1、I（20_届）本科毕业设计英语中美文化差异对商务谈判的影响IMPACTSOFCULTURALDIFFERENCESONSINOUSBUSINESSNEGOTIATIONSII摘要随着全球经济一体化进程的加快，中美两国间经济贸易飞速发展，双方商务交往活动越来越频繁，商务谈判的重要性也日渐显现。然而国际商务谈判中充斥着诸多复杂性，由于中西方之间文化的巨大差异，中美两国进行商务谈判时难免会遇到一些冲突或不必要的误解。因此，谈判者在谈判前深入了解两国文化差异显得十分必要。中美双方在谈判中必须增强文化差异的敏感性，制定出商务谈判的有效策略，使谈判能够顺利开展。本文首先介绍国际商务谈判的概况，介绍谈判中会
2、受到哪些因素的影响。然后着重分点阐述中美文化的差异及其在两国谈判中所起的作用，并且举中美商务谈判中的案例来分析不同的文化背景中所产生的问题。最后从中得出启示，理清谈判中特别要注意和避免的问题，制定出合理制胜的谈判策略，使双方顺利达成商务谈判。关键词商务谈判；文化差异；中美；谈判策略；影响IIIABSTRACTWITHTHEACCELERATEDGLOBALECONOMICINTEGRATION,THEECONOMYANDTRADEBETWEENCHINAANDUSAREDEVELOPINGRAPIDLYBUSINESSACTIVITIESBECOMEMOREFREQUENTINTHESETWO
3、COUNTRIESANDTHEIMPORTANCEOFBUSINESSNEGOTIATIONISINCREASINGLYOBVIOUSHOWEVER,INTERNATIONALBUSINESSNEGOTIATIONSAREINGREATCOMPLEXITYDUETOGREATDIFFERENCESBETWEENCHINAANDWESTERNCULTURE,ITISUNAVOIDABLETOMEETWITHSOMECONFLICTSORUNNECESSARYMISUNDERSTANDINGSINSINOUSCOMMERCIALNEGOTIATIONSTHEREFORE,MAKINGFULLPRE
4、PARATIONOFCULTURALUNDERSTANDINGBEFORENEGOTIATIONSISVERYSIGNIFICANTNEGOTIATORSOFBOTHPARTIESNEEDTOSTRENGTHENCULTURALSENSITIVITYANDWORKOUTEFFICIENTBUSINESSNEGOTIATIONSTRATEGYFORAFINALSUCCESSTHEPAPERFIRSTGIVESAGENERALINTRODUCTIONOFTHEINTERNATIONALBUSINESSNEGOTIATION,POINTINGOUTTHEMAINFACTORSWHICHMAYINFL
5、UENCENEGOTIATIONSTHENITFOCUSESONANALYZINGDIFFERENTCULTURALBACKGROUNDBETWEENCHINAANDUNITEDSTATES,POINTINGOUTSOMECULTUREIMPACTSONNEGOTIATIONSANDGIVINGSEVERALEXAMPLESTOEXPLAINHOWTHEYINFLUENCETHESETWOCOUNTRIESINBUSINESSNEGOTIATIONSFINALLY,THEPAPERRAISESSOMEPROBLEMSWHICHSHOULDBENOTEDOREVENAVOIDED,ANDPUTS
6、FORWARDSOMEREASONABLEANDEFFECTIVESTRATEGIESTOBOTHSIDESINORDERTOMAKEASMOOTHNEGOTIATIONKEYWORDSBUSINESSNEGOTIATIONCULTURALDIFFERENCESSINOUSSTRATEGIESIMPACTIVCONTENTSABSTRACT1INTRODUCTION12CULTURALDIFFERENCESBETWEENCHINAANDUS221VALUES322PERSPECTIVEOFFACE423SENSEOFTIME424VERBALANDNONVERBALCOMMUNICATION5
7、25THINKINGPATTERNS53CULTURALIMPACTSONSINOUSBUSINESSNEGOTIATIONS631HARDTOUNIFYTHEAGENDAINBUSINESSNEGOTIATION632HARDTOUNIFYTHEDECISIONSINBUSINESSNEGOTIATION733RISKFORREACHINGANIMPASSEINBUSINESSNEGOTIATION734RISKFORMISUNDERSTANDINGINBUSINESSNEGOTIATION835RISKFORFINALBREAKINBUSINESSNEGOTIATION936CASESTU
