【正文】 軟性時(shí)間文化有著明顯的差別，人們很少嚴(yán)厲地強(qiáng)調(diào)守時(shí)從而好多事情都沒(méi)有在預(yù)定的期限內(nèi)完成。 當(dāng)一個(gè)來(lái)?yè)碛蟹钦轿幕恼勁腥藛T遇到一個(gè)擁有更正式文化的同行時(shí)，很多重要的談判失敗了，因?yàn)槟切┪幕町愐呀?jīng)被搬到了談判桌上。 正式文化的地區(qū)有：歐亞的大多數(shù)地區(qū)， 地中海地區(qū)和阿拉伯世界 ,拉丁美洲。 D. Formal vs Informal Business Cultures Formal cultures tend to be organized with hierarchies which reflect major differences in status and power. In contrast, informal cultures value more egalitarian organizations with smaller differences in status and power. Many promising international deals have fallen through when a negotiator from an informal culture confronts counterparts from more formal cultures because these contrasting values conflict at the conference table. Business people from formal, hierarchical cultures may be offended by the breezy familiarity of counterparts from informal, relatively egalitarian societies. On the other hand those from informal culture may see their formal counterparts as stuffy, distant, pompous or arrogant. Informal cultures are supposed to value status equality, formal cultures value hierarchies and status differences. Ignorance of this distinction can cause serious problems across the bargaining table. Such misunderstandings can be avoided if both sides are aware that differing business behaviors are the result of differing cultural values rather than individual idiosyncracies Informal culture: Australia, USA, Canada, New Zealand, Denmark, Norway, Iceland. Formal culture: Most of Europe and Asia, the Mediterranean Region and the Arab World, Latin America. E. Rigid –time vs Fluidtime Cultures People look at time and scheduling differently in different parts of the world. In rigidtime societies, punctuality is critical, schedules are set in stone, agendas are fixed and business 10 meetings are rarely interrupted. In direct contrast are fluidtime culture. People has less emphasis on strict punctuality and are not obsessed with deadlines. Conflict arises because some rigidtime visitors regard their fluidtime partners as lazy, undisciplined while the latter often regard the former as arrogant martis enslaved by arbitrary deadlines. Rigidtime business culture: Nordic and Germanic Europe, North America, Japan. Fluidtime culture: Australia/New Zealand, Russia and most of EastCentral Europe, Southeast Asia. 正式的文化傾向于有組織的等級(jí)制度，在地位和權(quán)力方面有主要影響。 如果都能意識(shí)到不同的商業(yè)談判行為都是不同價(jià)值觀的結(jié)果，而不是個(gè)人特性引起的，那么，這樣的誤會(huì)就可以避免。 軟性時(shí)間文化的國(guó)家有： 澳大利亞 /新西蘭、俄國(guó)和大多數(shù)站歐洲、東南亞等國(guó)家和地區(qū)。 非正式文化傾向于價(jià)值地位平等，正式文化重視價(jià)值和層次的差異，忽略這些目的就可能在談判中引 起一系列的問(wèn)題。 硬性時(shí)間文化的國(guó)家有： 北歐和日耳曼歐洲、北美、日本。另一方面，那些擁有非正式文化的談判者可能會(huì)覺(jué)得那些正式的同行沉悶、疏遠(yuǎn)、自負(fù)、或者傲慢。 軟性時(shí)間文化的國(guó)家有： 澳大利亞 /新西蘭、俄國(guó) 和大多數(shù)站歐洲、東南亞等國(guó)家和地區(qū)。 非正式文化傾向于價(jià)值地位平等，正式文化重視價(jià)值和層次的差異，忽略這些目的就可能在談判中引起一系列的問(wèn)題。