Download international business graduation thesis 1
The influence of cultural differences on international business negotiations and its countermeasures
Taking the United States and Japan as examples, this paper mainly discusses the influence of cultural differences on negotiation mode, negotiation organization, communication process, decision-making mode, agreement form and interpersonal relationship, and emphatically analyzes the coping skills in negotiation with Americans and Japanese, so as to promote effective negotiation and efficient communication.
Keywords: cultural differences; International business negotiation; Cross-cultural strategy
One of the characteristics of international business negotiation is multi-nationality and multi-nationality. Negotiators in different countries and regions have significant differences in language communication, thinking mode, decision-making process and negotiation style. It is this cultural difference that leads to the deadlock or even failure of the negotiations. Therefore, in international business negotiation, besides mastering basic negotiation skills, it is very important to understand the possible influence of cultural differences on negotiation activities and make full preparations.
First, the impact of cultural differences on international business negotiations
(A) the impact of cultural differences on the negotiation organization
1, the influence of cultural differences on negotiation team selection. Culture is an important factor affecting the composition of the negotiating team. Different countries have different standards for the selection, quantity and division of labor of negotiators. For example, the United States is a country with a relatively small power distance. When selecting negotiators, eloquence, professional level and reasoning ability are often valued more than the position of negotiators in the company. Japan is a country with a great distance of power, where status symbols are very important, so the elected negotiators generally have certain status and positions in addition to certain social skills. Therefore, when negotiating that day, I should follow the principle of reciprocity when choosing negotiators, that is, the identity and status of negotiators should be equal to those of the other side, otherwise it will be considered as disrespect for the other side. In addition, Japanese women's status in society is low, so it is generally not appropriate for them to participate in formal negotiations, otherwise they will express doubts and even show dissatisfaction.
American negotiators have innate self-confidence and superiority, so the principle of lean is fully embodied when determining the number of negotiators. The negotiating team is small and consists of only a few people. However, Japan's negotiating team is generally relatively large to show its importance and facilitate the division of functions. The number of people is small, which shows insufficient attention in the eyes of the Japanese, and the negotiations lack sincerity. In the eyes of Americans, many people express their lack of ability and self-confidence. The role of lawyers in negotiations is also influenced by culture.
Americans have a deep-rooted concept of the legal system, and lawyers play an important role in negotiations. In business negotiations, especially abroad, they must bring their own lawyers. However, the Japanese negotiating team generally does not include lawyers. The Japanese feel that people who have to consult with lawyers at every step cannot be trusted, and even think that bringing lawyers to negotiate is deliberately creating legal disputes in the future and is unfriendly.
2. The influence of cultural differences on the concept of time. American negotiators value efficiency and like to make quick decisions. Because the American economy is developed and the pace of life and work is extremely fast, it has created the habit of Americans being punctual and respecting the progress and deadline of negotiations, so they demand a quick decision. In the negotiation, they hope to minimize the ceremony and get down to business as soon as possible. Japanese people are very patient. Generally, they don't show their intentions first, but wait patiently and wait and see. When talking about business, procrastination is a common Japanese strategy? Weapons? . They will force each other to lose patience gradually, and once they know that the other party has a deadline, they will talk more leisurely and slowly.
(B) the impact of cultural differences on the way of negotiation. Generally speaking, there are two ways to negotiate: horizontal and vertical. Horizontal negotiation is carried out horizontally, that is, all the topics to be involved are listed first, and then all the topics are discussed at the same time, and progress is made at the same time. Vertical negotiation is to discuss each topic in turn after determining the topics to be discussed. In international business negotiations, Americans are representatives of vertical negotiations and tend to start with specific terms. For Americans, a transaction process is actually a series of trade-offs and concessions to a series of specific terms. The French are representatives of horizontal negotiations and tend to start with general terms. For the French, negotiation is to reach a certain understanding of the general terms first, so as to guide and decide the next negotiation process.