8、DY94STRATEGIESANDRECOMMENDATIONSFORCHINESENEGOTIATORS105CONCLUSION12BIBLIOGRAPHY13ACKNOWLEDGEMENTS1411INTRODUCTIONWHENTHEWHEELOFHISTORYENTERSTHE21STCENTURY,ANEWWORLDECONOMYPATTERNISUNFOLDEDBEFORECHINASEYESCHINASPEEDSUPTOTHEWORLD,ANDTHEWORLDISEAGERTOEMBRACECHINAECONOMICEXCHANGESBETWEENCHINAANDTHEWORL
9、DAREDEEPENINGOPPORTUNITIESANDCHALLENGESAREBOTHEXISTINGININTERNATIONALBUSINESSACTIVITIESININTERNATIONALBUSINESSNEGOTIATION,CULTURALDIFFERENCEISANEXTREMELYIMPORTANTANDVERBOSEVARIABLETRAITSOFINTERNATIONALBUSINESSNEGOTIATIONSAREMULTINATIONALANDMULTIRACIALNEGOTIATORSFROMDIFFERENTCOUNTRIESANDAREASHAVEOBVI
10、OUSDIFFERENCES,SUCHASVALUES,NONVERBALCOMMUNICATION,WAYOFTHINKING,ETCITISTHESECULTURALDIFFERENCESTHATGETTHENEGOTIATIONSINTODEADLOCKOREVENAFAILURETHUS,BESIDESTHOSEBASICSKILLS,ITISVERYIMPORTANTTOKNOWTHEINFLUENCESCAUSEDBYTHECULTURALDIFFERENCESANDMAKEFULLPREPARATIONSASONEOFTHEKEYELEMENTSININTERNATIONALTR
11、ADE,INTERNATIONALBUSINESSNEGOTIATIONSARESIGNIFICANTTOTHEMICROBENEFITSOFENTERPRISESANDTHEMACROBENEFITSOFTHECOUNTRYWTOACCESSIONMEANSTHATCHINAWILLCARRYOUTBUSINESSACTIVITIESINTHENEWFRAMEWORK,INACCORDANCEWITHINTERNATIONALCONVENTIONSANDITISALSOPROPOSEDTOUPDATETHEHIGHERDEMANDSFOROURINTERNATIONALBUSINESSNEG
12、OTIATORSTHEUNITEDSTATESISCHINASLARGESTTRADINGPARTNERANDCOMMONOPPONENTINBUSINESSNEGOTIATIONSASMOREANDMOREAMERICANMULTINATIONALENTERPRISESESTABLISHEDINCHINA,DEALINGWITHTHEAMERICANSWILLBECOMMONPLACEAMERICANSAREHIGHLYINDIVIDUALISTICANDADVOCATEFREEDOMTHEYAREINPLEASANTPERSONALITY,CONFIDENT,RESOLUTE,PRACTI
13、CALANDMATERIALISTICEVERYTHINGISJUDGEDBY“SUCCESSORFAILURE“TOWARDSTHEMTHEREFORE,THEYARESTRAIGHTFORWARD,DIRECT,EFFICIENTANDPURSUINGMATERIALISMINNEGOTIATIONSAMERICANSAREACCUSTOMEDTODISCUSSTHECONTRACTITEMBYITEM,SOLVINGONE,CARRYINGONE,INORDERTOSHORTENTIMETHEYAREVERYGOODATBARGAINING,ANDSUCCEEDINGWITHWISDOM
14、ANDSTRATEGYTHEYAREJUSTIFIEDTHUS,ITISCLEARTHATWESHOULDNOTUSEROUNDABOUTEXPRESSIONSOROUTFLANKINGTACTICS,INSTEAD,WEMUSTREMAINCLEARTHATALLQUESTIONSNEEDTOBEASKEDCLEARLYANDSHARPLY,OTHERWISEITISLIKELYTOCAUSETHEINTERESTCONFLICTONBOTHPARTIES,EVENMAKETHENEGOTIATIONINTOANIMPASSECHINESEBUSINESSMENAREDEEPLYINFLUE
