文化因素与成功的商务谈判

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1、文化因素与成功的商务谈判【摘要】随着经济全球化的趋势、国际商务活动的日益频繁，越来越显示出对多元文化理解的必要性和跨文化谈判能力的重要性。商务谈判中的文化因素引起了人们越来越多的关注。无庸置疑，在跨文化的商务谈判中，除了基本的谈判技巧、理解不同地区的文化因素、认识文化差异外，还要采取相应的策略和不断调整自己的谈判风格，这样将对成功的商务谈判起到至关重要的作用。【关键词】文化；因素；商务谈判I.IntroductionergenceofeconomicglobalizationandChina’sentryintodifferentcountriesandcultures.Andthatca

2、ncreateconsiderablechallengesforbusinessrepresentativesunfamiliaricattention.Negotiationscaneasilybreakdoustfirstunderstandtheculturaldifferences.Negotiatorsetounderstandtheapproachthattheotherpartiesarelikelytouseandtoadapttheirooreeffectivenegotiators.Thusinaninterculturalnegotiation,inadditiont

3、othebasicnegotiationskills,itisimportanttounderstandtheculturaldifferences,andtomodifythenegotiationstyleaccordingly.Thispaperfocusonthefourdimensionsofcultureanddifferentnegotiatingstylestoillustratetheimportanceoftheculturefactorsinbusinessnegotiation.II.NegotiationandCultureTheverydefinitionofn

4、egotiation,initsmodernsense,canvaryfromculturetoculture.eaningorpurposeofthenegotiationaffectthenegotiation,ashoined.Someculturesseeitonlyasanopportunitytobargain,othersastheestablishmentofalifetimerelationshipthatgoesbeyondtheoccasionalmeeting,stillothersasanopportunitytodemonstratetheircapacityf

5、oreloquenceanddebate.Somedonotseenegotiationasaprocessatall.Forinstance,AmericansandEuropeanstendtoseenegotiationsasapetitiveprocess;theChineseandtheJapaneseseeitasacollaborativeendeavor.Sotherearemanymorechallengesinaninterculturalenvironmentthaninamono-culturalsetting.Interculturalnegotiationsar

6、enegotiationeoreplexbecauseculturalnormsmayundermineeffectivemunication.III.SomeCultureFactorsinBusinessNegotiationLanguagegoesbeyondthespokenunicationisthekeyactivitythattakesplaceattheverbal,nonverbal,situationalcontextuallevel,andatotalmunicationsystemcanassistthenegotiatortobridgethegapbeteani

7、ng.Threekeytopics---time,space,bodylanguage---offerastartingpointfromwhichnegotiatorscanbegintoacquiretheunderstandingnecessarytodobusinessinforeigncountries.TimeTeexistacrosstheonochronicandpolychronic.Monochron