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1、CulturalImpactsonBusinessNegotiations1.TheDefinitionofCultureForthepurposesofthestudyofinternationalmanagement,cultureisacquiredknowledgethatpeopleusetointerpretexperienceandgeneratesocialbehavior.Cultureisthecoherent,learned,sharedviewofagroupofpeopleaboutlife’sconcernsthatrankswh
2、atisimportant,furnishesattitudesaboutwhatthingsareappreciateanddictatesbehavior.Hofstede,ascholarinculturalobject,deanbelievesthatcultureincludesfourlevels,themostexteriorlayerofknownSymbols,suchasclothing,language,buildings,etc.,thehumaneyecaneasilysee.ThesecondlayeristheHeroes,in
3、aculturalforce,itislargelyrepresentativeoftheherowherethecultureofthenationalcharacter.ThethirdlayerisRituals;etiquetteistotreateachcultureuniquerepresentationofmanandnature,suchastheChineseculture,themainlocationwherethemealisveryparticularaboutthearrangements.Thedeepestlayerrefer
4、stotheValues,whichisthecultureinthemostprofound,themostdifficultparttounderstand.Culturaldifferencesineveryaspectofculture,cross-culturalcommunicationisalsorequiredoneveryaspectofculture.2.Culturalimpactsonbusinessnegotiations2.1ImpactofSymbolsonbusinessnegotiations(mainlyfocusonth
5、eimpactofdifferentlanguages)Tobeginwith,theimpactofSymbolsismanifestedonthelanguagecommunicatingprocessofnegotiation.Thedifferencesareobvious,thoughthelanguagebehaviorsnegotiatorsusedareprovidedwithhigherfitness.Peopleonearthusemorethan3000languages.Becausefewofuscanbegoodcommandof
6、morethanonelanguage,problemsofcommunicationareboundtooccurininternationalbusinesscommunication.Onereasonforsuchdifferencesisthatlanguagesarebasedontheconcepts,experiences,andviewsandsoon.Properuseofthelanguageisasensitiveculturalissue.Americanstendtoexchangetask-relatedinformationi
7、nbusinessrelativelyfrankanddirect,withclearstatementsofneedsandpreferences.Generally,theyopenlyexpresstheirdisagreementsandresorttoaggressivepersuasivetacticssuchasthreatsandwarnings.AndtheFrenchareverballyandnon-verballyexpressive.Theylovetoargue,oftenengaginginspiriteddebatedurin
8、gbusinessmeetings.Asians,o
