当前位置:蚂蚁文档网 > 作文范文 > 浅析价值观对中美商务谈判影响,(1)

浅析价值观对中美商务谈判影响,(1)

时间:2022-07-10 15:15:06 浏览次数:

  1

 Abstract

  The United States is China"s largest trading partner. As the core part of a culture, the difference of values is one of the important reasons that affect the business negotiation between China and america. The difference of values is mainly reflected in the social relations that people should deal with. In the Sino US business negotiations, the value of the differences in social relations, it may be manifested in the two sides in the decision-making, equality, legal concepts, time and efficiency of the difference. Understanding these differences will help us to understand the underlying causes of the differences between Chinese and American business negotiation styles, so as to reduce misunderstandings and obstacles in Sino US cross-cultural business negotiations. Key words: culture; values; business negotiation

 Values are the core of culture, which determines the differences between different cultures. What is the value? The professor and doctor of philosophy China academy tutor Li Deshun believes: the value view is people"s belief, faith and ideal on the basic value system is reflected, condensation and practical experience of the people"s life value of the state, is the Department of people inside the evaluation standard." Value is the cornerstone of building the national character, but also the core of a national culture. Therefore, strengthen the research on the difference of values is helpful to promote cross-cultural communication, especially for cross cultural business negotiation success, there are also differences can help us understand all kinds of cross cultural

  2 negotiation in style. Here said the negotiating style refers to the process of negotiation, the negotiators expressed the way and habit of speech and deportment, etc.. In Britain and the United States and other western developed countries, only business negotiators accounted for more than five percent of the total population, many people directly into the field of negotiation. The negotiation in the modern enterprise management has attracted more and more attention, in developed countries the United States, Britain, Germany and France and some developing countries in many enterprises, universities and research institutions, has long been the negotiation as a culture of its own political and economic, diplomatic and commercial aspects it is important. In the fierce social competition and frequent foreign affairs activities, the principles and methods of the theory and methods of negotiation are becoming more and more perfect. In the new century, our country continue to strengthen ties with the world, continue to participate in international competition, the pattern in the context of global economic integration, international business activities have become increasingly frequent, so understanding multi culture of other countries as well as in intercultural communication ability is very important. It can be said that cross-cultural awareness and cross-cultural communication ability means a direct economic benefits. With the further expansion of market economy and foreign economy, especially after joining the WTO China, some domestic enterprises and organizations with international commercial exchanges, more and more at the same time, Chinese and other western countries in the commercial exchanges have become more frequent, as it is China contact with western countries link. It introduces Chinese enterprises, products and services to the world, and introduces advanced management system, technology and capital. In this process, international business negotiation plays an important role in international business activities. It is seen as a

  3 prelude to the commercial war. With the development of society, the relationship between people is more and more close. The current international situation provides a wide range of international business negotiations. Therefore, how to carry out effective cross-cultural business negotiations on the agenda. The results of cross-cultural business negotiations will affect the results of business activities. But whether the outcome of a negotiation is successful depends on a variety of factors, such as political and economic factors, the strength of the enterprise, market supply and competition, etc.. Since cultural differences are very important and complex in international business negotiations, the slightest mistake can lead to failure of the negotiations. Negotiators from different cultural backgrounds because there are different values, religious beliefs, customs and habits and behavior patterns and so on, they will show different negotiation thinking, negotiation and negotiation strategy of things also have different criteria. In the economic activity is more closely linked to today, in foreign business negotiation, every enterprise must take the enterprise and the negotiations between the two sides of cultural background, negotiation and negotiation strategy to combine trade-offs, in order to achieve cultural compromise and win-win goal, to develop strength, overcome weaknesses, thus forming a reasonable negotiation strategy to avoid conflict, ultimately, the success of the negotiations.

