中日文化差异对国际商务谈判的影响(英文论文)

1、内容摘要随着国际贸易的发展，中日贸易关系日益紧密，商务谈判的重要性越来越突出。近年来，中日文化差异对两国商务谈判造成影响不断加深，引起了中国商务谈判人员的极大关注。本文从中日文化差异的角度出发，就中日贸易谈判现状作出分析，指出中国在商务谈判方面存在的弱势和问题，并提出了在文化差异背景下提高中国商务谈判人员谈判能力的应对之策。关键词 ：文化差异 商务谈判 沟通 策略AbstractWith the development of international trade , the trade relationship between Janpa and China has become more

2、and more closed , whats more , the importance of business negotiation also came to stand out obviously. All of those cause great concern among chinese business negotiators. This article will set from the view of culture difference between Janpa and China, analyzing the current situation of business

3、negotiation, then point out the China s weakness and problems in international negotiation , and try to put forward to solutions of improving the ability of chinese negotiators under the background of cultural difference .Key words: Culture difference Business negotiation Communication tacticsConten

4、tsABSTRACT(Chinese .i ABSTRACT(English .ii1. Cultural differences between China and Japan . .52. Cltural differences on international business negotiations .52.1 Cultural differences between countries on business negotiation.52.2. Language and non-verbal behavior differences in the impact oflanguage

5、 differences.52.3. Values the impact of differences in the behavior of internationalbusiness negotiations.6 2.4. Customs differences.83. Business negotiation hidden risks.83.1. The existence of the business negotiations between the two parties to the risk of misunderstanding.83.2. Existing so that t

6、he risk of business negotiation agenda can notbe unified.83.3. The existence of the risk of business negotiations stalled.93.4. The presence of the risk of business negotiations eventuallybroke down.94. Cultural differences in the negotiating process how to deal with. . .94.1. To persuade is to deal

7、 with objections.104.2. Agreement. .104.3. Build cross-cultural awareness. .114.4. Has come prepared. . .114.5. To overcome communication barriers.124.6. To eliminate prejudice. . .124.7. Several effective policy responses.13References. 16Acknowledgements1. Cultural differences between China and Jap

8、anCulture mainly includes four parts of language and non-verbal behavior, customs, ways of thinking and values, they are a great of impact on chinese and japanese of cross-cultural business negotiation.2 Cultural differences on international business negotiations2.1 Business negotiation countries cu

9、ltural differencesHelping business people to avoid the different cultures and rude, has formed a $ 100 million market in the United States. “Harris different cultural training ” in the market, is very famous. Helping such companies like Intel Corporation and other world-class enterprises for their e

10、mployees to regularly organize training courses, so that they understand the slightly between different cultures. The following is some of the ways taught by Harris from different cultures and vertices resources. Remembering them, you may not be penny wise and pound foolish in co-operation with fore

11、ign Israelis meeting has always been marked by potholes, they do not have the patience to listen to other people gossip in the negotiations. The British are mostly law-abiding, but also makes good business sense. In the negotiations, they do not want to say too much nonsense. Europeans, unlike Ameri

12、cans do like to wear badges, if you insist, then they will feel as a child. Indians like to interrupt each other in the conversation, if you listen to them and not be interrupted or ask questions, they will think you heard inalienable seriously. Negotiations with Malaysian or Japanese, the best time

13、 to about 6 seconds of silence. If your negotiations with the Israelis, then do not settle.2.2 Language and non-verbal behavior differences in the impact of language differencesA nation use of the close ties between the language and culture of the nation have. Cross-cultural differences between diff

14、erent cultures negotiations language constraints. The Japanese are speaking face, anything they do not want to say the word "no". They directly refused to make the other embarrassed, even angry, great rudeness. Where negotiations with Japanese businessmen, tone to try to calm and tactful,

15、should not jump to an ultimatum. Also, do not be mistaken for the representation of the Japanesecourtesy is the expression of consent. Japanese tend to talk about them constantly nodded and said: "Hayi!" Like this often tell each other that they pay attention to listen, not "agree&quo

16、t;.And China belong to the high-context cultures, is passed in the high-context cultures of nonverbal communication and indirect expression and understanding of the important factors of the information, such as posture, eye contact, physical appearance, tone, position, distance, environmental and ot

17、her non-verbal Factors to communicate. To understand the implications of the discourse, comprehend the implication of the between the lines is necessary. And the chinese seem mild, do not like to argue, with little confrontation speak indirectly obscure, and are often used to silence the non-verbal