15、NCEDBYTHEIRMORETHAN5000YEARSHISTORYANDCULTURE,AMONGWHICHARETHEEQUALIZATIONOFLANDOWNERSHIPTHEORY,ETHICS,HIEROGLYPHICLANGUAGEANDTHEPRUDENTIALPSYCHOLOGYTHEREFORE,THEYAREUSUALLYGUIDEDALONGTHEEIGHTPRINCIPLESINANEGOTIATIONRELATION,INTERMEDIATOR,SOCIALCLASS,INTERPERSONALHARMONY,THEOVERALLIDEA,THRIFTY,PRIDE
16、,TOUGHZHANGXIAOQIAN,20082INTERNATIONALBUSINESSNEGOTIATIONISABEHAVIORPROCESSTHATPEOPLEFROMDIFFERENTCOUNTRIESORDIFFERENTPARTSCOMMUNICATEWITHEACHOTHERTHROUGHINFORMATIONANDMAKEACONSULTATIONONEACHTRANSACTIONININTERNATIONALBUSINESSACTIVITIES,INORDERTOSTRIKEABARGAININTERNATIONALBUSINESSNEGOTIATIONISAKEYCOM
17、PONENTOFINTERNATIONALBUSINESSACTIVITY,THEMAINPARTOFTHEINTERNATIONALBUSINESSTHEORY,ANDTHEEXTENSIONANDDEVELOPMENTOFTHEBUSINESSNEGOTIATIONINTERNATIONALBUSINESSNEGOTIATIONISREGARDEDASAUBIQUITOUSANDINDISPENSABLEMEANSINFOREIGNTRADEANDECONOMICACTIVITIESITISUSEDTOAVOIDCONFLICTSBETWEENBUSINESSSECTORSOFDIFFER
18、ENTCOUNTRIESANDACHIEVECOMMONINTERESTSLIUYUAN,2007DUETODIFFERENTPOSITIONANDSPECIFICOBJECTIVESOFNEGOTIATORS,THENEGOTIATIONPROCESSISFULLOFCOMPLEXCONFLICTSANDCONTRADICTIONSITISTHESECONFLICTSANDCONDITIONSTHATMAKEITNECESSARYFORNEGOTIATIONANDHOWTOSOLVETHESECONFLICTSAREWHATNEGOTIATORSSHOULDDOTHISPAPERFOCUSE
19、SONTHEDIFFERENCESBETWEENCHINESEANDAMERICANCULTUREANDTHEIRIMPACTSONINTERNATIONALBUSINESSNEGOTIATIONSITELABORATESCULTURALDIFFERENCESINVALUES,PERSPECTIVEOFFACE,SENSEOFTIME,VERBALANDNONVERBALCOMMUNICATIONANDTHINKINGPATTERNSANDITISSUPPLEMENTEDBYCASESTOANALYZEPROBLEMSARISINGFROMDIFFERENTCULTURALBACKGROUND
20、ITALSOCLARIFIESISSUESANDPROBLEMSTHATNEEDTOBENOTEDANDAVOIDEDINNEGOTIATIONSFINALLY,ITDEVELOPSASERIESOFREASONABLESTRATEGIESFORASMOOTHNEGOTIATIONOFBOTHSIDES2CULTURALDIFFERENCESBETWEENCHINAANDUSCULTUREISASPECIFICATTITUDEANDVALUESYSTEMOFANATIONITCONSTITUTESHUMANBEHAVIORSOFLIFEANDWORKALLNATIONSGRADUALLYDEV
21、ELOPTHEIROWNCULTURALTRADITIONANDPATTERNONTHEEARTHBECAUSEOFTHEIRSPECIFICHISTORYANDGEOGRAPHYLIAOLIRONG,CHENYI,2007CULTUREMAINLYCOVERSFOURASPECTSVALUES,VERBALANDNONVERBALCOMMUNICATION,CUSTOMS,WAYOFTHINKINGWHICHHAVEGREATINFLUENCEONINTERNATIONALNEGOTIATIONSYANGXIAOHUI,YANXU,2008THEREAREGREATDIFFERENCESBE
