Abstract

 In today’s increasingly economic globalization, it is very usual for us to do business with foreigners. As to this situation, we must learn to master some appropriate negotiation tactics, just having a fluent oral English and a solid professional business background cannot work. So in order to make a success what should we do in the international success? Here we must have a great sensitivity about the important factors which make the negotiation complicated, such as the different social and political backgrounds, different views of value, ways of behavior, different talking styles and different body languages and so on. If we take them into serious consideration, it won’t be a problem for us and even it will give us a great step to success. This article aims to analyze the cross-cultural differences in business negotiation process and reduce or avoid failure caused by cross-cultural barriers.

    Key Word: cross-cultural differences; business negotiation; international business; strategies

Contents

Abstract

摘要

Introduction- 1 -

I. Background and meaning- 1 -

II. Main contents and methods- 1 -

Chapter1 The importance of international business negotiation- 2 -

1.1 The globalization of international trade- 2 -

1.2 Main influences during the international business negotiation- 2 -

1.2.1 The influence of cultural ethics- 2 -

1.2.2 The influence of different language behaviors- 3 -

Chapter 2 Specific performances of cross-cultural differences- 5 -

2.1 Different symbolic meanings- 5 -

2.1.1 Figures- 5 -

2.1.2 Body languages- 5 -

2.2 Etiquette - 6 -

2.2.1 Dress etiquette- 6 -

2.2.2 Greeting etiquette- 6 -

2.2.3 Presents exchange etiquette- 7 -

2.3 Different values- 8 -

2.3.1 Time value- 8 -

2.3.2 Equivalence   - 8 -

2.3.3 Objectivity- 9 -

2.4 Social customs and habits- 9 -

2.4.1 Negotiating styles- 10 -

2.4.1.1 Negotiating methods- 10 -

2.4.1.2 Ways to express emotions and appreciation- 10 -

2.4.2 Dietary culture- 11 -

Chapter 3 Some strategies in the cross-cultural business negotiation- 12 -

3.1 Understand the importance of cross-cultural consciousness and develop a sense of cross-cultural sensitivity- 12 -

3.1.1 Make a good preparation- 13 -

3.1.2 Get ready for the targeted counter strategies- 13 -

3.2 Deal with the cross-cultural differences correctly- 14 -

3.2.1 Improve the language competence and overcome the cross-cultural barriers.- 14 -

3.2.2 Show respect to different cultures- 15 -

3.3 Enhance the legal consciousness, and strengthen the legal ideas- 16 -

3.4 Have a broad mind and tolerant attitude- 16 -

Conclusion- 18 -

Bibliography- 19 -

Acknowledgements- 21 -