最新中外文化差异对商务礼仪的影响
中西文化差异对商务交流的影响
中西文化差异对商务交流的影响随着全球化的发展，中外商务交流越来越频繁，而中西文化的差异成为了制约商务交流的一个重要因素。
这些文化差异展现在语言、礼仪、信任观念、时间观念等方面，如何正确处理这些差异，成为了跨国商务交流中必须面对的挑战。
一、语言差异语言是交流的基础，中西方语言的不同结构、语音、语法规则，容易造成误解和沟通障碍。
中文是汉字文字体系，而英文是拉丁字母文字体系，两种文字结构的差异，使得中文比英文更难以学习和理解。
在商务交流中，语言差异往往涉及到专业术语、文化典故、传统习惯等方面，会影响到信息的准确传递和理解。
因此，双方需要增强语言沟通能力和交际意识，降低交流的误解和障碍。
二、礼仪差异中西方礼仪的差异在商务交流中尤为明显，会影响到沟通效果和交际关系的建立。
比如，在中西方，对待客人的礼节与方式不同，中方重视款待客人，有丰富的礼仪仪式，如端茶递水、倒茶红包等；而西方则更注重礼仪性地问候客人，并尽快进入正题，不会用热情的方式让客户感到很重要。
在商务谈判中，中西方分别把握礼仪和背景的方法不同，中方喜欢通过礼节性的文字开场白，解释生意背景、自身产品特点和经营方针；而西方则更注重以事实为本，把背景信息淡化，让双方尽早进入实质性的谈判。
因此，在商务交流中，了解礼仪文化和习惯尤为重要。
三、信任观念差异信任是商务交流的核心素质，但中西方对信任不同的看法和认知会导致双方的概念和期待产生差异。
中国文化注重人际关系的发展，强调缘分和“情面”价值，同时倾向于在信任方面采取更加谨慎的态度。
相比之下，西方商务文化更注重简单、直接、明确的交流方式，并认为相互信任是长久商业关系的基础。
因此，中西方在商务交流中，不同的信任观念也往往会在沟通的过程中浮现。
中方对信任要求较高，因此在初期的接触过程中，建立信任关系是必要的；西方商务文化较为直接，会对信任有较高的期望。
了解不同文化对信任的看法，可以协调双方的商业期望，提高商业合作的效率和稳定性。
文化差异对商务礼仪的影响
文化差异对商务礼仪的影响篇一：文化差异对商务礼仪的影响文化差异对商务礼仪的影响(:文化差异对商务礼仪的影响)摘要：随着全球经济的迅速发展，世界经济正趋于一体化，各国之间的贸易往来频繁，国际贸易要求各国的商人们在讲究礼仪的同时将文化因素考虑进来。
本文首先从文化理论入手浅析文化因素对各国商人洽谈的约定方式，问候寒暄方式，洽谈的人员选择，切入正题时机的影响，其次以中西方文化差异来进一步阐述其对商务礼仪的影响。
关键词：文化差异商务礼仪影响商务礼仪，即人们在商务活动中，用以维护企业形象或个人形象，对交往对象表示尊重、友好的行为规范和惯例、交往艺术，任何社会、任何国家的人们在交往中都需要一定的准则，而这些准则又因文化背景的差异而不同。
全球经济一体化，使信仰、价值观念、道德标准、风俗习惯及文化背景各不相同的各国商人走到了一起。
他们有的成了谈判高手，有的却败走他乡。
有时导致失败的原因并不是一些大的因素，而往往是由于某些细微的疏忽。
礼仪就是这种常常被忽视而恰恰起关键作用的因素之一。
下面我们就初次商务洽谈的约定方式、问候寒喧方式、洽谈的人员选派、切入正题的时机选择四个方面来看一下由于文化背景的不同，各国商人对商务礼仪是如何理解的。
一、商务洽谈的约定方式根据荷兰马斯特理赫特林堡大学的组织人类学和国际管理学教授霍夫施泰德价值纬度的分析，我们发现由于各民族文化对“不确定性回避”的差异，使得初次商务接触和约定的选择呈现三种方式:电话、信函和中间人。
不同文化背景下的商人对这几种方式的理解和做法也有很大的差异。
瑞典、丹麦、挪威、美国、芬兰和荷兰等国家的文化是一种承认并乐于接受未来不确定性存在的文化，所以这些国家的商人们愿意冒险，倾向弹性制度，认为商务洽谈的约定方式条条框框越少越好。
在这些国家，初次商务洽谈的预定可以通过电话进而对于万事求稳、不喜欢冒险的中国、日本、葡萄牙、智利、希腊等努力回避不确定性因素的国家，商人们认为电话约定不甚稳妥。
影响商务交际的中西方文化差异
影响商务交际的中西方文化差异在全球化的时代，中西方之间的商务交际变得日益频繁。
由于中西方文化的不同，人们在商务交际中常常遇到各种文化差异带来的挑战。
本文将从礼仪习惯、言语交流和决策方式三个方面来探讨中西方文化差异对商务交际的影响。
礼仪习惯是中西方文化差异中最为明显的一点。
在西方国家，商务会议通常都比较informal（非正式），人们常常在开会时穿着休闲服装，言谈举止轻松随意。
而在中国等东方国家，商务会议一般都非常 formal（正式），人们穿着正式的商务服装，言谈举止较为庄重。
西方人注重 personal space（个人空间），他们习惯和他人保持一定的距离，会觉得过于亲近会让人感到不舒服。
而中国人则注重 interpersonal relationships（人际关系），更愿意和合作伙伴建立亲密的联系，例如可以常常邀请客户吃饭、喝酒等。
这些不同的礼仪习惯往往会带来误解和困惑，需要双方做出相应的调整和理解。
言语交流是另一个受到中西方文化差异影响较大的方面。
西方人注重直接、简洁、明确的沟通方式，在商务交际中常常直截了当地表达自己的意见和需求。
而东方人则更倾向于间接、含蓄、含蓄的沟通方式，更加注重维护面子和避免冲突。
在商务交际中，特别是在商务谈判中，这种差异常常会导致西方人觉得东方人不够坦率，而东方人则觉得西方人太过直接和冒犯。
西方文化注重个人主义和个人权利，人们习惯于表达自己的观点和需求。
而东方文化注重集体主义和团队合作，人们更注重团队意见和共识的达成。
双方需要在言语交流中互相包容和理解，适当地调整自己的沟通方式。
中西方文化差异还会对商务决策方式产生影响。
在西方国家，商务决策多数是基于理性和功利主义的，注重效率和效益。
人们更倾向于快速做出决策，并且强调以结果为导向。
而在东方国家，商务决策则更多地考虑到人际关系、信任和长远利益。
人们更倾向于慎重思考，并且会花更多的时间在建立和维护合作伙伴关系上。
这种差异常常会导致在商务决策上产生分歧和困扰，需要双方进行沟通和协调。
文化差异对商务礼仪的影响
文化差异对商务礼仪的影响篇一：文化差异对商务礼仪的影响文化差异对商务礼仪的影响(:文化差异对商务礼仪的影响)摘要：随着全球经济的迅速发展，世界经济正趋于一体化，各国之间的贸易往来频繁，国际贸易要求各国的商人们在讲究礼仪的同时将文化因素考虑进来。
本文首先从文化理论入手浅析文化因素对各国商人洽谈的约定方式，问候寒暄方式，洽谈的人员选择，切入正题时机的影响，其次以中西方文化差异来进一步阐述其对商务礼仪的影响。
关键词：文化差异商务礼仪影响商务礼仪，即人们在商务活动中，用以维护企业形象或个人形象，对交往对象表示尊重、友好的行为规范和惯例、交往艺术，任何社会、任何国家的人们在交往中都需要一定的准则，而这些准则又因文化背景的差异而不同。
全球经济一体化，使信仰、价值观念、道德标准、风俗习惯及文化背景各不相同的各国商人走到了一起。
他们有的成了谈判高手，有的却败走他乡。
有时导致失败的原因并不是一些大的因素，而往往是由于某些细微的疏忽。
礼仪就是这种常常被忽视而恰恰起关键作用的因素之一。
下面我们就初次商务洽谈的约定方式、问候寒喧方式、洽谈的人员选派、切入正题的时机选择四个方面来看一下由于文化背景的不同，各国商人对商务礼仪是如何理解的。
一、商务洽谈的约定方式根据荷兰马斯特理赫特林堡大学的组织人类学和国际管理学教授霍夫施泰德价值纬度的分析，我们发现由于各民族文化对“不确定性回避”的差异，使得初次商务接触和约定的选择呈现三种方式:电话、信函和中间人。
不同文化背景下的商人对这几种方式的理解和做法也有很大的差异。
瑞典、丹麦、挪威、美国、芬兰和荷兰等国家的文化是一种承认并乐于接受未来不确定性存在的文化，所以这些国家的商人们愿意冒险，倾向弹性制度，认为商务洽谈的约定方式条条框框越少越好。
在这些国家，初次商务洽谈的预定可以通过电话进而对于万事求稳、不喜欢冒险的中国、日本、葡萄牙、智利、希腊等努力回避不确定性因素的国家，商人们认为电话约定不甚稳妥。
文化差异对商务礼仪的影响
文化差异对商务礼仪的影响文化差异对商务礼仪的影响随着全球一体化的推进，跨文化商务活动越来越频繁。
在跨文化商务活动中，由于不同国家和地区之间存在文化差异，商务礼仪也表现出很大的差异。
这些差异对商务活动产生深远的影响，甚至可能导致误解和冲突。
因此，了解和尊重文化差异对商务礼仪的影响至关重要。
一、文化差异对商务礼仪的影响1.时间观念不同文化对时间的看法和重视程度有很大差异。
在一些文化中，时间被视为金钱，人们强调守时和高效；而在另一些文化中，人们更注重人际关系和灵活性，时间观念相对宽松。
因此，在跨文化商务活动中，双方可能因时间观念的差异而产生误解和冲突。
为了避免这种情况，商务人员需要了解对方文化的时间观念，并调整自己的行为。
2.社交礼仪不同文化的社交礼仪有很大差异。
在一些文化中，人们注重个人隐私和空间，而在另一些文化中，人们更注重亲密关系和肢体接触。
此外，不同文化对礼物、问候、称呼等方面也有不同的习俗和规范。
因此，在跨文化商务活动中，商务人员需要了解对方文化的社交礼仪，以避免尴尬和误解。
3.沟通方式不同文化的沟通方式有很大差异。
在一些文化中，人们强调直接、明确、高效的沟通；而在另一些文化中，人们更注重间接、含蓄、委婉的沟通。
此外，不同文化对口头和书面沟通也有不同的偏好和规范。
因此，在跨文化商务活动中，商务人员需要了解对方文化的沟通方式，并调整自己的沟通方式以适应对方的文化习惯。
4.商务惯例不同文化的商务惯例有很大差异。
在一些文化中，商务活动强调合同、法律文件和书面形式；而在另一些文化中，商务活动更注重口头协议和人际关系。
此外，不同文化对商务谈判、决策、执行等方面也有不同的规范和惯例。
因此，在跨文化商务活动中，商务人员需要了解对方文化的商务惯例，并调整自己的行为以适应对方的文化习惯。
二、如何适应文化差异对商务礼仪的影响1.尊重对方文化在跨文化商务活动中，最重要的是尊重对方的文化。
商务人员应该尽可能多地了解对方文化的礼仪、习俗和规范，并调整自己的行为以适应对方的文化习惯。
文化差异在国际商务中的影响与应对方式
文化差异在国际商务中的影响与应对方式随着全球化的发展，国际商务交流越来越频繁。
但是，不同国家之间存在着巨大的文化差异。
这些文化差异可能会给商务交流带来影响，因此，了解文化差异以及如何应对是非常重要的。
一.文化差异的影响文化差异是由于不同国家和地区的历史、宗教、风俗习惯、价值观念等方面的差异而引起的。
在国际商务交流中，文化差异可能给企业带来以下影响:1.沟通障碍不同国家和地区的语言、口音、文化差异可能会导致沟通障碍。
很多时候，即使双方可以说同一种语言，但由于文化差异，也可能会导致交流的障碍。
2.行为差异不同国家和地区的人视礼仪、礼貌、行为方式的重要性不同。
在一些国家和地区，高度礼貌和正式的行为被视为必要的，而在另一些国家和地区，简单、直接、高效的行为被视为必要的。
3.谈判文化差异由于文化差异，谈判方式、目标和策略也可能会有所不同。
在一些国家和地区，称为“硬谈判”，即通过威慑、压力等方式达成谈判目标；在另一些国家和地区，称为“软谈判”，即通过合作、交流等方式达成谈判目标。
4.合作方式差异不同的文化背景可能导致不同的合作方式和价值观，这可能会导致合作的障碍。
超过一半的跨国并购失败主要是由于合作文化差异导致的。
二.应对方式应对文化差异的方法可以总结为以下几点：1.了解文化了解目标国家或地区的历史、传统、宗教、价值观念等方面的文化很重要。
了解文化，不仅可以避免不必要的误解和冲突，还可以建立与当地人的良好关系。
2.多做调研在进入新的市场之前，应该多做调研，了解当地市场的特点、文化特征和发展趋势等。
这样可以为在当地市场上开展合作打好基础。
3.寻求专业的帮助在处理文化差异时，可以寻求专业的帮助。
例如，可以聘请当地的翻译、专家或咨询公司提供一些关于文化差异方面的建议。
4.建立和维护良好关系好的关系可以建立在互相了解和尊重的基础上。
要想在一个完全不同的文化环境中做好商务交流，我们应该着重建立和维护好人际关系，并尝试理解对方的文化背景。
国际商务礼仪中的中西方文化差异分析
国际商务礼仪中的中西方文化差异分析国际商务礼仪是国际商业交往中至关重要的一环，而中西方文化差异又是影响国际商务礼仪的重要因素之一。
随着全球化进程的不断加深和扩大，中西方商务往来日益频繁，对于中西方文化差异的理解和尊重也显得格外重要。
本文将就中西方文化差异在国际商务礼仪中的表现和影响进行一些分析和探讨。
一、交际礼仪在中西方国家，交际礼仪有着明显的差异，这在商务交往中尤为突出。
在西方国家，人们习惯于直接表达自己的意见，通常会直截了当地表达自己的意见，开放且直言不讳。
而中国人在商务交往中，更加注重含蓄和委婉，善于使用比喻和暗示，不轻易表露真实想法。
这一差异给商务交际带来了一些困难，因此在交际礼仪方面需要相互理解和尊重。
二、商务会谈在商务会谈中，中西方文化差异表现得尤为明显。
在西方国家，商务会谈通常注重高效和快速，着重于解决问题和达成协议。
而在中国，商务会谈更加注重关系和情感，常常会在会谈过程中进行一些相互了解和交流。
在商务会谈中，西方人通常更加直接和冷静，而中国人更善于使用委婉和圆滑的方式表达自己的意见。
三、商务餐桌礼仪在中西方国家，商务餐桌礼仪也有着不同的表现。
在西方国家，商务餐桌礼仪注重效率和规范，通常不会谈论私人话题，主要聚焦于工作和业务。
而在中国，商务餐桌礼仪更加注重人际关系和互动，通常会进行一些相互了解和交流。
在餐桌礼仪方面也存在不同之处，如用餐方式、用餐顺序等方面，需要双方加强沟通和理解。
四、礼品赠送在中西方国家，礼品赠送也有着不同的文化表现。
在西方国家，礼品通常价值不大，常常被视为一种客套和礼貌，不会过多地在意礼品的价值。
而在中国，礼品的价值和含义更加重要，通常会代表着双方的情感和关系，因此需要更加慎重地选择礼品。
在礼品赠送过程中，需要特别注意在不同文化背景下礼品的选择和意义的传达。
在商务谈判中，中西方文化差异也会对谈判过程产生一定的影响。
在西方国家，商务谈判通常直截了当，注重结果和效率，讲究实事求是。
中美文化差异对商务礼仪的影响
中美文化差异对商务礼仪的影响摘要:作为世界上两大重要的国家和主要的贸易合作伙伴，如今中美两国的商务活动越来越频繁。
然而，当两国进行贸易时，受文化差异的影响所产生的商务礼仪的不同是一个不可忽视的问题。
如果不了解对方国家的文化礼仪，两国的商务进程很可能会失败。
因此，掌握各国的商务礼仪知识是十分必要的，而且在进行贸易活动之前对这些差异进行研究也是十分值得的。
在本文中，作者首先对礼仪做出了定义和概念,介绍其基本的观点，然后再进行深入了解。
但是本文的重心则从五个方面分析中美两国商务礼仪的差异，包括首次见面时的礼仪，餐桌礼仪，由于时间、价值观念不同看法，和思维方式的差异带来的礼仪。
本文的写作目的是帮助两国的商人了解彼此礼仪的差异，使他们能够在商务进程中做出得体的举止，并尽可能地取得成功。
关键词：文化差异，商务礼仪，影响1.IntroductionThe rapid development of science and technology are making the world smaller. Therefore, the relationship among countries is becoming closer and closer, especially between China and America. During the economic development of the globalization, the most obvious phenomenon is that the business activities between the two countries are becoming more and more frequent. However, because of the different economic backgrounds, values, and religious beliefs due to cultural differences, the business etiquette differs from each other, which leads to conflicts and frictions in doing business.In order to reduce the conflicts, people should know the differences well in cultures and business etiquette between China and America. In the following studies, cultural differences and their influence on each country’s etiquette on different occasions are systematically presented.Besides, the author gives several cases to illustrate the differences of etiquette and shows how important for the business men in both China and America to understand those differences.2.Literature ReviewPresently, more and more people have realized the importance of business etiquette, thus many scholars engage in studying in this field. Since this thesis studies the impact of Sino-American cultural differences on business etiquette, a review on the theories of predecessors from two aspects including culture and business etiquette is indispensable.2.1 Theories related to culture2.1.1Definition of cultureThere are many definitions of culture. The earliest and classic definition was put forward over 100 years ago by Taylor, a well-known British anthropologist, who defined culture as “that complex whole which includes knowledge, belief, art, morals, law, custom, and any other capabilities and habits acquired by man as a member of society.” (Taylor, 1874:1)There are many other definitions from different perspectives, but nevertheless, we are concerned with those which are conductive to our understanding of the relationship between culture and business etiquette.Geert Hofstede, an expert on management and cross-cultural differences, defined culture as “the collective programming of the mind which distinguishes the members of one human group from another …Culture, in this sense, includes systems of values，and values are among the building blocks of culture.”