Impacts of Cultural Differences Essay Example for Free

encounters of Cultural balances EssayCollege kickoff Thesis Subject collisions of Cultural going aways on International handicraft Negotiation Name Chen Xiujuan schoolchild No. 0 8 5 1 0 3 4 0 intensity level and Class billet English, Class 3 Department Department of Humanities and Arts Supervisor Liu Mifan interpret 2011-3-02 Contents Introduction1 1. Types of Cultural Differences2 1. 1Value View2 1. 2. Negotiating Style2 1. 3. Thinking Model2 2. Impact Of Cultural Differences on International Business Negotiations4 . 1Impact of Value Views Differences on International Business Negotiations4 2. 1. 1Impact of Time View Difference on Negotiation. 4 2. 1. 2Impact of Equality View Difference on Negotiation. 5 2. 1. 3 Impact of Objectivity Difference on Negotiation. 6 2. 2 Impact of Negotiating Style Differences on International Business Negotiations. 7 2. 3 Impact of Thinking Model Differences on International Business Negotiation. 8 3. Coping Strategy Of Negotiating Acr oss Cultures. 9 3. 1 Making Preparations in the beginning Negotiation. 9 3. 2 Overcoming Cultural Prejudice. 10 3. conquering Communication Barriers. 10 Conclusion11 Bibliography12 Ac spangledgements13 Abstract The line of reasoning duologues below diametric cultural conditions come to cross- cultural dialogs. With the economic globalization and the frequent personal line of credit contacts, cultural differences reckon to be very chief(prenominal) otherwise they could ca mathematical function unnecessary misunderstanding, even affect the result of the commercial enterprise dialogues. This means it is very important to accredit the dissimilar kitchen-gardening in unlike countries and the ways to obviate the ending conflicts in the planetary backup negotiations.The article commences from the types of acculturation differences, whence it explains the upholds of these civilization differences on international business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. a lot(prenominal) a standpoint is emphasized In the business negotiations mingled with different countries, negotiators should don the other fellowships culture, and try to make him be engageed then make a correct military rank with the help of valid communicating and discover their real benefits between them.Besides, we should know clearly and try to accept the culture differences as possible as we can. It is very important for the success of culture negotiations. Key spoken communication Culture Cultural differences Business negotiation Impact Introduction Along with the advancement globalization and chinaw ars WTO entry, business enterprises in mainland China accommodate to face some(prenominal) and much business negotiations with foreign enterprises, especially with American enterprises. In these negotiations, Chinese negotiators some metres feel uncomfortable, puzzled, lost, irritated and the alike, beca habit of unfamiliar custom and behaviors show by American negotiators.Meanwhile, American negotiators confront the same situation. Cult rural differences between China and western countries could cause many problems. Therefore, understanding cultural differences and overcoming them is crucial in international business negotiations. Although the definition of culture is numerous and vague, it is commonly Recognized that culture is a sh ared system of symbols, beliefs, values, attitudes and expectations. Culture is a study determinant in business negotiation. So have a clear picture of culture differences if of not bad(p) significance. . Types of Culture Differences The east countries and west countries have produced different cultures on the different continents. Among the different cultures, value piles, negotiating genius and thinking model appear much(prenominal) obvious. 1. 1Value View Value view is the standard that wad use to asses objective things. It includes time view, equality view and objectiveness. People may draw a different or even contradictory conclusion about(predicate) the same thing. Value view is one of the some important differences among the many factors.It can mold the attitude, indispensabilitys and behavior of people. The value view varies from nation to nation, people know that the eastern person focus on collectivism, while the western people pay more(prenominal) economic aid to individualism. 1. 2. Negotiating Style Negotiating mien refers to the tolerance and graces which the negotiator shows in the negotiation. The negotiators show their negotiating style through behavior, manners and the method of controlling negotiation process during the negotiation.The negotiators negotiating style has a bearing on their culture background. According to the culture differences, negotiating style falls into two types the east negotiating style pattern and the west negotiating style pattern. 1. 3. Thinking Mo del Thinking model reflects the culture. Because of the influences of history background, continents, words and living method, different nations generate different thinking models. Surely, there is more than one thinking model of a nation, but one is more obvious compared with others.As a whole, east people, especially Chinese have strong comprehensive thinking, experience thinking and curved thinking, while analytical thinking, lift thinking and direct thinking are possess by the west people. 2. Impact of Cultural Differences on International Business Negotiations With the rapid development of economy, we motive to do business with business community under different culture background, so in order to irritate trade agreement, it is necessary for us to study the impact of culture differences on international negotiation in global business activities.The impact of culture differences on international negotiation is extensive and deeply. Different cultures divide the people into different group and they are withal the obstacles of peoples communication. Accordingly, it is required that the negotiator should accept the culture of each other. Furthermore, through culture differences, it is important that the negotiator reveal and understand the other political partys goal and behavior and make him or herself be accepted by the opponent to progress to agreement finally 2. 1Impact of Value Views Differences on International Business NegotiationsValue Views Differences on International Business Negotiations fall into three types time view, negotiation style, thinking model. Each has commodious influences on business negotiation 2. 1. 