theinfluenceofculturaldifferenceonbusinessnegotiation.docx
Title:theinfluenceofculturaldifferenceonbusinessnegotiationAbstractInternationalbusinessnegotiationisplayingamoreandmoreimportantroleinmodemsociety.Wecanseeclearlythattherearegreatdifferencesininternationalbusinessnegotiation.Specially,culturecaninfluencenegotiatingstylesindifferentways,becausenegotiatorswhomaycomefronanothernationisdifferentfromUSinlanguage,beliefs,behaviorsmanners,Privacy,Foodcustom,time,thinking,valueandattitudesandsoon.Differentculturesexpressdifferentwaysofdoingbusiness.Eventhoughnegotiatorsarewellprepared,itisnotsoeasytoreachasatisfactoryagreementbetweennegotiatorsacrosscultures.Negotiationscanbeeasilybrokendownduetoalackofmutualunderstandingofthecultures.Cultureaffectsnegotiationevenbeforenegotiatorsmeetwithfacetoface.Therefore,learningtheopponent'scultureandhavingagoodunderstandingofhowculturaldifferencesaffectnegotiationwiIibecritical1.yimportantifonewantstosucceedincross-culturalnegotiations.CONTENTSPARTICulturalDifferences1 ThedifferenceofPrivacy2 ThedifferenceOfTime3 FoodpracticesdifferenceandsoonPARTIIThereasonsofthedifferentculture2 .PoliticalDifferences3 .EconomicDifferencesandsoonPart IV NegotiationSkills:correctlytodealwiththeculturaldifferencesPart V HowtonegotiationandtodealwithculturaldifferencesinnegotiationPart VI ConclusionPARTICulturalDifferencesNow,withtherapiddevelopmentofeconomicglobalizationandtheprosperityofinternationalbusiness,internationalbusinessnegotiationsareaverycommonandimportantactivityintheworld.Butduringnegotiation,itisalltoonaturalthatconflictsoccurwherebothsideshavedifferentviewsabouttheirowninterestorculture.Tobefullypreparedbeforethenegotiation,negotiatorsshouldpayattentiontotheculturaldifferencessuchasprivacy,time,Foodpractices,andsoon.Sinceculturedoesmattermuchininternationalnegotiations,thefirststepistofocusonimpactsofculturaldifferencesonbusinessnegotiations.CO.ThedifferenceofPrivacyChinesepeople'Sprivacyconceptsarerelativelyweak,butpersonalprivacyareveryimportanceforwesterners,emphasizepersonalspace,theyarenotwillingtomentiontheirownaffairs.Soontheissueofprivacy,Chineseandwesternersfrequentconflictsbetweenthetwosides,suchas:forthefirstmetChinesepeopleoftenaskedabouteachother'sage,maritalstatus,children,occupation,incomeandsoon,Chinesepeoplethinkthisisanmanners,buttheWestpeoplethinktheseproblemsareviolatedtheirprivacy. .ThedifferenceOfTimeWesternerstimeconceptandthemoneyconceptareclosecontact,timeismoney,theyareverytreasuredtime,intheir1ife,theyareoftencarefularrangementsandplansthetime.IntheWest,tovisitsomeone,wemustadvancenoticeoragreement,andindicatethepurposeofvisit,timeandplace,tobeagreedlater.GeneralIyChinesepeoplearenotsameasWesternersstrictaccordancewiththeplan,Westernersoftenfeelarenotsuitedtothis. .FoodpracticesdifferenceTheChinesenationhasafinetraditionofhospitality.Forexample,theenthusiasmoftheChinesepeopleoftenofferstheircigaretteseachother.Chinesebanquet,evenPutallthedeliciousonthetable,andtheownerwillusechopstickshelpguestnipsomefoods,andpersuadeguestsaremoredrink,moreeat.InWesterncountries,peoplearestressrespectforindividualrightsandprivacy,andthereforetheywillnotdohelpguestnipfoods.PARTIIThereasonsofthedifferentcultureSincetherearesomanyculturaldifferences,thenconflictisinevitable.Aculturaldiversityhavemanyreasons,inaword,easternandWesterncultureshavedifferentcultures,historicalbackground,itwillinevitablybringsomethinking,behavior,andmanyotherdifferences,evenconflicts.Manyfactorsinfluencethedifferencesofcultures.Everyculturehasownuniquevaluesystems,thisculturethinkthatisgood,anotherculturemightconsiderbad,butitdoesnotmeanthatthisvaluesareadvanced,andtheothervaluesarebehind.Forexample,parentsinwesterncountriestendtocultivatechiIdrentobeindependent.TheyencouragetheirchiIdrentodealwiththeirpersonalthingsbythemselves.Parentsineasterncountries,however,alwaysspoi1theirchildren.TheyalwayshelptheirchildrenfinishsomethingswhichthechildrenhavetheabiIitytocopewithbythemselves.PoliticalDifferencesPoliticaldifferencesmeanthatpoliciesandregulationsofthepoliticalsystemstandardizethebehaviorofthepeople,srolesothatpeopleunderdifferentpoliticalsystemhavedifferentpoliticalconcepts.Take.AmericaandFranceforexample:thepowerofAmericanpresidentisstrictly1imitedbytheConstitutionandtheothertwoauthoritiesCongressandSupremeCourt.WhiIeFrancehastoexpandtheirpresident*spowerduetotheirownconditions.EconomicDifferencesEconomicdifferenceisareflectionoftheculturaldifferencesduetoeconomicfactors.Forexample,peopleinthewesterndevelopedcountrieshavetherichlife,andreceivethehigheducationsothattheypaymoreattentiontothequalityoflife,andtheyhavegoodsafetyawareness.ButintheThirdWorld,especiallythedevelopingcountries,peoplearemoreconcernedwiththeproblemoffoodandclothing.SothisisreflectedinPART IV NegotiationSkills:correctlytodealwiththeculturaldifferencesAsweallknow,differentcountrieshavedifferentcultures.Accordingtothecultureofdifferentcountriesadoptdifferentstrategiesintheinternationalbusinessn