The influence of cultural difference on business negotiation 商务英语论文.doc
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1、The influence of cultural difference on business negotiation 【Abstract】International business negotiation is playing a more and more important role in modem society. We can see clearly that there are great differences in international business negotiation. Specially, culture can influence negotiatin
2、g styles in different ways, because negotiators who may come from another nation is different from us in language, beliefs, behaviors manners, Privacy, Food custom, time, thinking, value and attitudes and so on. Different cultures express different ways of doing business. Even though negotiators are
3、 well prepared, it is not so easy to reach a satisfactory agreement between negotiators across cultures. Negotiations can be easily broken down due to a lack of mutual understanding of the cultures. Culture affects negotiation even before negotiators meet with face to face. Therefore, learning the o
4、pponents culture and having a good understanding of how cultural differences affect negotiation will be critically important if one wants to succeed in cross-cultural negotiations.CONTENTSPART I Cultural Differences 1 The difference of Privacy 2 The difference Of Time 3 Food practices difference.and
5、 so onPART II The reasons of the different culture1 Value Differences2. Political Differences3 .Economic Differences.and so onPart IV Negotiation Skills: correctly to deal with the cultural differencesPart V How to negotiation and to deal with cultural differences in negotiation Part VI ConclusionPA
6、RT I Cultural Differences Now, with the rapid development of economic globalization and the prosperity of international business, international business negotiations are a very common and important activity in the world. But during negotiation, it is all too natural that conflicts occur where both s
7、ides have different views about their own interest or culture. To be fully prepared before the negotiation, negotiators should pay attention to the cultural differences such as privacy, time, Food practices, and so on. Since culture does matter much in international negotiations, the first step is t
8、o focus on impacts of cultural differences on business negotiations.The difference of PrivacyChinese peoples privacy concepts are relatively weak, but personal privacy are very importance for westerners, emphasize personal space, they are not willing to mention their own affairs. So on the issue of
9、privacy, Chinese and westerners frequent conflicts between the two sides, such as: for the first met Chinese people often asked about each others age, marital status, children, occupation, income and so on, Chinese people think this is an manners, but the West people think these problems are violate
10、d their privacy.The difference Of TimeWesterners time concept and the money concept are close contact, time is money, they are very treasured time, in their life, they are often careful arrangements and plans the time. In the West, to visit someone, we must advance notice or agreement, and indicate
11、the purpose of visit, time and place, to be agreed later. Generally chinese people are not same as Westerners strict accordance with the plan, Westerners often feel are not suited to this.Food practices differenceThe Chinese nation has a fine tradition of hospitality. For example,the enthusiasm of t
12、he Chinese people often offers their cigarettes each other. Chinese banquet, even Put all the delicious on the table, and the owner will use chopsticks help guest nip some foods, and persuade guests are more drink, more eat. In Western countries, people are stress respect for individual rights and p
13、rivacy, and therefore they will not do help guest nip foods. PART II The reasons of the different cultureSince there are so many cultural differences, then conflict is inevitable.A cultural diversity have many reasons, in a word, eastern and Western cultures have different cultures, historical backg
14、round, it will inevitably bring some thinking, behavior, and many other differences, even conflicts. Many factors influence the differences of cultures. .Value DifferencesEvery culture has own unique value systems, this culture think that is good, another culture might consider bad, but it does not
15、mean that this values are advanced, and the other values are behind. For example, parents in western countries tend to cultivate children to be independent. They encourage their children to deal with their personal things by themselves. Parents in eastern countries, however, always spoil their child
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