1 Impact of Time View Difference on Negotiation. The time view which affects the negotiators behavior varies from east countries to west countries. The oriental or the Chinese negotiators are usually cautious and patient. They need to go through the phrases of coming up with proposes, bringing up objections and ending the trade which affiances a durable time.And they hope to arrange rich time to go on a negotiation, therefrom knowing more about the opponent . They are good at long and continuous battle. While west people or we could say American people, consider time is precious. They tend to resolve problems swiftly. So, in business negotiation, American businessmen often complain about the delay and the lack of efficiency of negotiators from other countries, while these countries also make a complaint that the Americans lack patience. There is a popular saying among American negotiators and businessmen It is prohibited to steal time.That shows the time view of Americans. To them, time means money. The time view of Chinese is cyclic. They use long-term and systematic bandstands to value the importance of the topic. A famous people classify the time view into two kinds straight-line time viewand cyclic time view. The former pay more attention to concentration and speed, and the afterward stress doing many things at one time. That they insist on different time view leads to different negotiating style and method. The American people represent the straight-line time view and they have a strong sense of modern competition.They look for speed and efficiency. So they value time badly and consider time as a special commodity whose value could be assessed. They often use minute to calculate time . They hope to fasten negotiation time at every phrase and want to complete the negotiation quickly. exclusively the Chinese time view is cyclic and they place emphasis on unity. Moreover, it is necessary to be punctual at negotiations. West people have a strong time view, if you dont comply with the appointment time, they may go against you a punishment and they will touch you as treacherous and irresponsible person.Being late for negotiation will give the west businessmen opportunities to exert crush onyou, and then you will lose the status of cosmos initiative. 2. 1. 2 Impact of Equa lity View Difference on Negotiation America went through the bourgeoisie revolution of striving for the equality and freedom, so they take equality into their heart. Americans stick to equality and fairness in business, and hope that both could gain benefit. When introducing the topic or situation, the west people would like to use cover method, particularly data.Their negotiating method is that they will describe their viewpoint and propose at the beginning in order to get initiative. Under this principle, they would come up with a reasonable resolution which they think is very fair. In business human relationship, the sellers from America regard the buyer as a counterpart. Americans are fairer than Japanese is sharing benefits. A lot of American managers think fair character of profits is more important than how much they could get. At this point, the east people are different. Because of the deeply influence of class view, they dont pay much attention to equality.They usually adopt single-win strategy in business negotiations. When involving economic benefits they think much about their own benefits and profits and dont give so much attention to the benefit of their partners. The securities industry economic system of developed countries is quite mature, so west countries take win-win strategy more in negotiation basically, they could take the benefits of both into consideration. 2. 1. 3 Impact of Objectivity Difference on Negotiation The objectivity in international business negotiation reflects the floor to which people treat any things.West people especially Americans have a strong objectivity on the understanding of issues. At negotiation table, Americans dont foreboding much about relationship between people. They dont care if the status of the opponent is equal to theirs. They make decision base on facts and data, not people. The saying that public things use public ways is a reflection of American objectivity. Therefore,Americans emphasize tha t Businessmen should distinguish people and issues, what they are really interested in is the actual problems. barely in the other parts of the world, it is impossible for them to distinguish people and issues. . 2 Impact of Negotiating Style Differences on International Business Negotiations The impacts of negotiating style differences on international business negotiation mainly exist in negotiating method and negotiating structure. Take the negotiation between America and China as a example, since the oriental care more about unity in thinking, they method they adopt in negotiation is from unity to parts, from the life-size to little, from the abstract to the concrete, that is to say they should each agreement on general terms, then begin to talk about the concrete terms.And usually not until the end of the negotiation do they make compromise and promise ground on all the items, and then to reach agreement. The west people are influenced by analytic thinking, so pay more atten tion to logical relations between things. They consider more about concrete things than integrity. And they tend talk about the concrete items at the beginning of negotiation, so they often resolve the price, delivery and subject respectively at first. And they may make compromise at every detail, so the final thrust is the combination of many little agreements.The negotiating structure is linked with cultures. Negotiating structure mostly refers to the number of the participants. In business negotiation, the foreign delegation is usually composed by 3-5 people, while the Chinese one could be more 15 people. The foreign negotiators not only need to negotiate with their counterparts but also need to hash out with related person in charge or the government. When making the final decisions, the Chinese negotiators often discuss the results repeatedly from the workers to the board to avoid being decided by a single person. That results from the influence of collectivism.So they ofte n said to their partners Let us think about it. Let us discuss it. But the west negotiators could make the final decision without going back for discussion. That because their admire individualism and hard working. They have strong independence. They would carry on according to the best ways after knowing their goals. Whats more, most west people think that they have the ability to deal with the negotiation situation on their own. And truly, they are brave enough to take responsibility. 2. 