中西方文化差异

In Business Negotiation

Abstract

International Business Negotiation as an important part of foreign economic and trade exchanges is the basis of it. The influence of Chinese-western cultural differences in business negotiation becomes more profound because of the negotiators comes from difference countries. This article clarified the characteristic of Chinese-western culture and researched on the style of business negotiations, language expression, ways of thinking, values and so on. At last, I give some suggestion and the terms of settlement to the people who work in the business negotiation between China and the west.

Keywords: Chinese-western culture; cultural differences; business negotiation; negotiated skills

CONTENTS

I The Cultural Difference between Chinese and Western ........................................ 3

1.1 The Characteristics and Performance of Chinese Culture ................................................... 3 1.2 The Characteristics and Performance of Western Culture ................................................... 3 1.3 The Cultural Difference of Chinese-western in Business Negotiation ................................ 3

II Western Business Negotiation ................................................................................. 4

2.1 Negotiation across Culture .................................................................................................. 4 2.2 The Style of Chinese-western Business Negotiation ........................................................... 4 2.2.1 Negotiating group..................................................................................................... 4 2.2.2 The Starting Point for Negotiations .......................................................................... 5 2.2.3 Decision-making ...................................................................................................... 5 2.2.4 Cooperative Attitude on the Final ............................................................................ 6

2.3 Features and Performance about the Style of the Chinese-western negotiation .................. 6

III The Influence of Cultural Difference on Business Negotiation .......................... 6

3.1 The Influence of the Description in Business Negotiation .................................................. 6 3.2 The Influence of the Body Language in Business Negotiation ........................................... 7 3.3 The Influence of the Attitude to the Business Negotiation .................................................. 7 3.3.1 Objectivity ................................................................................................................ 7 3.3.2 Concept of the Time ................................................................................................. 7 3.3.3 Equality .................................................................................................................... 7

3.4 The Influence of the Ways of Thinking in Business Negotiation ........................................ 8 3.5 The Influence of the ............................................................................................................ 8 3.5.1 Right to Make Decision ........................................................................................... 8 3.5.2 Get Along with Others ............................................................................................. 8 3.5.3 Attitude towards the Interest .................................................................................... 8

IV The Strategy to Deal with International Business Negotiations between Chinese and Western ................................................................................................... 8

4.1 Pay Attention to ................................................................................................................... 8 4.1.1 Strategy of Language ............................................................................................... 9 4.1.2 Awareness of Inter-cultural Negotiation ................................................................... 9

4.1.3 Change the Prejudice to the Other Side ................................................................... 9

4.2 Some Necessary Preparation ............................................................................................... 9 Reference: ................................................................................................................... 10

I The Cultural Difference between Chinese and Western There are cultural difference in the way of thinking, values, codes of conduct and way of life in Chinese and western due to the background and traditions of different cultures. Language is the carrier of culture, Glossary contains a lot of cultural information, they are all the important part of culture. It reflects the cultural change and development, but it is also a direct reflection of the cultural differences.

1.1 The Characteristics and Performance of Chinese Culture

China has two thousand years of feudal society in the process of history. Confucianism has occupied an entrenched dominant chord. It has a very profound and lasting impact on the Chinese society. Chinese people have always been self-derogatory in life. This is the Confucian \"golden mean\" as the basic norms of behavior. Therefore, the Chinese culture reflects the cultural characteristics of group. This identity is not allowed to put personal interests above the value of above groups.

1.2 The Characteristics and Performance of Western Culture

Western culture refers to Western Europe, North America's modern culture, including the common standards, values and customs in Western world. The formation of Western values can be traced back to the Renaissance. The guiding ideology of the Renaissance was humanism that is, advocating individual as the center, to promote individualism, first, strive to develop their own self-expression. \"Modest\" is negligible in Western culture. People worship the Stronger and Hero. People will be hired with talent and ability. The weak that lack of confidence can only be out of date or weeded out. Thus, Western culture reflects the cultural identity of the individual. These individual cultural characteristics determine the individual values above group interest.

