商务谈判中文化因素分析及对策：随着中国经济的发展，中国与国际社会之间的交流日益频繁，但是由于语言和文化背景方面的差异，东西方之间总是会存在的一些障碍和冲突。然而，了解并探讨不同国家之间的谈判风格和不同的文化因素成为主要的切入点。本文主要介绍分析了中国与其他国家在商务谈判中的不同的文化因素和不同的谈判风格，以及针对上述不同点给出了相关的谈判策略。只有深刻了解和掌握到相关的重要的谈判信息。在彼此的学习和借鉴过程中，谈判才能顺利进行。
A Study on Cultural Conflicts and Counter-measures in Business Negotiation：As we all know, with the development of Chinese economy, changes and contacts between China and western counties are also increasingly frequent. Because of the different languages and cultural backgrounds, conflicts and obstacles are always existing in their cross-communication. However, the cultural factors tend to be the most common point. This thesis aims to focus on the cultural differences and different negotiation styles between China and western countries and illustrating the importance of cultural factors in business negotiation, then through the understanding of the above-mentioned information, some effective counter-measures can be employed in business negotiation. In this way, business negotiation can be achieved successfully.
Anthologists and sociologists believe that language and culture are inseparable, because language is part of culture and the carrier of culture, and the development and spread of culture are supported by language. Conversely, each part of the language is affected by culture. With the rapid development of economy and foreign trade, China has become one of the most decisive factors in international business filed. Also, with the rapid development of China’s economy, more and more entrepreneurs realize that the importance of the soft power of the enterprise. In order to obtain the maximum benefit, managers of companies try to expand their economic activities to make a progress in business.So it is very important for us to know how to build sound foundation for commercial and financial ties through international business negotiation. In order to build a good business partnership in business activities we must master two kinds of aspect: the first point, good business language of business negotiation; the second point, the efficiency of business negotiation. The communication between people from different cultural backgrounds can be called the cross-cultural communication. After China joined the WTO in 2011, China made a great contribution to the development of the global economy. At the same time, China and other countries have established friendly trading partnership.But obstacles will be developed during the process of business negotiation, which is attributable to the lacking of the knowledge cultural factors in business negotiation. However, in the process of interaction between Chinese and other countries, people do not understand the cultural differences well, so some misunderstandings have often arisen, which have become communication barriers. Therefore, the two business partners should understand each other’s cultural background before the international business negotiation. According to the different cultural background the trading partners we should decide effective negotiation programs, to understand the other side of the negotiating style. Skills are very important in business negotiation, such as good manners, correct speech style, good clothes. But the first important point is the cultural background, as well as cultural conflicts.
We can clearly see that culture is an important factor in international business negotiations. Usually negotiators who come from different countries have different negotiating style. Due to their different history, politics, values, different countries have different cultures in business negotiation including language, beliefs and behaviors. Therefore, negotiators must pay attention to cultural factors in the business negotiation. Negotiator must understand the opponent of culture background. Also in multinational negotiations between Chinese and foreigners also inevitably encounter cultural conflicts. So finding some measures to solution this problem is very important. For foreign negotiations business needs to pay attention to cultural differences in international business negotiation to understand the opponent of background and living habits to achieve the negotiations victory. In this article, business negotiations style and cultural factors are discussed, so negotiators should pay attention to the conflicts of culture. These factors more or less influence and even decide the outcome of the negotiations. |