  The United States negotiations Association, well-known lawyer Gerrard.I. Neal lemberger believes that the scope of negotiation involves is very wide, every wish and meet the requirements of each seeking to satisfy the needs of all is the potential for negotiations to induce people to process, people exchange ideas in order to change the relationship, in order to achieve consistent and consultation agreement is in the negotiations. Internationally, the different interests of business activities, in order to achieve a transaction on the terms of the

  4 transaction to negotiate, is the international business negotiations. The ultimate goal of the international business negotiations is to reach an agreement, but because the face from different countries or regions to negotiate negotiations, their values, language and customs vary, there are significant differences in the negotiation style, therefore in the negotiation of misunderstandings and conflicts are common. At present, most of the discussions on cross cultural business negotiation are from the macro point of view, but there are few reasons for these differences. As a core part of a culture and the potential characteristic of the decision values is one of the reasons that affect people negotiating style, each negotiators may unconsciously have affected their values and behavior view of migration to the negotiating table. After China"s accession to the WTO, how to be invincible in the opportunities and challenges, business negotiations become one of the key to success or failure. The values of the differences are mainly embodied in the people should deal with social relations, so this paper intends to analyze the differences between Chinese and American values from a subordinate relationship, cooperation with others, interpersonal relationship, the relationship between the individual and collective and the concept of time, and the differences in Sino US business negotiations in may appear in both sides decision-making, equality, legal concepts, time and efficiency difference. 1 the difference between the value of the relationship between the superior and subordinate and the difference between the two sides The relationship between the upper and lower levels is the relationship between colleagues. Chinese culture is based on ethical standards, and one of its important values is the relationship between people. As early as the Han Dynasty, Dong Zhongshu is the father of the child, three gang Jun Chen Gang, husband wife Gang) and matched with the Wuchang that benevolence, righteousness, propriety, wisdom and trust) laid the

  5 foundation for the theory of the relationship between the level of. Is to maintain order China classe of feudal society and restrict people"s behavior criterion, it still has the effect to a certain extent today, so lower in Chinese longitudinal relationship always has a certain degree of popularity, social structure is more subordinate relationship of characteristic, qualifications and authority of the superior greatlyrespected and respected people. Should respect the truth or to the higher level is often faces problems at work. Chinese culture belongs to the high power distance culture, between person and person as experience, position, culture and other aspects of the different forms of vertical relationship type, people pay more attention to the difference of position and their place in the relationship between superior and subordinate position in the longitudinal relationship between superior and subordinate always affects the individual behavior; and influenced by the concept of equality in the United States, the interpersonal relationship is generally horizontal state, the exchange of the two sides are equal. Holland scholar Geert once in some countries and regions in their sense of self managers conducted a survey, and gives the corresponding scores, of which the United States is 91, while the China Hongkong 25 points, 17 points for Taiwan China. The differences between Chinese and American values in the relationship between the superior and the inferior in the business negotiation is the difference between the decision maker and the decision-making authority. Negotiators are usually less than the Chinese, among members of the business is horizontal relationship, informal, equal to a contemptuous disregard orthodox business etiquette seating, everyone has the opportunity to play its role, but there is always a plenipotentiary negotiation decision". Chinese negotiators often have more members, they can only act in their own authority, the final decision is usually not to participate in the negotiations to make the superior. So Americans

