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1、CulturalImpactsonBusinessNegotiations1.TheDefinitionofCultureForthepurposesofthestudyofinternationalmanagement,cultureisacquiredknowledgethatpeopleusetointerpretexperienceandgeneratesocialbehavior.Cultureisthecoherent,learned,sharedviewofagroupofpeopleaboutlife’sconcern
2、sthatrankswhatisimportant,furnishesattitudesaboutwhatthingsareappreciateanddictatesbehavior.Hofstede,ascholarinculturalobject,deanbelievesthatcultureincludesfourlevels,themostexteriorlayerofknownSymbols,suchasclothing,language,buildings,etc.,thehumaneyecaneasilysee.Thes
3、econdlayeristheHeroes,inaculturalforce,itislargelyrepresentativeoftheherowherethecultureofthenationalcharacter.ThethirdlayerisRituals;etiquetteistotreateachcultureuniquerepresentationofmanandnature,suchastheChineseculture,themainlocationwherethemealisveryparticularabout
4、thearrangements.ThedeepestlayerreferstotheValues,whichisthecultureinthemostprofound,themostdifficultparttounderstand.Culturaldifferencesineveryaspectofculture,cross-culturalcommunicationisalsorequiredoneveryaspectofculture.2.Culturalimpactsonbusinessnegotiations2.1Impac
5、tofSymbolsonbusinessnegotiations(mainlyfocusontheimpactofdifferentlanguages)Tobeginwith,theimpactofSymbolsismanifestedonthelanguagecommunicatingprocessofnegotiation.Thedifferencesareobvious,thoughthelanguagebehaviorsnegotiatorsusedareprovidedwithhigherfitness.Peopleonea
6、rthusemorethan3000languages.Becausefewofuscanbegoodcommandofmorethanonelanguage,problemsofcommunicationareboundtooccurininternationalbusinesscommunication.Onereasonforsuchdifferencesisthatlanguagesarebasedontheconcepts,experiences,andviewsandsoon.Properuseofthelanguagei
7、sasensitiveculturalissue.Americanstendtoexchangetask-relatedinformationinbusinessrelativelyfrankanddirect,withclearstatementsofneedsandpreferences.Generally,theyopenlyexpresstheirdisagreementsandresorttoaggressivepersuasivetacticssuchasthreatsandwarnings.AndtheFrenchare
8、verballyandnon-verballyexpressive.Theylovetoargue,oftenengaginginspiriteddebateduringbusinessmeetings.Asians,o
