中英思維方式差異對商務談判的影響及對策

中英思維方式差異對商務談判的影響及對策Ⅰ摘要在全球化的趨勢下，國際間的商務談判已成為談判者必須面對的事實。然而，許多進行商務談判的中方人員總會有這樣一種感慨，那就是，在商務談判過程中，談判雙方雖然都抱有誠意，但最終還是不能取得很理想的結果，大部分中方的商務談判人員都感到與英方商務談判人員進行談判時很難知道對方究竟是什么意圖，究其原因是在商務談判中缺乏對彼此不同的思維模式的了解，而談判者的言語行為受其思維模式的影響又非常明顯。思維方式決定著行動的結果，中國人注重綜合型思維方式，而英國人注重分析型思維方式。為了更好的促進中英商務合作，必須深入了解兩種文化的差異，在談判時更好地掌控談判進程。中英兩種不同的文化、不同的社會背景產生了兩種不同的思維方式，主要表現(xiàn)在閉環(huán)思維和線性思維、整體性思維和分析性思維、感性思維和理性思維等三個方面。本文從分析中英思維方式差異入手，通過對比中英思維方式的差異及其對商務談判的影響，闡述了在商務談判過程中存在的中英思維方式差異，進而提出中英思維方式在商務談判中的對策。關鍵詞：中英思維差異；商務談判；影響；對策ⅡABSTRACTUnderthetrendofglobalization,internationalbusinessnegotiationhasbecomeafactthatnegotiatorsmustface.However,manyChinesebusinessnegotiatorsalwayshaveafeelingthat,intheprocessofbusinessnegotiations,althoughbothsidesaresincere,theystillcannotachieveaveryidealresult.MostChinesebusinessnegotiatorsfeelthatitisdifficulttoknowwhattheotherside'sintentioniswhennegotiatingwithBritishbusinessnegotiators.Thereasonisthelackofunderstandingofdifferentthinkingmodesinbusinessnegotiations,andthenegotiators'speechbehaviorisobviouslyinfluencedbytheirthinkingmodes.Thinkingmodedeterminestheresultofaction.Chinesepeoplepayattentiontocomprehensivethinkingmode,whileBritishpeoplepayattentiontoanalyticalthinkingmode.InordertobetterpromoteChina-UKbusinesscooperation,itisnecessarytohaveadeepunderstandingofthedifferencesbetweenthetwoculturesandbettercontrolthenegotiationprocessduringthenegotiation.DifferentculturesandsocialbackgroundsinChinaandBritainhaveproducedtwodifferentwaysofthinking,whicharemainlymanifestedinthreeaspects:closed-loopthinkingvslinearthinking,holisticthinkingvsanalyticalthinking,perceptualthinkingvsrationalthinking.ThispaperstartswiththeanalysisofthedifferencesbetweenChineseandBritishwaysofthinking,andexpoundsthedifferencesbetweenChineseandBritishwaysofthinkingintheprocessofbusinessnegotiationbycomparingthedifferencesbetweenChineseandBritishwaysofthinkingandtheirinfluenceonbusinessnegotiation,andthenputsforwardthecountermeasuresofChineseandBritishwaysofthinkinginbusinessnegotiation.Keywords：Differences

in

Chinese

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British

Thinking;BusinessNegotiation;Influence;Countermeasure ⅢTableofContentsChapterOneIntroduction…………..……………….……...….1ChapterTwoTheDifferencesBetweenChineseandBritishWaysofThinking………42.1Closed-LoopThinkingVSLinearThinking……..…..…42.2HolisticThinkingVSAnalyticalThinking…….…….42.3EmotionalThinkingVSRationalThinking…….……………...………..5ChapterThreeTheInfluenceofDifferentThinkingModesBetweenChinaandBritainonBusinessNegotiation……..………………...…………...…63.1TheInfluenceonNegotiatingObjectives……………..…….………63.1.1TheInfluenceontheHighestandLowestGoals…………..…….……...………63.1.2TheInfluenceonActualDemandTargets…...……..………73.1.3TheInfluenceonAcceptableGoals……...……73.2TheInfluenceontheNegotiationProcess………………...…………….………….…73.2.1TheInfluenceontheOpeningPhase…………...…………...……………….…….83.2.2TheInfluenceontheQuotationStage…………..…..……….……83.2.3TheInfluenceontheConsultationPhase……………..….…………….…….