With China's entering into the WTO, China becomes more and more closed to the other countries of the world. International business negotiation has manifested its importance, in order to get a win-win prospect, China should know more about the problems that might come up in the business negotiations. Mean while, in order to affect the negotiation effectively and gain the win-win situation for both party, we must have a thorough understanding of different cultures, analyze the differences among the cross-culture thinking, and their influences on negotiation thinking.
This essay studies the inside law of business negotiation practice of our country from the point of cultural differences and analyzes the reasons why these cultural differences come up and learn how to deal with them.
Western countries such as the US and Canada are called low culture context countries which rely on verbally expressed. They tend to communicate directly to others. On the other hand, in high context cultures such as Chinese and Japanese cultures which provide less information in verbal expression, they prefer an indirect communication style. The variables can be individual backgrounds, associations, values, gender, and position in company and status in society.
The objective is to improve the knowledge and the understanding of relevant negotiation related cultural differences and offer some recommendations for Chinese negotiators.
To our pleasure, with the integration of global economy and the high speed developing communication and the frequently intercourse of the businessmen from all the countries, they influence each other, learn from others' strong points to offset their own weakness, some of businessmen' national different style is not so obvious any more. Therefore, we should acquaint ourselves with the differences of negotiating styles of different countries and areas' businessmen, moreover, we should act according to circumstances in real business negotiations and adjust our negotiating pattern to get the expected goal, gain the success of the negotiation.