(C) the impact of cultural differences on the communication process
1. The influence of cultural differences on language communication. The way of communication varies from culture to culture. In some places, people often use direct or simple communication methods, while in other places, people often use indirect or complex methods. Americans do things neatly and don't beat around the bush. It is precisely because Americans have this simple attitude that they should negotiate with Americans and express their opinions directly. what's up With what? No? Must be clear. The Japanese love face very much. Don't they want to say anything? No? Words. They think that direct refusal will embarrass or even annoy the other party, which is extremely impolite. When negotiating with Japanese businessmen, we should try our best to be gentle and tactful and avoid making ultimatums. In addition, don't mistake Japanese politeness for agreement. Japanese people often nod and say:? Hay! ? This is often telling the other person that he is listening, not showing it? Do you agree .
2. The influence of cultural differences on nonverbal communication. The influence of cultural differences on the negotiation process is also manifested in non-verbal communication. Negotiators have great differences in the use of body language and action language. Even the same action language conveys diametrically opposite information. For example, most countries nod their heads in agreement. But in India and other countries, they shake their heads and smile in recognition. Another example is that the thumb and forefinger form a circle. What does it mean to Americans? Okay？ And the Japanese seem to represent? Money? It is an extremely provocative act for the people of Tunisia. Besides, everyone has his own private space, and when others invade it, we will become extremely uneasy. But what about this? Private space? The scope varies from culture to culture. Generally speaking, a culture that emphasizes individualism needs more personal space than a culture that emphasizes collectivism. For example, when talking to others, Arabs like to stand very close, the distance between them is less than 0.5m, while the more comfortable distance between Americans is much wider, near1m. But for China people, it is usually 0.5 ~1m.
(d) The influence of cultural differences on decision-making methods. In negotiation, it is very important to know who has the right to make an evaluation and how to make a decision. Culture is an important factor affecting decision-making methods. Generally speaking, decision-making methods can be divided into top-down and bottom-up methods. In the United States, decision-making is top-down, and the main person in charge of the negotiations has all the power and energy to make decisions when completing the task, so that the negotiations can be completed as soon as possible. In Japan, participation and group decision-making are emphasized, and all members reach a consensus and make collective decisions from bottom to top, so it takes a long time for the Japanese to make decisions.
(v) The influence of cultural differences on the form of agreement. Cultural factors will also affect the form of agreement between the two sides. Generally speaking, Americans prefer a very detailed contract and ask it to explain the consequences of all possible situations. This is because they think that the transaction itself is a contract, and negotiators should be able to explain what to do after any factors change according to the contract, and pay attention to the rigor and integrity of the contract terms. In Japan and China, however, they prefer ordinary contracts, because they think that negotiation itself is to establish a good relationship, and if there is an unexpected situation, the two sides should solve it according to the mutual relationship rather than the contract. So sometimes if an American pursues too many unexpected situations at the negotiating table, negotiators from other countries will think that he is out of distrust of the cooperative relationship between the two countries.
The influence of cultural differences on interpersonal relationships. The foundation of western society is a modern market economy characterized by market exchange and market competition. In this society, people pursue profit maximization, and the interpersonal relationship formed in this society is mainly interest relationship, which follows the rules of business, while human relationship is very indifferent. Business belongs to business, friends belong to friends, and public and private are clear. Influenced by Confucian culture, there are more oriental cultures? Human touch? The establishment of interpersonal network often plays a key role in negotiation. People pay more attention to the interpersonal relationship of non-economic resources than the exchange of interests. Business can't be right? . If we hold the first negotiation with the Japanese, we should visit them first, and let the person in charge of our company with higher status visit the person in charge of the other side with the same status to attract the attention of the other side, which is conducive to the subsequent formal negotiations.
Second, cross-cultural negotiation countermeasures
(a) Coping skills in negotiating with Americans
1, the characteristics of American negotiation. Americans are extroverted and enthusiastic. They believe that mutual accommodation is the only way to break the deadlock, and they are willing to make concessions in the negotiations so that the negotiations can proceed smoothly. Americans attach importance to efficiency and try to shorten the negotiation time. In the process of negotiation, they pay attention to consultation. They like to discuss one fact after another, one question after another, and finally complete the whole agreement.
2. Coping skills in negotiating with Americans. Negotiate with Americans with enthusiasm and self-confidence, create a good negotiation atmosphere and win the favor of the other side. When negotiating with Americans, we should pay attention to their bargaining power and right? A package? Interested transactions, actively use each other's strength, promote a wider range of joint cooperation, comprehensive balance, package transactions. At the same time, negotiations with Americans must be timely and efficient.
