浅谈中美商务谈判中的文化差异及对策
摘要：随着中美两国经济贸易往来关系密切，双方之间的商务谈判也日渐频繁。但是因为谈判者来自不同的领域，有着不同的价值观念，财富认知和思维方式，所以在谈判中也带来了不少的麻烦和障碍。本文主要分析了在谈判中所遇到的文化差异，例如语言和非语言交际，价值观念，以及谈判风格等方面的差异。为了消除这些差异，本文也提出了相关建设性的建议。首先谈判者要树立跨文化意识，尊重和宽容不同的文化。与此同时还要加强外语的使用能力等，以期顺利的进行商务谈判。
关键词：中美商务谈判；文化差异；解决对策
A Brief Discussion on Cultural Differences and Countermeasures in Sino-us Business Negotiations
Abstract: With the close economic and trade relationship between China and the United States, the business negotiations between the two countries have become increasingly frequent. Because negotiators come from different fields and have different concept of value, perceptions of wealth and ways of thinking, they also bring a lot of troubles and obstacles in the negotiation. This paper mainly analyzes the cultural differences encountered in negotiations, such as differences in verbal and nonverbal communication, values, and negotiation styles. In order to eliminate these differences, this paper also puts forward some constructive suggestions. First of all, negotiators should establish cross-cultural awareness, respect and tolerance of different cultures. And at the same time, strengthen the ability to use foreign languages also can encourage negotiation smoothly.
Key words: Sino-us business negotiation; cultural differences; countermeasures
Contents
1. The Concept and Characteristic Analysis of Business Negotiation 1
1.1 The Concept of Business Negotiation 1
1.2 The Characteristics Analysis of Business Negotiation 1
2. The Importance of China and the United States Business Negotiations....................2
3. Culture Differences between China and the United States in Business Negotiations...............................................................................................................2
3.1 Differences between Language and Non-language Communication Modes.......2
3.2 Difference in values..............................................................................................3
3.2.1 Difference in the Concept of Time 3
3.2.2 Difference in Thinking Mode 4
3.2.3 Difference in Customs 5
3.3 Difference in Negotiations Styles.........................................................................6
3.3.1 Difference in Negotiation Decisions 6
3.3.2 Difference in the Purpose of Negotiation 7
3.4 Differences in Legal Concepts and Ways of Dispute Settlement........................7
3.5 Differences in Perceptions of Wealth...................................................................8
4. Countermeasures to Eliminate Culture Difference in Sino-us Business
Negotiations...............................................................................................................8
4.1 Enhance Cross-culture Awareness.......................................................................8
4.2. Respect and Tolerate Different Cultures.............................................................9
4.3 Improve Language Skills and Use Language Flexibly.......................................10
4.3.1 Use Professional Language for Communication..........................................10
4.3.2 Use Rigorous Language for Communication...............................................10
4.3.3 Appropriately Use Humorous Language to Communicate..........................11
5. Peroration 11
Bibliography.................................................................................................................12
1. The Concept and Characteristic of Business Negotiation
1.1The Concept of Business Negotiation
Negotiation is an important part of current foreign trade. It is the negotiation between economic parties to achieve a certain transaction purpose. In essence, negotiation is a kind of agreement, which is a language skill for exchanging opinions when both parties hope to make efforts to make the other party accept their demands. The ultimate goal is to achieve consensus that is beneficial in both. To achieve the goal of negotiation，both parties need to have strong communication skills and reach an agreement under the condition that both parties can gain benefits. It can be said that negotiation is a means to coordinate bilateral relations and is widely used in diplomatic, Economic and military sectors. Business negotiations are largely personalized in the economic field. It is a behavioral process in which all parties negotiate to improve their economic relations, meet their trade needs, exchange information with each other, negotiate trade agreements and finally reach a trade agreement. It can be said that business negotiations themselves are an important part of a short-term economic prosperity animal. Both parties need to seek for their own economic interests effectively in the negotiation process and make agreements on various aspects of economic terms.
1.2 The Characteristics Analysis of Business Negotiation
Business negotiations have several features. First, the focus of the negotiations is economic concern. The purpose of people negotiating business is to get profit. The parties involved in the negotiations should focus on the cultural background, political ideology and diplomatic constraints, and how they will win a broader range of economic benefits. Secondly, the features of business negotiations have cooperated with wealth. If the business negotiation can make an agreement satisfactory to both parties and both parties can achieve the benefits, it will show strong cooperation in the process. But the negotiations caused an imbalance of profits because both sides tried to get more revenue. In order to effectively gain their profit, some conflicts on both sides can occur. Third, business negotiations need to consider a variety of complex factors. Because negotiations have different social development backgrounds, depending on the region, they have great differences in values, time concepts, customs and expressions. In the process of negotiation, we need to respect each other's customs and consider many details of the negotiation. However, this is also a factor in ensuring that business negotiations are well underway.
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