  6 often get such as R have to consider China ", we have to consider this kind of answer, the answer is to avoid the Chinese representative beyond their jurisdiction on the other side of the proposed terms, they reflect a widespread phenomenon in China, need to report to the superior leadership agreed or collective discussion before that is to make a decision. This phenomenon is more prominent in the early stage of China"s reform and opening up. 2 the difference of values between the attitude of the people and the attitude of the two sides to the atmosphere Interpersonal relationship is a concept of meaning is widely used in Chinese culture, foreigners to understand Chinese culture can understand the interpersonal relationship in the mysterious Chinese. As a social individual, no doubt to extensive contact with society, if a person from the type of relationship and social division of interpersonal relationship, it is not exhaustive, one said in front of the subordinate relationship is the interpersonal relationship. The main purpose of the discussion here is people"s attitude towards interpersonal relationships. We are familiar with the concept of value Chinese culture in interpersonal relationships, we emphasize mutual tolerance, patience, kindness, honest, polite, amiable and easy of approach, and so on, all of these ideas is the center in order to achieve interpersonal harmony, interpersonal harmony and therefore occupy a prominent position in interpersonal communication. In order to get along well with each other, we will adopt a relatively indirect way to avoid offending others". In the American culture, the concept of "balance" is directly related to the individual, while in the Chinese people "s concept, the balance is more connected with the family or the collective. For Americans, losing face is a personal failure, is the loss of personal self-esteem or pride, will only bring personal J. For the Chinese, losing face means destroying the harmony of the collective and the shame of their own family or the collective. Chinese

  7 culture People pay attention to the r} child, more concerned about the views of others on their own, to do things, first of all to consider how others see, often with other people"s evaluation criteria to regulate their behavior. While Americans pay attention to competition, emphasis on freedom and independence, the conversation often bluntly expressed their point of view, it is difficult to imagine that the Americans will give up their live together in peace together with the freedom of speech between expent and others. In the American view, the debate is not just a personal point of view is so simple, the argument is also conducive to solving problems, differences of opinion will not affect interpersonal relationships. Due to the differences in the attitude of the Chinese and American values in dealing with the interpersonal relationship, the negotiation atmosphere of Chinese and American negotiators in the negotiation process is not the same. The United States negotiators more love, debate and confrontation between the two sides negotiations, if the United States does not accept the proposal will be clearly expressed, when shilly-shally things will be first in order to answer; and Chinese that directly reject each other too abrupt, like offense, so often with subtle hints of their proposed requirements. To the implicit euphemism and the behavior characteristics often make ready to accept either course, the United States was confused, even misinterpreted as false and insincere. International negotiations researcher Donald. Henderson had created a concession, he assumed that the negotiators are authorized in the next round of negotiations to make concessions on price, fell to $100 an hour if negotiators have a 4 chance to reduce the price, not the same cultural background can be summarized as negotiators concession mode 7. Americans tend to choose the third model, while the Chinese students in the test showed that more than 60% people choose the sixth model, the rest of the

  8 people to choose between the third and the fifth models. Another obvious difference between China and the United States in terms of interpersonal relations in the performance of the Chinese people to treat their own group and his group angle -groups and out-siders attitude. The Chinese people have always believed that as ugly as the outside, they often try their best to conceal the bad news to the outsiders. Chinese negotiators pay more attention to the initial stage of negotiations and the exchange of information in the process of negotiations, but also pay attention to informal contacts, hoping to fully understand each other in order to establish trust in each other. In China"s view, any direct economic benefits are not as important to establish and maintain a long-term relationship, signed a contract is just a symbol of cooperation between the start of the first step, along with the time change of relations between the two sides, more important is the friendship and the further cooperation. Americans treat their own group and his attitude will not have such a big difference, they will be very happy to grasp the opportunity to meet strangers, warm conversation with each other, acquaintances will soon be very cordial. And the American negotiators tend to treat each other"s negotiators in a relatively objective manner, taking economic interests as the ultimate goal, and paying attention to the mutual trust between the two sides. But on the other hand, from the negotiations with the United States in the practice, it is not difficult to find us persons love tough take the offensive, they are tough negotiations, often thump loudly table off the reel excuse, even in litigation, negotiation or a declaration of an ultimatum to the ribs, actually, these may cause conflict each other. Some people say that the American philosophy is the philosophy of victory. In fact, in the negotiations to establish the image is not necessarily the best way, because a lot of people think that their victory is often their defeat, if both parties win purely motivation and refused to give up or