1.3 The Cultural Difference of Chinese-western in Business Negotiation

International business negotiations and culture are inseparable. It is important to study the cultural difference deeply in the development of business negotiation theory and practice. At first, cultural differences lead to a kind of culture is considered reasonable behavior while it actually becomes irrational behavior in another culture. For example, “less eye contact” is a psychological tactic in the western country but a kind of courtesy and humility performance in Chinese culture. Similarly, \"no private meeting place\" does not mean that China's negotiators should put the others in a stressful environment with no secret. Unlike Westerners, Chinese people don’t have so much personal privacy.

Second, people from different cultural background use completely different ways to negotiate. Successful negotiations must understand and enter each other's culture. Chinese way of thinking is comprehensive; the curve of the Chinese mode of thinking is the overall approach. Everything consider from the whole parts, from big to small, from general to specific. Reflected in the negotiations, they make the process of solving problems from virtual to real. That is to clear the general principles of the negotiations at first and then reach agreement on specific issues. The westerners pay most attention to the logical relationship between things due to the impact of

logical thinking. In the negotiations, they will start on some specific issues for discussion. In selection of language, the westerners often express their ideas more direct, clear and frank.

II Western Business Negotiation 2.1 Negotiation across Culture

Cross-cultural negotiation refers to the negotiation starting not only between different countries, ethnic but also different political systems and ideologies.

Different countries and peoples use different language. Their values and way of life are very different. Westerners tend to decompose the complex negotiations for some smaller problem and then followed by settlement. While in many Eastern cultures, negotiation is considered to adopt a holistic approach. Even if they used to be a cultural group before a gap caused by a long time because of political reasons, then the values and habits will appear distance obviously.

The core issue of cross-cultural negotiations is to go beyond the barriers and obstacles education. Any kind of culture is the product of the material and culture activities and it is one side of our human civilization. As human existence, the existence of a nation divided right and wrong are not pros and cons. If we respect others and recognize everyone has the right to survival and development, then we should recognize the reasonableness of any cultural existence. Thus, we will fully aware of cultural diversity. On this basis, people can break through their own cultural constraints to understand the words or deeds in another culture. To avoid all the misunderstanding and estrangement caused by cultural differences.

2.2 The Style of Chinese-western Business Negotiation

Affected by the Chinese-western cultural difference, the styles of negotiation are very different. In this section, I made a distinction between Chinese-western business negotiation style in the team composition, the starting point for business negotiations started, the final decision-making and cooperative attitude on the final terms. 2.2.1 Negotiating group

The western negotiating team generally composed of one or more negotiators, they usually have the right to the necessary decisions. Members of the Negotiating Group may not be senior executives within the company, but they are involved in the negotiations and authoritative experts in the field. Western culture is characterized by individualism. So, they are usually good at independent work. Therefore, the western negotiation team is small. It reduced the bargaining dispute inside the group. So, the westerners can solve the problem in a relatively short period of time.

Chinese negotiation has a characterized that including large of negotiators. It is to say, the western negotiation team at the administrative level while Chinese negotiating team is to include more administrative level. One person is usually served as general manager of the negotiations by a group leader who is to coordinate the interests among group members. And other members of the negotiating group are negotiating experts in various fields. Chinese culture is respect for seniority in power, the high-level and the authority; so that they usually take into account the status and the place of the membership. In Chinese view, a member of the other party talks, posts reflect the composition of the other party to the negotiations, the attention level and the degree of respect for China.

2.2.2 The Starting Point for Negotiations The starting point for negotiations between China and the West are different. Western negotiators straight into the subject are to discuss the content

of transactions, to discuss the subject of negotiations. They are usually eager to complete the pre-arranged agenda. The main purpose of the negotiations is to reach an agreement as soon as possible. They like to separate work and play. These are reflected the characteristics of the business concern in American culture.

