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1、Hunan Information Science Vocational College GraduationGraduation ThesisThesis SubjectSubject： ImpactsImpacts ofof CulturalCultural DifferencesDifferences onon InternationalInternational BusinessBusiness NegotiationNegotiation NameName： StudentStudent No.:No.: SpecialtySpecialty andand Class:Class:
2、Department:Department: Supervisor:Supervisor: Date:Date: 2011-3-022011-3-02 ContentsContents IntroductionIntroduction.1 1 1.1. TypesTypes ofof CulturalCultural DifferencesDifferences.2 2 1.1Value View.2 1.2. Negotiating Style.2 1.3. Thinking Model.2 2.2. ImpactImpact OfOf CulturalCultural Difference
3、sDifferences onon InternationalInternational BusinessBusiness NegotiationsNegotiations.4 4 2.1Impact of Value Views Differences on International Business Negotiations.4 2.1.1Impact of Time View Difference on Negotiation.4 2.1.2Impact of Equality View Difference on Negotiation.5 2.1.3 Impact of Objec
4、tivity Difference on Negotiation.6 2.2 Impact of Negotiating Style Differences on International Business Negotiations.7 2.3 Impact of Thinking Model Differences on International Business Negotiation.8 3.3. CopingCoping StrategyStrategy OfOf NegotiatingNegotiating AcrossAcross CulturesCultures. .9 9
5、3.1 Making Preparations before Negotiation.9 3.2 Overcoming Cultural Prejudice.10 3.3 Conquering Communication Barriers.10 ConclusionConclusion.1111 BibliographyBibliography.1212 AcknowledgementsAcknowledgements.1313 摘摘 要要 不同文化条件下的商务谈判就是跨文化谈判。在世界经济日趋全球化的今 天，随着国际间商务交往活动的频繁和密切，各国间的文化差异就显得格外的 重要，否则将会引起
6、不必要的误会，甚至可能直接影响商务交往的实际效果。 这味着如何化解各国不同文化背景在国际商务谈判中是非常重要的。文章从文 化差异的类型入手，然后解释了这些文化差异对国际商务谈判的影响，最后分 析了如何正确解决谈判过程中文化差异的问题。文章强调了这样一个观点，在 不同国家商务谈判中，谈判员应该接受对方的文化，并试图是自己被对方所接 受，然后在有效沟通的帮助下做出正确评估，并找出它们之间的真正利益。此 外，们应该尽可能的清楚的了解并发现对方的文化。这对文化谈判的成功至关 重要。 关键词：文化；文化差异；商务谈判；影响 AbstractAbstract The business negotiatio
7、ns under different cultural conditions come to cross- cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the business negotiation
8、s. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article commences from the types of culture differences, then it explains the impacts of these culture differences on in
9、ternational business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other partys culture, and try t
10、o make him be accepted; then make a correct evaluation with the help of valid communication and discover their real benefits between them. Besides, we should know clearly and try to accept the culture differences as possible as we can. It is very important for the success of culture negotiations. Ke
11、y words: Culture; Cultural differences; Business negotiation; Impact IntroductionIntroduction Along with the advancement globalization and Chinas WTO entry, business enterprises in China have to face more and more business negotiations with foreign enterprises, especially with American enterprises.
12、In these negotiations, Chinese negotiators sometimes feel uncomfortable, puzzled, lost, irritated and the alike, because of unfamiliar custom and behaviors demonstrated by American negotiators. Meanwhile, American negotiators confront the same situation. Cult rural differences between China and west
13、 countries could cause many problems. Therefore, understanding cultural differences and overcoming them is crucial in international business negotiations. Although the definition of culture is numerous and vague, it is commonly Recognized that culture is a shared system of symbols, beliefs, values,
14、attitudes and expectations. Culture is a major determinant in business negotiation. So have a clear picture of culture differences if of great significance. 1.1. TypesTypes ofof CultureCulture DifferencesDifferences The east countries and west countries have produced different cultures on the differ
15、ent continents. Among the different cultures, value views, negotiating style and thinking model appear more obvious. 1.1Value1.1Value ViewView Value view is the standard that people use to asses objective things. It includes time view, equality view and objectivity. People may draw a different or ev
16、en contradictory conclusion about the same thing. Value view is one of the most important differences among the many factors. It can influence the attitude, needs and behavior of people. The value view varies from nation to nation, people know that the eastern person focus on collectivism, while the
17、 western people pay more attention to individualism. 1.2.1.2. NegotiatingNegotiating StyleStyle Negotiating style refers to the tolerance and graces which the negotiator shows in the negotiation. The negotiators show their negotiating style through behavior, manners and the method of controlling neg
18、otiation process during the negotiation. The negotiators negotiating style has a bearing on their culture background. According to the culture differences, negotiating style falls into two types: the east negotiating style pattern and the west negotiating style pattern. 1.3.1.3. ThinkingThinking Mod
19、elModel Thinking model reflects the culture. Because of the influences of history background, continents, words and living method, different nations generate different thinking models. Surely, there is more than one thinking model of a nation, but one is more obvious compared with others. As a whole
20、, east people, especially Chinese have strong comprehensive thinking, image thinking and curved thinking, while analytical thinking, abstract thinking and direct thinking are possessed by the west people. 2.2. ImpactImpact ofof CulturalCultural DifferencesDifferences onon InternationalInternational
21、BusinessBusiness NegotiationsNegotiations With the rapid development of economy, we need to do business with businessmen under different culture background, so in order to reach trade agreement, it is necessary for us to study the impact of culture differences on international negotiation in global
22、business activities. The impact of culture differences on international negotiation is extensive and deeply. Different cultures divide the people into different group and they are also the obstacles of peoples communication. Accordingly, it is required that the negotiator should accept the culture o
23、f each other. Furthermore, through culture differences, it is important that the negotiator reveal and understand the other partys goal and behavior and make him or herself be accepted by the opponent to reach agreement finally 2.1Impact2.1Impact ofof ValueValue ViewsViews DifferencesDifferences ono
