如何在国际商务交流中进行更好的沟通

1International business negotiation is more complex than domestic negotiations, because the political, legal and economic system is different, the national history, culture and traditions, their cultural background and values differences.Therefore, in the emerging knowledge society, communication is the most important element.Good communication is the foundation of successful international business negotiations. Encyclopedia Britannica "point out, communication is" several people or a group of people exchanging information behavior"."Oxford big dictionary" point out, "communication is through language, literary image to transfer or exchange of knowledge and ideas".The United States "Columbia Encyclopedia" point out, communication is "thought and information transmission".The famous American scholar communication "is the social thought, concepts or ideas from one person is transmitted to another program, or individual within the transmission, its purpose is to make people gain acceptance communication thought understanding."The famous British media scholar Dennis Quill pointed out that "communication is mainly through the symbol of people or groups to other individuals or groups to transfer information, ideas, attitudes or emotions"; "communication can be defined as" the information society "[2] interaction.Anthropologist and linguist Benjamin Lee Whorf (1965) proposed the Whorf hypothesis: language determines the culture, language and culture, there is a close relationship between [3] (Hu Zhuanglin, 2001).Most people can only be understood in the same cultural background speaker's content from 80 to 90%, that is to say there are 10 ～20% information being misunderstood or misheard.Can imagine, in international business negotiations, when a person speaks second languages, misunderstanding or mistaken percentage will rise sharply.So the cross-cultural negotiation is always faced with the language barrier.In order to ensure the communication smoothly, the general in the international commerce negotiations will use the translation.A good translation not only have bilingual ability, but also should have the corresponding technical knowledge and vocabulary.Language communication is very important, but it is only one of the means of communication.Studies have shown that, in the face-to-face communication, those from the language information is not more than 35%, 65% of the information is transmitted through non-verbal form of [4] (Liu Jianming, 2006).And sometimes nonverbal information than the language information to be more persuasive.The main way of nonverbal communication is body language, it includes eyes, facial and body language, reading the body language can help improve the effect ofcommunication.The eye's main function is to receive information.In all of our perception, most dependent on visual.At the same time "the eyes are the windows of the soul", the passions can be simultaneously performed in eyes and face.Birdwhistell thinks, human face can make 250000 different expressions.Therefore in the international commerce negotiations communication should be good at catching negotiator sent a body language information.In different cultures, the nonverbal expression in different ways.Cultural differences will lead to different countries or regions negotiators in body language, language use is a huge difference, and even the same language transfer a diametrically opposite information.For example, the vast majority of countries are to nod to vote.But in India, Nepal and other countries with shook his head in affirmation, i.e. a shaking his head, with a smile, for sure.Some people just to sidewise up to good, others mouth side called "You are frequency right! You are right!" but a constantly shaking his head, used to make each other feel not clear their real thoughts.Visible negotiators, action, language form, the difference of the knowledge, will bring obstacles to communication in negotiation.In addition to body language to convey non-verbal information, in the communication process, and several external factors in the transmission of information: time, space and distance.The fast pace of life and the fierce competition requires that each individual must be punctual, in the United States and some other countries think that time is money, in the negotiations, punctuality is representative of your integrity, contribute to a better communication; but in some parts of the world, people's concept of time is not strong, the negotiators may be late, or not at all do not appear, such as in the Middle East and Latin america.In addition, each person has their own private space, when other invasions of personal space, we will become extremely upset.But this "private space" is because of the different culture and different.In general, emphasizing individualism culture than the stresses collectivism culture need personal space.For example, Arab and Latin American people when talking with others like station closer, the spacing between them is less than 0.5 meters, while the Americans more comfortable distance to be wide, nearly 1 meters, but for the Chinese people, 0.5 meters to 1 meters is the usual distance.In summary, we can see, in international business negotiations, no matter is the language communication and nonverbal communication, may have to bring obstacle negotiation activities.Therefore, to achieve the success of the negotiations, we must take effective and appropriate communication strategies.1、To listen to and timely response.Listening is the international business negotiation is an important activity.Both sides are often very cautious, want to try various devices to get more information of others, understand each other's hand, so that in the negotiations tooccupy the initiative.But listen at the same time, to timely respond to each other: "Yes", "OK", "Please go on", it will encourage others to continue speaking, because the negotiators are hoping that their ideas are understood.If you continue to nod, or repeat each other's point of view, the other will be more elaborate their point of view, so that you can know more about each other's ideas, needs and conditions.Furthermore, the initiative listen carefully, also helps to clarify the caused by culture differences of some obscure problems, increase the likelihood of successful negotiation.Foreign negotiators have a word called "the most inexpensive concessions is to let each other know, his words have been listening to you".2、Must be good at asking questions.By asking the question we can get the negotiations cannot get the information, but can also verify the US before the judgment.As in negotiating exclusive agents the right to contractual matters, if we want to understand each other in what conditions will be exclusive agents the right given to us, we can offer: "What if we agree to a four-year contract? Would you give us exclusive rights as your agent in our city?" someone may answer: "We would be ready to give you exclusive rights provided you agree to a ten-year contract." in this way, we can judge the other concern is the long-term cooperation.The information on the next negotiation is very helpful, will greatly increase the chances of success of the negotiations.3、To make them fully understand your idea.In order to let each other know your thoughts, you must let each other know what you talk.Diversion, circle of words often did not increase the likelihood of successful negotiation.Although the eastern countries negotiators are relatively subtle, will make some troubles to communication, but if you also implicitly, negotiation would