1 Impacts of Cultural Differences on Business Negotiations Ⅰ . Introduction The business negotiations under different business cultural conditions e to multicultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important, otherwise they could cause unnecessary misunderstanding, even affect the result of the business negotiations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article mences from the definition of the culture in the area of business. Then from the three aspects of munication process, negotiation styles, it explains the influence of cultural differences on international business negotiations, and at the same time it analyzes how to deal with the problems of the business cultural differences correctly in negotiation process . Such a standpoint is emphasized: In the business negotiations between different countries , negotiators should accept the other party39。 如果都能意識(shí)到不同的商業(yè)談判行為都是不同價(jià)值觀的結(jié)果，而不是個(gè)人特性引起的，那么，這樣的誤會(huì)就可以避免。 Ⅱ . Different Business Cultures Different countries, different races have different culture which affect each aspect of 3 society. So in the area of business let us firstly give different culture definition their feathures as the following six. A. Taskcentered vs Peoplecentered People who are purely taskoriented are concerned entirely with achieving a business goal. They are not at all concerned about the effect which their determination will have on the people with whom they e into contact. They will pursue their business objectives relentlessly。 非正式文化傾向于價(jià)值地位平等，正式文化重視價(jià)值和層次的差異，忽略這些目的就可能在談判中引起一系列的問(wèn)題。 軟性時(shí)間文化的國(guó)家有： 澳大利亞 /新西蘭、俄國(guó)和大多數(shù)站歐洲、東南亞等國(guó)家和地區(qū)。 如果都能意識(shí)到不同的商業(yè)談判行為都是不同價(jià)值觀的結(jié)果，而不是個(gè)人特性引起的，那么，這樣的誤會(huì)就可以避免。 C. Relationshipfocused vs Dealfocused Cultures Dealfocused people are fundamentally taskoriented while relationshipfocused folks are more peopleoriented. Conflicts arise when dealfocused export marketers try to do business with prospects from relationshipfocused markets. Many relationshipfocused people find dealfocused types pushy, aggressive and offensively blunt. In return, dealfocused types often consider their relationshipfocused counterparts dilatory Many relationship vague and inscrutable. The vast majority of the world’s markets are relationshiporiented。 非正式文化的國(guó)家有： 澳 大利亞 、美國(guó)、加拿大、新西蘭、丹麥、挪威、冰島。相比之下，非正式的文化更注重平等的組織，在地位和權(quán)利方面沒(méi)有太大影響。 不同地區(qū)的人安排和利用時(shí)間的方式不同，在硬性時(shí)間社會(huì)，守時(shí)是重要的，計(jì)劃和議程都是固定的，并且商業(yè)會(huì)議很少會(huì)被打斷。擁有正式層次文化的商務(wù)談判人員可能被一個(gè)陌生的來(lái)自非正式社會(huì)環(huán)境的同行冒犯。 沖突就 產(chǎn)生在一些硬性時(shí)間商人認(rèn)為那些軟性時(shí)間的客戶很懶，還沒(méi)有原則，與此同時(shí)，后者卻覺(jué)得前者過(guò)分受期限的限制是一種傲慢。 不同地區(qū)的人安排和利用時(shí)間的方式不同，在硬性時(shí)間社會(huì)，守時(shí)是重要的，計(jì)劃和議程都是固定的，并且商業(yè)會(huì)議很少會(huì)被打斷。相比之下，非正式的文化更注重平等的組織，在地位和權(quán)利方面沒(méi)有太大影響。 非正式文化的國(guó)家有： 澳 大利亞 、美國(guó)、加拿大、新西蘭、丹麥、挪威、冰島。 軟性時(shí)間文化的國(guó)家有： 澳大利亞 /新西蘭、俄國(guó)和大多數(shù)站歐洲、東南亞等國(guó)家和地區(qū)。 非正式文化傾向于價(jià)值地位平等，正式文化重視價(jià)值和層次的差異，忽略這些目的就可能在談判中引 起一系列的問(wèn)題。 硬性時(shí)間文化的國(guó)家有： 北歐和日耳曼歐洲、北美、日本。另一方面，那些擁有非正式文化的談判者可能會(huì)覺(jué)得那些正式的同行沉悶、疏遠(yuǎn)、自負(fù)、或者傲慢。 沖突就產(chǎn)生在一些硬性時(shí)間商人認(rèn)為那些軟性時(shí)間的客戶很懶，還沒(méi)有原則，與此同時(shí)，后者卻覺(jué)得前者過(guò)分受期限的限 制是一種傲慢。擁有正式層次文化的商務(wù)談判人員可能被一個(gè)陌生的來(lái)自非正式社會(huì)環(huán)境的同行冒犯。 硬性時(shí)間文化的國(guó)家有： 北歐和日耳曼歐洲、北美、日本。另一方面，那些擁有非正式文化的談判者