…83.2.4TheInfluenceontheTransactionStage……………..……….……..……...……..….93.3TheInfluenceonNegotiatingStyle………….……...……….……..…...9ChapterFourTheCountermeasuresoftheDifferencesBetweenChineseandBritishModesofThinkinginBusinessNegotiation….……………….…..………...……...……104.1UnderstandingandRespectingtheCausesoftheDifferencesBetweenChineseandBritishWaysofThinking………………..……….…………….…...…………...…….…..….104.2CultivatingSensitivitytoDifferencesBetweenChineseandBritishWaysofThinking114.3ReconcilingDifferencesinChineseandBritishWaysofThinking…..…………12ChapterFiveConclusion…….……….…..…...13Bibliography……………………..…………..………………14Acknowledgements…………………..………..……….………15保定理工學院本科畢業(yè)論文ChapterOneIntroductionOntheonehand,humanthinkingisthefunctionofthehumanbraindevelopedtotheadvancedstageundertheactionofproductionpractice,anditistheproductofthelong-termdevelopmentofhumanhistory.Acountrycondensesitslong-heldunderstandingofrealityintoexperienceandhabits,formsthoughtswiththehelpoflanguage,andencodesthoughtsincertainways,thusformingitsuniquemodeofthinking.Ontheotherhand,differencesinthinkingmodesarecloselyrelatedtobusinessnegotiations.Differentthinkingmodesmayleadtodifferentnegotiationresults.Therefore,inordertostudytheinfluenceofthedifferencesinChineseandBritishwaysofthinkingonbusinessnegotiationsandcountermeasures,itisnecessarytohaveanin-depthunderstandingofthereasonsforthedifferencesinChineseandBritishwaysofthinkingandmakecorrespondingcountermeasures.Underthetideofeconomicglobalization,economicexchangesbetweencountriesarebecomingmorefrequentandextensive.Inrecentyears,China'seconomyhasbeendevelopingbetterandbetter.ForChineseenterprises,Chinawillstillbeacountryfullofopportunitiesandapromisingfuture.AftertheCOVID-19outbreak,Chinawillfacecompetitionfromallovertheworld,andthesuccessofbusinessnegotiationsisthepremiseofafirm"foothold"intheinternationalmarket.However,differentcountrieshavedifferentwaysofthinking,whichwillalsohaveacertaininfluenceonbusinessnegotiations.ThedifferentculturalenvironmentandsocialbackgroundbetweenChinaandtheUKdirectlyleadtothedifferentwaysofthinkingbetweenChinaandtheUK.Britainadvocatesindependence,freedomandequality,likestoexplore,andhasanoutgoingculture.Ontheotherhand,Chinaadvocatesself-sufficiency,modesty,comity,stabilityandtranquility,andhasaconservativeculture.TheBritishwayofthinkingmainlyemphasizesindividualinterestsandstartsfromindividualneeds;TheChinesewayofthinkingmainlyemphasizesthecollectiveinterest,everythingfromthecollectiveinterest,patriotismandcollectivespirit,andthenindividualinterest.Intheprocessofinternationalbusinesscommunication,businessnegotiationisoneoftheindispensablesteps.Howtousethewayofthinkingforeffectivecommunicationhasbecomeabigproblem.Therefore,understandingthedifferencesbetweenChineseandBritishwaysofthinkinghasbecomeacompulsorycourseinbusinessnegotiations.Researchsignificanceisdividedintothefollowingpoints:First,itcanhelppeoplerecognizethedifferencesbetweenChineseandBritishwaysofthinkinginbusinessnegotiations.Differentwaysofthinkingwillleadtodifferentnegotiationresultsinbusinessnegotiations.ThereisnodoubtthatreconcilingChineseandBritishwaysofthinkingismoreconducivetothesuccessofnegotiations.Second,itisnecessarytoclarifytheinfluenceofdifferencesinChineseandBritishwaysofthinkingonbusinessnegotiations,includingnegotiationobjectives,processandstyle,soastohelppeopleconductnegotiationsmoresmoothlyandpromotethesuccessofnegotiations.Thirdly,thepaperputsforwardcountermeasuresinbusinessnegotiationaimingatthedifferencesbetweenChineseandBritishwaysofthinking.OnlybyunderstandingthedifferencesbetweenChineseandBritishwaysofthinkingcanweputforwardcorrespondingcountermeasures,respectandharmonizethedifferencesbetweenChineseandBritishwaysofthinking,soastopromoteagooddevelopmenttrendofthenegotiationandachievesuccess.Thewayofthinkingistheangle,wayandmethodoflookingatthings,whichplaysadecisiveroleinpeople'swordsanddeeds.Modeofthinkingisimmaterialandmaterialisticonthesurface.Asthesayinggoes,"Whenthereisnothing,thereisnothing."Thiskindofinteractionbetweenimmaterialityandmaterialitycanconstitutethecontradictorymovementoftheevolutionanddevelopmentofthinkingmode.Peopleofdifferentnationalitiesandculturalbackgroundsviewthingsfromdifferentanglesandways,whichisthedifferenceinthewayofthinking.DomesticscholarshavemademanyresearchesontheinfluenceandcountermeasuresofthedifferencesinChineseandBritishwaysofthinkingonbusinessnegotiations.ChenYuanfei(2007),inthethirdchapterofAComparativeStudyofChineseandEnglishComplimentsinBusinessNegotiations,pointedoutthatoneofthereasonsfortherelativelyscatteredgoalsofChinesecomplimentsisthedifferencebetweencircularthinkingmodeandlinearthinkingmode.WangWeidong(2009)proposedinTheAnalysisoftheInfluenceofCulturalDifferencesontheThinkingModeofBusinessNegotiatorsthatthedifferencesbetweenChineseandWesternwaysofthinkingareduetoChineseandWesterndifferentculturesandputforwardcorrespondingcountermeasures.DongZhaofeng(2017)explainedHumboldt'sLinguisticWorldviewandSapirWhorf'sAssumptioninABriefAnalysisoftheDifferencesBetweenChineseandEnglishWaysofThinkingandTheirEmbodimentinLanguageLevel,andcomparedthethinkinglevelbetweenChineseandEnglish.WangJiao(2019)proposedinOntheInfluenceofDifferencesinChineseandWesternWaysofThinkingonInterpretingPracticeofBusinessNegotiationthatHanpeopleemphasizeharmonyintheirwayofthinkingandChinesepeopleemphasizeethicswhileWesternersemphasizecognition,thusclarifyingthedifferencesbetweenChineseandWesternwaysofthinking.However,ChineseandBritishwaysofthinkinghavelittleinfluenceonbusinessnegotiation.ForeignscholarPanYZ(2007)proposedinTheInfluenceofCulturalDifferenceonBusinessNegotiationthattodecreaseconflictanddefenseone'sownright,wemustgrasptheculturaldifferencebetweentheparticipants,beawareofthenegotiationstylesofthediversenegotiators.Butthedifferencesinmindsetarenottakenintoaccount.Basedontheaboveviews,thispaperidentifiestheinfluenceofthedifferencesinChineseandBritishwaysofthinkingonbusinessnegotiationsandputsforwardcountermeasures.

