中英商务谈判中沟通差异的对比

Abstract

Communication is a way to establish relations in business activities. Different countries and regions have different social and cultural background with different political and economic systems. Business negotiations under different cultural conditions are cultural negotiations. Obviously, people's values, ways of thinking, behavior, language styles and customs are different. Cultural difference as a core concept in cross-cultural business negotiation affects the process and result of negotiations. This paper mainly talks about the communication differences between Chinese and English forms and what will impact on intercultural business negotiation. Accordingly, four points of view are listed to clarify the comparison of communication differences between Chinese and English in business negotiation as below: 1.Cultural differences impact business negotiation. 2. The communication differences of price negotiation. 3. The communication differences of marketing strategy. 4. The communication differences of customer complaint. We have to foster a sense of cross-cultural communication, recognize and respect differences in Chinese and English. Trying to reconcile cultural differences is the necessary premise of success of cross-cultural business negotiation. 

Keyword 

Comparison; communication differences; business negotiation; impact

Contents

Abstract I

Contents I

Introduction 3

1. Overview of international business negotiation 4

1.1 Concept and characteristics of business negotiation 4

1.1.1 What is international negotiation? 4

1.1.2 Characteristics of business negotiation 4

1.2 The basic principles of business negotiation 5

1.2.1 Equality principle 5

1.2.2 Sincere cooperation 5

1.2.3 Keep it flexible and fluid 6

1.3 The main content of negotiation on international business 6

1.3.1 Preparation for negotiation 6

1.3.2 The process of negotiation 6

1.3.3 Signing a business contract 7

2. The comparison of communication differences 8

2.1 The communication differences in price negotiation 8

2.1.1 The comparison of process of quotations 8

2.1.2 The comparison of communication of quotations 8

2.1.3 The comparison of selection of quotation ways 8

2.1.4 Concessions strategies. 9

2.1.5 Quantity discount approach. 9

2.2 The communication differences in marketing strategies 10

2.2.1 Marketing research methods 10

2.2.2 The importance of product promotion 10

2.2.3 The way of product promotion 10

2.2.4 The importance of advertising 11

2.2.5 The way of advertising 11

2.3 The communication differences in the customer complaints 12

2.3.1 Analyze the root cause of the case 12

2.3.2 Corrective actions point out. 12

2.3.3 Claim 12

3. Cultural differences impact business negotiation 14

3.1 The performance of the cultural differences 14

3.1.1 Different belief systems and values 14

3.1.2 Different Language and ways of thinking 14

3.2 The impact aspects of cultural differences 15

3.2.1 Business negotiation agenda cannot be unified 15

3.2.2 Misunderstanding each other easily in Business negotiation 15

3.2.3 Be caught in impasse or deadlock in Business negotiation 16

4 .Conclusion 17

References 18