Abstract: Due to the globalization of business, the degree of cultural diversity in business activities is increasing day by day. People from different countries must cross cultural differences and work as a team. Different countries and nationalities, with different geographical environments, different historical backgrounds and different religious beliefs, have formed their own distinctive lifestyles, national traditions and customs. Therefore, cultural differences will not only affect negotiators' use and interpretation of various words and deeds, but also affect negotiators' way of thinking and their respective values, and will subconsciously bring these ideas to the negotiating table, complicating negotiations. Due to the cultural differences of different countries and nationalities, different communication methods and skills should be adopted.
[Keywords:] Cross-cultural communication skills in international business negotiation
I. Introduction
International business negotiation is a direct form of interpersonal communication, and its effectiveness is related to the comprehensive quality of negotiators and the fidelity of information interpretation. Negotiators are likely to come from very different cultures and subcultures, so they will naturally be on high alert to strangers. Due to cultural differences, it is easy to cause and deepen misunderstandings and increase the difficulty of negotiations. Misunderstandings and misinterpretations in communication are inevitable. The problem is that if everyone judges each other's interests and behaviors according to their own cultural concepts, it will be difficult to settle disputes and achieve cooperation. Culture is diverse, integrated and transcends national boundaries. Negotiators may be influenced by personal influence.
The influence of different cultures is reflected in the negotiation style.
Second, cross-cultural issues in international business negotiations
Cultural differences exist in different countries, and cross-cultural issues in international business negotiations are mainly reflected in language, etiquette, taboos, religious beliefs, negotiation styles and so on.
1. language
Most international business negotiations are conducted in English, and the mother tongue of both parties is often not English, which increases the difficulty of communication. In this case, we should try our best to use simple, clear and definite English, and don't use polysemous words, puns, slang and idioms that are easy to cause misunderstanding. Don't use words that are easy to offend each other, such as "To tell you the truth", "I will be honest with you …", "I will try my best" and "It's none of my business but …". These words have the color of distrust, which will make the other party worried and unwilling to actively cooperate with us. A serious common fault in cross-cultural communication is "deal with a man as he deals with you", that is, subjectively think that the other party will understand our words according to our wishes and habits, or think that what we understand from the other party's words is exactly what the other party wants to express. The most typical example is the use and understanding of "yes" and "no". An American company and a Japanese company are in business negotiations. During the negotiation, the American was glad to find that every time he put forward an opinion, the other side nodded yes. He found the negotiations particularly smooth. It was not until he asked to sign the contract that he was shocked to find that the Japanese said "yes" as a polite "I heard" instead of "I agree with you". Actually, the meaning of the word "yes" is very rich. In addition to the above two, there are "Yes" in "I understand the problem" and "Yes" in "I will consider it". The expression of "no" is also very complicated. The values of some cultures are against confrontation, so people generally don't say "no" directly, but use some vague words to express their refusal. For example, Brazilians use "different things" instead of "impossible". If inexperienced negotiators take it literally, they will waste time and delay the negotiation process. So we must try our best to understand each other's culture, values and customs. Only in this way can we transmit and receive information correctly.
In order to avoid misunderstanding, we can use interpretation to ensure smooth communication. Interpretation is to explain each other's words in our own words and ask each other if our understanding is correct. Another advantage of doing this is that it can deepen the impression of the other party on this issue.
polite
In fact, international business negotiation can also be said to be an exchange activity between people. The communication between people should conform to certain etiquette norms. In business negotiation, knowing the necessary manners and etiquette is the basic quality that negotiators must have. If the etiquette norms are violated, it will not only affect the formation of a harmonious relationship between the two sides, but also affect the other side's evaluation of their self-cultivation, identity and ability, and even affect the effectiveness of negotiations. In business negotiations with foreigners, because they live in different social and cultural backgrounds, their national culture, customs and manners are very different.
Etiquette plays an important role in people's communication First of all, it can communicate people's feelings, feel the dignity of personality and enhance people's sense of dignity; Secondly, it helps to develop the friendship between our people and the people of all countries and regions in the world. In foreign-related exchanges, observing international practices and certain etiquette is conducive to China's opening to the outside world and to showing the elegance of China's etiquette country; Finally, healthy and necessary manners can win people's respect and love, make friends and avoid estrangement and resentment. If a person is polite, treats others appropriately, and is sincere, humble and kind in daily life and work, he will certainly be respected by people.
In international social occasions, clothing can be roughly divided into formal clothes and casual clothes. Wear a dark dress (evening dress or suit) for formal, grand and serious occasions, and wear casual clothes for ordinary occasions. At present, except for some regulations in some countries (such as ceremonies, which prohibit women from wearing trousers or miniskirts), wearing tends to be simplified.