(Geert Hofstede, 1984) From this point of view, we can see that culture is a system of values and norms which are shared by a group of people. By those values and norms, people in one group can judge what is good, right, and desirable.2.1.2Cultural differences and their rootsIt is known that people across nations and cultures have different behaviors and beliefs. “Members of different cultures look differently at the world around them. Some believe that the physical world is real. Others believe that it is just an illusion. Some believe everything around them is permanent while others say it is transient. Reality is not the same for all people.” (Samovar, Porter & Stefani, 2003:33) For instance, age is highly respected in China. Young people are taught to respect the old when they are children. On the contrary, Americans encourage and promote thosewho are qualified and competent regardless of age and the young don't see the old in the same way as Chinese do. American culture is considered to be individualistic, whereas Chinese culture is characterized by collective.Why cultures differ between these two countries? To answer this question, we should explore the roots of American culture and Chinese one. “In the United States, it is estimated that 86% of the population is Christian.” (Samov ar, Porter & Stefani, 2003:94) Christians believe in God who is almighty and the Creator of everything, heaven, earth, moon, animals and human. So they behave confidently and attach much importance to individualism. While in China, Confucianism is a philosophic thought that has spread not only in China but also in the whole East Asia for 2,500 years. “Confucianism can be conceived as involving six core values: (a) moral cultivation, (b) importance of interpersonal relationships, (c) family orientation, (d) respect for age and hierarchy, (e) avoidance of conflict and need for harmony, (f) concept of face.”(Fang, 1999:109) According to this thought, individualism has negative meanings. It stresses on harmony, face, peace and so on. All these have shaped Chinese traditional culture. Nowadays, the influence of Confucian can still be seen everywhere in China. With so many cultural differences, each country’s business etiquette must differ from each other.2.2 Theories related to business etiquette2.2.1Definition of business etiquetteBefore discussing the definition of business etiquette, we should understand the meaning of the word, etiquette. Etiquette refers to a kind of standardized behavior in human’s contacts and communications which means more than poli teness. Here is a definition of etiquette as follows: “Etiquette means formal rules of correct and polite behavior in society or among members of a profession.” (Hornby, 1997:491) Accordingly, business etiquette can be defined as standardized behaviors and norms that should be abided by business people in their activities．In Ma’s opinion, he defines the business etiquette as follows: Business etiquette is the norms and criteria along with language, expression and behaviors, in different situation abided by two or more business parties, by which they express their recognition, show their respects toeach other and exchange each opinion, in order to establish a friendly and harmonious business relationship. (Ma,2004:411)2.2.2Root of Chinese and American etiquetteChina, as the cradle of oriental culture, enjoys a reputation of the etiquette country. In China, etiquette is equal to courtesy and ceremony. As early as in Han dynasty, there were three great works, called “three li”, Yi-li, Chou-li and Li-ji, which together had a great influence in Chinese society.However, America history is short, so is its etiquette history. The word etiquette was originated from French “etiquette”, whose original meaning was laissez-passer in court. Later, people found not only in court, but in social community they should abide by some norms and regulations. So etiquette became the laissez-passer of personal intercourse nowadays. (Zhu, 2006: 3-6)Therefore, American etiquette is not as profound as Chinese etiquette. That’s why Americans don’t care so much about etiquette as Chinese people do.3. Impacts of Sino-American cultural differences on etiquetteBecause culture influences etiquette, the values, beliefs, attitudes and behaviors are vastly different from culture to culture. With such different cultural backgrounds between China and America, the business etiquette of the two countries is different beyond question. The specific differences will be discussed from five aspects as follows.3.1 On knocking up an acquaintance3.1.1GreetingGreetings can be roughly divided into language greetings and non-language greetings. For the non-language greetings, it means besides saying something, they greet through facial expression or body language, such as nodding, smiling or shaking hands.It is a common etiquette all over the world that people greet each other when they meet. But the ways or words they use to greet are different. In America, people greet each other as simple as: “hello” or “how are you?” or “good morning”, “good afternoon” according to the time. These are quite different from our China’s greetings. Take an example, a new American teacher in China was riding his bicycle in thecampus when he met a Chinese student. The Chinese student asked him: “have you had your dinner?” Of course it is just a common Chinese greeting aroun d meal time. But the teacher stopped and said: “I’m going to. Let’s go.” But the student had walk away, just leaving one word: “goodbye.” The American teacher felt surprised and embarrassed. Because to Americans, the greeting might mean: “I haven’t either. Come on. Let’s go to eat something together.” That is to say, if we greet Americans like this, they will consider we give them an invitation.The other greeting in China is that: “Where are you going?” This is also improper when greeting an American. Because Americans put much emphasis on privacy and they think it is their privacy.3.1.2 Personal spacePersonal space is variable from person to person, depending on the gender, age, cultural background, and relationship to the people with whom they are communicating. In China,people are comfortable with a closer personal space than that of Americans. They think a short distance can enhance the friendship between people. But when conversing with the opposite sex,the personal distance is bigger, because Chinese people have a conventional concept on it. According Chinese culture, people should keep a bigger distance between men and women.3.1.3 AddressingIn business activities, people are very sensible to the addressing others make to them. Chinese culture is a formal one. In China, Mr. or Ms. (surname) is popular addressing, and complete name is also acceptable. But title and status are extremely important. Using titles is a sign of respect in China. For example, it’s proper to address someone