商务谈判中的跨文化冲突
摘要：随着我国加入WTO，各种层次、各种类型的跨文化谈判日益频繁，正确认识中西方文化差异和文化冲突是我们从事跨文化谈判的前提条件，本文试图从中西方文化冲突的角度探讨涉外商务谈判存在冲突的原因，继而研究文化冲突的影响和发生冲突该怎样及时解决。
关键词：商务谈判;跨文化交流;矛盾冲突;交际策略
Cross-cultural conflicts in business negotiations
Abstract: With China's access to the WTO, cross-cultural negotiations at various levels and types are becoming more frequent. Correct understanding of cultural differences and cultural conflicts between China and the West is a prerequisite for us to engage in cross-cultural negotiations. This paper is trying to explore foreign-related business from the perspective of cultural conflicts between China and the West. Negotiations will have no conflicts, and then how to solve conflicts and conflicts in a timely manner.
Keywords：business negotiation;cross-cultural communication;conflicts;communication strategy
1. Introduction
International business has a long history of development, but the true meaning of international business originated after World War II,when institutions such as the International Monetary Fund and the World Bank attempted to establish a so-called new international economic order.
As a result, international business has experienced a rapid growth. In the 1950s and 1960s, international trade grew significantly, and American played a major role in this period. Subsequently,the development of world trade in Europe and Asia followed closely,eventually forming a new economic pattern of economic globalization In the process of economic globalization,cross-cultural conflicts are bound to arise due to the collision of different nationalities. Business negotiation, the core part of international business, has also been deeply affected by cross-cultural conflicts. Interpersonal conflicts or inefficient communication are the most serious challenges faced by both parties. But unfortunately, as cross-border trade becomes more and more important, negotiators of many multinational companies know very little about cross-cultural factors. Under the dilemma of low intercultural competence of negotiators, international business negotiations often lack mutual understanding, which leads to the negotiation of a crisis of trust, which deeply affects the settlement and cooperation of negotiation issues. The achievement of transactions between multinational corporations depends to a large extent on negotiation. Therefore, understanding and mastering the driving force for effective prevention and mitigation of cross-cultural conflicts in successful business negotiations is crucial for multinational corporations.
Contents
1. Introduction 1
2. Reasons for conflicts in business negotiations 1
2.1 Types 1
2.1.1 Face problem 1
2.1.2 Different cultural cognition 2
2.1.3 Value orientation difference 2
2.1.4 Different national conditions 3
2.1.5 Differences in thinking about objective things 3
2.1.6 Differences in time concept 3
3. The impact of cultural conflicts in business negotiations 4
3.1 Negative impacts 4
3.1.1 Negotiation goal 4
3.1.2 Communication method 5
3.1.3 Privacy conflict 5
3.2 Positive impact 6
4. Solution to solve conflicts 6
4.1 Good preparation 7
4.2 Trend adaption 7
4.3 The follow-up of cultural differences 7
4.4 The use of positive language 8
4.5 Individual attention 8
4.6 Adherence to principle 8
4.7 The education for the next generation 9
4.8 Cultural Identity 10
4.9 The decline of national superiority 10
5. Conclusion 11
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