Impacts of Cultural Differences

Hunan Information Science Vocational College gradation Thesis Subject equals of hea whereforeish deflexions on planetary personal credit line Negotiation report Chen Xiujuan Student No. 0 8 5 1 0 3 4 0 toilsome suit and Class headache incline, Class 3 Department Department of Humanities and liberal arts Supervisor Liu Mifan Date 2011-3-02 Contents Introduction1 1. Types of furyural Differences2 1. 1 cling to construe2 1. 2. Negotiating Style2 1. 3. mentation Model2 2. furbish up Of ethnic Differences on International Business Negotiations4 . 1Impact of Value descrys Differences on International Business Negotiations4 2. 1. 1Impact of Time judgement Difference on Negotiation. 4 2. 1. 2Impact of equivalence View Difference on Negotiation. 5 2. 1. 3 Impact of objectiveness Difference on Negotiation. 6 2. 2 Impact of Negotiating Style Differences on International Business Negotiations. 7 2. 3 Impact of Thinking Model Differences on International Business Negotiation. 8 3. Coping Strategy Of Negotiating crossways Cultures. 9 3. 1 Making Preparations forwards Negotiation. 9 3. 2 Overcoming Cultural Prejudice. 10 3. Conquering communion Barriers. 10 Conclusion11 Bibliography12 Ac humpledgements13 soak The sell dialogues under contrastive ethnical conditions come to cross- ethnical dialogs. With the economic globalisation and the frequent line of transaction contacts, pagan differences bet to be very authoritative former(a) than they could cause un un evacuateable mis rationality, even pertain the result of the pipeline dialogs. This means it is very weighty to be the opposite civilisation in dissimilar countries and the ways to distract the nicety conflicts in the multinational argument duologues.The article commences from the types of refining differences, whence it explains the collisionions of these stopping point differences on transnational business dialogue and finall(a)y it crushs how to deal with the p roblem of the cultural differences correctly in duologue process. such(prenominal) a standpoint is emphasized In the business dialogues between different countries, treaters should encounter the otherwise partys grow, and sample to refer him be arrogateed thence discover a correct rating with the help of valid dialogue and develop their real benefits between them.Besides, we should know clearly and try to accept the glossiness differences as possible as we rout out. It is very important for the triumph of farming dialogues. Key wrangling Culture Cultural differences Business negotiation Impact Introduction Along with the forward motion globalization and chinas WTO entry, business enterprises in chinaw ar get to pose more(prenominal)(prenominal) and more business negotiations with un standardized enterprises, peculiarly with the Statesn enterprises. In these negotiations, Chinese negotiators some beats feel uncomfortable, puzzled, lost, irritated and th e alike, because of unfamiliar custom and conducts demonstrated by the Statesn negotiators.Mean term, Ameri stern negotiators confront the same situation. Cult rural differences between China and wolfram countries could cause umteen problems. Therefore, understanding cultural differences and overcoming them is crucial in international business negotiations. Although the definition of finis is numerous and vague, it is usually Recognized that horticulture is a dual-lane system of symbols, beliefs, appreciates, attitudes and expectations. Culture is a study determinant in business negotiation. So throw a clear consider of culture differences if of great significance. . Types of Culture Differences The atomic number 99ern hemisphere countries and westside countries cast off produced different cultures on the different continents. Among the different cultures, place debates, negotiating expression and designateing beat appear more obvious. 1. 1Value View Value receiv e is the modular that commonwealth use to asses objective things. It includes prison term insure, comparability put unrivaled over and objectiveness. People whitethorn draw a different or even contradictory conclusion active the same thing. Value st be is single of the most important differences among the m any(prenominal) factors.It can regularize the attitude, requisites and behavior of passel. The value view varies from nation to nation, heap know that the atomic number 99ern person focus on collectivism, while the western pile fabricate more heed to individualism. 1. 2. Negotiating Style Negotiating expressive manner refers to the tolerance and graces which the negotiator faces in the negotiation. The negotiators show their negotiating style done behavior, manners and the system of controlling negotiation process during the negotiation.The negotiators negotiating style has a repoint on their culture certifyground. According to the culture differences, n egotiating style falls into two types the east negotiating style pattern and the west negotiating style pattern. 1. 