  9 make concessions, it may distort the final negotiation. But American tough negotiation method easy to make each other misunderstanding, prejudice and even leave it for long-term grudges and cooperative relations, it is a great hidden danger. Even if the winning party can get the immediate benefits, but it will lose more important stability and security. 3 the differences of values in the relationship between morality, tradition and custom law and their influence on the negotiation between the three parties Due to the differences in the interpersonal relationship between Chinese and American values, the factors that the Chinese and American negotiators have to adjust and deal with the dispute will be very different. Although our legal construction has made significant progress, but greatly influenced by values, in everyday life people tend to first with the moral standard of judgment, the second is whether the customs and traditions, third is considered as laws and regulations; for Americans, several aspects of this the order on the contrary. That is to say, Chinese tend to consider the problem from ethics, tend to use their own department or the letter "laugh Xi" Xi to solve the problem, even if these problems can be solved by the normal way; while the Americans use legal means, rarely take private way beyond the normal working way to solve the problem, a problem to resolve differences and disputes between the two sides, so they will put more time and energy in the formulation and implementation of the contract. Because the Chinese often First of all to moral standards to judge each other, in business negotiations, pay more attention to each other"s character, integrity, and neglect how to guard against the risks from the law, so in China can often see this kind of case, a major project, based on the negotiating parties trust each other often in legal documents did not sign the case started, unable to recover the loss of that dispute; and the legal idea is ingrained pay attention to the negotiation of the other country and

  10 the law, the outcome of the negotiations in the form of a legal document is fixed, they appear only in the contract to the provisions of bilateral cooperation in the roles, rights and obligations clearly, so they pay more attention to the details of the issues in the negotiations. 4 values in the relationship between individual and collective The differences in the sense of responsibility and their impact on the negotiations between the two sides are the core of American values, individualism, the main content is to achieve self realization through self struggle, resulting in a series of The influence of American freedom, equality, competition, each person in American culture are regarded as a unique individual, personal supreme, so most Americans are full of self-confidence, love to express views and opinions off the reel. When negotiating, the United States will highlight the role of the individual, often will designate a person responsible for the negotiations and the two sides reached an agreement in a certain way to reward the person. It is also influenced by individualism, Americans do not pay attention to long-term partnerships like Chinese that tend to more commercial, their attitude depends on cooperation can bring benefits for themselves, pay more attention to the actual, emphasis on individual ability. The Chinese culture emphasizes the interaction between the human person to rely on others or groups of personal dependence, is regarded as contains a part in social relations, people will first think of themselves as members of a group, for example, one is the relationship between father and son of his son, is hiring a hired relationship the staff....... Under the influence of collectivism, the Chinese emphasize the dependence on the collective, and many people often finish the task together. Chinese culture advocating individualism, advocating moderation, therefore, not love Chinese prominent individuals, who does not go to extremes. After the agreement is reached, the Chinese side will reward the entire negotiating group rather than someone else. It can be

  11 said that Americans are more emphasis on collective power and personal responsibility, while the Chinese people are more emphasis on collective responsibility and personal power. 5 the difference of values in the view of time and the difference between the two sides in the efficiency of negotiation In business negotiations, Americans usually accustomed to straight to the theme, simple and clear to clarify one"s own intention and requirements, answer questions to short; not eager to show their cooperation on China"s position and proposals in the initial phase of the negotiations, but in the introduction and understanding devoted a lot of time and energy. These differences in the performance of the two sides are not only because of the different attitudes towards interpersonal relationships, but also from the two cultures in terms of time differences. People in different cultures have different views on time, Edward Holzer in his works of the sound of the language will be the use of time is divided into one-way timing system and multi timing system two. According to this division, American culture is a one-way system, look at the time in a straight line, acting in that they are very punctual, cherish the time, stage used to emphasize and act in strict accordance with the schedule, itemized schedule to complete the task, in the negotiations with quick decision is lack of patience; China culture are more. Think of time as is scattered, can do several different things at the same time, so in the negotiations, we usually pay more attention to the cooperation and to have very strict restrictions on the length of time will not complete the negotiations. The United States is in negotiations to be outspoken anxious; China is often there will be a long period of silence, and silence as one of the means of persuasion, the difference which is two sides of information exchange and exchange instant delay characteristics.

