The comparison of communication differences between Chinese and English in business negotiation---开题报告

  Cultural differences as a core concept in cross-cultural business negotiation affects the process and result of negotiations. This paper mainly talks about the differences in Chinese and English forms and what will impact on intercultural business negotiation. 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.

  Li Xiao-qin thinks that cultural differences mainly represent in the two aspects:     The first one is the different belief systems and values and the other one is different language and ways of thinking. You have to know the influence of cultural differences in cross-cultural business negotiation. Because we do not want those negative things happened such as making business negotiation agenda cannot be unified or producing misunderstanding between business negotiations or making business negotiations stalled or eventually burst. On the contrary, there are so many strategies to improve the business relationships of cross cultural situation between Chinese and English. To foster a sense of cross-cultural communication or recognize and respect the cultural differences to strive to reconcile cultural differences between Chinese and English, so we will obviously find it should beyond the original culture and will be beneficial for both parties. 

  Yao Feng-yun points out that language differences, the differences of thinking, concept differences and different negotiation style will affect the cross-cultural business negotiation. As China's economy rapidly development, especially for being a member of WTO, enterprises or companies are facing the cross-business negotiations. To make people understand Chinese and western cultural difference and make China win in the international trade or easily get more initiatives, the author compared the influence of Chinese and western cultural differences on business negotiation activities and give his briefly conclusions. Different nationalities have different cultures, history and customs etc. Each nation's culture and social customs are showing from their national language. For instance, Chinese culture is paying attention to humility and implicitness. When people hear a voice of “thank you”, Chinese people used to say: “Don't mention it ” or “ not at all”. However, the English man will have a response as “That’s all right” or “It’s a easy case” which reflect their straightforwardness and individual character. Language is a bridge of negotiations, level of language will directly impact on cross-cultural business negotiations. Because of the difference of culture, nonverbal behavior, namely, body language expression and its meaning is different. 

  In international business negotiations, the Chinese way regarding the contract of both sides who abided by the principles of totality and discuss common interests. Their main concern is the possibility of long-term cooperation, but avoid discussing the details at the beginning of their negotiations and then taking the details concerned to the last portion for discussion. However, English negotiators pay attention to talking about the details at first to avoid discussing principles.

  At the negotiating table, English men often show the enthusiasm, sincerity, confidence and enthusiasm during price negotiation. They are often striking a bargain and will make concessions to reach an agreement at the same time. Instead, the Chinese people is gentle, they don't like to argue. They rarely show confrontation, but often hesitate to believe on the behavior of others. 

  Negotiation is a kind of competition for Englishman, rather than cooperation.    In their opinion ,negotiation is a attitude of“You win or I lose ”. Traditionally, the Chinese emphasize the harmony， don't pay attention to short-term interests, because they often want to establish the long-term cooperation. Different marketing strategies are used by Chinese and English during their communications.

  To deal with customer complaints is a big challenge to both parties. The Chinese have high self-esteem and show their friendly way for settlement. However, English people will fulfill international laws to get their compensation. 

   

II、Outline

 Title: The comparison of communication differences between Chinese and English in business negotiation

Introduction

1.1 Cross-cultural business negotiation background

1.2 In brief, describe the importance of cultural differences between Chinese and English during communication in the international business negotiation.

The communication differences in price negotiation

2.1 Perform different quotation methods

2.2 Comparison of concession in price

2.3 Discuss about quantity discount

2.4 Acceptable commission

3. The communication differences in marketing strategies

3.1 Marketing research methods

3.2 How to do product promotion

3.3 Advertising is effective method in the marketing.

3.4 After service provided

4.  The communication differences in the customer complaints

4.1 Analyze the root cause of the case

4.2 Corrective actions point out

4.3 Suggest a fair compensation

4.4 Meet a claim

4.5 Reject a claim

5.  Conclusion

III、References

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