22、TWEENCHINESEANDAMERICANNEGOTIATIONSTYLE,ANDTHATCULTURECANINFLUENCETHEWAYINWHICHPEOPLEPERCEIVEANDAPPROACHCERTAINKEYELEMENTSINTHENEGOTIATIONPROCESSAGOODKNOWLEDGEOFTHESEDIFFERENCESINTWOCULTURESMAYHELPNEGOTIATORSTOBETTERUNDERSTANDANDINTERPRETTHEIRCOUNTERPARTSNEGOTIATIONBEHAVIORANDTOFINDWAYSTOBRIDGEGAPSC
23、REATEDBYTHESEDIFFERENCESASENIORBUSINESSMANEVENAFFIRMED,“IFYOUCANEFFECTIVELYOVERCOMECULTURALBARRIERS,THEVOLUMEOFUSINVESTMENTCANINCREASETWICETHANNOW“ANDHOWTOEFFECTIVELYOVERCOME3CULTURALBARRIERSDEPENDSONTHEUNDERSTANDINGANDAPPLICATIONOFNEGOTIATORSON“HOWCULTURALDIFFERENCEINFLUENCESTHEINTERNATIONALBUSINES
24、SNEGOTIATION“XUZHONGMING,200921VALUESINBOTHCHINESEANDWESTERNCULTURE,VALUESDIFFERENCEISONEOFTHEMOSTPOPULARISSUESWHICHISRESEARCHEDBETWEENCHINESEANDWESTERNCULTUREUSSCHOLARMROCKEACHTHINKS,“VALUEISALASTINGPERSUASIONTHATWHATISTHEBESTBEHAVIOUR,ORABELIEFSYSTEMWHICHARRANGEDACCORDINGTHEIMPORTANCE“GUANSHIJIE,1
25、995CHINESESCHOLARLIDESHUN1993MAKEADEFINITIONABOUTVALUEFROMTHEFORMANDFUNCTION,“VALUEISTHESPIRITOFPURSUINGTHETARGETSYSTEMWHICHCONSISTOFPEOPLESVIEWTOTHEBASICOPINION,BELIEF,RELIGIOUSANDIDEALS“CHINAHASALONGHISTORYOFTHOUSANDSOFYEARS,WHILEAMERICAONLYHASASHORTSPANOFHUNDREDSOFYEARSDURINGTHEHISTORICALDEVELOPM
26、ENT,BOTHPARTIESHAVEDEVELOPEDDIFFERENTVALUESVALUESARESTANDARDTOMEASUREHUMANBEHAVIORSANDTHEIRRESULTSTHEYAREAFFECTINGTHEWAYTHATPEOPLESUNDERSTANDINGSTOTHEPROBLEMANDALSOBRINGSTRONGEMOTIONALIMPACTSVALUESDIFFERENCESBETWEENCHINAANDAMERICAMAINLYEMBODIEDINCOLLECTIVISMANDINDIVIDUALISMCHINESEVALUEISCOLLECTIVISM
27、ITISAKINDOFCONFUCIANISMWHOSECOREISHUMANITY,ANDPROMOTESAHARMONYBETWEENHUMANANDSOCIETYCHINESEATTACHGREATIMPORTANCETOASPECIFICCOLLECTIVEINTERESTORVALUEHOWEVER,AMERICANCULTUREISINDIVIDUALISM,AKINDOFPERSONALPHILOSOPHY“ITREGARDSINDIVIDUALASTHECENTERTHEYEMPHASIZETHEIROWNVALUESVERYMUCH,ANDTAKEINDIVIDUALSUCC
28、ESSASVALUEOFLIFETHEREFORE,THEYAREDIRECT,RESULTORIENTED,REGARDINGTHEMSELVESASTHECENTERINCOMMUNICATIONSANDUSINGVARIOUSTECHNIQUESINORDERTOACHIEVEONESGOAL22PERSPECTIVEOFFACECHINESECAREMOREABOUTFACETHANAMERICANSCOMPARE“RESPECTABILITY“WITH“INTERESTS“,CHINESEPEOPLETENDTOCHOOSE“RESPECTABILITY“ATTHENEGOTIATI
29、ONTABLEITISDUETOTHEGROUPCONSCIOUSNESSINCHINESECULTUREWITHOUTFACE,THEYCANTLIVEINTHEGROUP,OREVENABANDONEDBYTHESOCIETYANDCOMMUNITYAMERICANSWOULDCHOOSE“INTERESTS“WITHOUTHESITATIONSOMEWESTERNNEGOTIATORSMENTIONEDINTHEIRWORKS,TOTELLOTHERSTOMAKEFULLUSEOFTHISCHARACTERWHENBARGAININGWITHTHECHINESECLEARLY,UNDER