Any clothes should be clean, tidy and straight in foreign exchanges. The top should be ironed and the bottom should be ironed to form a trousers line. Collar cuffs should be clean and leather shoes should be oiled and polished. Fasten the collar button, collar hook and trousers button when putting on and taking off. When wearing a long-sleeved shirt, you should tuck it into your pants before and after, and the cuffs and trousers are not allowed to roll up. If a double-button suit jacket has buttons, it can be tied with the jacket, and the suit jacket can have one button or more buttons. You have to deduct them all. Under no circumstances should gay men wear shorts to participate in foreign activities. Lesbians can wear sandals barefoot in summer, and when wearing socks, socks should not be exposed outside clothes and skirts.
In communication situations, people usually shake hands when introducing each other and meeting each other, and shaking hands is also orderly. Hosts, old people, people with high status and ladies should reach out first, while guests, young people and people with low status should say hello before shaking hands. Many people shake hands at the same time, don't cross. Wait for someone to shake hands before reaching out. Men should take off their gloves and hats before shaking hands. When shaking hands, keep your eyes on each other and smile.
In foreign-related communication, when talking with foreign businessmen, you should have a natural expression, friendly language and appropriate expression. When you speak, you can make some gestures properly, but don't move too much, let alone dance and point your fingers at people. When speaking, the distance should be moderate, neither too far nor too close. Don't procrastinate, pat and beat.
Say hello when others are talking, and don't eavesdrop when others are talking alone; If you need to talk to someone, you can wait until someone else has finished. People who take the initiative to talk to themselves should be willing to talk; If you find someone who wants to talk to you, you can take the initiative to ask; When a third party participates in the conversation, it should be welcomed by shaking hands, nodding or smiling; If you have something urgent to leave during the conversation, say hello and apologize.
3. Taboos and religious beliefs
Taboo is a matter that must be considered in foreign activities, including foreign-related business activities, especially in East Asia, South Asia, Central Asia and North Africa where religion is prevalent. Knowing the customs and habits of some countries is very important for communicating with each other, preparing to grasp each other's negotiation ideas and completing the negotiation tasks in time.
(1) Japanese
Japanese manners are strictly bound by etiquette. When addressing others, you should use "sir", "madam" and "miss" instead of calling them by their first names. Moreover, bowing is very important etiquette. When exchanging business cards with the Japanese, you should give them to each member of the Japanese negotiating team. You can't miss it. Japanese people don't like foxes' gifts. They think the fox is a symbol of greed. The Japanese taboo the numbers "4" and "9" because the pronunciation of "4" and "death" in Japanese is the same, and the pronunciation of "9" and "bitterness" is also the same. Japanese religious beliefs are very complicated. According to Japanese tradition, most people believe in Buddhism and Shinto, which are unique to Japan.
(2) Americans
Americans generally have no taboos in diet, except for all kinds of animal offal, avoid 13 and Friday. The requirements for dishes are low quantity and high quality, and time-saving and fast dining. Americans don't like to talk about private affairs, especially respect personal privacy. You must be careful when talking with an American, because he thinks you keep your word.
Among the American population, 30% believe in Christianity and 20% believe in Catholicism. The religious festivals celebrated by Americans are mainly Christmas and Easter. In addition, they also celebrate Thanksgiving. Many Americans go home to reunite with their families on Thanksgiving Day. During the festival, various sports competitions and entertainment activities were held. In the evening, we chatted around the fireplace and had a good time.
3) Southeast Asians
Singaporeans like red, green and blue, and think black is unlucky. You can't use the image of Tathagata on commodities, and it is forbidden to use religious terms.
India regards cows as sacred animals, peacocks as auspicious and national birds. They like bright colors such as red, yellow, blue and purple, but they don't welcome black and white.
Southeast Asian countries have many customs and taboos. Generally speaking, crossing one's legs is not allowed in negotiations. If the negotiator accidentally points the sole at the other side, the negotiation will fail.
Southeast Asians worship Buddhist culture, and many characteristics are similar to those of the Chinese nation. This is because there are many local Chinese.
(4) Arabs
It's best not to be curious about the private lives of Arabs. Although Arabs are hospitable, their daily life is obviously religious because of the strict rules of Islam that Arabs believe in. A little carelessness will hurt their religious feelings. Generally speaking, this is a forbidden area for a topic.
Arabs believe in Islam, which has many rules. Therefore, people who negotiate with Arabs for the first time must pay special attention to and respect their beliefs. If you don't respect the religious beliefs of Arabs, the consequences will be unimaginable.
