《Theimportanceoftheculturefactorsinbusinessnegotiation文化因素在商务谈判中的重要性》由会员分享，可在线阅读，更多相关《Theimportanceoftheculturefactorsinbusinessnegotiation文化因素在商务谈判中的重要性（8页珍藏版）》请在金锄头文库上搜索。
1、The importance of the culture factors inbusiness negotiation文化因素在商务谈判中的重要性【摘 要】随着经济全球化的趋势、国际商务活动的日益频繁，越来越显示出对多元文化 理解的必要性和跨文化谈判能力的重要性。商务谈判中的文化因素引起了人们越来越多的关注。无庸置疑，在跨文化的商务谈判中，除了基本的谈判技巧、理解不同地区的文化因素、 认识文化差异外，还要采取相应的策略和不断调整自己的谈判风格，这样将对成功的商务谈判起到至关重要的作用。【关键词】文化因素商务谈判I. In troduct ionWith the emerge nee of e
2、cono mic globalizati on and Chi na entry in to WTO, intern ati onal bus in ess becomes in creas in gly in tercultural. As intern atio nal bus in ess relatio ns grow, so does the freque ncy of bus in ess n egotiati ons among people from differe nt coun tries and cultures that can create con siderable
3、 challe nges for bus in ess represe ntatives un familiar with the cultures of differe nt groups. So the in tercultural approach to intern ati onal bus in ess n egotiatio n has attracted in creas ing academic atte nti on. Negotiati ons can easily break down because of a lack of un dersta nding of the
4、 cultural comp onent in the n egotiati on process. Therefore, to the successful n egotiati ons, the two sides must first un dersta nd the cultural differe nces. Negotiators who take the time to un dersta nd the approach that the other parties are likely to use and to adapt their own styles to that o
5、ne are likely to be more effective n egotiators. Thus in an in tercultural n egotiati on, in additi on to the basic negotiation skills, it is important to understand the cultural differences, and to modify the n egotiati on style accord in gly. This paper focus on the four dime nsions of culture and
6、 differe nt n egotiati ng styles to illustrate the importa nee of the culture factors in bus in ess n egotiati on.II. Negotiati on and CultureThe very defi niti on of n egotiati on, in its moder n sen se, can vary from culture to culture. What a n egotiati on is desig ned to accomplish is see n diff
7、ere ntly by differe nt groups of people. Before one even comes to the table, such differe nces in the meaning or purpose of the n egotiati on affect the n egotiati on, as how one defi nes the process of n egotiati ng is culturally determ in ed. Some cultures see it only as an opport unity to barga i
8、n, others as the establishme nt of a lifetime relati on ship that goes bey ond the occasi onal meeti ng, still others as an opport unity to dem on strate their capacity for eloque nee and debate. Some do not see n egotiati on as a process at all. For in sta nee, America ns and Europea ns tend to see
9、 n egotiati ons as a competitive process; the Chin ese and the Japa nese see it as a collaborative en deavor. So there are many more challe nges in an in tercultural environment than in a mono-cultural setting. Intercultural negotiations are negotiation where the negotiating parties belong to differ
10、ent cultures and do not share the same ways of thinking, feeling, and behavior. The n egotiati on process is gen erally more complex because cultural norms may un derm ine effective com mun icati on.III. Some Culture Factors in Busin ess Negotiati onLan guage goes bey ond the spoke n word, en compas
11、s ing non verbal actions and behaviors that reveal hidde n clues to culture .In the n egotiatio n process, in terpers onal com mun icati on is the key activity that takes place at the verbal, non verbal, situati onal con textual level, and a total com muni catio n system can assist the n egotiator t
12、o bridge the gap betwee n uttera nee and felt meaning. Three key topics-time, space, body Ianguage-offer a starting point from which n egotiators can begi n to acquire the un dersta nding n ecessary to do bus in ess in foreig n coun tries. Time Two differe nt orie ntati ons to time exist across the
13、world: mono chromic and polychromic. Mono chromic approaches to time are lin ear, seque ntial and in volve focus ing on one thing at a time. These approaches are most com mon in the Europea n-i nflue need cultures of the Un ited States, Germa ny, Switzerla nd, and the Scandin avia. Japa nese people
14、also tend toward this end of the time continuum. Polychromic orie ntati ons to time in volve worki ng on several activities simulta neously. The time it takes to complete an in teracti on is elastic, and more importa nt tha n any schedule. This orie ntati on is most com mon in Mediterra nean and Lat
15、 in cultures in cludi ng Fran ce, Italy, Greece, and Mexico, as well as some Eastern and African cultures. Space orientations differ across cultures. They have to do with territory, divisions between private and public, comfortable pers onal dista nee, comfort or lack of comfort with physical touch
16、and con tact, and expectati ons about where and how con tact will take place. For example, an America n etiquette man ual advises this about pers onal space: “ Whenyou meet some one, don sta nd too close. An un comfortable closeness is very annoying to the other person, so keep your physical distanee, or he ll have to keep back ing off from you. A mi nimum of two feet away from the other pers on will do it.are large differences in spatial preferences accordi