Mr. Zhang, but it’s better to address him as Chief Zhang if he is a chief of a company. Chinese people always avoid calling people by their first names, unless they are longtime friends, for the use of a first name at a first meeting is considered as an act of disrespect.Comparatively, Americans have a more informal culture. They believe that an informal, casual addressing demonstrates friendliness and sincerity. They often feel uncomfortable to follow the prescribed etiquette even in formal situations. Therefore,for Americans they always call someone by his or her first name, disregarding for titles and status. They think this is an act of friendship and goodwill.There is another difference in addressing between China and the United States.In Chinese traditional culture, people consider that it’s a virtue to respect the old. “The old” stands for somebody who is full of knowledge and experience. So in China, people often call someone “old+surname” to show their respect. But in America, it’s totally different. American culture speaks highly of the youth rather than the old. In their minds, youth are the symbol of future, hope and enthusiasm and all of those are declining when getting old. Relatively, the old are the group who are not respected by people. Therefore, Americans often try to avoid saying the word “old”. No matter old or young, they like to call someone by his or her name directly.3.1.3Exchanging business cardThe business card is used in communication, especially on business occasions. It’s printed with the personal name, company’s information, phone number and address and it is always used as an introduction. But people from different countries treat business card differently. Chinese people with a formal culture, tend to treat it with respect and ceremony. People often offer and receive it with both hands, looking at it carefully for four or five seconds, and then put it away cautiously and respectfully. Sometimes they may expect the counterpart’s business card after offering their own. However, the situation in America is of totally another kind. Many Chinese business men are struck by the way Americans treat this little piece of card. Americans treat it casually. When Chinese people politely offer their business card with both hands to Americans, the Americans may put it into pockets at once or toss it onto the desk immediately without a glance. That’s because American culture is an informal culture. They like do things in the informal and casual way and they think the business card is not necessary since they have met.3.2 On dining-table etiquetteMost of the international business activities are carried on not only in bland office environment, but also in the social places, such as restaurants, bars and so on. The purpose of dining with business counterparts is not only for a dinner, but also aprolongation of business. Due to the Sino-American cultural differences, there are a lot differences in dining-table etiquette between the two countries. Therefore, it’s necessary to know the differences in order to speak and behave properly while dining.3.2.1DrinkingTable culture is the most distinct part of Chinese culture. As Chinese culture is a typical collective culture.So they value relationship most. They don’t talk a lot about business in a dinner, but drink and toast much to establish a close relationship. How much you drink usually means how sincere you are. The Chinese toast “gan bei” literally means “empty glass”. However, the tradition of emptying glass can’t be accepted by Americans.American culture, on the other hand, is a typical individualistic culture. The concept of relationship is not as important as that in China.Americans value time and efficiency as most important. So they always bring business on the dining table. Although they also establish relationship in a business dinner, they drink properly but talk a lot about business. Some Americans regard that Chinese way of drinking is impolite and even a waste of time.Therefore, when people from these two countries are not familiar with the etiquette, they may well make jokes or embarrassments. There is a joke between Chinese and American business men. A Chinese company just signed up a contract with an American company. And they invited those American representatives for a banquet one night. During the banquet, Chinese kept persuading American representatives to toast and bottom up till everyone was drunk, though the Americans said they couldn’t drink anymore several times. Then the next day when the Chinese representatives went to the place where they planed to meet for a second round of negotiation, they couldn’t find the Americans. After waiting for a long time, they called one representative who said: “we’re terribly sorry but we’re still in the bed. By the way, we really appreciate the beautiful food in the banquet, but we can never afford too much drink next time, please.”3.2.2Words in banquetsIn China, people are taught to be modest from their childhood and modesty is considered as a Chinese virtue. Chinese people are passionate and hospitable. When they invite an American to come for a dinner, they always prepare a full table of delicious dishes but still say: “I’m sorry, but there are only a few dishes. Please help yourself.” The American is surprised: “since there have been so many dishes, why does he still say a few?” During the dinner, the host persuades the guest to eat more at times. And later, when they finish, the host will add “excuse me, the dinner is not nice.”Conversely, the situation in America is completely different. Generally speaking, the Americans are dissatisfied with the Chinese modesty or self-denial. They value honor and individualism. Americans seldom serve a lot of dishes when they invite someone to have a dinner. But they are still so satisfied with themselves that they say: “this is my best dishes I can offer you. Enjoy yourself.” Chinese people think Americans are too direct and arrogant. However, it is the American style. In the midof the dinner, American host never add dish to the guest’s plat e at will before they ask: “would you like some more…?”3.2.3TablewareTableware is a small difference between the two countries’ etiquette and it’s easy to learn. In American eating style,people cut the meat, bread and other food with the knife which is held in the right hand and the fork in the left.But in China, people use chopsticks most because their main food is rice and flour-made food. But they also use a spoon to drink soup like Americans do.3.2.3SeatingSeating arrangement is a very important component of dining-table etiquette, especially on business occasions. Seating is not as simple as the action itself. But it is a way to express one’s respect, or to show one’s power or status, or to demonstrate different relationship in many countries.Culture influences even the manner and the meaning in seating arrangements.In China, people usually seat the most honorable guest at the most conspicuous place and sit beside him. In most cases, they use round table for dinner. Butsometimes they use square ones and they arrange the guests seating on the left of the table or facing east, to express their respect. Further more, if there are men and women at the table, they try to seat the same sex together.But for Americans, they have different attitude to seating arrangement. They tend to talk with people opposite them, which will make Chinese people feel uncomfortable as if they were on trial. In addition, they usually use a square table for a dinner and seat the guests at the right place as to show their honor. The last different is that Americans often avoid seating two men or women together and they respect women more than Chinese people.