商務(wù)英語談判的論文
Cultural differences on International Business negotiations
The business negotiations under different cultural conditions come to cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important. In the process of our negotiations 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 reasons for the differences in culture are various, the main source of cultural differences is the following aspects.
First is the regional differences. Regional differences between different geographical areas due to the geographical environment, the level of economic development and traditional customs differences, people often have different language, life style and interests. And these will affect their behavior. Second is the ethnic differences, it is refers to the different ethnic groups in the development of long time, which formed their language, customs and habit. Third is Political difference, difference in Political is due to the different political system and policy on every country, it’s uniform standard the behavior of people, so people in different countries have differences in the political idea .And the economic difference must not be ignored ,it is due to the economic factors of cultural differences a reflection. For example, the life of people in western developed countries is rich, the education level is high, but in the third world, people are far more concerned with food and clothing problems. In addition, religious differences is also very important on International Business negotiations.
Culture difference have broad and deep influence on International Business negotiations, different culture naturally will be divided into different groups of people, the region belong to the difference groups have different cultural groups that tendency to alienate each other. So ask negotiator to accept one another's culture, and through the cultural difference, know each other's purpose and behavior, and let the other party to accept themselves, finally agreement on the agreement.
How to deal with the international business negotiations of the cultural differences, the most important is we should admit and inclusive cultural differences.
First we should understand all possible cultural differences before negotiations. The work include understand negotiation background and generate strategy of concede. All of these preparations must be considered possible cultural differences. For example, the layout aspects of the cultural difference to cooperation may have a little influence. In the hierarchy is heavy culture, if the room arrangement is not appropriate, more informal, may cause each other's upset or even angry.
Second, in the process of negotiations we should handle the cultural differences correctly .For example the selection of language use on the negotiations is based on the different culture, in the western countries, we must take export-oriented communication, as far as possible with simple, clear and frank expression of their thoughts. Secondly, the way in the negotiations also should be pay more attention. For example, in the negotiations between the United States and China, As the Chinese people's mode of thinking is the overall orientation, and the American people affected by analysis the influence of the thinking mode, they pay more attention to the logical relationship between the things. Therefore, we often solve the problems step by step, and the final agreement is a series of small agreement combined.
The last we should do is do subsequent communication about cultural differences well after
negotiations. In some eastern culture countries, such as Japan, they think it is very important to keep in touch with customers after negotiations.
The above analysis the cultural differences and the influence of international business negotiation, any negotiator international business negotiations should pay much attention for it. Cultural differences is objective existence, the attitude of the individual or group to decide sorting by the pillow to provide.
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