Americans like to keep everything in order, and they don't like to barge in without prior contact? Uninvited guests? In order to negotiate business, American businessmen or negotiators always pay attention to making appointments. In addition, when negotiating with Americans, you should also bring your own lawyer and be a competent lawyer. When signing a contract, we must carefully scrutinize the terms of the contract to make it conform to the laws of China and not conflict with the laws of the United States.
(b) coping skills in negotiating with the Japanese
1, the characteristics of Japanese negotiations. Japanese people like to talk in circles, which often makes each other confused. They don't want to express their ideas too concisely. This indirect way of talking keeps them flexible in their choices. In addition, the Japanese have a very strong sense of intelligence. Before the negotiation, they collected information extensively and made decisions based on this information. The Japanese are patient and good at adopting them in the negotiation process? Mushroom tactics? And then what? Wheel tactics? . Try to understand each other's real intentions during the delay. If you are eager for success, he will take the opportunity to raise or lower the price, making the other party tired and restless.
2. Coping skills in negotiating with the Japanese. According to the characteristics of Japanese businessmen, we should pay attention to the balance of negotiators when negotiating with them. Therefore, when negotiating with Japan, it is necessary to find out how much power the opponent has and what decision he can make, and then choose his own negotiator. When dealing with the Japanese side, our staff should also try to be tactful, quiet and polite, and show enough patience, because impatience and impatience are weak in the eyes of the Japanese. During the waiting time, you can also do some research yourself and get to know each other as much as possible from other places.
If you are dealing with a Japanese company for the first time, you must go through an acquaintance or an intermediary. Don't go directly to the company by yourself. The Japanese will feel uncomfortable with this straightforward and hard-selling method. The Japanese don't want to talk to each other's young people, so they should consider their age when choosing negotiators. In addition, due to the male chauvinism pursued by Japanese entrepreneurs, it is best not to have women in the delegation.
When negotiating with Japan, we should not only pay attention to one person in the other team, but try to convince everyone. If you can't reach a comprehensive agreement for the time being, don't rush to achieve it, otherwise it will only be counterproductive. Many Japanese people are always suspicious of lawyers, so as long as there is no lawyer as the main negotiator, you should not bring a lawyer.
Be careful not to publicly criticize the Japanese, don't directly reject the Japanese, and say that you should think about it. If you have to refuse a suggestion, state your reasons in a clear, tactful and not threatening way.
In a word, international business negotiation is inseparable from culture, and cultural differences lead to communication barriers between people with different cultural backgrounds. In the negotiation, we can't understand and evaluate each other based on our own cultural background, but should examine, analyze and solve problems from a cross-cultural perspective, actively adapt to and adjust cultural differences, so as to achieve the success of cross-cultural negotiation. [paper net]
References:
[1] Tang Xiulian. International business negotiation [M]. Nankai University Press, 2005.
[2] Jing Runtian, from Youmin, Xi. International business negotiation [M]. Machinery Industry Press, 2007.
Download of international business graduation thesis II
On the cultivation view of international business talents in higher vocational colleges
The idea of cultivating international business talents in higher vocational colleges should first be based on the actual demand of the talent market, the tasks and objectives of talent training, the level and quality standards of talent training. Then it goes deep into the professional standards and grade standards of international business professionals, and takes this as the theoretical guidance for the construction of international business talents training system in higher vocational colleges.
Keywords: higher vocational education; International business talents; Talent cultivation view
In today's world, the essence of international market competition is talent competition. At present, there is an increasing demand for international business talents with both ability and political integrity in the domestic market. They can not only understand the international market situation, but also understand the market rules and act according to the national market practices of WTO rules. However, China's existing international business talent training system is far from meeting the market demand [1]. As a type of higher education, higher vocational education should first establish the concept of cultivating international business talents in higher vocational colleges as a theoretical guidance for constructing the training system of international business talents in higher vocational colleges.