(Song, 2006:246)3.3 On mode of thinkingBecause of the differences between China and America in geography, environment, religion, economy, custom and culture, each country has its own mode of thinking characterized by respective national features.Integration and segmentation One of the main differences of the mode of thinking between China and the United States is the comparison of integration and segmentation.Chinese culture put much emphasis on integration. That is, Chinese people tend to analyze things from entirety. Although they always divide things into two opposite aspects, the aspects are regarded as an inseparable unity. It is because of the feature that Chinese people often do things from the whole to part, from general to detail. For example, in the international business, they put the principle as their first consideration and get into the details after.But for Americans, influenced by linear thinking, they value individualism and small unity. Unlike Chinese people, Americans like to break a whole thing up into several parts and analyze it one by one.Spiral and linear Chinese mode of thinking is spiral. When coming to a subject, people prefer to talk about it allusively rather than directly. Quite often they say something else to prove the truth of the central idea even it is a very understandable sometimes. Especially when they want to express their disagreement, they tend to talk about it in an indirect, ambiguous and roundabout way. They seldom say “no” directly but in an acceptable manner. For example, they say “we’re really sorry, but we findit’s very difficult to accept your terms due to…” or they use some indirect hints, such as “maybe”, “perhaps”, “inconvenient” and “I will consider it”, which may mean “impossible” in Chinese culture. Therefore, it’s hard for foreigners to understand Chinese people if they don’t explore the implicative m eaning.On the other hand, American mode of thinking is a linear one. Americans prefer directness and blunt expressions. Whatever they say, they don’t like to talk in a vague and roundabout way because they think that way of speaking is insincere and not good for doing business. For example, in business negotiation, they often ask “frankly speaking, what is the bottom line?” and if they don’t understand the others, they also always say directly “do not beat around the bush” or “get to the point”. Furthermo re, Americans are inclined to say “no” directly. They never hide their disagreement in their deep heart as Chinese people do. All those in China, people consider it as impolite and arrogant, or even aggressive and rude.We can see the importance of knowing the difference from the flowing case. It shows how an American business man successfully deals with his Chinese counterpart holding different mode of thinking (Jeanne, 2000:P10-11):A U.S. company had a contract from a German buyer to sell Chinese bicycles in Germany. When the first shipment was ready, there was a problem. The bikes rattled. The American buyer did not want to accept the shipment, knowing that with the rattle, the bicycles would not be acceptable to the German customer. In American culture, the normal approach would be to tell the manufacturer that the rattling bikes were unacceptable and that the problem had to be fixed. However, in china, such a direct confrontation would be extremely rude. He was putin a difficult situation, knowing in Chinese culture indirect expression was very important in resolving the conflict. But if he did nothing, his Chinese partner would ship the rattling bicycles and his German buyer would reject them. Finally the American manager went to the Chinese plant, inspected the bicycles, and rode round and round. The bicycle rattled. The assembly workers could not hear the rattles after they finished the products. Now they got a chance to hear it and they frowned, looking at each other. At this moment the American buyer asked about the rattle, “Is this rattle normal? Do all the bikes rattle? Do you think the German buyer will think there is something wrong with the bike if it rattles?” then he left. The American buyer knew that he had drawn enough attention of the rattling to the Chinese manufacturers and they would immediately solve the problem. Surely, the next shipment of bikes had no rattles.In this case, he didn’t point the problem directly. If he did, he may irritate his Chinese partner and the deal may break down, resulting in repudiating the contract with the German buyer. Thanks to the knowledge of Chinese mode of thinking that the American manager acquires, he finally solves the problem successfully.3.4 On value conceptValue concept comes together with many things in every field. All our human being’s thinking, experiences, behaviors are on the basis of value concept. While different culture has different value concept.3.4.1Interdependence and independenceAs mentioned above,Chinese culture is a collective culture, so collective value comes first. Individualistic value is embodied by the contribution to collectivity. A person should be responsible both for himself and for others and the whole society as well. Because of this value, they emphasize the importance of establishment of harmonious relationship with others and consider dedication as another traditional virtue. They hold the idea of friendship, mutual concern as most important. So they are more willing to hear others’ matters and to tell their personal things to others. They like to help others when people are in need and they are willing to accept it when they are in trouble. Therefore, it’s understandable that when people from other countries do business with Chinese people, they are very passionate and hospitable.On the contrary, American culture is an individualistic culture.They have strong sense of personality, self-central, and independence. Individual benefit always ranks first and everyone is only responsible for himself. Their living way and quality totally depend on their own ability. An American scholar, Larry A. Samovar, who studies on cross-cultural communication, said: “In western culture, individualism is supreme. It is the initial and affirmative value, which may guide everyth ing in America.” (Samovar, 2004:) Therefore, in business activities, Americans are accustomed to neither helping others nor accepting others’ help. Because helping others initiatively may be thought to disparage them and accepting help only shows their inability.3.4.2Modesty and ForwardnessChinese people have the quality of face, honor, integrity and friendship. In order to own this quality, a person should act according to external expectation rather than to their own will or desires. In this culture, people seldom boast and they regard modesty as a virtue. When others compliment them, they always deny it. Especially in business activities, they usually refuse the praise and compliment on an achievement because they think the achievement belongs to the group and it is owing to others’ help.But in America, it’s different. Americans put much value on competition, challenge and personal achievements. They consider self-esteem and conceit as a symbol of mental sanity. In business activities, they try to show them off and take the initiative to make their own speech, regardless others’ opinion. When they get an achievement, they never conceal their feelings of confidence, pride and honor. And whenever they got praise and compliment, they will accept it confidently with a reply of “thank you” and a smile. They don’t like Chinese humility and self-denial for in Americans’ eyes, it not only denies their own ability, but also the others’ percipient. 