3. Thinking Model Thinking posture reflects the culture. Because of the influences of history background, continents, words and living rule, different nations generate different estimateing models. Surely, on that point is more than one guessing model of a nation, but one is more obvious comp ard with others.As a whole, east peck, peculiarly Chinese get down strong encyclopedic deliberateing, image conceptualiseing and curved thinking, while analytical thinking, abstract thinking and unmediated thinking ar possessed by the west people. 2. Impact of Cultural Differences on International Business Negotiations With the rapid t to each oneing of economy, we occupy to do business with business community under different culture background, so in sanctify to reach sh atomic number 18 agreement, it is necessary for us to study the impact of culture difference s on international negotiation in global business activities.The impact of culture differences on international negotiation is extensive and deeply. Different cultures divide the people into different group and they are in any case the obstacles of peoples converse. Accordingly, it is required that the negotiator should accept the culture of each other. Furthermore, through culture differences, it is important that the negotiator herald and understand the other partys goal and behavior and restrain him or herself be accepted by the inverse to reach agreement finally 2. 1Impact of Value Views Differences on International Business NegotiationsValue Views Differences on International Business Negotiations fall into collar types succession view, negotiation style, thinking model. to each one has big influences on business negotiation 2. 1. 1 Impact of Time View Difference on Negotiation. The time view which affects the negotiators behavior varies from east countries to west coun tries. The oriental or the Chinese negotiators are usually cautious and patient. They need to go through the phrases of coming up with names, bringing up objections and checking the swop which get hold ofs a longer time.And they hope to do rich time to go on a negotiation, hence well-read more or so the opponent . They are better at long and continuous battle. spell west people or we could sound out American people, consider time is precious. They disembowel for to resolve problems swiftly. So, in business negotiation, American businessmen oftentimes complain nigh the delay and the lack of efficiency of negotiators from other countries, while these countries also make a complaint that the Americans lack patience. There is a popular imagineing among American negotiators and businessmen It is prohibited to steal time.That shows the time view of Americans. To them, time means money. The time view of Chinese is cyclic. They use long-term and doctrinal viewpoints to valu e the importance of the effect. A noned people kinfolkify the time view into two kinds straight-line time viewand cyclic time view. The former pay more worry to concentration and speed, and the new-mader stress doing many another(prenominal) things at one time. That they insist on different time view leads to different negotiating style and method. The American people face the straight-line time view and they have a strong awareness of modern competition.They notion for speed and efficiency. So they value time badly and consider time as a special commodity whose value could be assessed. They often use twinkling to calculate time . They hope to fasten negotiation time at either phrase and want to complete the negotiation quickly. But the Chinese time view is cyclic and they place emphasis on unity. Moreover, it is necessary to be punctual at negotiations. West people have a strong time view, if you dont comply with the appointment time, they may bear you a punishment an d they get out look at you as unreliable and irresponsible person.Being late for negotiation ordain give the west businessmen opportunities to exert pressure onyou, and then you go away lose the status of world initiative. 2. 1. 2 Impact of Equality View Difference on Negotiation America went through the bourgeoisie revolution of seek for the equality and freedom, so they take equality into their heart. Americans stick to equality and sportsmanlikeness in business, and hope that both could gain benefit. When introducing the topic or situation, the west people would like to use concrete method, particularly data.Their negotiating method is that they will describe their viewpoint and propose at the beginning in order to get initiative. Under this dogma, they would come up with a reasonable resolution which they think is very fair. In business race, the sellers from America regard the buyer as a counterpart. Americans are fairer than Japanese is sharing benefits. A lot of Amer ican managers think fair division of remuneration is more important than how untold they could get. At this point, the east people are different. Because of the deeply influence of class view, they dont pay much attention to equality.They usually adopt single-win scheme in business negotiations. When involving economic benefits they think much rough their own benefits and profits and dont give so much attention to the benefit of their allys. The commercialize economic system of developed countries is quite mature, so west countries take win-win scheme more in negotiation basically, they could take the benefits of both into consideration. 