文化因素與成功的商務(wù)談判

1、文化因素與成功的商務(wù)會談【摘要】隨著經(jīng)濟全球化的趨勢、國際商務(wù)活動的日益頻繁，越來越顯示出對多元文化理解的必要性和跨文化會談才能的重要性。商務(wù)會談中的文化因素引起了人們越來越多的關(guān)注。無庸置疑，在跨文化的商務(wù)會談中，除了根本的會談技巧、理解不同地區(qū)的文化因素、認識文化差異外，還要采取相應(yīng)的策略和不斷調(diào)整自己的會談風(fēng)格，這樣將對成功的商務(wù)會談起到至關(guān)重要的作用?！娟P(guān)鍵詞】文化；因素；商務(wù)會談rdutiniththeeergenefeniglbalizatinandhinasentryintt,internatinalbusinessbeesinreasinglyinterultural

2、.asinternatinalbusinessrelatinsgr,sdesthefrequenyfbusinessnegtiatinsangpeplefrdifferentuntriesandultures.andthatanreatensiderablehallengesfrbusinessrepresentativesunfailiariththeulturesfdifferentgrups.stheinterulturalapprahtinternatinalbusinessnegtiatinhasattratedinreasingaadeiattentin.negtiatinsane

3、asilybreakdnbeausefalakfunderstandingftheulturalpnentinthenegtiatinpress.therefre,tthesuessfulnegtiatins,thetsidesustfirstunderstandtheulturaldifferenes.negtiatrshtakethetietunderstandtheapprahthatthetherpartiesarelikelytuseandtadapttheirnstylestthatnearelikelytbereeffetivenegtiatrs.thusinaninterult

4、uralnegtiatin,inadditintthebasinegtiatinskills,itisiprtanttunderstandtheulturaldifferenes,andtdifythenegtiatinstyleardingly.thispaperfusnthefurdiensinsfultureanddifferentnegtiatingstylestillustratetheiprtaneftheulturefatrsinbusinessnegtiatin.ii.negtiatinandulturetheverydefinitinfnegtiatin,initsderns

5、ense,anvaryfrulturetulture.hatanegtiatinisdesignedtaplishisseendifferentlybydifferentgrupsfpeple.befreneevenestthetable,suhdifferenesintheeaningrpurpsefthenegtiatinaffetthenegtiatin,ashnedefinesthepressfnegtiatingisulturallydeterined.seulturesseeitnlyasanpprtunitytbargain,thersastheestablishentfalif

6、etierelatinshipthatgesbeyndtheasinaleeting,stillthersasanpprtunitytdenstratetheirapaityfrelqueneanddebate.sedntseenegtiatinasapressatall.frinstane,aeriansandeurpeanstendtseenegtiatinsasapetitivepress;thehineseandthejapaneseseeitasallabrativeendeavr.sthereareanyrehallengesinaninterulturalenvirnenttha

7、erulturalnegtiatinsarenegtiatinherethenegtiatingpartiesbelngtdifferentulturesanddntsharethesaeaysfthinking,feeling,andbehavir.thenegtiatinpressisgenerallyreplexbeauseulturalnrsayunderineeffetiveuniatin.iii.seulturefatrsinbusinessnegtiatinlanguagegesbeyndthespkenrd,enpassingnn

8、henegtiatinpress,interpersnaluniatinisthekeyativitythattakesplaeattheverbal,nnverbal,situatinalntextuallevel,andattaluniatinsysteanassistthenegtiatrtbridgethegapbeteenutteraneandfelteaning.threekeytpis-tie,spae,bdylanguage-fferastartingpintfrhihne

9、gtiatrsanbegintaquiretheunderstandingneessarytdbusinessinfreignuntries.tietdifferentrientatinsttieexistarsstherld:nhrniandplyhrni.nhrniapprahesttiearelinear,sequentialandinvlvefusingnnethingatatie.theseapprahesarestnintheeurpean-influenedulturesftheunitedstates,gerany,sitzerland,andthesandinavia.jap

10、anesepeplealstendtardthisendfthetientinuu.plyhrnirientatinsttieinvlverkingnseveralativitiessiultaneusly.thetieittakestpleteaninteratiniselasti,andreiprtantthananyshedule.thisrientatinisstninediterraneanandlatinulturesinludingfrane,italy,greee,andexi,asellasseeasternandafrianultures.spaespaerientatin

11、sdifferarssultures.theyhavetdithterritry,divisinsbeteenprivateandpubli,frtablepersnaldistane,frtrlakffrtithphysialtuhandntat,andexpetatinsabuthereandhntatilltakeplae.frexaple,anaerianetiquetteanualadvisesthisabutpersnalspae:“henyueetsene,dntstandtlse.anunfrtablelsenessisveryannyingtthetherpersn,skee