3.4.3Friendship and privacyIn Chinese culture, people are interdependent. They put much value on friendship. To establish a harmonious relationship, they like to learn the things about the counterpart before starting business. For example, they always ask, even at their first meeting, others’ age, occupation, inco me, marriage, family and so on.However, Americans emphasize personal privacy much more than other values. They all respect themselves and don’t allow others to interfere in their own affairs. There is a saying in America which can prove this point: “Go fly your kite.”One’s personal affairs are a part of one’s personal rights. For example, it’s impolite to ask an American’s income because that belongs to their privacy. American’s concept of personal privacy is just like a nation’s territory. Others can’t enter it without permission.3.5 On time conceptTime concept differs much from each other due to different cultures. To some cultures, time has little meaning. But to some others, time means a lot. According toRichard Lewis, a famous expert on cross-cultural management, the global time concept can be divided into tree types: single-track, multi-track and ring-track. (Li, 2000)In China, time concept belongs to the kind of ring-track. According to this culture, time is fluid and it has circulation. People think a lot of history. So they like to learn the history background of their counterparts’ and establish rapport with them before business activities.And they believe that a considerable amount of time is worth in building an atmosphere of understanding, trust, and close relationship. They do not mind talking on the same point repeatedly. Therefore, they always spend much time to get to know their partners.In American culture, however, time concept belongs to single-track style. In Americans’ opinio n, since time is gone, they will never return. They think today has nothing to do with history and they value present and future. To American business men, time is money. They place much emphasis on getting tasks accomplished quickly and within a limited time. They like to make plans. No matter big or small, everything should be organized and should have a beginning and an end. Time is a commodity that shouldn’t be wasted and every day they seem to be in a hurry to make use of it. Business men tend to get down to business as soon as possible and they may want to make a contract even at the first meeting. However, such way of business in Chinese culture is considered brash or too aggressive and Chinese people feel uncomfortable with their fast pace.We can see the difference from the following case:Two American representatives from a textile company went to Zhejiang in China. They wanted to buy some equipment from a Chinese textile machinery company. After exchanging numerous letters and faxes, they had come to negotiate the sale and make contracts.This was their first visit to the company. When they arrived, Mr. Li, the manager of the Chinese company, himself met them at the airport. Then he led them to a luxurious hotel that he had arranged for them ahead. The two Americans felt comfortable and optimistic about the deal. They thought it was a good beginning.。
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中英文化差异对国际商务礼仪的影响摘要随着世界经济一体化的迅速发展，国际商务合作越来越多。
在国际商务合作中国际商礼仪每时每刻都在发生。
来自不同文化背景的商务人员有着不同的价值观和思维方式，从而有着不同的交流方式以及不同的行为。
这就意味着如果你想要在国际商务中获得成功，就必须了解各国的文化并识别出国际商务活动中的文化差异。
本文主要介绍了中英文化差异，以及此差异在国际商务礼仪中的影响，以及今后如何对待这种差异。
在国际商务礼仪中主要介绍了交换名片的差异，赠送礼物的差异，思维习惯差异。
此差异主要对商务谈判有重要的影响，可能引起谈判中的误解，以致谈判破裂。
最后以商务谈判为例，在认识和接受文化差异的同时，要尽量淡化文化差异，这对跨文化国际商务合作的成功是非常重要的。
比如，在跨文化商务谈判中，谈判者应该接纳对方的文化，并努力使自己被接受；需要借助有效的沟通，在不损害双方利益的前提下做出正确的评价。
在认识和接受文化差异的同时，要尽量淡化文化差异，这对于跨文化国际商务的成功是非常重要的。
关键词：文化差异，国际商务礼仪，影响，跨文化策略The Influences of Chinese-British Cultural Differences on International Business ProtocolAbstractWith the rapid development of the economic integration all over the world, international business cooperation become much more than before. Of course, the international business protocol which is one of the essential parts of the international trade occurs every moment, everywhere. However, different cultural backgrounds influence the progress of the negotiation. Negotiators from different cultural backgrounds have different values and thinking modes, so that they have different communication styles. It means that if you want to succeed in international business contracts, you must know the culture of all the countries and recognize the cultural differences in the international business activities.To some extent, culture decides the result of business etiquette. And this paper mainly analyzes cultural differences between China and English, introduces the impacts in business etiquette, and provides some recommendations which can help them overcome cultural obstacles and achieve more success in the business negotiation. For example, in the cross-cultural business negotiation, negotiators should accept the other parties’ culture, and try hard to make others accept themselves. It needs the help of effective communication, without prejudice to the interests of both sides to make a correct evaluation ofthe premise. It is very important for the success of cross-culture negotiation that in the understanding and acceptance of cultural differences, we should try to play down the cultural differences.Keywords: Cultural difference; international business protocol; strategyContentsAbstract (I)Contents............................................................................................................... I I Chapter1 Introduction (1)Chapter2 Literature Review (2)2.1 A brief introduction to culture (2)2.2 A brief introduction to international business protocol (3)Chapter3 Cultural Differences (4)3.1 The cultural differences in exchanging business cards (4)3.2 The cultural differences in making appointments and greeting (5)3.2.1 Initial contacts and appointments (5)3.2.2 Greeting customs (6)3.3. The cultural differences in giving gifts (7)3.4 Differences in habits and thinking modes (9)Chapter4 Influence of Cultural Differences (11)4.1 The culture differences may cause business negotiation cracked .. 114.2 The culture difference can cause misunderstanding (12)4.3 The culture difference can cause culture shock (14)Chapter5 How to Treat the Cultural Differences (15)Chapter6 Conclusion (19)Bibliography (20)Acknowledgements (21)Chapter1 IntroductionWith the development of globalization and China’s WTO entry, Chinese enterprises have more chances to attend international economic activities. In recent years, the trade cooperation between China and Britain has viewed an ever faster development, and since 2006, China and Britain has become the second largest trade partner each side.However, the cultural differences between the two sides have made a further impact on the development of bilateral trade cooperation. Chinese negotiators sometimes feel very uncomfortable and puzzled because of different customs, values and behaviors performed by the British negotiators; meanwhile, the British negotiators also confront the same problem. Therefore, understanding the cultural differences becomes the main point in business negotiations between China and Britain.With the hope of providing suggestions for Chinese enterprises to carry on business negotiation, this essay analyses the cultural differences between China and Britain according to Edward T. Hall’s Cultural Dimensions and Hofstede’s Values Dimension such as high context and low context, collectivism and individualism and so on.Chapter2 Literature ReviewIn order to better understand the influences of Chinese-British cultural differences on international business protocol, it is necessary to learn about the definition of culture and international business protocol.2.1 A brief introduction to cultureWhat’s culture? Culture involves learned and shared behaviors, norms, values, and material objects, and it also encompasses what humans create to express values, attitudes, and norms. Obviously it’s very hard to give culture a rightful and comprehensive definition. Edward Hall (1966), a key researcher into culture, once defined culture as those deep, common, unstated experiences which members of a given culture share, which they communicate without knowing, and which form the backdrop against which all other events are judged. And Charles Mitchell (1999) gave a more formal and common definition: Culture is a set of learned core values, beliefs, standards, knowledge, morals, laws, and behaviors shared by individuals and societies that determines how an individual acts, feels and view oneself and others. And Linda Beamer and Iris Varner (2001) defined culture: Culture is the coherent, learned, shared view of a group of people about life’s concerns that ranks what is import, furnishes, attitudes about what things are appropriate, and dictates behavior.Culture dominates our values, actions and behaviors. Each nation has its own culture and the difference between Chinese and British cultures is very distinct, so it’s very necessary for Chinese negotiators to know about British culture.2.2 A brief introduction to international business protocolCompared with the definition of culture, the definition of international business protocol is much easier to understand. Etiquette refers to manners and behaviors considered acceptable in social and business situations (Chaney & Martin, 2000).Etiquette and customs vary not only by country but by regions or locations within a country. Religious backgrounds and ethic identities may account for some differences in customs. Your ability to adapt to the etiquette and customs of each culture will, to a large extent, determines the success of your intercultural encounters. When, if at all, do you bow? And what is the appropriate bow? When, if at all, do you touch members of the opposite sex? These and other questions need to be asked and answered so that you can fashion your behavior to meet the needs of each culture.Proper international business protocol includes learning cultural variations in making introductions, invitations and appointments, greeting and exchanging business cards, recognizing position and status male /female relationships, dining practices and special foods and consumption taboos, tipping etiquette, giving gifts, and travelling. So we should know the cultural differences between Chinese and British.Chapter3 Cultural DifferencesIn order to communicate effectively in the intercultural business environment, being knowledgeable about all cultural differences that affect the situation is essential.3.1 The Cultural differences in exchanging business cardAn important aspect of business etiquette is known as the proper procedure for exchanging business cards. In U.S, exchanging business cards is an important ritual. Presentation of the card varies with the culture. In British, business cards are exchanged in business setting but not in social settings. Although most British businesspeople carry business cards, they do not always exchange them when meeting unless there is a reason to contact the person later. The practice in the British of glancing at the business card and promptly putting it in the pocket is considered rude (Baldrige, 1993).The Chinese give and receive cards carefully, use two hands and study the card carefully even make some comments rather than taking it and one-handedly stuffing it in a pocket. In Britain, avoid presenting the card with your left hand as the left hand is reserved for making card of bodily functions.In non-English-speaking countries, information on the business cards is always printed in English on one side and in the local language on the other side. For example, in China, business cards are routinely exchanged and areprinted in both Chinese and English.Rank, title, and profession are taken quite seriously in some cultures, so it is important to include your position and titles or degrees in addition to your company name on your card. Include foreign headquarters as appropriate as well as your fax number and perhaps e-mail address. For example, titles are very important for Saudis and always used. In China, business cards should be translated into standard Chinese and contains the name of your company, your position plus titles, for example Ph.D., MBA, vice president, or general manager.3.2 The cultural differences of making appointments and greetingIn the international business protocol, making appointments and greeting are the basic business behaviors. So we should know the differences between two countries clearly.3.2.1 Initial contacts and appointmentsCultural differences begin as soon as communicators encounter one another. The ways in which you make initial contact and an appointment to conduct business can range from a brief telephone call to writing a formal letter of request. The manner in which the initial business contact is made and the amount of advance notice between the contact and appointment are key factors you must consider when doing business in another culture. If you wantan appointment in Britain, you must send a letter of introduction to an British contact who can facilitate obtaining an appointment. The use of an intermediary who is willing to set up appointments with all the right people is essential in the British business world (Samovar Poryer, 2004).But when doing international business, it is important to establish contacts before you invest in a trip. The International Chamber of Commerce in every country can assist in arranging appointments with local Chinese business and government officials, and can identify importers, buyers, agents, distributor, and joint venture partners.3.2.2 Greeting customsOnce you make an appointment, it is important that the greeting practices of the host culture be observed. Customary greeting vary from culture to culture. Being sensitive to greeting variations will ensure that your first encounter with a person from another country will leave a positive impression.For example, in China, communicating a good impression to the Chinese businessperson starts with punctuality. Chinese tend to be formal in business and official situations. To conduct business successfully, you should communicate the details of a meeting agenda as well as any other issues to the Chinese prior to a meeting. Social status and rank are highly honored in China; this can be evidenced in seating arrangement and order of entrance into the meeting rooms. You should follow others to seat you and walk ahead of you to ensure that you are seated in the right position for the meeting.In contrast, British tend to be formal and friendly. Persons from other cultures are struck by the informality of Britain. British who often say “Hi!”to complete strangers. The standard greeting “Hi, how are you?” does not mean that British are actually inquiring on the state of one’s health. First names generally are used with the exception of senior persons or formal situations. In addition to the informal “Hi”, when meeting someone, persons of the Britain engage in other ritualistic greeting behavior. When greeting an office colleague, one person will say, “Good morning, how are you?” the appropriate response is, “Fine, thank you. And how are you?”some people make the mistake of forgetting that this is only a ritual and will proceed to tell you in great detail the state of their health. Remember, the appropriate response is, “Fine, thanks.”3.3. The cultural differences of giving giftEach country has its seasons and occasions for giving gifts. Gift giving in some cultures is an art and is considered an integral part of building intercultural professional and social relationships. Therefore, it is important to know not only the views concerning gift giving but also what gifts are appropriate for men and women in the culture where you will be doing business.In many cultures it is appropriate to take small gifts