18、behavior, a view, or does not agree to certain terms and conditions, and sometimes does not directly say "NO", while silence instead, as an expression of courtesy and respect for each other. Chinese people at the negotiating table is very patient, the so-called "Oriental patience.Chin

19、ese people believe in the old saying of "gas wealth, harmony as a prerequisite to achieve value negotiations to avoid friction, Politeness subtle, and the pursuit of permanent friendship and long-term cooperation. Non-language differences. In addition to the use of language to communicate, inte

20、rnational business negotiations also widely used non-verbal expression negotiators issued a more subtle way of non-verbal or even more important to accept than language information, and all such signals or signal of total unconsciously.Therefore, when the negotiators issued a different non-verbal si

21、gnals, with different cultural backgrounds negotiator easily misinterpret these signals, but also awareness of the error not occurred. Personal friction this unconsciously, if not corrected, it will affect the commencement of normal commercial relations. chinese people used silence or endorse a view

22、 or not to agree to certain terms and conditions, as an expression of courtesy and respect, this the silent hold a negative view of the Americans naturally difficult to accept their silence regarded as rejected. Under normal circumstances, "laugh" as pleased, the chinese people are sometim

23、es expressed frustration with "laugh", does not endorse.2.3 Value differences international business negotiationsValues differences than language and non-verbal behavior differences ininternational business negotiation hidden too deep, and therefore more difficult to overcome. Values diffe

24、rences in international business negotiations mainly due to the concept of objectivity, equality and punctuality differences caused by misunderstanding and disgust. And the nature of japanese society, the value orientation of the chinese and japanese are also completely different. Due to special his

25、torical reasons, China has lost a lot of our own national value orientation, but with the reform and opening up to absorb Western culture after the birth of a the value orientation of the two fusion one hand should be in full contact with Western capitalist society see that the chinese people have a

26、 strong desire to learn new things, personality open index than the era of planned economy has been greatly improved. This is very very positive and encouraged, but at the same time must be reminded that due to the previous historical reasons, the character of the chinese people at the same time a m

27、ixture of traditional ideas and values of Western society.Summing up, causing instability in the chinese people's value orientation and ease of shaken. abroad hot "after the reform and opening up, the stock hot", in this series of positive behind, the same must admit the blind, asserti

28、ve harm they bring these - blindly pursuit, not judgment, can not be sure of the value orientation of the Chinese people.Japanese nation is a very stoic people, and this led them to flourish in many areas of science and technology, art and also the cause of their nationality Gerry brutal temperament

29、. Become a fascist World War II, when the three countries, one can not get away with this. As for Japanese value orientation, it can be said the relatively "pure." well-known reasons: the post-World War II Japan 100 to be all zeros. perhaps in the long time U.S. jurisdiction, they suffer f

30、rom cultural aggression. However, this Culture cleaning is also so completely Japanese cultural context of capitalism, since the post-war history, it has been more powerful blood even in cultural mergers of other capitalist countries out of their own road Japan has its unique values: the geographica

31、lly narrow Japan in order not to be squeezed out of the capitalist bus, only positive, progressive, powerful.At present, China's market economic system has been initially established, the business concept of consciousness tend to have some of the characteristics of the period of the early Wester

32、n market economy, business negotiations often take the "single win" strategy, economic interests are involved, the more consideration one's own interests, and not too concerned about the interests of the other party. Fairlymature market economy system in the developed countries, Wester

33、n countries negotiators more "win-win" strategy, and basically be able to consider the actual interests of both sides.2.4 Customs differenceCustoms including some social activities. Chinese people in daily life and work, too proud, and very concerned about their image in the eyes of others

34、, fear of being a joke, arguments and misunderstandings. Americans are more practical, not too concerned about the opinions of others. The American people will not ask each other's age, income, and marriage, they believe infringe on the privacy of others; frequently asked in China. Americans lik

35、e to frankly express their point of view, the chinese people by a tactful way to express meaning. Americans once asked about something, generally must be given a clear answer. The chinese people advocate "silence is golden". Common in the United States to the elders and juniors meet each o

36、ther Paijian Bang, Kiss the case, such scenes rarely seen in China. Americans are very punctual, chinese people tend to understand the reason of late. The differences between the many habits still very obvious.3 Business negotiation hidden risks3.1 The existence of the business negotiations between

37、the twoparties to the risk of misunderstandingCommunication between the negotiators of the chinese and japanese Business The most important tool is the language, in addition to non-verbal communication. However, due to differences in both language and non-language cultural communication between the