ChapterTwoTheDifferencesBetweenChineseandBritishWaysofThinkingThinkingreferstothegeneralandindirectreflectionofhumanbraintoobjectivethings,anditistheactivityofthinkingsubjecttoprocessinformationandconsciousness.Thinkingismanifestedinpeople'scognition,evaluationandsummaryofobjectivethingsthroughlanguage.Duetodifferencesinpeople'sculturalbackground,nationalpsychologyandsocialandeconomicdevelopmentmode,thereareobviousdifferencesinthewayofthinkingindifferentcountries.2.1Closed-LoopThinkingVSLinearThinkingClosed-loopthinkingmeansthatotherpeopleinitiateathing,andwithinacertainperiodoftime,nomatterhowwecompletetheeffect,weshouldtimelyandseriouslyfeedbacktotheinitiator,whichiscalledclosed-loopthinking.Closed-loopthinkingisthe"PDCAcycle"proposedbyDr.Hughart,anAmericanqualitymanagementexpert,namelyPlan,Do,Check,Act.Thesefourprocessesdonotendatonce,butinacycle.Linearthinkingisastraightline,one-waywayofthinking,thinkingalongacertainlinearorcurvedtracktoseeksolutionstoproblems.Linearthinkingisdividedintopositivelinearthinkingandreverselinearthinking.Thecharacteristicofpositivelinearthinkingisthatthinkingstartsfromacertainpoint,expandsalongthepositivepath,goesthroughoneorseveralpoints,andfinallyreachesthecorrectresultofthinkingandfinallygetsthecorrectanswer.Thecharacteristicofbackwardlinearthinkingisthatthethinkingstartsfromacertainpoint,butifitexpandsalongthepositivepath,nomatterhowmanypointsitgoesthrough,itisdifficulttoreachthecorrectresultofthinking.Sinceyoucan'tgoforward,youhavetothinkintheoppositedirection,throughaorafewpoints,soastofinallygettherightthinkingresults,gettherightanswer.MostChinesepeoplehaveclosed-loopthinking.Theyareusedtocognitionthingsasaclosedwholeandpayattentiontoinductionandoverallcognition.Intermsoflanguageexpression,Iwillgiveprioritytotheexternalatmosphereandthenexplainthekeypoints.ThemajorityofBritishpeoplehavelinearthinking,payattentiontodeductivereasoning.Theirlanguageisoftenstraightforward--statingthemainideafirstandthenextendingitinastraightline.SomanylongsentencesinEnglishareoftennestedinthesentence,intertwined,compactstructure.2.2HolisticThinkingVSAnalyticalThinkingHolisticthinking,alsoknownassystematicthinking,meanstounderstandthingsinacomprehensive,systematicandobjectivewayinaccordancewiththecomprehensive,systematicandobjectiverequirements.Itoftenintegratestheexistingunderstandingofvariousparts,aspects,characteristicsandfactorsoftheobject,andthenformsaunifiedoverallunderstandingoftheobject.Analyticalthinkingisathinkingmodethatcomestoadefiniteconclusionaftercarefulstudyandgradualanalysis.Itisathinkingmodefromparttowhole.Itusuallystartsfromexperiencetoachievetheunderstandingofthewhole,andanalyzesthewholeofanobjectiveobjectintovariousparts,aspects,characteristicsandfactorstobeunderstoodseparately.MostChinesepeoplehaveholisticthinking,liketo"startfromtheoverallsituation","lookattheoverallsituation","takeintoaccounttheoverallsituation"andsoon.Chinesepeopleareusedtoemphasizingthewholenessandsystematizationofthings.AsscholarLiuYangsaid,"TheHanpeopleseekcompleteness,perfection,harmony,symmetryandbalanceintheirthinking,emphasizingpersonalfeelingand'understanding',aswellaspsychologicalspace-timeandtimesequence.＂[9]46Ontheotherhand,Britishpeopletendtohaveanalyticalthinkingandaregoodatsimplifyingcomplexthingsand"dividing"things,asthescholarLiuYangsaid,"ThephilosophyoftheEnglishnationadvocates'separationofcharacters'.ThethinkingoftheEnglishnationemphasizesformalargumentation,advocatesindividualthinking,andholdsthatthewholecanonlyexistintheoppositionofindividuals."