when one is invited to enjoy hospitality. In northern Europe a fitting gift is flowers or chocolates for the hostess. However, although flowers make appropriate gifts, learningcultural taboos related to color, variety, and number is also important. For example, in China, white is the color of mourning, and gladioli are often used in funeral sprays; thus, a gift of white gladioli would be inappropriate. In most European countries, avoid a gift of carnations which are for cemeteries only. Chrysanthemums would be inappropriate in Britain. They are associated with funerals and mourning. Red roses are associated with romance in China because they are for lovers. In some cultures the number of flowers on happy occasions; even numbers, give gifts in threes in these countries (Barnum & Wolniansky, 1989).The opening of gifts also varies among culture. In the Britain the recipient of a gift is expected to open a gift expected to open a gift immediately upon receipt. Doing otherwise would show a lack of interest and appreciation; it would be rude. The oral expression of thanks is followed by a written note of appreciation unless the gift is small and is used an advertisement. Business gifts to the office or department such as a basket of fruit or box of candy, are open immediately and shared by all. The Chinese, on the other hand, never open presents while the giver and even receiver. So we should understand the cultural giving gifts.3.4 Differences in habits and thinking modesCustoms include a number of social activities. Chinese people are sensitive about one's reputation in their daily lives and work, very concerned about their image in others, fear of people’s jokes, discussions and misunderstandings. Americans are more practical, and would not be too concerned about theviews of others. Americans believe dealing with people with asking each other's age, income, and marriage is a violation to the privacy of others; but in China, they have often asked them these. Americans like to express their point of view frankly; while the Chinese are a tactful way to express meaning. Once asked about something the Americans must be given a clear answer in general. The Chinese people advocate the belief “silence is golden.” It is Common in the United States for the elders and the younger generation to meet each other by clapping each other's shoulders or kissing the face, but in China, it is of little scene. Americans are very punctual, and understand Chinese people often be late with a reason. Differences in habits and customs between China and the United States are still very clear.Differences in the main thinking modes between China and the United States are reflected in the overall thinking and individual thinking. Chinese culture focus on the overall way of thinking, a whole way of thinking which is in accordance with the overall point of view to observe and reflect things in the world, analyze the issue of always starting from the whole of things, pays attention to the whole matter as a whole function of thinking, the complexity of the relationship and operation of the process, rather than focus on the internal structure of the things. Americans focuses on the individual way of thinking, which complicates things into simple elements; and carries out them one by one. And the main difference between China and the United States reflect the values of collectivism and individualism. It is believed that a harmonious interpersonal relationship is the foundation of a society, which is also the core of Chinese values of collectivism; therefore, the Chinese peopleattached great importance to the interests or values of a particular group or value. Cultural values of individualism are the core of the United States that is the individual-based philosophy of life. The main content of the belief is that individual self-control, self-control, self-development emphasizes on their personal values and high value personal freedom,.The above mentioned mainly discusses four points, the different making appointments culture between China and America, differences in expressing gratitude convention, differences of exchanging business card, and differences in habits and thinking modesChapter4 Influence of Cultural DifferencesCultural differences will inevitably lead to differences in behavior. Different cultures will form different international business protocol. In order to achieve the goal of effective communication, in international business activities, we must start from the point of view of cultural diversity to understand the international business protocols and know the differences of multinational business etiquette. Generally speaking, resulting in business etiquette differences are mainly due to different values and western concepts of time, diet, outlook and language habits. Based on the differences of Chinese and English cultures-level, different of international business protocols are analyzed, so as to help cross-border business workers.4.1 The culture difference may cause business negotiation crackedThe friendship between the Chinese businessmen can accommodate changes in the general terms of the contract. Pay attention to the interests of Americans. Once they signed the contract, they will attach great importance to the legal contract. If the contract is not performed, the contract should be performed strictly in accordance with the terms of payment of compensation for fear of the breach of contract and liquidated damages, and there is no room for further consult ations.4.2 The culture difference can cause misunderstandingThe most important communication tools between business negotiations are language, with the exception of non-verbal communication. However, the non-verbal language and cultural differences do make up the two obstacles of communication. For example "goat" in Chinese does not have any special significance, but in English "it" means something else. Also as for the Chinese people, they do not stare at people to show respect; while in the United States, they stared straight before the eyes of the Speaker with respect. Such a different understanding of the negotiations of both sides will mistakenly believe that they do not respect themselves.This part mainly talks about the effect of the culture difference on business negotiation thing at a time and they just concentrate on this thing. Time is experienced and used in a linear road, from the past to the future. Monochromic time is divided into different segments which make it possible for a person to pay attention to one at a time. In a monochromic system, the procedure may take priority above all else and deadlines are strictly adhered to monochromic business culture.In polychromic culture, people often do many things at once and polychromic time is characterized by a great involvement with people. Under the polychromic culture, it emphasizes completing human transactions than on holding the procedure. People often change the plan easily and they are more concerned with those who are closely related.America is a country with a monochromic culture. For Americans, punctuality is an essential part of business etiquette. Scheduled appointments or meetings must be attended on time. Americans believe that time is money and the deal is a signed contract. They may appear to be hasty in their decision-making, because they want to get the best results in the quickest time. However, for Chinese, their negotiating goal is to create relationship with the other side rather than sign a contract, so they will spend considerable time in the negotiating process so that they could know each other well and determine whether they would like to build a long-term relationship.As a rule, Chinese negotiators tend to devote more time and attention to the pre-negotiation than the Americans, whereas American