12、pyurphysialdistane,rhellhavetkeepbakingfffryu.ainiuftfeetaayfrthetherpersnilldit.therearelargedifferenesinspatialpreferenesardingtgender,age,generatin,sienilass,andntext.thesedifferenesvarybygrup,butshuldbensideredinanyexplratinfspaeasavariableinnegtiatins.bdylanguagebdylanguageanbetellingasitanhelp

13、nedeterinetheexateaningfhatthethersideissayingandalsanhelpyugetyurnessagearss.likesanddislikes,tensins,andassessinganarguentareshnbynuerussignssuhasblushing,ntratinffaialusles,giggling,strainedlaughterrsiplysilene.hereverapartynegtiates,thenegtiatrustathandbservethetherparty.peple,henseated,leanfrar

14、diftheylikehatyuaresayingrareinterestedinlistening.theysitbakithrssedarsiftheydntliketheessage.nervusnessananifestitselfthrughnnverbalbehavir,andblinkinganberelatedtfeelingfguiltrfear.iv.furdiensinsfultureanyanalysisfultureisinpleteithutthebasiregnitinfulturaldifferenes.ithasbeenarguedthatdifferenes

15、angulturesanbeexplainedardingtfurdiensinsfulture.individualis-lletivisinindividualistiulturesthefusfnesbehaviranbeunashaedlyself-entered.theindividualanakebjetins,statehisfeelingsandbepenlyjudgental.suessrfailureisleftttheindividualanddesntausethesaedegreefshaeangthegrup.inindividualistiultures,pepl

16、etendtputtasksbefrerelatinshipsandtvalueindependenehighly.pepleintheseulturesareexpetedttakeareftheselvesandtvaluetheneedsftheindividualverthsefthegrups,unity,rsiety.individualistiulturespreferlinearlgiandtendtvaluepennflit.ebersfrindividualistisietiesexpetthethersidesnegtiatrsthavetheabilitytakedei

17、sinsunilaterally.lletivistnegtiatrstendtassuethatdetailsanberkedutifthenegtiatrsanagreengeneralities.lletivistsietiesshrenernfrtheneedsfthetherpartyandfusrengrupgalsthanindividualistisieties.ebersflletivistsietieshafehenebersfrindividualistisietiesprtetheirnpsitinsandideasduringnegtiatins.perdiffere

18、ntialtheideafperdifferentialdesribesthedegreefdefereneandaeptanefunequalperbeteenpeple.ulturesherethereisafrtithhighperdifferentialarethseheresepeplearensideredsuperirtthersbeauseftheirsialstatus,gender,rae,age,eduatin,birthright,persnalahieveents,failybakgrundrtherfatrs.ulturesithlperdifferentialte

19、ndtassueequalityangpeple,andfusrenearnedstatusthanasribedstatus.generallyspeaking,thereunequallyealthisdistributed,thebiggerillbetheperdifferentialinanynatinalsetting.natinalulturesithahighperdifferentialinludearabianuntries,alaysia,thephilippines,exi,indnesia,andindia.negtiatrsfrtheseuntriestendtbe

20、frtableith:hierarhialstrutures;learauthrityfigures;therighttuseperithdisretin.untriesithalperdifferentialinludeu.s.,austria,denark,israel,nezealand,ireland,seden,nray,finland,sitzerland,britain,andgerany.negtiatrsfrtheseuntriestendtbefrtableith:deratistruturesandflatrganizatinalhierarhies;sharedauth

21、rity;therighttusepernlyinliitedirustanesandfrlegitiatepurpses.unertaintyavidanetheideafunertaintyavidanehastdiththeayulturesrelatetunertaintyandabiguity,and,helltheyayadaptthanges.ingeneral,untriesthatshthestdisfrtithabiguityandunertaintyinludeusliuntriesandtraditinalafrianuntries,herehighvalueispla

22、ednnfrityandsafety,riskavidane,andrelianenfralrulesandrituals.trusttendstbevestednlyinfailyandlsefriends.itaybediffiultfrutsidenegtiatrstestablishrelatinshipsfnfideneandtrustithebersftheseultures.theunitedstates,sandinavia,andsingapreareidentifiedashavingahighertleranefrunertainty.ebersftheseultures

23、tendtvaluerisk-taking,prble-slving,flatrganizatinalstrutures,andtleranefrabiguity.itaybeeasierfrutsiderstestablishtrustingrelatinshipsithnegtiatingpartnersintheseulturalntexts.asulinity-feininitythetersasulinityandfeininityareusedtrefertthedegreethihaulturevaluesassertivenessrnurturingandsialsupprt.