[9]462.3EmotionalThinkingVSRationalThinkingTheso-calledperceptualthinkingisakindofthinkingmode,whichisthecooperativecognitionofbranchcognition,thedefinitionandunderstandingoftheexistenceofthings,theattentiontothespecificstateofthings,andtheuseofconcretethingstoexpressabstractconcepts.Rationalthinkingisakindofthinkingwithclearthinkingdirectionandsufficientthinkingbasis,whichcanobserve,compare,analyze,synthesize,abstractandsummarizethingsorproblems.Chinesepeoplearegoodatusingperceptualthinking.InthefivethousandyearsofChinesehistory,theyhaveformedathinkingpatternthatexpressesconceptsinconcreteformsandlikesanalogicalreasoning,insteadofabstractthinkingthatattacheslittleimportancetopuremeaning.However,Britishpeoplearebetteratexpressingconcretethingswithabstractconceptsandattachmoreimportancetoabstractthinking.AsscholarWangWeidongsaid,"Westernabstractthinkingmode,emphasisonconceptualanalysis,logicalreasoning.Itemphasizesfactsthathavenovaluewhatsoever."ItcanbeseenthatChinesepeopleregainunderstandingandmakegooduseofimagethinking,theBritishattachimportancetoreasonandmakegooduseoflogicalthinking.ChapterThreeTheInfluenceofDifferentThinkingModesBetweenChinaandBritainonBusinessNegotiationAsscholarWangWeidongsaid:"Languageisthemosteffectivetoolofthinking.Thinkingactivitiesneedtobecarriedoutwiththehelpoflanguage,andtheresultsofthinkingalsoneedtorelyonlanguagetoexpress."Inbusinessnegotiations,inappropriatelanguageduetodifferencesinwaysofthinkingmaygreatlyaffectthefinalresultofthenegotiation.TheinfluenceofthedifferencesinChineseandBritishwaysofthinkingonbusinessnegotiationscanberoughlydividedintothreeparts:theinfluenceonthenegotiationobjectives,theinfluenceonthenegotiationprocessandtheinfluenceonthenegotiationstyle.3.1TheInfluenceonNegotiatingObjectivesInternationalbusinessnegotiationisaplanned,targetedandorganizedeconomicactivity,whiletheobjectiveofnegotiationreferstothesubstantiveissuestobesolvedintheprocessofnegotiation,whichisboththestartingpointandthefocalpointofnegotiation.AccordingtotheinfluenceofdifferencesinChineseandBritishwaysofthinkingonnegotiationobjectives,itcanbesubdividedintotheinfluenceonthehighestandlowestobjectives,theinfluenceontheactualdemandobjectives,andtheinfluenceonacceptableobjectives.3.1.1TheInfluenceontheHighestandLowestGoalsThehighestgoalisalsocalledtheoptimalexpectedgoal,whichisthehighestgoaltobepursuedbyone'sownsideinbusinessnegotiations,andisoftenthemaximumdegreethattheothersidecantolerate.Exceedingthisgoaloftenrisksabreakdowninnegotiations.Theminimumgoalisthegoalthatmustbeachievedinbusinessnegotiations,anditistheminimumrequirementofnegotiations.Ifitcannotbeachieved,thenegotiationwouldbebrokenratherthanthepossibilityofbargainingandcompromise.Chinesepeoplearenevervagueinsettingthehighestgoalandthelowestgoalofnegotiations.Theyliketograsptheissuesfromthewhole,whichreflectstheholisticwayofthinkingofChinesepeople--thelowestgoalisthebottomlineandtheyshouldnevergiveup.TheBritishliketounderstandeverydetailoftherelationshipduringthenegotiation,soastoensuretheprecisionandefficiencyoftheoperationinthefuture.ThisreflectstheanalyticalwayofthinkingofBritishpeople,wholiketoconsiderproblemsfromthedetails.Thetwosideshavedifferentwaysofthinking,sotheirhighestandlowestgoalsaredifferent.Inordertopromotethesuccessofthenegotiation,thehighestandlowestgoalsshouldbesetwithintherangeacceptabletotheothersideasfaraspossible,soastoavoidthebreakdownofthenegotiation.3.1.2TheInfluenceonActualDemandTargetsThetargetofactualdemandisthetargetofnegotiationwhichisincorporatedintothenegotiationplanbythenegotiatingpartiesafterscientificdemonstration,predictionandaccountingbasedonsubjectiveandobjectivefactors,takingintoaccountallaspectsofthesituation.Inthenegotiationgoal,theactualdemandgoalisthesecretinternalsecret,whichisgenerallyonlyputforwardinafewdelicatestagesinthenegotiationprocess,andisthe"lastlineofdefense"heldbythenegotiator.Ifthatisnotachieved,thetalkscouldstallorbesuspended.Chinausesemotionalthinkinginthisregard,andgenerallyexpectsthenegotiationcounterparttomakeitclearfirst,whiletheotherside"acceptsthegoodsituation"or"givesthestepdown".TheBritish,ontheotherhand,makegooduseofrationalthinking.Theywilltakeintoaccountthatthegoalisrelatedtothemainortotaleconomicinterestsofonesideofthenegotiation,andwillonlydeterminetheactualdemandgoalaftermorecarefulobservationandcomparison.Theytendtoconsideroutcomesbeforeproposingactualrequirementsgoalsandthenproposethemattheend.3.1.3TheInfluenceonAcceptableGoalsAcceptablegoalreferstothescopeofstrivingforormakingconcessionsinthenegotiation,whichcanmeetpartofthedemandsofonesideandrealizepartofeconomicbenefits.Acceptablegoalisanelasticintervalbetweenthehighestgoalandthelowestgoal,sothatthenegotiationhasaroomtomaneuver.Itisnotonlythebargainingfocusofthetwosides,butalsothescopeofpossibleagreementreachedinthenegotiation.Intermsofdeterminingacceptabletargets,ChinaandBritainhavedifferentwaysofthinking,andtheelasticintervalofacceptabletargetsisalsodifferent.Chinesepeoplemakegooduseofclosed-loopthinkinginthisregard,andaregoodatlookingatthewhole,strivingforasatisfactoryandharmoniousnegotiation.Theywillconsidertheleewayofacceptabletargetscomprehensivelyandtrytheirbesttoachieveasatisfactoryconclusion.Onthecontrary,Britishpeoplelikelinearthinking.Iftheyfailtoreachthehighestgoal,theywilltakethehighestgoalasonepointanddisperseseveralacceptablegoalpointstoseekthefinalsolution.3.2TheInfluenceontheNegotiationProcessInthenegotiationprocess,weshouldpayattentiontocommunicationtoavoidthedeadlockcausedbydifferencesinthinkingmodes.AccordingtotheinfluenceofdifferencesinthinkingmodesbetweenChinaandBritainonthenegotiationprocess,itcanbesubdividedintotheinfluenceontheopeningstage,theinfluenceonthequotationstage,theinfluenceonthenegotiationstageandtheinfluenceonthetransactionstage.3.2.1TheInfluenceontheOpeningPhaseInbusinessnegotiation,bothpartiesorpartieshaveobviouspurpose.Thebeginningofbusinessnegotiationisthestartingpointofnegotiation,whichplaysaroleinguidingthenegotiationandisrelatedtothecontrolandinitiativeofthenegotiation.Theattitude,sincerity,emotionandbehaviorofbothpartiesmaybeaffected.Asuccessfulnegotiationdependsongettingofftoagoodstart,andgettingofftoagoodstartdependsonthelanguageofbothsides,inwhichwayofthinkingplaysacrucialrole.Intheopeningstageofthenegotiation,thefirstthingistocreateagoodnegotiationatmosphere.Negotiationsneedanatmosphereoftrust,harmony,rapportandfriendliness.ChinaandtheUKhavedifferentwaysofthinking.Whencreatinganegotiationatmosphere,weneedtofullyunderstandtheculturalandsocialbackgroundoftheothercountry,makeclearthewayofthinkingoftheotherside,soastothinkfromtheperspectiveoftheotherside.Inthisway,wecanavoid"sayingmorethanwrong",createagoodnegotiationatmosphereandcreateagoodnegotiationstart.3.2.2TheInfluenceontheQuotationStageQuotationisaverykeylinkintheprocessofbusinessnegotiation.Itisnotonlythepreludetoarousetheotherside'sinterestinthetransaction,butalsothebeginningofinfluencingthefinalresultofthenegotiation.Iftheofferisproperlycontrolled,itcannotonlymeettheneedsofitsowninterests,butalsolimittheexpectationsoftheothersideinaspecificrange,andoccupytheinitiativeinthelaternegotiationstage.ThecommonquotationmethodsaredividedintoJapanesequotationsystemandWesternEuropeanquotationsystem.Inthequotation,Chinesepeoplepaymoreattentiontoclosed-loopthinking.Inthecommonquotation,WesternEuropeanquotationsystemwillgiveprioritytotheexternalcompetitionofthedealbeforemakingthequotation.TheBritish,ontheotherhand,aremorelinear.TheycommonlyuseJapanesequotationsystem,andinthequotationlinkwilloftenbestraightforwardtoexplainthekeypoints.Therefore,inthequotationstage,thethinkingdifferencebetweenthetwosidesshouldbeconsideredcomprehensivelytoavoidunreasonablequotation,unclearquotationcontentandincompleteproblemscausedbythedifferenceinthewayofthinkingbetweenChinaandtheUK.3.2.3TheInfluenceontheConsultationPhaseNegotiationandconsultationisthecorepartofthenegotiationandalsothemostintenseanddifficultstageinthenegotiation.Itisnotonlyacontestofstrength,thinkingandexperienceofthenegotiatingparties,butalsoaprocessofseekingcommongroundwhileshelvingdifferences,seekingcooperation,mutualunderstandingandcompromise.Thisstagedirectlyaffectstheinterestsofthenegotiatingpartiesanddeterminestheoverallsatisfactionoftheparties.TheChinesewayofthinkingisaboutharmony,whiletheBritishwayofthinkingismoreaboutlogicandaccuracy.Therefore,whenfacingtheBritishsideinthenegotiationstage,itisnecessarytoavoidthedeadlockcausedbydifferencesinthinkingmodes.Chinashouldtrytosupportitsviewswithsufficientdataandspecifyvaguedetailssoastoreachafinalagreement.Ifthereisadeadlock,itisnecessaryforbothsidestothinkflexibly,thinkmorefromtheotherside'sperspective,carefullyidentifytherootcausesoftheimpasse,andthenadoptaflexiblewayofthinkingtosolvetheproblem,breakthedeadlock,andfacilitatethenegotiation.3.2.4TheInfluenceontheTransactionStageInthetransactionstage,namelythecontractsigningstage,nomatterhowmanyroundsofbargaining,competitionandconcessionshavebeenexperiencedinthepreviousnegotiationprocess,abusinesscontractshouldbesignedafterallimportantcontentsofthebusinesscommunicationhavebeencompletelyreached.Thetransactionstageisthefinalfootholdofthenegotiationactivities.Inthetransactionstage,oncetheothersiderevealstheimpliedsigningintention,itisnecessarytouseaflexiblewayofthinkingtoindicatetheirsigningintention,thenpromotetheconclusionofthetransaction.Therearemanyfactorsaffectingthetransaction.Themostimportantthingistolearntocapturethetransactionsignalsexpressedbytheothersidethroughthinking,cultivatetheirlogicalthinkingability,enhancetheconceptofformallogic,andavoidbeingunabletodeterminewhethertheothersidehastheintentiontosignacontractbecauseofthinkingdifferences.Whensigningacontract,itisnecessarytocarefullyreviewandpreventtheambiguityofcontracttermscausedbydifferencesinthinking.3.3TheInfluenceonNegotiatingStyleInfluencedbythecurvewayofthinking,ChineseandBritishpeoplehavedifferentnegotiationstyles.Ininternationalbusinessnegotiations,Chineseexpresseuphemisticallyandimplicitly,trytheirbesttoavoidconflicts,andarepatientwiththenegotiationprocess.Chinesenegotiatorsliketomakeroundaboutstatementsoftheirownopinionstosavethefaceofbothsidesofthenegotiation,andpayattentionto"harmonyisthemostvaluable".Chinesepeopleattachgreatimportancetocomprehensivethinking.Theyareusedtointegratingthevariouspartsandthinkingfromtheconceptofthewhole.Ininternationalbusinessnegotiations,Britishpeoplewhoaresubjecttolinearthinkingwillbeenthusiasticandfrank,payattentiontoefficiency,cherishtime,getstraighttothetopicandgett