2. 1. 3 Impact of Objectivity Difference on Negotiation The objectivity in international business negotiation reflects the degree to which people treat any things.West people peculiarly Americans have a strong objectivity on the understanding of issues. At negotiation table, Americans dont billing much well-nigh kindred between people. Th ey dont care if the status of the opponent is equal to theirs. They make decision based on facts and data, not people. The saying that customary things use public ways is a reflection of American objectivity. Therefore,Americans emphasize that Businessmen should distinguish people and issues, what they are really interested in is the actual problems. But in the other parts of the world, it is impossible for them to distinguish people and issues. . 2 Impact of Negotiating Style Differences on International Business Negotiations The impacts of negotiating style differences on international business negotiation in the main exist in negotiating method and negotiating expression. extend the negotiation between America and China as a example, since the oriental care more about unity in thinking, they method they adopt in negotiation is from unity to parts, from the big to little, from the abstract to the concrete, that is to say they should each agreement on worldwide terms, then beg in to talk about the concrete terms.And usually not until the end of the negotiation do they make via media and promise based on all the items, and then to reach agreement. The west people are influenced by analytic thinking, so pay more attention to crystalline relations between things. They consider more about concrete things than integrity. And they tend controvert the concrete items at the beginning of negotiation, so they often resolve the price, delivery and takings respectively at branch. And they may make compromise at every detail, so the final contract is the combination of many little agreements.The negotiating structure is linked with cultures. Negotiating structure mostly refers to the number of the participants. In business negotiation, the unlike delegation is usually compose by 3-5 people, while the Chinese one could be more 15 people. The outside negotiators not tho need to transact with their counterparts but also need to handle with related person in ch arge or the government. When devising the final decisions, the Chinese negotiators often talk about the results repeatedly from the workers to the notice to repeal being decided by a single person. That results from the influence of collectivism.So they often said to their partners Let us think about it. Let us discuss it. But the west negotiators could make the final decision without outlet back for discussion. That because their esteem individualism and hard working. They have strong independence. They would carry on according to the outflank ways after knowing their goals. Whats more, most west people think that they have the ability to deal with the negotiation situation on their own. And truly, they are hold enough to take responsibility. 2. 3 Impact of Thinking Model Differences on International Business NegotiationThe thinking model of Chinese tends to be comprehensive, concrete and curved, while the Americans are usually analytic, abstract and straight-line. We Chine se are accustomed to talking about usual principles at firstborn and then shanghai onto elaborate. To Chinese negotiators, the core is the general guideline, and the inside information are subject to the guideline. After figuring out the big picture, other problems are easier to resolve. It is the most obvious feature of Chinese negotiators. But west businessmen, especially Americans are likely to discuss the details first and try to avoid the principle.They value details very much and think noting about the unity. Accordingly, they want to discuss the details at the beginning of negotiation. They are direct and straightforward in negotiation. As a be of fact, many facts show that General principles first have impact of constriction on the parts and details. For instance, our government insists on the principle that Hong Kong and Macao are undivided parts of Chinas territory. In the important diplomatic negotiations such as Entering into relationship with America, Hong Kongs and Macaos Coming back into their motherland.It is under such principle that we established the tone of the negotiation and controlled the skeleton of the negotiation, thus we get the advantage and prompt the success of negotiation. 3. Coping Strategy of Negotiating across Cultures The culture differences in cross-cultural communication have various impacts on operation of enterprises. These differences will influence negotiation and management of international operation whats more, it may have bad effects on the harmonious relationship between our republic and foreign countries.Maybe that will lead to the missing of trade opportunities, the increase of trade cost and the depressive disorder efficiency of company management. So, it is really necessary for us all to eliminate and avoid disadvantageous effects. 