30、STANDINGTHISDIFFERENCECORRECTLYANDPROPERLYCANEFFECTIVELYHELPUSTOOVERCOMESHORTCOMINGSANDSTRENGTHENINGOUROWNADVANTAGESAMERICANPYELUCIANW1985POINTEDOUTINHISWORK“CHINESECOMMERCIALNEGOTIATIONSTYLE“,TOHELPTHECHINESEPEOPLEGETFACEISTHEWAYTOGETALOTOFTHINGS423SENSEOFTIMECHINESEANDAMERICANSHAVEOBVIOUSDIFFERENC
31、ESONSENSEOFTIMEAMERICANSOFTENMAKEAGOODARRANGEMENTOFTIMEINLIFE,ANDHAVEAGOODHABITOFDATINGONTIMEINWESTERNCOUNTRIES,ONEMUSTINFORMINADVANCEABOUTHISVISITINGAIM,THEAGREEDTIMEANDPLACEBEFOREHEVISITSSOMEONEONTHISPOINT,CHINESEPEOPLEARESOADARBITRIUMTHATCANTMAKETHEAMERICANSFEELADAPTIVEHALL1959POINTSOUT,“AMERICAN
32、STREATTIMEASGOODSGETIT,TOSPENDIT,ANDSAVEIT,TOWASTEITPEOPLELIVEWITHSTRICTANDACCURATETIMING“IFONECANTARRIVEONTIME,HESHOULDINFORMINADVANCEANDMAKEANAPOLOGYIFYOUOCCUPYONESTIMEWITHOUTPERMISSION,YOUWILLBETHOUGHTTOHAVESTOLENHISDOLLARSINCHINESECULTURE,“WORKFROMDAWNTODUSK“ISATHOUSANDYEARSLIFESTYLECHINESEPEOPL
33、EOFTENFORGIVELATENESSIFSOMEONEHASREASONS“TIMEISMONEY“ALMOSTHASBEENACREEDFORAMERICANSFOLLOWINGISACASEABOUTTWODIFFERENTATTITUDESTOWARDS“TIME“ANAMERICANBUSINESSMANWENTTOBEIJINGFORABUSINESSNEGOTIATIONWITHONECHINESECOMPANYBUTHEONLYHADONEWEEKSSCHEDULINGTHEFIRSTDAY,MONDAY,HEARRIVEDCHINESEBUSINESSMENHELDALA
34、RGESCALEBANQUETFORHIMWITHCOUNTLESSVARIETYOFMANNERSTHENEXTDAY,THECHINESEPARTYTOOKHIMTOTHEGREATWALL,SUMMERPALACEANDOTHERPLACESOFINTERESTWITHOUTTALKINGABOUTTHENEGOTIATIONTHETHIRDDAY,WHENTHEAMERICANBUSINESSMANWASINVITEDTOPLAYGOLF,HEFELTUNHAPPYANDASKED,“WHENCANWETALKABOUTOURPROPERBUSINESS“WEVEBEENDOWNTOT
35、HEPROPERBUSINESS“CHINESEBUSINESSMENANSWEREDINHISINSISTENCETHATDAY,THEYFINALLYBEGANTHENEGOTIATIONINMEETINGROOMANDSIGNEDACONTRACTONSATURDAYHOWEVER,AMERICANBUSINESSMANWASEAGERTOREACHANAGREEMENTASSOONASPOSSIBLE,SOHEHADTOMAKESOMECONCESSIONSINSEVERALASPECTSINSHORT,HEWASNOTSATISFIEDWITHTHECONTRACTVCTORAKRE
36、MENYUK,2004FROMABOVE,WECANSEETHATTIMEISANINFINITERESOURCEFORTHECHINESEINTHEIRVIEW,TOTAKETIMETOBUILDRELATIONSHIPSATFIRSTISVERYIMPORTANTITSAPARTOFTHENEGOTIATIONITCANNOTONLYCREATEAHARMONIOUSATMOSPHEREBUTALSOREFLECTTHEQUALITYOFCHINESEHOSPITALITYAMERICANSDONTDOSOTHEYTHINK,ITISAWASTEOFTIMEANDINEFFICIENTTH
