International Business Negotiation
International business negotiation
1 Introduction
Sensitivity to cultural differences is very important in today’s international business arena. Culture profoundly influences how people thinking, communication and behave. Nowadays, business executives are finding themselves in precarious situations due to culturally rooted differences in business protocol, language and value system. Therefore, being aware of the influence of culture on international business negotiations and the proper ways to deal with problems encountered in international dealings is badly needed for persons involved in cross-cultural transactions. The remainder of this paper is divided into seven parts. First, the concept and principles of business negotiations are presented. Second, the concept of culture is explained in details. Next, the relationship between culture and international business negotiations is discussed. Fourth, the influence of culture on international business negotiations, especially the negotiating styles, which involve ten factors each consisted of two extremities is described. Fifth, points worth noting for cross-cultural negotiations are listed. To make the whole argumentation more rigorous, a section for discussion is added. The last part is the conclusion.
2 Concept and Principles of Business Negotiation
1. 2.1 Concept of Business Negotiation Negotiation is a basic human activity and it is also a process through which people exchange information and experience everyday to manage their relationship. Because of mutual contact, conflict and divergence in viewpoints, needs, interests, both sides try to persuade the other party to understand and accept their viewpoints and to satisfy their own needs. Business negotiation refers to the negotiating activities over the issues of transaction conditions for both parties to accomplish the exchange of commodities or services. As a
1 Introduction
Sensitivity to cultural differences is very important in today’s international business arena. Culture profoundly influences how people thinking, communication and behave. Nowadays, business executives are finding themselves in precarious situations due to culturally rooted differences in business protocol, language and value system. Therefore, being aware of the influence of culture on international business negotiations and the proper ways to deal with problems encountered in international dealings is badly needed for persons involved in cross-cultural transactions. The remainder of this paper is divided into seven parts. First, the concept and principles of business negotiations are presented. Second, the concept of culture is explained in details. Next, the relationship between culture and international business negotiations is discussed. Fourth, the influence of culture on international business negotiations, especially the negotiating styles, which involve ten factors each consisted of two extremities is described. Fifth, points worth noting for cross-cultural negotiations are listed. To make the whole argumentation more rigorous, a section for discussion is added. The last part is the conclusion.
2 Concept and Principles of Business Negotiation
1. 2.1 Concept of Business Negotiation Negotiation is a basic human activity and it is also a process through which people exchange information and experience everyday to manage their relationship. Because of mutual contact, conflict and divergence in viewpoints, needs, interests, both sides try to persuade the other party to understand and accept their viewpoints and to satisfy their own needs. Business negotiation refers to the negotiating activities over the issues of transaction conditions for both parties to accomplish the exchange of commodities or services. As a
Bibliography: [2] Faure, G.O. and J.Rubin. Culture and Negotiation[M]. Newbury Park: California, Sage, 1993. [4] Herskovitz, M.J. Cultural Anthropology[M]. New York: Knopf, 1995. [7] Michael. Mc Ginnis. Lessons in Cross-Cultural Negotiations[J]. Supply Chain Management Review, 2005. [10] 贾玉新. 跨文化交际学[M]. 上海：上海外语教育出版社, 1997. [11] 李本现. 文化与商业谈判[J]. 西安外国语学院学报, 2001. [12] 李品媛. 现代商务谈判[M]. 吉林：东北财经大学出版社, 2000. [13] 刘德胜. WTO经贸谈判全书[M]. 陕西：陕西旅游出版社, 2002. [14] 刘昕. 对外商务谈判勿忘文化差异[J]. 中国经贸导刊, 2001. [15] 肖云南. 国际商务谈判[M]. 北京：清华大学出版社, 2003. [16] 赵伟君. 中西文化冲突与我国跨文化商务谈判对策[J]. 商业研究, 2003.