A Tentative Analysis of Some Influential Elements of Culture in International Business Negotiations

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1、Abstract:Internationalbusinessnegotiationstakeplaceacrossnationalboundaries.Thismeansthesuccessfuloperationofnegotiationrequirescarefulconsiderationofculturaldifferences.Withaviewtotranscendingculturallimits,thisarticlegivesatentativeanalysisofsomeinfluentialel

2、ementsofcultureandalsofurnishessomesugges-tionstonegotiatorsinvolvedincross-culturebusinessnegotiation.Keywords:internationalbusinessnegotiation;culturaldifferences;copewithI.IntroductionThetrendthateconomydevelopsrapidlyallovertheworldhasmadebusinessglobal,whi

3、chisexpectedtocontinueintheforeseeablefuture.Asinternationalbusinessrelationsgrow,sodoesthefrequencyofbusi-nessnegotiationsamongpeoplefromdifferentcountriesandcultures,andthatcancreateconsiderablechal-lengesforbusinessrepresentativesunfamiliarwiththeculturesofd

4、ifferentgroups.Thesepersonsoftenmakethemistakeofseeingforeignculturethroughtheirownhabituallenses.Doingsocanleadtomanymisstepsthatcancostthecompanybusiness.Ifonedoesnotbargainaggressivelyinsomecountries,oneisconsid-erednaive.Butinothercountries,bargainingtoosoo

5、ncanbeasignofuntrustworthiness.Andinstillothers,peopletendtobeuncomfortablewiththeentirebar-gainingprocess.Thesedifferencesmustbeunderstoodandacceptedpriortoenteringinternationalbusinessdealings.Therefore,understandingthedifferentculturalenvironmentsthatexistam

6、ongnationsandconsideringculturaldifferenceinallfacetsofbusinessareofgreatsignificancetotheoperationofinternationalbusinessnegotiations.Transcendingculturallimitsisformidablebutessentialtaskifnegotiationswithforeignpartiesaretosucceed.II.Culture'simplicationCult

7、urehasbeendefinedinmanywaysbyawiderangeofpeoplefromdiversebackgrounds.Mostanthro-pologistsviewcultureasthesumtotalofthebeliefs,rules,techniques,institutions,andartifactsthatcharac-terizehumanpopulations.Inotherwords,culturecon-sistsofthelearnedpatternsofbehavio

8、rcommontomembersofagivensociety-theuniquelifestyleofaparticulargroupofpeople.Similarly,amoderndefini-tionisthatcultureis"thesharedwaysinwhichgroupsofpeopleunderstandandinter