37、EYLIKESTRAIGHTTOTHEPOINTANDCOMPLETEEACHNEGOTIATIONASSOONASPOSSIBLEITCANCLEARLYBESEENTHATTHESETWOVERYDIFFERENTATTITUDESWOULDHAVEGREATINFLUENCEONTHENEGOTIATION524VERBALANDNONVERBALCOMMUNICATIONTHEREARETWOFORMSINCOMMUNICATIONVERBALANDNONVERBALLANGUAGEAMERICANSEXPRESSTHEMSELVESFRANKLY,WHILECHINESEPEOPLE
38、OFTENINAROUNDABOUTWAYONCEASKEDFORSOMETHING,THEAMERICANSUSUALLYGIVEADEFINITEANSWER,BUTTHECHINESEADVOCATETHAT“SILENCEISGOLDEN“DEALINGWITHAMERICANS,WESHOULDBECLEARABOUT“YES“AND“NO“THISISABASICPRINCIPLEIFYOUCANNOTACCEPTTHETERMS,DONTPALTERWITHTHEMUNLIKEWORDS,NONVERBALCOMMUNICATIONISCLEARINSIGNSANDMEANING
39、SITISEASIERTOBEMISUNDERSTOODBYTWOPARTIESUNDERDIFFERENTCULTUREBACKGROUNDFOREXAMPLE,ACHINESESAYS“SORRY“WITHASMILEWHENHEMAKESANAPOLOGY,ITMAYBEMISTAKENASNOSINCERITY“LOOKWITHFIXEDEYES“HASTWODIFFERENTMEANINGSCHINESEEXPRESSTHEIRCURIOSITYANDSURPRISE,BUTAMERICANSTHINKITISIMPOLITE,ANDMAKESPEOPLEVERYEMBARRASSE
40、DTHEREFORE,UNDERSTANDINGOFNONVERBALEXPRESSIONISVERYNECESSARY25THINKINGPATTERNSTHINKINGPATTERNSHAVEASOCIALANDCULTURALPROPERTYITREFERSTOFORMSOFREASONINGANDAPPROACHESTOPROBLEMSSOLUTIONSWHICHDIFFERFROMCULTURETOCULTUREBECAUSEOFRESPECTIVEGEOGRAPHICPOSITION,NATURALENVIRONMENT,ETHNICITYANDHISTORICALCHANGES,
41、RELIGIOUSBELIEFS,CUSTOMSANDCULTURALDIFFERENCES,THEEASTANDWESTHAVEDEVELOPEDDIFFERENTTHINKINGPATTERNSWITHTHEIROWNNATIONALCULTUREINCONSIDERATIONANDCOGNIZANCEALOGICAL,REASONABLEWAYOFTHINKINGINONECULTUREMAYBECONSIDEREDASILLOGICALANDUNREASONABLEINANOTHERASFARASCONCERNED,CHINESETHINKINGPATTERNISMOREINTUITI
42、VEANDAFFECTIVEWHILEAMERICANTHINKINGPATTERNISMORELOGICALANDRATIONALCHINESEPEOPLEALWAYSSTARTFROMGENERALOBSERVATIONS,ANDTHENTHEYCONSIDERTHESPECIFICPLOTSINDETAILINCONTRAST,AMERICANSBELIEVETHATOBJECTIVETRUTHEXISTSORIGINALLY,WHICHSHOULDBEDISCOVEREDONEBYONE,ANDTHEPROCESSOFDISCOVERYFOLLOWSALINEARSEQUENCEGEN
43、ERALLYSPEAKING,THECHINESETHINKINGPATTERNISDEDUCTIVEWHILETHEAMERICANTHINKINGPATTERNISINDUCTIVELIYATING,200763CULTURALIMPACTSONSINOUSBUSINESSNEGOTIATIONSCULTURALDIFFERENCESBETWEENCHINAANDAMERICAHAVEMANYIMPACTSONSINOUSBUSINESSNEGOTIATIONSTOBEFAMILIARWITHTHESEIMPACTSCANHELPNEGOTIATORSBETTERDEALWITHSOMES
