established diplomatic relations, each country has its own customs and taboos, as Stalin said: Every nation, regardless of their size, nature has its own characteristics, there belong to the na
16、tion and the characteristics of other nations do not have. Custom difference is with the negotiators around the world to communicate a major obstacle, it will impede the normal exchange of information negotiators. For example: shaking hands, said the friendly Chinese people, but if to shake hands wi
17、th the Germans, he nervous; Chinese eat with chopsticks, Westerners use knives and forks. These daily habits will also affect the negotiation communication. Westerners generally believe that of 13 is unlucky number, on any occasion should try to avoid it, if you will be very concerned about the numb
18、er of people in about 13 of the date, time, floor or room to meet, it will bring the other side unpleasant, even if further communication and thoughtful planning will fail. Cross-cultural negotiations, and facial expressions, gestures and other body language communication exchanges are also very dif
19、ferent. Americans made a circle with the thumb and index finger to indicate OK, but in Japan it represents the symbol of money, but in France, said zero or no value, while in other countries may also mean that other different meanings. Because of different cultural backgrounds, there are differences
20、 in their negotiating style. Such as the American character liberated, they will soon meet with others, will reveal such intimate friends for years, as the sense of their personality, determination, self-confidence, so they are always very confidently into the negotiation room, made a statement also
21、 affirmed the of, and to actually get the material interests as a sign of victory, and Americans like the master - and his shrewd negotiator same contacts, which were pursued in the interests of self-confidence and more for the same plan, he You Ran students will respect and easier to negotiate. So
22、Americans played Dealings should take full advantage of the Americans liberated the characteristics of their interaction with sincere enthusiasm, it is easy to create a harmonious atmosphere, accelerating the negotiation process and create the chances of success. Otherwise, it will increase the misu
23、nderstanding or failure. And use their self-confidence, endless personality to understand the situation, in its torrent of submissions to find valuable information, find out the target content, to get an actual situation, plan countermeasures. Another advantage of Americans like the master the chara
24、cteristics of communication, that is like, matched in a contest, they are to be pursued in the interests of the scheme are interested. Therefore, we must tit for tat exchanges with the Americans to teeth Also teeth, so not only will not have been each others resentment, it will win the others apprec
25、iation. So, we need to achieve the intended purpose of communication, we must learn more about the various habits and customs of the West, learn communication between the two sides of occasions to accommodate each other, to rule out communication in business negotiations, the customs barrier.1.2 Thi
26、nking Differences on International Business Negotiation Behavior. Culture affects peoples views and understanding of external things, different countries have different cultures, so there is bound to different aspects of thinking, between Eastern and Western cultures this was particularly evident. W
27、estern culture, logic and analytical thinking focus, and oriental culture of thinking showed a holistic intuition, it is also characteristic of traditional Chinese culture and thinking. Because of this traditional culture, Chinese people tend special attention to intuition, focusing on understanding
28、 the process of experience and feeling, often in exchanges of experience and in this sense to to have been saving people. Compared with the Western mode of thinking, This mode of thinking of Chinese people obviously broad and fuzzy, over time, will cultivate a mindset, can be interpreted as identifi
29、cation, and streamline the classification of external things perceived . In essence, way of thinking tended to ignore individual differences of things, exaggerated with the addition of a social group related to the cognitive approach, often emotionally, and accompanied by a fixed creed. Given potent
30、ial in all, each with their own set of potential features, will directly affect the cross-cultural communication, resulting in communication failure. Thinking based on objective differences in the negotiation of different cultures who showed differences in the way the negotiations. According to disc
31、uss issues Sequence can be divided into horizontal negotiation negotiations negotiation and vertical. Lateral negotiations is first to identify all the issues involved in the negotiations, the issues will be integrated with, the cycle discussion, go hand in hand, staggered. Vertical negotiations is
32、the question identified by the order to negotiate one by one in turn. In general, horizontal and vertical bargaining negotiations, the negotiations for different contents of the negotiations in specific activities should be selected depending on the specific situation of application. This is actuall
33、y the result of influence by cultural practices. For example, Americans tend to use vertical negotiation way2.Awareness of the Impact of the NegotiationsThe French were mainly lateral negotiations. Because the United States of negotiators in the negotiations like to package deal approach to the ques
34、tion of the order of one by one in turn to discuss, and French negotiators prefer to start with negotiations on the outline of topics , conversation repeatedly identified question in all its aspects. Therefore, to successfully conduct business negotiations in the Western way of thinking need to reco
35、gnize the difference. This is performed in the negotiations is very clear. Since the Silk Road, the rapid development of Chinas textile industry, textile products sold in Europe and America, and its success is the difference between thinking in different countries with a correct understanding of dif
36、ferential treatment, was able to succeed. We need to reduce conflict in the international business negotiation, maintenance, and for ones own interests, we must understand and study of Chinese and Western negotiations as a sustainable development Yi Shi and different from each other, to promote the
37、success of the negotiations.2.1 Awareness of differences in market economy Western societys market economy has experienced several years of baptism, the market economy concept has been firmly established. In contrast, the market economy system was preliminarily established in China, planned economy
38、still affecting the consciousness of the Chinese peoples economic behavior, the foreign economic activities, Chinese and Western negotiators must exist on the contrast between the economic sence. This was reflected in self-consciousness. In business negotiations, the Chinese negotiators as negotiato
39、r with the West think they have more adequate decision-making power, but the Chinese negotiators of collective decision-making power generally led by the company or the superior department in charge of giving, Western negotiators, decision-making power is often given directly by the entrepreneur. Ch
40、inese negotiators are more accustomed to receiving government-business knowledge and approval of commercial contracts, in the event of contract disputes, lack of self-consciousness, independent self-determination, less capable. While Western negotiators have strong sense of ownership is, enjoy great
41、er self-determination, better display their creativity. Consciousness. In the main sense, since the Chinese peasant economy as the basis for a long time to highly centralized social structure, focus groups, we compared the power, while Westerners are living in a long personal struggle and competitio
42、n-oriented modern capital2.2 The interests of human consciousness and awareness of differences The purpose of business negotiation is to maximize economic benefits. In modern society, have an interest in Chinese and Western negotiators sense, between negotiators are necessarily the interests of the
43、main body of purpose concentration of negotiations clearly point to the interests of, and negotiations with interest as the main evaluation. However, awareness of the benefits of Chinese negotiators Western negotiators not so clear and strong. Meanwhile, the Chinese people a strong sense of human fe
44、eling, whether the outcome of the negotiations to bring honor to see her face is very important. The Westerners have a strong awareness of the benefits, attention to the interests of mechanism, in the negotiations concern is the availability of benefits. China concerned about the interests of the negotiators in the same time, there is a distinct and Western negotiators human consciousness, especially the face concept. As the impact of deep-rooted Confucian culture since ancient times, we pay attention to etiquett