4. Negotiation style
Managers around the world can benefit from studying the differences in negotiation behavior and help them understand what happens in the negotiation process. Take Brazil as an example. She is a natural, passionate and energetic style. Brazilians are very talkative and especially like to say "no"-they can use it more than 40 times in half an hour, 4.7 times in the United States and only 1.9 times in Japan. The more obvious difference between Brazil and the United States and Japan is that they are more accustomed to using more casual contracts.
During the negotiation process, when I dare not look directly at my opponent or keep smiling in the face of severe situation, the politeness and emotional cover-up of Japanese culture often make Americans feel at a loss. It is important that Americans should also know what is polite and what is offensive to the Japanese. Americans must avoid such behaviors and physical contact as exaggeration and arbitrariness, because the Japanese value modesty. Based on the consistent traditional culture, the Japanese also pay attention to maintaining harmony. They would rather dodge or even leave the room than give each other a negative answer directly. The essence of Japanese culture is to care about the interests of the whole group, and any event that affects one person or a small number of people will also affect others. Therefore, the Japanese are very cautious when making decisions in order to consider its long-term impact. They make an objective analysis and pay attention to each other's reactions.
North American negotiators believe that negotiations should be realistic. Their factual tendency is based on the objective information they believe, and they convey this information to each other on the premise that they will understand it logically. The emotional tendency of Arab negotiators is based on their own subjective feelings and feelings; The axiomatic tendency of Russian negotiators is based on the ideals and beliefs generally recognized by their society. Russians are tough negotiators. They frustrate western negotiators and bring the negotiations to a deadlock through constant arguments and delays. This is because Russians have different understanding of the concept of time from Westerners. Russians don't agree with the idea that "time is money" that westerners believe in. Russians are very calm and firm negotiators. They will try to reduce their smiles and other expressions to show a calm appearance.
Contrary to the Russians, Arabs like to be long-term partners, so it is easier to make concessions. Compared with westerners, Arabs pay little attention to the time limit and often lack sufficient authority to complete a transaction.
More successful negotiators are useful. For example, Indian negotiators are humble, patient and respectful, and it is easier to compromise than American negotiators who always insist on a tough stance. An important difference between Arab negotiators and negotiators from other countries is that they put themselves in a neutral position and don't think they belong to any side, so they rarely confront each other directly. Successful Swedish negotiators are conservative people who deal with problems according to facts and detailed information. Italian negotiators are energetic and expressive people, but compared with Swedish negotiators, they lack frankness.
Third, communication skills in international business negotiations.
1. During my middle school years, I actively participated in various opportunities and humbly communicated with businessmen from all over the world, including social activities.
Transnational economic and trade activities are characterized by high risks and high returns, and both sides attach great importance to reducing transaction costs. Compared with domestic trade, people are more willing to do business with acquaintances in international trade, so once they know each other's cultural background, the risk from communication barriers will be significantly reduced and the probability of business success will be greatly improved. Besides studying in professional colleges, it is a shortcut to learn from people who have been engaged in foreign trade for many years. If the foreign trade volume is high, it is necessary to take time to systematically understand the culture, language and customs of trading partner countries.
2. Take part in some cross-cultural training.
Some internationally renowned business schools and other institutions have courses in international communication and business negotiation. In addition to systematically introducing relevant knowledge, participants come from different countries, and participants can get in touch with each other's values and cultural traditions and enhance mutual understanding. You can also seek the help of professional negotiation consulting companies to improve the efficiency of cross-cultural negotiation.
3. Distinguish the influence of negotiators' personality and other non-cultural factors.
Too much emphasis on cultural differences in communication may offend the other party and be regarded as a novice who does not understand international practices. People's behavior is also influenced by some non-cultural factors, such as law and knowledge. We should distinguish them in the actual communication process so as not to misunderstand each other.
4. Absorb useful contents from foreign cultures with a positive and open mind and use them for your own use.
Each country's cultural form has its specific social scope, so a careful analysis of various cultural elements and eclecticism will help to expand business ties (Pan Xiaojue, Xie Chengzhi, 2000:398).
Four. conclusion
Every culture has its special scope of application, and group decision-making and individual decision-making have their own advantages and disadvantages. It is not practical to combine the essence of various cultures. Everyone should find a culture or subculture that suits his own nature. At the same time, for the negotiators of the other side, we should be familiar with and respect their culture and habits. In cross-cultural communication, many people tend to think that the other person thinks the same way. It is this misunderstanding that often makes cross-cultural business negotiations difficult to proceed smoothly. Because what is logical in one culture is not so logical in another. Therefore, only by collecting relevant information (information and data) before negotiation can we adopt corresponding negotiation strategies and methods and formulate corresponding negotiation plans and schemes in a targeted manner. In short, in the context of transnational negotiations, mastering some foreign cultures has built a bridge of communication and understanding in business exchanges.
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