24、n InternationalInternational BusinessBusiness NegotiationsNegotiations Value Views Differences on International Business Negotiations fall into three types: time view, negotiation style, thinking model. Each has big influences on business negotiation 2.1.12.1.1 ImpactImpact ofof TimeTime ViewView Di
25、fferenceDifference onon Negotiation.Negotiation. The time view which affects the negotiators behavior varies from east countries to west countries. The oriental or the Chinese negotiators are usually cautious and patient. They need to go through the phrases of coming up with proposes, bringing up ob
26、jections and ending the trade which takes a longer time. And they hope to arrange rich time to go on a negotiation, thus knowing more about the opponent .They are good at long and continuous battle. While west people or we could say American people, consider time is precious. They tend to resolve pr
27、oblems swiftly. So, in business negotiation, American businessmen often complain about the delay and the lack of efficiency of negotiators from other countries, while these countries also make a complaint that the Americans lack patience. There is a popular saying among American negotiators and busi
28、nessmen: It is prohibited to steal time. That shows the time view of Americans. To them, time means money. The time view of Chinese is cyclic. They use long-term and systematic viewpoints to value the importance of the topic. A famous people classify the time view into two kinds: straight-line time
29、viewand cyclic time view. The former pay more attention to concentration and speed, and the later stress doing many things at one time. That they insist on different time view leads to different negotiating style and method. The American people represent the straight-line time view and they have a s
30、trong awareness of modern competition. They look for speed and efficiency. So they value time badly and consider time as a special commodity whose value could be assessed. They often use minute to calculate time .They hope to reduce negotiation time at every phrase and want to complete the negotiati
31、on quickly. But the Chinese time view is cyclic and they place emphasis on unity. Moreover, it is necessary to be punctual at negotiations. West people have a strong time view, if you dont comply with the appointment time, they may give you a punishment and they will regard you as unreliable and irr
32、esponsible person. Being late for negotiation will give the west businessmen opportunities to exert pressure onyou, and then you will lose the status of being initiative. 2.1.22.1.2 ImpactImpact ofof EqualityEquality ViewView DifferenceDifference onon NegotiationNegotiation America went through the
33、bourgeoisie revolution of striving for the equality and freedom, so they take equality into their heart. Americans stick to equality and fairness in business, and hope that both could gain benefit. When introducing the topic or situation, the west people would like to use concrete method, particular
34、ly data. Their negotiating method is that they will describe their viewpoint and propose at the beginning in order to get initiative. Under this principle, they would come up with a reasonable resolution which they think is very fair. In business relationship, the sellers from America regard the buy
35、er as a counterpart. Americans are fairer than Japanese is sharing benefits. A lot of American managers think fair division of profits is more important than how much they could get. At this point, the east people are different. Because of the deeply influence of class view, they dont pay much atten
36、tion to equality. They usually adopt single-win strategy in business negotiations. When involving economic benefits they think much about their own benefits and profits and dont give so much attention to the benefit of their partners. The market economic system of developed countries is quite mature
37、, so west countries take win-win strategy more in negotiation; basically, they could take the benefits of both into consideration. 2.1.32.1.3 ImpactImpact ofof ObjectivityObjectivity DifferenceDifference onon NegotiationNegotiation The objectivity in international business negotiation reflects the d
38、egree to which people treat any things. West people especially Americans have a strong objectivity on the understanding of issues. At negotiation table, Americans dont care much about relationship between people. They dont care if the status of the opponent is equal to theirs. They make decision bas
39、ed on facts and data, not people. The saying that public things use public ways is a reflection of American objectivity. Therefore，Americans emphasize that Businessmen should distinguish people and issues, what they are really interested in is the actual problems. But in the other parts of the world
40、, it is impossible for them to distinguish people and issues. 2.22.2 ImpactImpact ofof NegotiatingNegotiating StyleStyle DifferencesDifferences onon InternationalInternational BusinessBusiness NegotiationsNegotiations The impacts of negotiating style differences on international business negotiation
41、 mainly exist in negotiating method and negotiating structure. Take the negotiation between America and China as a example, since the oriental care more about unity in thinking, they method they adopt in negotiation is from unity to parts, from the big to little, from the abstract to the concrete, t
42、hat is to say they should each agreement on general terms, then begin to talk about the concrete terms. And usually not until the end of the negotiation do they make compromise and promise based on all the items, and then to reach agreement. The west people are influenced by analytic thinking, so pa
43、y more attention to logical relations between things. They consider more about concrete things than integrity. And they tend discuss the concrete items at the beginning of negotiation, so they often resolve the price, delivery and issuance respectively at first. And they may make compromise at every
44、 detail, so the final contract is the combination of many little agreements. The negotiating structure is linked with cultures. Negotiating structure mostly refers to the number of the participants. In business negotiation, the foreign delegation is usually composed by 3-5 people, while the Chinese
45、one could be more 15 people. The foreign negotiators not only need to negotiate with their counterparts but also need to discuss with related person in charge or the government. When making the final decisions, the Chinese negotiators often discuss the results repeatedly from the workers to the board to avoid being decided by a single person. That r