24、thetersalsrefertthedegreethihsiallypresribedrlesperatefrenanden.untriesandreginssuhasjapanandlatinaeriaareratedaspreferringvaluesfassertiveness,task-rientatin,heseultures,theretendtbererigidgenderrlesand“l(fā)ivetrkrientatins.inuntriesandreginsratedfeinine,suhassandinavia,thailand,andprt

25、ugal,valuesfperatin,nurturing,relatinshipandslidarityiththselessfrtunateprevail,andtheralbeliefisrenef“rktlive.furse,itisiprtanttreeberthatassiatinsithgendervarygreatlyarssultures,sthateleentsnsideredasulineinneultureightbensideredfeinineinanther.negtiatrsayfinditusefultnsidertheaygenderrlesplayutin

26、theulturalntextsftheirnegtiatingpartners.v.negtiatingstyleitustbeephasizedthatthereisnnerightapprahtnegtiatins.therearenlyeffetiveandlesseffetiveapprahesandthesevaryardingtanyntextualfatrs.asnegtiatrsunderstandthattheirunterpartsaybeseeingthingsverydifferently,theyillbelesslikelytakenegativejudgents

27、andrelikelytakeprgressinnegtiatins.theresearhandbservatinsbystshlarsindiatefairlylearlythatnegtiatinpratiesdifferfrulturetultureandthatultureaninfluene“negtiatingstyle-theaypersnsfrdifferentulturesnduttheselvesinnegtiatingsessins.frexaple,u.s.negtiatrstendtrelynindividualistvalues,iaginingselfandthe

28、rasautnus,independent,andself-reliant.thisdesnteanthattheydntnsult,butthetendenytseeselfasseparateratherthanasaeberfaebrnetrkeansthatreindependentinitiativesaybetaken.aeriannegtiatrstendtbepetitiveintheirapprahtnegtiatins,inludingingtthetableithafallbakpsitinbutbeginningithanunrealistiffer.therefre，

29、aeriannegtiatrsftenatinanipersnalay-“businessisbusinessistheiraxi.besides,aeriannegtiatrsarealaysissin-driven-anxiustbringpartiesnernedintagreeent,andtheyhavelittleinterestinbuildingupanyrelatinship.furtherre,aeriannegtiatrsliketbepenlyhallengedfrthenegtiatin,andtheythinkitisquitenraliftheyrunintany

30、nflitithanypartynerned.hinesenegtiatrsalslkfrardtlng-terpartnership.unlikeaerianegtiatrs,theyarentinahurrytpushfranagreeent.generallythereisaslstartt“arup,andthenitisflledbysetentativesuggestins.liketheirjapaneseunterparts,hinesenegtiatrsdntexpetanypennflitfrhateverreasns,andtheyaretryingt“savefaefr

31、bthsides.thehinesearereservedandknnfrtheirhspitalityandgdanners.thehinesensiderutualrelatinshipsandtrustveryiprtant.therefre,tieillbespentinthebeginningenjyingteaandsialtalk.hever,theyaresefthetughestnegtiatrsintheeyesffreignnegtiatrs.tehnialpetenefnegtiatrsisneessary,andann-ndesendingattitudeisiprt

32、antbeausethehineseresearhtheirppnentsthrughlytgainapetitiveadvantageduringnegtiatin.nthingisfinaluntilitissigned;andtheyprefertuseaninterediary.thehinesedelegatinillbelarge.theyrarelyuselayers,andinterpretersayhaveinadequatelanguageskillsandexperiene.althughhinesenegtiatrsiplythatthereisnpriserthird

33、hie,inrealitythereisaplerfrprise.evenasdifferentapprahestnegtiatinarssnatinalulturesareidentified,ernatinalbusinessulturetendstprivilegeesternapprahestnegtiatin,enteringnprble-slvingandlinearuniatin,asdanysettings.asesternnrsarebalaneditheasternvalues,andlaltraditinsarebalanedithreg

34、inalandnatinalapprahes,negtiatinpratiesntinuetheirglbalevlutin.ultureaninfluenetheayinhihpersnspereiveandapprahertainkeyeleentsinthenegtiatingpress.knledgeftheseulturaldifferenesayhelpnegtiatrstbetterunderstandandinterprettheirunterpartsnegtiatingbehavirandtfindaystbridgegapsreatedbyulturaldifferene

35、s.equallyiprtant,prfessinalandupatinalultureaybeasiprtantasnatinalultureinshapingapersnsnegtiatingstyleandattitudestardthenegtiatinpress.iftrue,negtiatrsshuldatleastntetiprtantipliatins.first,pratitinersneedttakeintauntprfessinalulture,asellasnatinalulture,intheirstudiesandanalysisftheipatfulturenne

36、gtiatingtable,negtiatrsfrdifferentulturesbutithsiilarupatinalrprfessinalbakgrundsightseekttheeleentsftheirprfessinalultureintryingtbridgetheulturalgapbeteenthe.vi.nlusintherehasbeenuhresearhinthefieldfnegtiatin,andthereisfrtunatelynagddealfinfratinarundthatanguideusinurquesttbeebetternegtiatrs.stlikely,asithanyfthetherskillsentinedinthepaper,ehavetlearnhtnegtiatethrughtrialanderrr.stlikely,ehavedevelpedpartiularindividualstylesthatearefrtableith.hever,researhhasshnthatthereareertain