The Chinese negotiators are usually very different from the west which will make western negotiators lose patience and even disappointed. The most important task is to establish good cooperation between the parties relationship in the initial for the Chinese. The Chinese managers in the negotiations try to understand the relevant information of the other side before the negotiations in order to establish long-term relationship. Chinese believe that the business can not be completely separated with entertainment. The Chinese negotiators often spend a lot of time at the banquet and the tour above early in the negotiation. They like to show hospitality and enthusiasm.. It is considered long-term cooperative relations between the two sides to establish the basis and premise in China. It is also an integral part of the negations. 2.2.3 Decision-making

The western negotiating team usually consists of one or several members. They have the necessary decision-making power. This means that they can make decisions on the subject of negotiations. In American culture, individuals can make decisions on behalf of organizations or companies.

But things change in China. The real people who have decision-making power is not necessarily the number of the negotiating group although China has more members of the negotiating team.

2.2.4 Cooperative Attitude on the Final

The west more concerned about the business itself in the western culture. For them, the last stage of negotiations is the signing of an agreement, and then there is no further room for negotiation. They think the final contract sacred and binding. They think the most important thing in the trade is economic interests. And they think the contract is the best solution to ensure their own interests. Therefore, they particularly valued the contract very seriously; discuss the terms of the contract, and giving special attention to compensation for breach of contract terms.

However, Chinese focus on the relationship. The purpose of Chinese business negotiation is to establish a long-term partnership. Therefore, the agreement of the two sides is a framework to further develop a more intimate relationship. Negotiation is seen as a symbol both sides work together to establish friendship. Contract represents a beginning of a long-term and mutually beneficial cooperation. If circumstances change, they usually put forward the change on the terms of the views in the contract.

2.3 Features and Performance about the Style of the Chinese-western negotiation

It is necessary to understand the cultural difference between the two countries for negotiating style is a reflection of the culture.

There are huge cultural difference in China and the west. Taking America as a example, American history is short, sparsely populated. Individual's survival and development have to rely on themselves. That is the formation of the American culture of individualism and performance-oriented features. Americans do not attach importance to long-term relationships and they do things directly into the subject. However, China has a long history, a small population.

Survival is the need for concerted efforts and long-term cooperation which formed the collectivism of Chinese culture.

III The Influence of Cultural Difference on Business Negotiation

The difference in business negotiations is the language expression, body language, different values, different ways of thinking and ideology impact on the negotiation in addition to the style. The gap is enough to become an obstacle to business negotiations.

3.1 The Influence of the Description in Business Negotiation

Chinese are good at reasoning and deduction and capturing the information and opportunities from the other side of the conversation. German has good faith and language of rigorous. American are self-confidence and used to expression literally. They lack of trust and patience to the person who are not honest or who hide their views. They are not used to the Chinese people over greeting before the start of formal negotiations and quickly get to the point. Then, the Chinese people would feel too abrupt.

3.2 The Influence of the Body Language in Business Negotiation

Communication is not limited to language but also non-verbal communication, such as eye contact, facial expressions, gestures and so on. In China, the speech generally looks at the audience, but listeners are not always staring at the speaker. In North America and Northern Europe, the two sides to maintain eye contact means that the dialogue open, trust and integrity, listeners often stared at the speaker's mouth to show respect. It is easy to cause misunderstandings in communication if you do not understand different cultures and use of the scenarios.

3.3 The Influence of the Attitude to the Business Negotiation

Similarly, differences in the values impact international business negotiation. The differences in the values include the objectivity of judgments of things, time view and the opinion of equality.

3.3.1 Objectivity

The objectivity of the international business negotiations reflects the extent people distinct people with things. The westerners especially the Americans have strong \"objectivity\". They are mainly interested in substantive issues. In Eastern culture, economic development often in the areas controlled by the family realized. Therefore, negotiators from these countries not only as individuals to participate in the negotiations, but also tends to affect the outcome of the negotiations. Personal conduct and substance become two related problems and in fact the two become inseparable.

3.3.2 Concept of the Time

The expectation and rules to the time are different towards different culture. Americans see time as money. They have a strong sense of time. Therefore, they are always very punctual and expecting 20 - 30 minutes to solve the problem. However, some of the negotiations may be talked for hours or even several times do not involve the question. The purpose is to establish a good relationship. In response, Americans are considered a waste of time.

