外文及翻译---中外文化差异对国际商务谈判的影响(编辑修改稿)

外文及翻译---中外文化差异对国际商务谈判的影响(编辑修改稿)内容摘要：

made to potential buyers or partners depends upon whether they are in dealfocused or relationshipfocused cultures. In dealfocused cultures, people are relatively open to dealing with strangers. The marketer 8 can make initial contact with the prospective buyer without any previous relationship or connection. Having an introduction or referral is helpful but not essential. Let’s take the united states as an example. Perhaps because they are raised in a highly mobile immigrant society, most Americans are open to discussing business possibilities with people they don’t know. Each year Americans buy over $300 billion dollars worth of goods and services from total strangers, and half of it is businesstobusiness selling. In relationshipfocused cultures, firms do not do business with strangers. The proper way to approach someone who isn’t yet known is to arrange for the right person or organization to make an introduction. A third party introduction bridges the relationship gap between one and the person or pany one wants to talk to. The ideal introducer is a highstatus person or organization known to both parties. Embassy officials tend to be accorded high status in relationshiporiented cultured, and of course it is part of their job to promote exports. Chambers of merce and trade associations are other potential customer or partner, whether via a trade show, a trade mission or a thirdparty introduction. 正式的文化倾向于有组织的等级制度，在地位和权力方面有主要影响。 相比之下，非正式的文化更注重平等的组织，在地位和权利方面没有太大影响。 当一个来拥有非正式文化的谈判人员遇到一个拥有更正式文化的同行时，很多重要的谈判失败了，因为那些文化差异已经被搬到了谈判桌上。 拥有正式层次文化的商务谈判人员可能被一个陌生的来自非正式社会环境的同行冒犯。 另一方面，那些拥有非正式文化的谈判者可能会觉得那些正式的同行沉闷、疏远、自负、或者傲慢。 非正式文化倾向于价值地位平等，正式文化重视价值和层次的差异，忽略这些目的就可能在谈判中引 起一系列的问题。 如果都能意识到不同的商业谈判行为都是不同价值观的结果，而不是个人特性引起的，那么，这样的误会就可以避免。 非正式文化的国家有： 澳 大利亚 、美国、加拿大、新西兰、丹麦、挪威、冰岛。 正式文化的地区有：欧亚的大多数地区， 地中海地区和阿拉伯世界 ,拉丁美洲。 9 不同地区的人安排和利用时间的方式不同，在硬性时间社会，守时是重要的，计划和议程都是固定的，并且商业会议很少会被打断。 软性时间文化有着明显的差别，人们很少严厉地强调守时从而好多事情都没有在预定的期限内完成。 冲突就 产生在一些硬性时间商人认为那些软性时间的客户很懒，还没有原则，与此同时，后者却觉得前者过分受期限的限制是一种傲慢。 硬性时间文化的国家有： 北欧和日耳曼欧洲、北美、日本。 软性时间文化的国家有： 澳大利亚 /新西兰、俄国和大多数站欧洲、东南亚等国家和地区。 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. 正式的文化倾向于有组织的等级制度，在地位和权力方面有主要影响。 相比之下，非正式的文化更注重平等的组织，在地位和权利方面没有太大影响。 当一个来拥有非正式文化的谈判人员遇到一个拥有更正式文化的同行时，很多重要的谈判失败了，因为那些文化差异已经被搬到了谈判桌上。 拥有正式层次文化的商务谈判人员可能被一个陌生的来自非正式社会环境的同行冒犯。 另一方面，那些拥有非正式文化的谈判者可能会觉得那些正式的同行沉闷、疏远、自负、或者傲慢。 非正式文化倾向于价值地位平等，正式文化重视价值和层次的差异，忽略这些目的就可能在谈判中引 起一系列的问题。 如果都能意识到不同的商业谈判行为都是不同价值观的结果，而不是个人特性引起的，那么，这样的误会就可以避免。 非正式文化的国家有： 澳 大利亚 、美国、加拿大、新西兰、丹麦、挪威、冰岛。 正式文化的地区有：欧亚的大多数地区， 地中海地区和阿拉伯世界 ,拉丁美洲。 不同地区的人安排和利用时间的方式不同，在硬性时间社会，守时是重要的，计划和议程都是固定的，并且商业会议很少会被打断。 软性时间文化有着明显的差别，人们很少严厉地强调守时从而好多事情都没有在预定的期限内完成。 冲突就 产生在一些硬性时间商人认为那些软性时间的客户很懒，还没有原则，与此同时，后者却觉得前者过分受期限的限制是一种傲慢。 硬性时间文化的国家有： 北欧和日耳曼欧洲、北美、日本。 11 软性时间文化的国家有： 澳大利亚 /新西兰、俄国和大多数站欧洲、东南亚等国家和地区。 F. Expressive vs Reserved Cultures Expressive people municate in radically different ways from their more reserved counterparts. Expressive people tend to be unfortable with more than a second or two of silence during a conversation. In contrast , people from reserved cultures feel at ease with much longer silences. Japanese negotiators, for example, often sit without speaking for what seems like an eternity voluble Mexicans. After three or four seconds the latter feel pelled to say something, anything to fill the awful silence. Unfortunately the loquacity of expressive people tends to irritate the reticent Japanese, who seem to value the space between the spoken words just as much as the words themselves. Negotiators from reserved cultured do not feel the need to engage in constant blabbing the way many of their expressive counterparts do. Very expressive cultures: The Mediterranean Region, Latin Europe, Latin America. Reserved cultures: East an。