文化差异对商务谈判的营销_文化差异对商务谈判
文化差异对商务谈判的营销由刀豆文库小编整理，希望给你工作、学习、生活带来方便，猜你可能喜欢“文化差异对商务谈判”。
On the Impact of Cultural Differences upon Busine Negotiation
There has close relationship between a nation using the language and the culture of the nation.In cro-cultural communication, the cultural differences have a restriction in negotiation.The impact of culture on negotiations is extensive and profound and different cultures will dived people into different groups.The difference between their respective groups are bringing people of different cultural groups tend to alienate each other;On the other hand, different cultural communication and exchanges between people are also obstacles.Cultural differences will lead to cultural conflict, especially there is a huge difference between eastern and western cultures.This failure often involves the cultural factors.Therefore, If want to succe in negotiations, the negotiators should know well cultural differences.The best they can know how negotiation is affected by culture.Only in this way, negotiators can predict the negotiating proce and adjust strategies to promote succeful negotiations.Therefore, the analysis of how culture affecting negotiation research is the need of social development which has an important practical significance.As for the United States, it is a typical low context language country.In this culture environment, most of the information is transferred by clear and specific language or words.U.S.negotiators promote the way of communication with clearly, frankly and directly.They will tell straightly and clearly what they want without ambiguous.In addition, Americans are likely to argue with language confrontational and tone flatly.These are strong characteristics of the descendants of the immigrants in Europe which are pioneering spirit and “winning mentality“.The Japanese is generally reluctant to indicate his intention, instead of waiting patiently.In businees, Japanese is likely to use a “weapon” that the delaying tactics.They will make the other party lost patience.Once Japanese know other party is time limited, they will be deliberate to negotiate with.And China belongs to high context culture.In high context culture, nonverbal communication and the indirect expreion are the important factors to understand the meage.Chinese use nonverbal language such as their body, eye contact, appearance, tone, location, distance to communicate and understand the meaning of words.It is neceary to grasp the implication of words.Chinese people are almost modest and don't like to argue with people.In the negotiations Chinese people is very patient so that someone calls ”tolerance“ of the east.Chinese people pursue ”Harmony bring wealth” and consider harmony as the prerequisites to create busine value.Chinese are commonly use polite words to avoid friction in that they pursue a permanent friendship and cooperation for a long time.Judging from the above three countries, nonverbal expreion is used in international busine negotiations.All this behaviors is always working unconsciously.Therefore, when negotiators sent different non-verbal meages, negotiators negotiate with different cultural backgrounds person can easily misunderstand these meages and don't realize what had made mistake.Therefore, understanding the influence of culture on international busine is vital.Because, whatever the technology and whatever the benefits of a particular product, all busine deals are made by people.Understanding cultural differences affects almost every part of the negotiating proce.Otherwise, cultural differences may complicate and interfere with our negotiations.