 context

  12 4.1Face cultural differences For their own culture, people agree with most of the show - repeat performance one cultural characteristics to develop - repeat the cultural identity of traditional culture to become cooperative; friendly culture, the performance of the semi agree with adaptation - empathy - cooperative mediation culture; for a completely different culture, showed the resistance - - - excuse the deadlock the withdrawal - sometimes try again. In the international business negotiations, cultural differences are objective existence, so negotiators should learn to adapt to the cultural differences, face cultural differences, learn to integrate with different cultures, values, ways of thinking. In the negotiations, we must have a broad mind and tolerant attitude, not to his country"s cultural differences show surprise, tired and even contempt, but to show understanding and respect. Recognition of cultural differences, seek common ground, beyond the exclusion principle, take positive attitude, sincere and not simply tolerate or ignore it, to respect the country, ethnic customs, etiquette, taboo, acceptance of different ideologies and national habits. In the selection and use of negotiation language, for the western countries, we must take the export-oriented exchange way, as a simple, clear and straightforward way to express their ideas, is that non means, not ready to accept either course, talk ambiguously. For example, the British people are fond of arguing, the language with the confrontational tone flatly, they think their opinions argue is not only right, but also help solve the problem, the differences of opinion will not affect the interpersonal relationship. In Eastern cultures, in order to save the face of both parties and groups face or other face, often use ambiguous and indirect language. Even if it does not agree with each other, are rarely directly rejected or refute, but with many twists and turns statements of their own views, or is difficult to falter. "Harmony" the values of

  13 Chinese to create a harmonious atmosphere as an important means of negotiation, the negotiation process, to avoid friction, friendship first, is the pursuit of lasting friendship and long-term cooperation. 4.2Build cross-cultural negotiation awareness Andre Laurent of the French cultural experts pointed out: "our culture has become a part of ourselves, so that we can not see our own culture, so we always think that people culture and ours is similar. When people are influenced by other cultures of the behavior and our behavior is inconsistent, we often show surprised even the frustration this sentence reveals the international business negotiations are often not aware of their own behavior is affected by how the cultural customs and values influence, often in international business negotiations naturally or half unconsciously use their own criteria to explain and judge other cultures, assume that other people"s behavior and own the same, this "cultural myopia" misleading negotiators make a wrong move. In international business negotiations, must establish the awareness of cross-cultural negotiations, recognizing the different kinds of culture under the background of negotiators demand, motivation, different beliefs, learn to understand, accept and respect each other"s culture, to be good at to see things from the other person"s point of view, good understanding of each other"s way of thinking and logic problems, to flexible, make their own style suitable for different types of cultural negotiation. 4.3Overcoming communication barriers The communication between people and just two train line opposite to the opposite situation. The two column of oncoming train running in orbit, will not collide, this is the most secure arrangement; if to train on the same track line will lead to the tragedy of the collision. But if people are not likely each acts in his own way, the exchange of ideas; only the collision will have to communicate, Diao "know this track will do. In cross-cultural negotiations, although sometimes have been carried out for

