A Research Into Intercultural Business Negotiation

Intercultural communication occurs whenever a person from one culture does something that is given meaning by a person from another culture. Due to the widespread of population migration and the development of multiculturalism, people in different countries are coming into frequent contact and the social intercourses in our work, study, and life, which are getting increasingly intercultural. Meanwhile, the impact of cultural differences on the business context is self-evident. After our country joined the WTO, with the growth in external commercial activities, foreign business negotiations are increasing rapidly. Business negotiation, as an important content as well as an essential means, is indispensible to commercial activities, because the success or failure of the commercial activity depends on the result of negotiation and therefore it affects the survival and development of the enterprise. A successful negotiation may benefit the economy, and even the whole society greatly. In order to carry on the business activities, the primary task to fulfill is to carry out the business negotiations triumphantly. That's why in the west, in the field of modern management education, more importance is being attached to the science of business negotiation. In developed countries like the USA, Britain, Germany and Japan as well as in some developing countries, the science of negotiation is regarded by universities, enterprises, and scientific research institutes as a very important course for the cultivation of modern talents in politics, economy, administration, diplomacy, and education, and even nationwide societies are established. When it comes to the intercultural business negotiations, a correct understanding of the cultural differences between the east and the west and the appropriate approach to the cultural conflicts are the preconditions for the success.Since each culture has its own negotiation style, the tactics used differ on account of the cultural differences. Usually the cultural traits of a nation are reflected intensively in its national character---a property based on their shared cultural notions, values, and behavior patterns, which helps distinguish it from other nations. And the foundation of the national character is the distinctive cultural groundwork of the nation. Due to the different traditions and concepts between the east and the west, in the course of the negotiation, different perceptions of a problem often lead to opposition or misunderstanding. For example, one typical trait of the Chinese character is the emphasis on "face", or "dignity". At the negotiation table, if the Chinese have to pick one between "face" and "interest", they will choose "face" without hesitation. But Westerners, on the contrary, will choose "interest" straight away. Apparently, only when we recognize and grasp the cultural differences between the east and the west, can we effectively overcome our weak points, expand our superiority, and take advantage of the counterpart's fault to win the negotiation.This thesis is composed of six chapters. Chapter one is the introduction part, including background of study, purpose of study and organization of study. Chapter two addresses intercultural communication and intercultural business negotiation in terms of definition, and gives a literature review to the established research of cultural impact on business practices. Chapter three analyzes the factors subject to cultural impact in business negotiation. Chapter four is a case study to support the theories put forward in the previous chapters. Chapter five presents strategies for effective intercultural business negotiation. And chapter six comes to a conclusion, summarizing the whole paper. Combining intercultural communication skills with business, this dissertation offers an approach to unfamiliar cultures that makes understanding easier and consequently makes business negotiation with them more effective.