negotiators generally want to get down to the cases directly. Chinese negotiators regard pre-negotiation as an indispensable part to any business relationship, so they are very carefully and patient in the pre-negotiation before actually making a decision to undertake substantive negotiations. As a result, sometimes American negotiators think the discussion with Chinese has already moved from the pre-negotiation to the subsequent stage when in fact they have not because Chinese negotiators have not made their mind to move to the next stage. So for this reason, misunderstanding between the two sides may result in the failure of the talks.4.3 The culture difference can cause culture shockCulture shock (commonly called culture shock) is the trauma you experience when you move into a culture different from your home one. Culture shock is basically a communication problem in the international business protocol. Culture shock can have a real effect on the outcome of a business undertaking often in ways that the head office may never know until they see the fine print of a contract. The most obvious negative is antagonism toward a foreign business partner. The antagonism and cynicism that can build towards the representative of another culture can have very public manifestation that result in a failure to achieve business goals. But there is another and often more subtle danger: rather than becoming resentful toward the new culture and business partners and blowing the deal, an individual will become far too eager to place, to go along with almost anything, just to return home and escape the pressures. This loss of patience and perspective can result in something even worse than a failed business deal bad business deal. A nightmare contract does indeed exist and can have a major impact on individual in many the first step in coping with what is truly an inevitability of working in different worlds.Chapter5 How to Treat the Cultural DifferencesAs old English proverb says, “That song is best esteemed with which our ears are most acquainted.” Everyone likes the familiar. This familiarity helps you reduce stress, for in most instances you know what you can expect from your environment and from those around you. However, you are now, by either chance or design, leaving these comfortable surroundings and journeying into new areas or design, leaving these confronting people who are often unlike yourself. Leaving the known and moving to unknown can create a number of secondary communication problems. Smith and Bond (1994) offer these problems: Separation from previous support net works, climate differences, increased health problems, changes in material and technical resources, lack of information about daily routines (e.g. how to travel from A to B ) and so forth all exact their price.Let’s take the business negotiation with British counterparts for an example. Chinese negotiators need to do the following:Firstly, cultural differences that may occur need to be understood before negotiation. It is essential to understand the cultural difference before negotiation. Preparations for negotiation include: negotiation background, the assessment of the situation, the facts need to be verified in negotiating process, the agenda, the best strategy options and concessions. Negotiation backgroundconsists of location, site layout, negotiation unit, number of negotiators, channels of communication and negotiation time limits. All these preparations must consider the possible cultural differences. For instance, cultural differences in terms of site layout may be slightly on the impact of co-operation. In the culture of heavier hierarchy, if the room is not arranged properly, more casually, may cause the other party anxious and even angry.In addition, the ways of negotiating also vary from culture to culture. Americans tends to crowd together to “hammer out an agreement”; while the Japanese like to talk to each person individually first, and if everyone agrees, they will arrange a wider meeting.The control of negotiating time limits is also very significant. Different culture has different concept of time. For example, the concept of time is strong in North American culture, and time is money for them. But in the culture of the Mid-east and Latin America, the concept of time is weak. In their view, the time should be enjoyed. Thus, in international business negotiations, the concept of time differences should be prepared.Secondly, dealing with the cultural differences correctly is needed. First, on the chosen and use of the negotiation language, for western countries, we must take an export-oriented communication; and do our best to express our ideas in a si mple, clear and frank way. Don’t be ambiguous and vague. For instance, Americans like to argue, and their language is confrontational. They believe that argument is a right to express personal ideas, and is useful to solving problems, and differences in views would not affect relationships. While inthe oriental culture, in order to save both parties’ faces, ambiguous and indirect languages are frequently used. Even if they do not agree with each other's views, it's rare to be rejected or refuted directly. They will twist and turn to state their views. “Harmony” of the values of the Chinese people creates a harmonious atmosphere as an important means of negotiations. In negotiating process, they avoid friction; put the friendship on the first consideration. What they want is permanent friendship and co-operation. (Liu Wenqi, 2004:54). Second, on the problem of negotiating way, taking an example of China and America, oriental mode of thinking is the overall orientation, and their way used in negotiation is from whole to part, from big to small, from general to specific. That means reaching a consensus on general principle first, and then guide to develop specific programs to solve problems by this. There is not obvious order in oriental mode of thinking. Usually in the end of the negotiations, all issues will be made in concessions and commitments to reach an agreement. While the Western people are influenced by mode of analyzing thinking and the most important for them is the logical relationship among things. They value specific more than overall, and they eager to start negotiations about the specific terms. As a result, they usually resolve the problems of price, delivery, warranty and service contracts and other issues respectively. Each settlement of the problems has concessions and commitments from start to finish. The final agreement is a collection of a list of little agreements.Thirdly,after negotiations do the follow-up job well for the exchange of cultural difference. Management after negotiations related to the contractsmanagement and the follow-up communication behavior. First of all, for contracts, in the countries where people value the relationship among people, such as China, the settlement of disputes usually don’t depend on the law completely, but depend on the relationship of the two parties. In these cultures, the written contract is very short. It is mainly used to describe the two parties’ own responsibilities. But in western countries, such as America, they regard the contract signing ceremony as a movement of wasting time and money, so they usually sign the contract by sending e-mail. To follow-up communication, the American culture emphasizes on “separate the people and things”, so they don’t pay attention to follow-up communication. But in oriental cultural countries, such as Japan, keeping the follow-up communication with most foreign customers is seen as an important part of international business negotiation. Long after they sign the contract, they will still communicate with each other by letters, pictures, and exchange visits, etc (Wang Tengning, 2004:46).。