First, the market signals on the demand for talent
1. Market research and analysis. With China's entry into WTO and the trend of economic internationalization, various foreign trade companies, state-owned industrial and commercial enterprises, private enterprises, joint ventures, foreign-funded enterprises and foreign-related service industries need a large number of international business professionals with good comprehensive quality, certain professional theoretical basis and strong business ability. According to relevant statistics, the demand for marketing talents by employers has always been in the first place, and the positions with large demand are: international business operators (foreign trade salesmen), witnesses, customs declarers, inspectors, etiquette greetings and tour guides, hotel management, automobile maintenance, automobile beauty and other technical positions. The supply-demand ratio of such talents is 1: 2.6. From the perspective of job demand, the demand for trade and sales jobs accounts for 14.8% of the total demand, and these enterprises urgently need compound talents who know both English and import and export business, and can also make import and export documents [2].
2. Analysis of social needs. The main body of China's foreign trade business has expanded from state-owned foreign trade professional companies to industry and trade companies, self-operated export production enterprises, and? Sanzi? Enterprises and export-oriented township enterprises. The right to operate import and export of foreign trade enterprises was changed from examination and approval system to registration system. A large number of businesses mainly exported by foreign trade enterprises are dispersed to various production enterprises, which export themselves. Trade in goods and services is unprecedentedly active, and there is a shortage of foreign trade professionals. According to the investigation and analysis of talent supply and demand, the total demand for foreign trade professionals is still in short supply, and there is a talent demand gap. At present, what enterprises lack most and urgently need are business talents who are familiar with international market practices and WTO rules, proficient in one or two foreign languages and able to carry out international business decision-making and management activities [3].
Second, the policy-oriented view of higher vocational education
1. Define the tasks and training objectives of higher vocational education. Document JIAOGao [2006] 16 "Several Opinions on Comprehensively Improving the Teaching Quality of Higher Vocational Education" clearly points out:? As a type in the development of higher education, higher vocational education shoulders the mission of cultivating high-skilled talents facing the frontline needs of production, construction, service and management? ; ? We should attach great importance to students' professional ethics education and legal education, and cultivate students' awareness of honesty, dedication, responsibility and law-abiding, so as to cultivate a group of high-quality skilled talents? ; ? Cultivate students' social adaptability, educate students to establish lifelong learning concept, improve their learning ability, learn communication and teamwork, and improve their practical ability, creative ability, employment ability and entrepreneurial ability. ?
2. Change the concept of talent training in higher vocational education. ? Service-oriented, employment-oriented, focusing on improving quality? The policy of reform and development of vocational education, the school-running concept of vocational education has gradually changed from planned training to market demand, from direct government management to macro guidance, from traditional orientation to employment orientation, and from subject-based to vocational ability-based. Vocational education should continuously improve the quality and efficiency of running schools, face the society and the market, vigorously promote the combination of work and study, school-enterprise cooperation, internship and work-study programs, and promote the close integration of vocational education with the economy, society and labor and employment market. The school-running model is more flexible and diverse.
3. Carry out the talent training mode of combining work with study and school-enterprise cooperation. The Ministry of Education proposes to vigorously promote the talent training mode of combining work with study and school-enterprise cooperation, and gradually establish and improve the work-study program system. Strengthen the cultivation of students' practical ability and vocational skills in vocational colleges, and promote students to obtain vocational qualification certificates while obtaining academic certificates. To this end, the Ministry of Education decided to hold a national vocational college student skills competition every year in the future to build? There is a college entrance examination in general education and a skill competition in vocational education? Social atmosphere. Therefore, local higher vocational colleges should take active reform measures and implementation plans under the guidance of this policy.
4. Strengthen the construction of teachers in higher vocational education. Strengthening the construction of vocational education teachers and improving teachers' quality is the key to improve the quality of vocational education. Vigorously promote the reform of personnel distribution system in vocational colleges and fully mobilize the enthusiasm and creativity of teachers. Encourage vocational colleges to openly recruit professional and technical personnel with rich practical experience as full-time and part-time teachers for the society; Select key teachers and principals to study abroad, improve and train a group of professional leaders; Further improve the training system of vocational education teachers, and improve the continuing education and enterprise practice system of vocational education teachers [4].