be more difficult, therefore, international business negotiators must learn to express their feelings, not easily blame each other. Negotiation is not debate, the negotiating parties is not a case of communication between the plaintiff and defendant, but is rather the same position in the trial of a case with two judges, that although both sides have different views, but ultimately it is the "rule" achieved a consensus4、The content of communication should pay attention to.The negotiators in full communication also should notice, too much content, lack of pertinence, will hinder the negotiation efficiency, and can sometimes have the opposite effect.In the negotiations, a waste of time and energy on both sides is a loss.So the negotiations must revolve the subject, to solve the problem munication needs to be built on mutual trust, mutual understanding, mutual respect, maintain friendly basis, so as to maintain long-term cooperative relations.5、To consider negotiating style differences.The negotiators of the differences betweenlanguage behavior is obviously.In Japan, Brazil and France culture, Japanese businessmen's communication style is the most polite, adopts more positive commitment, recommendations and guarantees, while uses less threat, command and warning languages, their polite speech in the style of the most prominent is that they do not often use "no", "you" and facial stares, but keep a period of silence; the merchant of Brazil "not" and "you" word frequency is higher, their style is relatively free, but also in negotiations seem unwilling to remain out of the limelight, from time to time to gaze and touch each other; the French merchant's negotiations style is more aggressive, especia lly, they the use of threats and warnings of the highest frequency, moreover, they are also frequently used in facial gazing, and "don't" and "you".Visible, but understand these differences, can avoid to be scanty of words, Japanese Brazilians overenthusiastic. The French threat or misunderstanding, so as to achieve a successful international business negotiations [5] (Zhao Yinde, 2002:25)6、To the timely use of euphemism.Negotiations appropriately use tactful language, can take care of each other's face, more easy to be accepted.In rejecting requests, you can say: "I understand your situation, but I am afraid that.... "without a trace, and t hen to put forward their own views.Do not save each other's face, also can let each other be in a calm mood to listen to his advice.In actual operation, some experienced negotiators tend to put their own opinions with a tactful way to disguise their ideas, enhance the persuasiveness.Before putting forward your own opinion, ask how to solve the problem of the opponent.When your partner is put forward, and if your agree, let them believe it is his own point of view.In this case, the negotiations match has the feeling of being respected, he will think that opposed this plan is opposed to his own, thus easily reached, access to successful negotiations.7、To the timely use of vague language.Negotiation, in the final analysis is an art of compromise.Business negotiation is to compromise and end, and reflected in the negotiation language is words compromise features.International business negotiation is a complex process involving many aspects.When some questions cannot make decisions or immediately respond, usually should adopt the fuzzy language processing [6] (Liao Ying, 2006:28).In order to avoid misunderstanding and inconvenience in negotiation, business negotiation language General requirements be concise and to the point, the unmistakable.But sometimes the negotiators for strategic considerations, they are often deliberately use some semantically ambiguous words.For example, in the face of not yet considered mature puzzle, the negotiators are often unwilling or inconvenience clear answer, this requires the use of a flexible approach, to avoid saying too dead, to avoid being trapped in a passive.International business negotiations are often caught in thesides of each other, each sticks to his own view. The stalemate, if timely, consciously introducing fuzzy expression to the greatest extent to hide or weakening, may make the negotiation of showing signs of life, to reproduce the hope and finally reached an agreement. If we can use the following expression：(1) we will contact our manufacturers and do what we can to advance the time of delivery.(2) we have been upholding the principle of equality and mutual benefit. "", but we have adopted much more flexible methods in our practicesnowadays.(3) I don 'think that the customer will accept your price.We are not at the same pitch at this price.The three sentence mentions”do what we can to advance the time of delivery”，“much more flexible approaches”，“not playing in the same ballpark” Are commonly used fuzzy words, to convey to each other is a specific fuzzy information.In fact, in business, not all negotiation language should be specific, clear, in certain cases, general fuzzy some will be better.For example, sometimes in order to "foreign", in order to "strategy", can avoid stated very clearly, very specific; sometimes is to consciously make the other published or formed his opinion, can also use the fuzzy expression.In conclusion, should be considered a specific context dependent, should understand accurately understand precisely, should not too clear a specific place on the vague vague.In some occasions to use appropriately a few fuzzy expression, will play a positive effect.Specific say, international business negotiations in the fuzzy language expression generally appears in the following situations: (1) do not want to explain details; (2) the lack of specific information; (3) the self protection; 4) the expression of polite; 5) to each other.The vague expressions, will achieve positive, good results. For example:(4)We are sorry to learn that the shipment of your order of June 12，when having reached you，did not correspond with your order. We have had our records gone over thoroughly and are not able to find where the mistake crept in. However，the matter must be straightened out to your satisfaction at once. We just ask for a few days to deal with this matter. Return at our expense the goods，which you have received. Just as soon as they reach the house we will have a new and correct shipment made up and sent to you in no time.“at once”，“for a few days”，“as soon as”，“in no time” Is the meaning of the expression of vague words(5)We have examined all items one by one，and found nearly each of themwas leaking more or less.Case (5) is the buyer seller packaging on complaints of bad, polite and does not threaten each other's face, the "nearly each of them with ", "more or less" fuzzy expressioncomplain, make each other not too difficult, awkward, and for each other actively solve the problem to provide possible.In short, business negotiations in the fuzzy expression of regulating trade tension, easing embarrassing situation, to protect themselves, reflect on the other side of the politeness is a very positive significance.International business negotiation involves negotiating the interests of all parties, the outcome of the negotiations on both or all business development or benefits may have a great impact on the.Because of the political, legal and economic system is different, the national history, cultural tradition, high quality communication in international business negotiations can solve the problems caused by cultural differences, the success ofcross-cultural communication is the key to improve the efficiency of the negotiations.。