44、ITUATIONS31HARDTOUNIFYTHEAGENDAINBUSINESSNEGOTIATIONDIFFERENTTHINKINGPATTERNSMAKEITHARDTOUNIFYTHEBUSINESSAGENDAAMERICANTHINKINGPATTERNISAPRACTICALORIENTATIONTHEYAREWILLINGTOSPENDMUCHTIMEONDETAILSBECAUSETHEYGENERALLYTHINKITISTHEESSENCEOFTHEPROBLEMTHEYTENDTOBREAKCOMPLEXNEGOTIATIONSINTOMINORONES,SUCHAS
45、PRICE,PACKAGING,DELIVERYANDSOON,THENSOLVETHEMONEBYONETHEYAREMATTEROFFACT,ANDSTRIVEFORHIGHREALINTEREST,SOTHEYWONTBEONWILDSPECULATIONCHINESETHINKINGPATTERNISACOMPREHENSIVEMINDINTHEIROPINION,NEGOTIATIONISANOVERALLCONSIDERATIONTHEREFORE,CHINESENEGOTIATIONSTYLEIS“FIRSTPRINCIPLE,THENDETAILS“THISMINDSETHEL
46、PSCHINESENEGOTIATORSINANADVANTAGEOUSPOSITIONOFABARGAININMOSTCASESANDAMERICANSALWAYSARENOTADAPTEDTOITINANEGOTIATION,AMERICANSWISHTOGETADEFINITEDECISIONINTHEENDTHATIS,TOSIGNACONTRACTWITHTHEOPPOSITESIDEONCETHECONTRACTISSIGNED,THEYREGARDITANENDINGAMERICANSSTRESSONEQUALITYANDOBJECTIVITY,ANDOFTENRELIESONA
47、CONTRACTTOSAFEGUARDTHEIRRIGHTSANDOBLIGATIONS,SOTHEIRAGREEMENTSLOOKMETICULOUSANDLONGTHATMAKETHECHINESEUNHAPPYTHUS,THENEGOTIATIONMAYBECANNOTCONTINUE32HARDTOUNIFYTHEDECISIONSINBUSINESSNEGOTIATIONSINCETHEREAREDIFFERENCESBETWEENHIGHANDLOWRANGEOFRIGHTCULTURE,DECISIONSINBUSINESSNEGOTIATIONOFBOTHPARTIESMAYB
48、EHARDTOUNIFYFORANEGOTIATION,THEDECISIONMAKERINAMERICANTEAMOFTENPERSONALLYINVOLVESOTHERSEXPRESSTHEIROWNIDEAWARMLYAMERICANTEAMCANMAKEDECISIONSDIRECTLY,INSTEADOFGOINGBACKFORADISCUSSION,FORTHEYTHINK,RESPONSIBILITY,RIGHTSANDACCURATEINFORMATIONARECLOSELYCONNECTEDWITHEACHOTHER,ANDMUSTBEINTHECHARGEOFMANEVER
49、YONESHOULDSHOWHISFULLSUBJECTIVEINITIATIVETOFINISHTHETARGETANDSOLVEPRACTICALPROBLEMSUNDERTHELEADERSHIPTHEREFORE,INTHEUNITEDSTATES,INDIVIDUALSCANWELLREPRESENTTHECOMPANYANDMAKEADECISIONUNDERGROUPORIENTATION,CHINESEPEOPLEPAYATTENTIONTOTHEGROUPWHICHTHEYBELONGTOWELL,THELEADERSHIPISREPRESENTEDBYONEWHENNEGOTIATING,DISCUSSIONISGRADUALLY7RUMINATED,AGAINANDAGAINCONSULTEDBYTHEUNIT,FINALLYBYTHESUPREMEDECISIONMAKERGROUPCHINESENEGOTIATORSOFTENEXCHANGEVIEWSONTHEWHOLEGROUPTOCOORDINATEACTIONBEFORE,INANDAFTERNEGOTIATIONSIFTHEPROPOSALSGOBEYONDTHEAUTHORITYOFTHECHINESEREPRESENTATIVES,THEYHAVET
