中美商务谈判中的跨文化冲突及对策(2)
II. Business Negotiations and Cross-cultural Communication
2.1 The Concept of Business Negotiation
There are two aspects about the concept of business negotiations. It puts the policy, knowledge and skills in one. Theoretically speaking, it is the strong comprehensive, involving economics, marketing, management science, psychology, behavioral science, linguistics and other disciplines, the use of basic knowledge of multi-disciplinary and scientific research achievements. In practice, it is a practical, applied science focused on solving practical problems. Business negotiation has its regularity and principle, it’s more flexible and creative. We should start from the basic principles of trade, to learn the basic trade rules, grasp management skills and master the business quotation. It’s also appreciated to pay attention to manners and etiquettes in business negotiations. Negotiation is a win-win negotiation, even though the positions of the two sides are different, they are looking for the common interests.
2.2 Cross-cultural Communication
Cross-cultural communication is sometimes used synonymously with cross-cultural communication. It is a form of global communication. It is used to describe “the wide range of communication problems that naturally appear within an organization, it made up of inpiduals from different religious, social, ethnic, and educational backgrounds” (Samovar larry 82). In this sense it seeks to understand how people from different countries and cultures act, communicate and perceive the world around them. As a separate notion, it studies situations from the people who have the cultural backgrounds interact. Aside from language, intercultural communication focuses on social attributes, thought patterns, and the cultures of different groups of people. It also involves understanding of the different cultures, languages and customs of people from other countries. Intercultural communication is based on the research results of many related theories, and revealed the people’s different cultures. What will happen in their communication, what happened, why it happened, what is the consequence, and how to resolve and avoid communication barriers and cultural conflicts. The subject on the basis of cultural comparison, in a large amount of data and facts make the readers understand the different culture in the process of communication. Cross-cultural communication is interdisciplinary, directly or indirectly by the disciplines of anthropology, linguistics, sociology, culture, chemistry, psychology, philosophy, pragmatics, semiotics, communication, folklore and so on. Intercultural communication plays a role in anthropology, cultural studies, linguistics, psychology and communication studies. Intercultural communication is also the base for international businesses. There are several cross-cultural translators around that can assist with the intercultural communication skills. Research is a major part of the development of intercultural communication skills.
With the strengthening of global economic integration, international economic cooperation and exchanges have become increasingly frequent. Failure in the business negotiation is not only means lose a business opportunities, it will also affect the image of a company and the position in international competition. International business negotiations is a kind of intercultural communication, different culture exerts a subtle influencing on people’s way of thinking, emotion, language and the behavior. Therefore, from the angle of culture, discussing the influence factors of international business negotiations can help the international business negotiators to choose effective countermeasures, and get the negotiations initiative. In the process of international business negotiations, we need to pay attention to the skills and methods in all aspects. It is the cultural differences in the business negotiations caused that we can’t understand each others communication clearly. So it is very important to understand the relationships between different cultures in business negotiation. As we all know that the reasons for these problems mostly because we can’t understand each others culture nicely. It will cause a series of problems during contradictions, so it is valuable to be able to better grasp and understanding of the relations hip between cultural and business negotiation, which plays a very important role to the success of our country’s trade negotiations.
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