Essay about Negotiation

3229 Words May 2nd, 2015 13 Pages
International Journal of Economics and Finance

Cross-cultural Communication in Business Negotiations
Liangguang Huang
English Department, Zhenjiang Watercraft College of PLA
Zhenjiang 212003, China
All communication is cultural -- it draws on ways we have learned to speak and give nonverbal messages. With the implementation of the Economic Reform and Opening policies, more and more Chinese companies do business with the foreigners. When negotiating with the delegates from different countries, cross-cultural communications play an important role. Culture differs from one another, which influences the style, the time, and the course of negotiations. If distorted,
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All these decisions depend on cross-cultural communications of one sort of another. So, if distorted, cross-cultural communications may weaken a company’s position in the market, prevent it from accomplishing its objectives, and ultimately lead to failure.
2. Cultural variables
There are many cultural variables that might hinder successful business negotiations.

2.1 Greetings
As the proverb goes “First impressions are most lasting”. The same is true for the first word that people say when they first meet before negotiation. An appropriate greeting can not only convey the message that you are serious in establishing a cordial business relationship with your foreign counterparts, but also affect their judgment, and subsequently their business decisions on you.
As we all known, the cultures in the world are not entirely different, they have many general features in common, the so-called cultural universals. It is these cultural universals that enable the world’s languages to possess more or less equivalent expressions for greetings. However, there do exist great differences in the ways that people from different cultures greet each other. It is these differences that often create problems. For

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