文化差异对跨文化商务谈判及其策略的影响(3)
2.1 The Definition of Business Negotiation and Intercultural Business Negotiation
Actually, there is no agreed conceptualization of negotiation. Ike (1968:59) defines two elements of negotiation:
“To begin with, two elements must normally be present for negotiation to take place: there must be both common interests and issues of conflict. Without common interests there is nothing to negotiate for, without conflicting issues nothing to negotiate about.” So the ultimate purpose of negotiation is to deal with the conflict and to promote mutual cooperation.
The globalization of the world economy is a general trend due to the fact that the number of multinational corporations is increasing rapidly. Therefore the intercultural business negotiation catches the attention in recent few years. Because of different culture, negotiators should know well more about intercultural business negotiation.
Moreover, Intercultural negotiation is a line of negotiation between countries. “Communication is the center of a negotiation process” (Lewicki, Saunders, and Minton, 2010:51).
2.2 The Relationship between Culture and Business Negotiation
As is known to all, there are countless definitions on culture, which is difficult to define it because it is an abstract and large concept. And culture has now evolved to people’s primary means of satisfying three types of needs: basic needs, derived needs and integrative needs. It involves learned and shared knowledge, norms, values and material objects.
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