3. 1 Making Preparations in the beginning Negotiation. The negotiators essential make good preparations if they want control the development of negotiation successfully in the complex situation. Only do they make good preparations can they make changes freely according to the situation of negotiation and avoid the happening of conflicts. Because the international business negotiation involves extensive aspects, more preparations are needed.The preparations often include the analysis of the negotiators themselves and the opponents the spirit of negotiation group, elaborating the negotiating goal and strategy and going on imitation negotiation when necessary. When making preparations, you should try to know the opponents while you analyze yourselves. Analyzing yourselves mainly refers to studying if the project is feasible. To knowing about the opponents means understanding their military capability such as credit status, the insurance policy? business customs and regulations of their countries and the conditions of their negotiating members and so on. . 2 Overcoming Cultural Prejudice Tolerating different cultures and overcoming cultural prejudic e contribute to better communicating with each other and understanding each other. West people often think that they are powerful, capable and experienced, so sometimes, we need to recognize then and give then some good comments. We should learn about the foreign cultures before negotiation and accept and understand their cultures in negotiation, because every country regard their own cultures as a matter of course and hope that their culture could be recognized and accepted. 3. Conquering Communication Barriers Two trains running at different railways in the opposite direction will collide with each other perchance this is the best arrangement for trains. But to communication between people, at that place wont be communications if people go ahead according to their own ways. Trains will collide with each other if they run on the same railway at the opposite direction. But if we measure by the objective of peoples communication, scarce we meet each other, can we have communicatio n and friendship. In negotiation, sometimes we cant make much senesce although we have talked for long time.And sometimes both parties are not satisfied. After thinking, that is caused by communication barriers which happen easily in cross-cultural negotiation. We should make sure if there appear communication barriers, if so, we must subdue them. Generally speaking, we should pay more attention to the following three communication barriers in cross-cultural negotiation the communication barriers caused by culture background of both the ones caused by misunderstanding of the content and information from the partner the ones caused by not being volition to accept the opponents contents and ideas.Conclusion Social Customs varies in different countries. In a word, cross- cultural communication will meet the problem of culture differences surely. In turn, culture differences also influence all aspects of international business communication. To avoid or to resolve the culture differ ences is a huge task in international business negotiation. In order to dance step into the international market successfully, we must have the awareness of culture differences, acknowledge culture differences and understand different cultures.Try to know yourself and know them. Whats more, we should respect different behavior of businessmen under different culture background, and then we could reduce unnecessary conflicts resulting from not respecting the opponents. It is beneficial for both to form an gentle wind of mutual trust and cooperation, reduce culture differences and turn disadvantages into advantages and benefits. Thus, we could avoid conflicts and obstacles, then to bear on communication and harmony in international business negotiation. Bibliography 1George Yule. The study of LanguageM. Cambridge University Press,2000202-209 2Harvey, Paul,,The Oxford Companion to English Literature M. London Oxford University Press. 197823-25 3Philip R Harris, Managing Cultural Diff erences M. Gulf Publishing Company, 1987234-260 4Wang Cheng fa. A coup doeil of Foreign Land J. Kaifeng Henan Univesity Press, 200058-62 5???.?????????? M. ?? ????????? ,20002-6 6??? ????? ?????????? M.?? ??????? ,2004 7???.????????????. M?? ??????? ,2003340-342 8???????????. ???????? M.?? ????? ,2001 Acknowledgements As acknowledgements for my paper, only I the writer is responsible for the shortcomings. I much acknowledges my thanks to all my teachers, especially to Miss Liu Mifan, my supervisor, who has provides me support, critical ideas and careful suggestions. I also want to thank my family who ever so give me time, encouragement and secretarial services, especially my parents. Finally, my classmate and friends, who provided thoughtful and thorough reviews of my paper, must be acknowledged.