3.3.3 Equality

Awareness of equality enjoys popular support in Western society. In international business activities, the UK and other countries to pursue egalitarian values, adhere to the principle of fair

and reasonable that both parties should be profitable in the transactions. The sellers often take the buyers as equal status in the trading relations. The division of profits is the relative fair.

And on our part, the market economy has been established, the concept of enterprise managers in China are often conscious some of the features of the earlier period of the early western market economy. That is they tend to take the \"single-win\" strategy in business negotiations. They give more consideration of one's own interests and less concerned about each other's interests. However, the developed countries are relatively mature market economy so western negotiators use \"win-win\" strategy more. They are able to consider the practical interests of both sides.

3.4 The Influence of the Ways of Thinking in Business Negotiation

This kind of different thinking between China and the west is also reflecting in the habit. For example, the Chinese businessmen like the intention to achieve a large consensus, and then talk about the details in negotiation. But the west thinks the details are the fundamental of the problem. They think the problem will be solved when we clear the details. The final agreement is an agreement to resolve the sum of series details. Such differences often result in both Chinese and Western communication difficulties in the negotiations.

3.5 The Influence of the Ideology in Business Negotiation

It helps us find effective channels of communication to understand the differences in the Chinese-western sense, and then we can grasp the direction and progress of the negotiations. The following lists are some common sense of differences: 3.5.1 Right to Make Decision

People from different countries use different ways to make a decision when faced with complex negotiations. For example, the decision-making is a collective thing for the Chinese people. It should be agreed by the management. Chinese values and the spirit of all orientations are collectivism.

3.5.2 Get Along with Others

A feature of Chinese that is different from western is the relationship. They pay attention to human feelings in the business negotiations. So they are affected inevitably in the international negotiations but the westerners are not value this. 3.5.3 Attitude towards the Interest

Chinese negotiators focus on the establishment of harmonious interpersonal relationships. They think a good relationship has a significant impact on success and failure. Westerners emphasize the pursuit of interest in the current market economy. They put interest at the first place even between the relationship and interests.

IV The Strategy to Deal with International Business Negotiations between Chinese and Western As we analyzed above, I finally summed up some negotiating skills and coping strategies on the influence of Chinese-western cultural differences in business negotiations.

4.1 Pay Attention to International Business Negotiations

The success of business negotiation lies in dealing with different culture correct, right to treat others and ourselves, respect each other, equal status in international business communication. Only in this way, we will conduct cross-cultural communication successfully.

Notes on business negotiations include certain language skills, building the awareness of

cross-cultural negotiations and overcoming the cultural bias. 4.1.1 Strategy of Language

4.1.1.1 Respect and take each other's positions

A brilliant negotiator should not be kept speaking \"I\" and \"we\" in the negotiations even if his purpose is to promote their products. It should take each other's position and attitude changing \"self - attitude\" as \"other - attitude\".

4.1.1.2 Reduce the feelings of the opposition and expand positive and optimistic

The negotiators should reduce emotional confrontation with the other side. Also, they should reduce the negative pessimistic side of the negotiations and expand the positive side. 4.1.2 Awareness of Inter-cultural Negotiation

We need to enhance the conscious of culture in international business negotiation. The negotiators coming from different culture have different needs, motivation and faith; we must understand and respect it. However, awareness of the Chinese-western cultural difference doesn’t mean that we can overcome the influence of it easily. But, we can avoid the failure because of the ignorance of culture in business negotiation. 4.1.3 Change the Prejudice to the Other Side

We often show the very surprised and even frustration when the subject of other cultural influences is inconsistent with our behavior. We should get over it especially in international business negotiations. It is necessary to understand and accept the cultural differences between the parties in negotiation.

4.2 Some Necessary Preparation

Before the international business negotiations, a appropriate preparation is necessary. So, we should pay attention to the following items: First, do preparatory work before negotiations. Second, overcome the barriers of communication.

Third, grasp the skills between different countries and regions in business negotiations. Four, deal with the conflict in business negotiation

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