Impacts of Cultural Differences on Business Negotiations

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1、ImpactsofCulturalDifferencesonBusinessNegotiationsⅠ.IntroductionThebusinessnegotiationsunderdifferentbusinessculturalconditionscometomulti-culturalnegotiations.Withtheeconomicglobalizationandthefrequentbusinesscontacts,culturaldifferencesseemtobeveryimportant,otherwisetheycouldcauseunnecessarymisun

2、derstanding,evenaffecttheresultofthebusinessnegotiations.Thismeansitisveryimportanttoknowthedifferentcultureindifferentcountriesandthewaystoavoidthecultureconflictsintheinternationalbusinessnegotiations.Thearticlecommencesfromthedefinitionofthecultureintheareaofbusiness.Thenfromthethreeaspectsofcom

3、municationprocess,negotiationstyles,itexplainstheinfluenceofculturaldifferencesoninternationalbusinessnegotiations,andatthesametimeitanalyzeshowtodealwiththeproblemsofthebusinessculturaldifferencescorrectlyinnegotiationprocess.Suchastandpointisemphasized:Inthebusinessnegotiationsbetweendifferentcou

4、ntries,negotiatorsshouldaccepttheotherparty'sculture,andtrytomakehimbeaccepted;thenmakeacorrectevaluationwiththehelpofvalidcommunicationanddiscovertheirrealbenefitsbetweenthem.Besides,weshouldknowclearlyandtrytoaccepttheculturaldifferencesaspossibleaswecan.Itisveryimportantforthesuccessofcultureneg

5、otiations.18Ⅱ.DifferentBusinessCulturesDifferentcountries,differentraceshavedifferentculturewhichaffecteachaspectofsociety.Sointheareaofbusinessletusfirstlygivedifferentculturedefinitiontheirfeathuresasthefollowingsix.A.Task-centeredvsPeople-centeredPeoplewhoarepurelytask-orientedareconcernedentire

6、lywithachievingabusinessgoal.Theyarenotatallconcernedabouttheeffectwhichtheirdeterminationwillhaveonthepeoplewithwhomtheycomeintocontact.Theywillpursuetheirbusinessobjectivesrelentlessly;theywillgotothelimitsofmorality;asnegotiators,theywillbeverytough,veryfighting,veryawareoftacticalploysandanxiou

7、stomakemaximumuseofthem.Americanbusinesscultureisaveryexampleoftask-centered.Peopledon’twanttowastetimewiththesocialniceties;theywanttogetdowntobusiness.Anotherwayofclassifyingthistypeofapproachistosaythati