【正文】 st societies chafe when members from individualistic societies promote their own positions and ideas during negotiations. Part three The Relevant Cultural Factors In terms of international business negotiation, the following elements of culture are generally believed to have an important impact on international business negotiation. Knowing much relevant knowledge of different cultures can make the international business negotiation smooth. Language and Communication The ways in which people municate, including using verbal and nonverbal language, directly affects international business negotiation. When we municate with people from other cultures, our body language sometimes helps make the munication easier and more effective, such as by shaking hands when greeting others. This has bee such a universal gesture that people all over the world know that it is a signal for greeting. Sometimes, body language can be more of a hindrance than a favor. It can lead to misunderstanding since people of different cultures often have different forms of behavior for sending the same message. For example, nodding one?s head is generally meant to show agreement, to indicate ?yes?. To the Nepalese and Sri Lankans, however, it meant not ?yes?, but ?no?. So, as a master hand, he must try his best to know as much as information of his counterpart, the proficiency of languages and negotiation techniques are not enough, he also needs to have some mastery of the nonverbal behavior of different cultures. People use body 四川科技職業(yè)學(xué)院 畢業(yè)設(shè)計(jì) (論文 ) 第 5 頁(yè) 授人以漁 能力為本 languages more frequently in daily life. Excellent language and munication can help us make success. Values Values are the standards by which a culture evaluates action and their consequences. They affect perception and can have a strong emotional impact upon people. In different cultures, values may vary significantly. One?s proper actions in one culture can be seen as wrong in a moral sense in another culture. Thus, it is important to understand the prevailing values in a particular society and the extent to which they are respected in the everyday behavior of individuals. Values affect the willingness to take risks, the leadership style and the superiorsubordinate relationships, etc. This is true for the relationships between negotiators within each team. Every culture has defined priorities for every aspect of social life. The discussion here will focus on va lues critical for understanding the economic performance of a society, more specifically, and the value that deserve attention in order to develop intercultural munication skills. Value towards Time Value towards time and how they shape the way people structure their actions have a pervasive yet invisible influence on international business negotiation. Differences in punctuality, reflected in everyday negotiation behavior, may probably appear as the most visible consequence. But differences in times orientations, especially toward the future, are more important as they affect longrange issues such as the strategic framework of decision made when negotiating. Value towards Relationships Different patterns of relationship affect international business negotiations through the style of interaction between people, their decisionmaking process, and the way in which they mix human relationships and business matters, etc. 四川科技職業(yè)學(xué)院 畢業(yè)設(shè)計(jì) (論文 ) 第 6 頁(yè) 授人以漁 能力為本 Decisionmaking Process When faced with a plex negotiation task, people in different countries may use different approaches to make a decision. Knowing these differences will facilitate anticipating the reactions of the other side in business negotiation. Part four Different Negotiation Styles The American Negotiation Style The United States is among the most advanced countries in economy and technology in the world. Both its language and currency occupy an important place in the world economy. English is the most monly used language in international negotiations and fifty percent of the world trade adopts the . dollars to settle accounts. All of these factors make the American feel very proud of their country and possess very strong national pride and glory, which are fully put up in their trade activities. They often leave a deep impression of superiority to foreign negotiators. Americans emphasize free petition and individualism. Very often, the emphasis on selfinterest and freedom of the individual can run counter to cooperation, mitment and munity. The business firm values the person who is mobile, energetic, creative and ambitious. Language and Communication For the Americans, the stage of exchanging taskrelated information in business negotiations is relatively direct, with clear statements of needs and preferences. They may discuss topics other than business at the negotiation table, such as the weather, sports, etc., but not for long. They tend to spend most time in the stage of negotiationpersuasion. They take it 四川科技職業(yè)學(xué)院 畢業(yè)設(shè)計(jì) (論文 ) 第 7 頁(yè) 授人以漁 能力為本 for granted that the two parties of a business transaction shall both have good prospects of profit and they will put forward a theythinkitmostreasonable plan in accordance with this principle. They prefer to clarify their standpoints at the very beginning of the first touch of the two parties and put out their plan so as to strive after the initiative. If there is a bifurcation, they seldom suspect their own analysis and calculation and usually ask the other party to consider the possibility of making reposition. Americans tend to make concession throughout the negotiations, settling one issue, then proceeding to the next. Thus the final agreement is a sequence of several smaller concessi