英文论文（整理15篇）(10)

Cultural differences also can lead to the negotiators of the differences in communication. People of different cultures have their preferences and habits of communication and cross-cultural negotiations in the negotiating parties often belong to different cultures, have their own customary means of communication. Accustomed to different means of communication between the parties to conduct a more depth in communication, often cause a wide range of issues. From countries with a high culture of the negotiators and those from countries with low culture of the negotiators may be in different ways of expression during the negotiation process. From countries with a high culture of the negotiators may be chosen euphemism, indirect ways to express their meaning. While from low culture of the negotiators preference for using oral expression to negotiate, direct or receive a clear message, straightforward means to express themselves. These two negotiators from different cultures during the negotiations, the party think the other side is often too rough, while the other may think that the other side lack of good faith in negotiations, or misunderstanding the silence of each others conditions for its approval.

2.2 the negotiation style

The negotiation style is the main bearing and the attitude which displays in the negotiations activities. the style of negotiations in the course of negotiators’ behavior, conduct and control of the negotiation process of the method and means. Negotiators negotiations Style with a deep cultural stigma. Culture not only determines the Ethics Code of Ethics for negotiators, but also affects the way of thinking negotiators’ behavior and personality, so that make the negotiators of different cultural backgrounds form a very different style of negotiation. Negotiating style of the negotiation process for the negotiations between the two sides approach the relationship, contacts, and even the structure of the negotiations has a direct impact.

Adhere to cultural differences, negotiating styles can be divided into two types: the negotiation style of Oriental and Western style negotiations. Oriental style is based on negotiations as the background of oriental culture of Asian countries negotiation styles, with Japan, South Korea for a typical representative:

Japanese business men are conservative, attention to status-oriented, credit and the initial cooperation, co-dependent relationship between stress and good at negotiating. Japanese attached great importance to the negotiations in the transaction to establish harmonious interpersonal relationships. If there had been contacts with Japanese, before the negotiations should be recall the past exchanges and friendship between the two sides, which will be beneficial to the next negotiations. They did not support and habit the direct, purely commercial activities. If it is the first time to establish trade relations with Japanese, the party responsible for higher status in charge visits in opposite party enterprise at the same level status person in charge is extremely important, it attached great importance to Japanese companies and the trading relationship with you. When negotiations with Japan, it’s the best to send staff rank and status at high-level than the other side. This will facilitate the conduct of the talks. It should also be noted that Japanese womens status in society is lower, generally they not allowed to participate in the operation and management of large companies activities, the Japanese are also in a number of important occasions of non-female. Therefore, when encountered formal negotiations generally not appropriate to allow women to participate in, or else they may be skeptical, and even expressed dissatisfaction.