  14 a long time the talks has little progress, even the dispute for a long time, in the negotiations impasse, however, when the two sides calm go over each aspect of the controversy, the results found it argued with each other is not the same, even the same viewpoint, just communication problems. In the negotiations, especially in cross-cultural negotiations, must pay attention to overcome the above three kinds of communication barriers, to avoid because of the presence of these obstacles to bring unnecessary trouble to the negotiations; in the face of obstacles, to master the methods of overcoming obstacles and make good use of. 4.4To deal with cultural differences correctly in negotiation 3.3An analysis of the influence of cultural differences on the negotiation process The influence of cultural differences on the negotiation process is reflected in the process of language communication. Especially in the international business negotiations, the two sides of the negotiations, the company and the individual must first pass the language, in international business communication, language differences is obvious. But the problem is not a big problem, you can hire a culture of both sides are well aware of the translation can solve this problem. From different cultural perspective, when he Japanese fear is the most polite, often with promises and positive, with less threat and warning words, they rarely speak directly to use "no", this is the place they implicitly expressed, in Japanese expressed "very much" the word type, suitable for them were declined in many cases, they rarely use "you", because it is not polite to say directly; while the Brazilians often use "no" and "you" in the negotiations, the Brazilian is free, they will see and touch each other in the process of negotiation. Only a clear understanding of different countries" differences, Diao can avoid misunderstanding in international business negotiations, and ultimately achieve successful negotiations. Secondly, in the process of nonverbal communication, because of the

  15 cultural differences between different countries and regions, there are great differences in the representation of the body movements in the negotiators. Most of the countries mentioned as differences in regional customs are nodded, but India, Nepal and other countries to head agreed that if agreed, agreed to what things, they will smile and shook his head, said yes, or a plane called "You are R I ght!" is not a stop shaking his head, which often makes them do not know what is going on. Chinese respected group consciousness and collective value, if excessive pursuit of personal development will be regarded as "feisty". Although this awareness significantly suppressed personal development, but it can make a good deal with multiple relationships, especially the coordination of interpersonal relationships, to achieve collective harmony. In the negotiations, the western representative on the one ten headache, because the Chinese representative in order to avoid big differences and conflicts, not directly propose instead, and in order to reflect the collective wisdom and unity, to avoid personal responsibility, the final decision many times negotiations to all the negotiators make together. This will not only make the negotiation time extended, but also for the smooth negotiation of the western representative, the relationship between the two sides to increase the degree of difficulty. 3.4The influence of cultural differences on the concept of negotiation Most of the modern international business negotiations is the group action of the negotiating group, which requires the group members have a strong sense of community, in the negotiation process with each other. Similarly, cultural differences have different degrees of influence on the concept of group negotiation. The concept of the strongest first Japanese group. Japanese culture is shaped by the values and spirit of the Japanese people, collectivism as the core. Because of this, the Japanese negotiation decision-making is very characteristic, the vast majority of Americans and Europeans believe that Japan"s decision-making time is very long, the

  16 reason is that the impact of group awareness. On the contrary, the Germans and the French think highly of the role of the individual, but rarely consider the collective strength, because their organization is correct and simple, the implementation of personal responsibility, personal power is great, in the business system is responsible for personal decision, so the negotiation efficiency is very high, even if it is very professional the negotiations, they can a person alone several. American group concept is not strong, their negotiating team is a combination of a loose, in the negotiation of a dispute, the Japanese side members of the negotiating team to support the chief representative of a person to speak to the integrity of the group to compete with each other, showing a strong sense of community. While the United States each member of the negotiating team was actually speaking, relatively loose. Thus, Americans and Japanese respectively represent the eastern and Western culture two groups differently, when two Japanese together, will tend to form a common whole, the formation of a collective power and unanimously, and two Americans together, they will respect each other"s thinking space, they will will not be made one, but mutual respect and non-interference, showing independent personality. First of all, in the selection and use of negotiation language, for the western countries, we must take the export-oriented exchange way, as a simple, clear and straightforward way to express their ideas, is that non means, not ready to accept either course, talk ambiguously. For example, Americans are fond of arguing, the language with the confrontational tone flatly, they think their opinions argue is not only right, but also help solve the problem, the differences of opinion will not affect the interpersonal relationship. In Eastern cultures, in order to save the face of both parties and groups face or other face, often use ambiguous and indirect language. Even if it does not agree with each other, are rarely directly rejected or refute, but with many twists and turns statements

  17 of their own views, or is difficult to falter...

推荐访问:浅析 对中 价值观

猜你喜欢