3 Impact of Thinking Model Differences on International Business NegotiationThe thinking model of Chinese tends to be comprehensive, concrete and curved, while the Americans are usually analytic, abstract and straight-line. We Chinese are accustomed to talking about general principles at first and then die hard onto details. To Chinese negotiators, the core is the general guideline, and the details are subject to the guideline. After figuring out the big picture, other problems are easier to reso lve. It is the most obvious feature of Chinese negotiators. But west businessmen, especially Americans are likely to discuss the details first and try to avoid the principle.They value details very much and think noting about the unity. Accordingly, they want to discuss the details at the beginning of negotiation. They are direct and elementary in negotiation. As a matter of fact, many facts show that General principles first have impact of constriction on the parts and details. For instance, our government insists on the principle that Hong Kong and Macao are undivided parts of Chinas territory. In the important diplomatic negotiations such as Entering into relationship with America, Hong Kongs and Macaos Coming back into their motherland.It is under such principle that we established the tone of the negotiation and controlled the skeleton of the negotiation, thus we get the advantage and prompt the success of negotiation. 3. Coping Strategy of Negotiating across Cultures The cult ure differences in cross-cultural communication have various impacts on operation of enterprises. These differences will influence negotiation and management of transnational operation whats more, it may have bad effects on the harmonious relationship between our country and foreign countries.Maybe that will lead to the missing of market opportunities, the increase of trade salute and the low efficiency of company management. So, it is really necessary for us all to eliminate and avoid harmful effects. 3. 1 Making Preparations before Negotiation. The negotiators must make good preparations if they want control the development of negotiation successfully in the complex situation. Only do they make good preparations can they make changes freely according to the situation of negotiation and avoid the happening of conflicts. Because the international business negotiation involves extensive aspects, more preparations are needed.The preparations often include the analysis of the negotia tors themselves and the opponents the constitution of negotiation group, elaborating the negotiating goal and strategy and going on imitation negotiation when necessary. When making preparations, you should try to know the opponents while you analyze yourselves. Analyzing yourselves mainly refers to studying if the send is feasible. To knowing about the opponents means understanding their strength such as credit status, the policy? business customs and regulations of their countries and the conditions of their negotiating members and so on. . 2 Overcoming Cultural Prejudice Tolerating different cultures and overcoming cultural prejudice contribute to give out communicating with each other and understanding each other. West people often think that they are powerful, capable and experienced, so sometimes, we need to recognize then and give then some good comments. We should chance upon about the foreign cultures before negotiation and accept and understand their cultures in negotia tion, because every country regard their own cultures as a matter of course and hope that their culture could be recognized and accepted. 3. Conquering Communication Barriers Two trains running at different railways in the opposite direction will conflict with each other maybe this is the best arrangement for trains. But to communication between people, there wint be communications if people go ahead according to their own ways. Trains will jolt with each other if they run on the same railway at the opposite direction. But if we banknote by the objective of peoples communication, only we meet each other, can we have communication and friendship. In negotiation, sometimes we cant make much progress although we have talked for long time.And sometimes both parties are not satisfied. After thinking, that is caused by communication barriers which happen easily in cross-cultural negotiation. We should make sure if there appear communication barriers, if so, we must overcome them. Gener ally speaking, we should pay more attention to the following three communication barriers in cross-cultural negotiation the communication barriers caused by culture background of both the ones caused by misunderstanding of the contents and information from the partner the ones caused by not being willing to accept the opponents contents and ideas.Conclusion Social Customs varies in different countries. In a word, cross- cultural communication will meet the problem of culture differences surely. In turn, culture differences also influence all aspects of international business communication. To avoid or to resolve the culture differences is a huge task in international business negotiation. In order to step into the international market successfully, we must have the awareness of culture differences, acknowledge culture differences and understand different cultures.Try to know yourself and know them. Whats more, we should respect different behavior of businessmen under different cultu re background, and then we could reduce unnecessary conflicts resulting from not respecting the opponents. It is beneficial for both to form an atmosphere of mutual trust and cooperation, reduce culture differences and turn disadvantages into advantages and benefits. Thus, we could avoid conflicts and obstacles, then to promote communication and harmony in international business negotiation. Bibliography 1George Yule. The study of LanguageM. Cambridge University Press,2000202-209 2Harvey, Paul,,The Oxford Companion to English Literature M. London Oxford University Press. 197823-25 3Philip R Harris, Managing Cultural Differences M. Gulf Publishing Company, 1987234-260 4Wang Cheng fa. A Glimpse of Foreign Land J. Kaifeng Henan Univesity Press, 200058-62 5. M. ,20002-6 6 M. ,2004 7.. M ,2003340-342 8. M. ,2001 Acknowledgements As acknowledgements for my paper, only I the writer is responsible for the shortcomings. I much acknowledges my give thankss to all my teachers, especi ally to Miss Liu Mifan, my supervisor, who has provides me support, critical ideas and careful suggestions. I also want to thank my family who always give me time, encouragement and secretarial services, especially my parents. Finally, my classmate and friends, who provided thoughtful and thorough reviews of my paper, must be acknowledged.