38、two sides there are obstacles.Between China and Japan, there are many on the verbal and nonverbal cultural differences, misunderstandings and obstacles manufactured for communication between the chinese and japanese negotiations personnel.3.2 Existing so that the risk of business negotiation agenda

39、cannot be unifiedDifferent due to the japanese way of thinking, the chinese negotiators tend to take lateral negotiations, that the negotiations involved lateral spread, that is, to discuss several issues at the same time, progress at the same time, and then forward, until all issues negotiated so f

40、ar;Lateral negotiations with longitudinal negotiations is two completely different negotiations, if both sides insist on their own way to arrange the negotiating agenda, the negotiations can not be carried out.3.3 The existence of the risk of business negotiations stalled.In order to maintain good i

41、nterpersonal relationships, chinese negotiators are more willing to take a non-confrontational and non-direct conflict to solve the problem. Even if do not agree with each other's views, and rarely directly reject or refute, but twists and turns to state their views. Japanese negotiators sought

42、to illustrate his point, the language directly, non-distinct, exhibit highly aggressive and argumentative. Straightforward expression of the japanese negotiators will hurt the chinese people's self-esteem, because they do not to their face. Negotiators in China tactful way will make the japanese

43、 suited, because he can not truly understand the attitude of the chinese side.These differences will become difficult negotiation process, and even lead to an impasse in negotiation.3.4 The presence of the risk of business negotiations eventuallybroke downFocus on the friendship between the chinese

44、merchants generally can accommodate change the terms of the contract. The japanese focus on interests, once they signed the contract, attaches great importance to the legal nature of the contract. If you sign a contract can not perform, then they would have to pay damages and liquidated damages in s

45、trict accordance with the terms of the contract breach, no further room for negotiation. Both different attitudes towards contract after signing a contract compliance difficult, and may make the outcome of the negotiations came to naught. Hospitality of chinese people, will be taken care of on the t

46、he visiting japanese sidenegotiators, warm hospitality. This service is great for the japanese side negotiators will feel too extravagance and waste. Japanese equality hospitality, guests would not give preferential. Such hospitality is easily chinese negotiators that the japanese side unfriendly. D

47、ifferent understanding of the two sides will be difficult to trust each other and may be a direct result of the negotiations fruitless.4 In the cultural differences in how the negotiation processNegotiations generally consists of four stages: First pleasantries, talk about some unrelated topic; cond

48、uct said; make concessions and the final agreement. Before entering formal business negotiation, people are generally the process of business negotiations, an expectation. This is expected to affect the control of the progress of the talks and negotiation strategy selection often. As negotiators fro

49、m different cultural differences in terms of language and non-verbal behavior, values and thinking, decision-making, so that they held expectations are not the same, and different expectations would lead these negotiations in the various stages of the negotiations spend time and effort on the differ

50、ences.4.1 To persuade is to deal with objectionsPersuasion is crucial to negotiations. Understanding of persuasion to convince the way the selection is often due to cultural differences. Will be more time and effort spent on pleasantries and work-related information exchange on cultural focus on the

51、 vertical position in relationship, people often tend to convince the stage of the "controversy". Even persuade the way out to save face psychological, often subtle or behind the scenes, but to convince and results with the status of the relationship. As in Japanese culture, it is more pre

52、sumptuous or tough negotiating strategy may result in loss of face and destroy important personal relationship, so less is used. But sometimes in an informal setting will also be used by the buyer concessions and agreements4.2 AgreementDifferences based on the objective existence of thinking, differ

53、ent cultural negotiations exhibit differences in decision-making, and the formation of the conflictbetween the order of decision-making methods and the overall decision-making methods. When faced with a complex negotiation task, sequential decision of Western culture, especially Britain and the Unit

54、ed States are often the big task is decomposed into a series of small tasks. Times to solve the issue of price, delivery, warranty and service contract, every time you solve a problem from start to finish has concessions and commitments, the final agreement is the sum of a series of small agreements

55、. Oriental culture of the overall decision-making methods, however, will have to be at the end of the negotiations, until all issues to make concessions and promises to reach a package agreement.4.3 To establish a cross-cultural awarenessThe so-called cross-cultural exchanges "participants not

56、only rely on their own code, habits, attitudes and behavior, but also experience and understanding of each other's code, habits, attitudes and behavior of all relations, while the latter is considered to be strange new synonym., cross-cultural, including all features and a strange new heterosexual identity and peculiar sense of intimate easygoing and risk, normal things and new things together participants in the center of behavior, ideas, feeling