Cultural Differences and International Business
Negotiations in Chinese
Since China successful entry into the World Trade Organization, Chinese international trades and foreign relations are increasing frequently. What’s more, China has become one of the most value countries to trade and investment in the world. Because of these large-scale cross-border economic activities, the role of international business negotiation has become more evident. This paper will investigate the influence of international business negotiations from 4 aspects, which are the difference in language and people’s behavior, values, negotiation ways and decision-making process. I hope through analyzing the four aspects to find a good method to help Chinese companies can success in the negotiation with foreign companies.
[Key words] cultural differences; influence; international business negotiations
The culture of the world
In recent years, many well-known thinkers and scholars studied and discussed the concept of culture because of culture’s hard definition character. The concept of culture is often used in daily life, but most people do not know what it refers. As one of abstract concepts, “culture” has various meanings. In another word, its meaning changes when the users change. One of the most popular definitions of culture is: culture is an integrated system with learned behavior patterns, it reflects a specific characters of a specific members. Everyone is a product of the influence of their culture; most of them use their own cultural background as the basis to evaluate people’s behavior, ideas, customs or manners. This concept may restrict a person's understanding of foreign cultures, while his own language and behavior may also be misunderstood.
In cross-cultural international business negotiations, the misunderstanding of cultural differences may affect every aspect of the negotiation process. If the negotiator does not...