【文章內容簡介】 uthority differences between people—the disparity between those who hold power and those affected by power. High powerdistance cultures are status conscious and respectful of age and seniority. In high powerdistance cultures, outward forms of status such as protocol, formality, and hierarchy are considered important. Decisions regarding rewards and redress of grievances are usually based on personal judgments made by power holders. When someone from a highmasculinity culture attempts to work with someone from a high powerdistance culture without either party recognizing the variations in their respective behaviors, clashes are likely to disrupt negotiations. In low powerdistance cultures, people strive for power equalization and justice. A low powerdistance cultural values petence over seniority with a resulting consultative management style. Low masculinity and low power distance may be related to the sharing of information and the offering of multiple proposals as well as more cooperative and creative behavior. Individualism In individualism cultures, people tend to put tasks before relationships and to value independence highly. People in these cultures are expected to take care of themselves and to value the needs of the individual over those of the group, munity, or society. Individualistic cultures prefer liner logic and tend to value open conflict. Members from individualistic societies expect the other side?s negotiation to have the ability to make decision unilaterally. By contrast, cultures that value collectivism emphasize solidarity, loyalty, and strong interdependence among individuals. Relationships are based on mutual selfinterest and are dependent on the success of the group. Collectivist cultures define themselves in terms of 四川科技職業(yè)學院 畢業(yè)設計 (論文 ) 第 4 頁 授人以漁 能力為本 their membership within groups. Maintaining the integrity of groups is stressed so that cooperation, conflict avoidance, and conformity dominate the culture. Collectivist societies tend to stress abstract, general agreements over concrete, specific issues. Collectivist negotiators tend to assume that details can be worked out if the negotiators can agree on generalities. Collectivist societies show more concern for the needs of the other party and focus more on group goals than individualistic societies do. Members of collectivist 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)學院 畢業(yè)設計 (論文 ) 第 5 頁 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)學院 畢業(yè)設計 (論文 )