Implication of Cultural Differences on International Business Negotiations

　　Abstract

　　Business negotiations under different cultural conditions are cultural negotiations. With the development of economic globalization and frequent business contacts, cultural differences have

　　become very important. If they are neglected, they could cause unnecessary misunderstanding,　or even undermine the result of business negations. Therefore, it is of great significance to know　different cultures of different countries as well as ways to avoid cultural conflicts in the context　of international business negotiations. The paper begins with the definition of culture, analyzes　the causes of cultural differences and explains the impact of cultural differences on international　business negotiations from three perspectives of communication process, negotiation style and　values concept. Finally, it analyzes effective ways to deal with the problem arising from cultural differences in the negotiation process. The paper stresses that in business negotiations between　different countries negotiators should accept the other party's culture, try to make him be　accepted and make a correct evaluation with help of effective communications. In a word, for　successful cultural negotiations, cultural differences need to be perceived, accepted and most　importantly played down.

　　Key words:culture cultural difference business negotiation impact

　　Contents

　　1. Cultural difference…….………..……...…………………………...…......4

　　1.1 The definition of culture……………………………………..............….....4

　　1.2 The causes of cultural differences……………………………..………......4

　　1.2.1 Geographical differences………………………..………………....….....4

　　1.2.2 Ethnic differences…………………………..………………....................4

　　1.2.3 Political differences…………………………..………….………….…...4

　　1.2.4 Economic differences…………………………………..….……….…....4

　　1.2.5 Religious differences……………………………………..………….......4

　　1.2.6 The concept of difference…………………………………...……….......5

　　1.3 Importance of international business negotiations on Cultural differences…………………………………………………………….…..5

　　2. Cultural differences on the impact of international business negotiations…………………………………………………..………...........5

　　2.1 Communication process……………………………...…...……...…....…..5

　　2.2 Negotiating style…………………...…..……..……………...……….…...8

　　2.3 Values………………...…………....….……..…………………….......…..8

　　2.3.1 Ethics………………………………………..……..………………...…..8

　　2.3.2 Sense………………………..……………………………..……….…. ...8

　　2.3.3 Concept of Collective…………………………………………………....8

　　2.3.4 Concept of time……………………………………………………….....8

　　3. How to deal with international business negotiations and cultural differences……………………..…………………………………………........9

　　3.1 To learn more about the former in the negotiations of the cultural differences that may arise………...…………………..……………….…..9

　　3.2 In the negotiations necessary to correctly handle the cultural differences………………………………………………………………...9

　　3.3 Negotiations to do a good job of follow-up for the exchange of cultural differences…………...…………………………………………......……10

　　4. References…………………...………….………………………….……....11

　　Business negotiation in interpersonal relationships as a special form, relate to different geographical, ethnic, social and cultural exchanges and contacts, which have taken place in cross-cultural negotiations. In cross-cultural negotiations, the different geographical, ethnic, cultural differences will affect the thinking of those negotiations, the negotiation style and behavior, thus affecting the entire negotiation process. Therefore, to engage in business activities, especially for the cross-border business activities must understand and master the links between different cultures and differences. Conducting negotiations with the organization, also have to understand that cultural differences impact on the negotiations, only the face of such a positive impact on the desired objectives can be achieved

　　1. Cultural differences

　　1.1 the definition of culture

　　National culture is a country-specific concepts and value systems, which constitute the concept of people's lives and work behavior. The nations of the world as a result of specific historical and geographical and gradually formed its own unique cultural traditions and cultural patterns. As the difference of Chinese and Western traditional customs, values, religious beliefs , different ways of thinking, etc, making the different performance of Chinese and Western cultures.

　　1.2 the causes of cultural differences

　　Cultural diversity caused by many reasons, To sum up, the main source of cultural differences are in the following areas:

　　1.2.1 geographical differences

　　Refers to the geographical differences in different geographic regions due to the geographical environment, the level of economic development and traditional differences in habits, people often have different language, lifestyle and hobbies. And these will affect their behavior. For example, the West and the American people in some countries treat Christmas important, but in areas such as near the equator do not have snow all the year round, the people of some African countries may not have the concept of Christmas because the best modified Christmas is snow, as to the people in the region that are not long-term snow ,there is little concentration of Christmas than American States.

　　1.2.2 national differences

　　Ethnic differences is the different ethnic groups in the development of long-term process, the formation of their own language, customs and preferences, habits. Their diet, clothing, accommodation, festivals and rituals, such as material and cultural life of their own characteristics. Take the history of our country and our Hun Han, the Xiongnu people are valiant, characteristics of typical nomads. And we tame the Han character, the typical characteristics of farming nation. Which led to the Huns in the diet, clothing, accommodation, festivals and rituals, such as material and cultural life are different with Han.

　　1.2.3 the political differences

　　Political differences are due to the political system and the policies and regulations on people's behavior with the role of a standardized, so that all peoples in the political aspects on the concept of the existence are differences. Take the United States and France as example, the United States by the Constitution the powers of the President of the severe restrictions on the two major powers with other institutions of Congress and the Supreme Court of strong constraints. While France also had to set was ready to royalist restoration of the monarchy of the Third Republic to amend the Constitution a little further expand the powers of the president.