Third, the concept of professional standards for international business professionals
According to the Notice on Printing and Distributing the Interim Provisions on the Professional Qualification System for International Business Professionals and the Implementation Measures for the Professional Qualification Examination for International Business Professionals, China's commercial departments have implemented the professional qualification examination system for international business professionals since 2002, which is divided into two levels: qualification and qualification. The qualification of an exporter as an international business professional is the basic condition for engaging in international business professional work; Persons who have obtained the qualification certificate of customs declarers may be employed by the employing units as assistant international business engineers or other junior professional and technical positions in the economic series. The qualification of international business engineer is a necessary condition for engaging in key positions of international business specialty. A person who has obtained the qualification certificate of an international business engineer may be employed by the employer as an international business engineer or an intermediate professional and technical post in other economic series. Therefore, the professional qualification of international business professionals is one of the professional standards of quasi-international business professionals, and the above contents should be included in the curriculum and teaching system.
Fourth, the concept of training international business talents in higher vocational colleges
1. Cultivate high-quality international business talents with good physical and mental health. Physical and mental health is the foundation of high-quality workers, especially the education, guidance and cultivation of mental health; Solution, guidance and adjustment of psychological problems; Prevention and suppression of psychological abnormality and criminal psychology; At the same time, guide students to establish a correct world outlook, outlook on life and values. At the same time, high-quality international business talents should also have: (1) broad international market vision, extensive knowledge and the ability to explore the international market; (2) Proficient in international economic and trade knowledge, with international communication ability and international business operation ability, especially able to skillfully use more than one foreign language to carry out business activities; (3) be familiar with international economic and trade laws and practices and have the ability to solve practical problems by using laws; (4) be able to operate international trade practices, skillfully use computers and various modern tools to collect information and engage in business activities; (5) Master cross-cultural knowledge, have the ability to understand, respect and reconcile cultural differences, and be good at international business communication. The exertion of these abilities depends on the honesty and trustworthiness of international business talents [1].
2. Pay attention to the setting of curriculum system and curriculum standards. The curriculum design of international business major in higher vocational colleges should start from the post demand, be task-oriented, and realize the employment-oriented training goal through the curriculum. The content of specialized courses can meet the knowledge and skills needed for job or multi-job conversion in this industry, and should reflect? Theory serves practice? It is helpful to cultivate students' basic ability of knowledge internalization, transfer and continuous learning. While paying attention to the reality of the course, we should not ignore its dynamic and forward-looking nature, and constantly adapt to the development trend of China's foreign trade business.
Therefore, it is necessary to determine the curriculum standard according to the post and professional qualification requirements, and determine the curriculum system with the working process as the main line. The curriculum system should proceed from the whole, take the professional post ability as the core, highlight the main line position of working process in the curriculum framework, organize courses according to actual work tasks and work situations, and build a curriculum system with professional general ability, professional core ability and professional direction ability. The curriculum system should include curriculum objectives, curriculum ideas, curriculum design, curriculum implementation and curriculum evaluation. To develop the curriculum system, we should fully understand the specific process of import and export trade business, divide the professional direction according to the main positions in the work process, design the curriculum system, let students enter the work practice as soon as possible, provide students with learning opportunities to experience the work process, and gradually realize the role transformation from learners to workers [7].
3. The cultivation of outstanding ability and comprehensive professional ability. International business professionals require high quality and ability, and should have four basic abilities: language application ability, modern office equipment application ability, business cost accounting ability and innovation ability. It should have eight professional comprehensive abilities, such as business activity planning ability, business negotiation ability, advertising planning ability, market research and prediction ability, business document writing ability, freight practice operation ability, business dispute and dispute resolution ability, and business development ability. To meet the needs of international business professionals such as export salesmen, agents, customs declarers, shipping agents, foreign-related marketing business, insurance, inspection and banking business preparation personnel, business secretaries, business assistants, star-rated hotel waiters [6]. We should pay attention to practical teaching, emphasize skill training, further improve the individual skills and comprehensive skills of quasi-professionals, be familiar with and adapt to the on-site working environment, working rules and coordination rationality of work, master the basic skills common to post groups, professional skills with professional background and some special skills, and have strong comprehensive working ability.
4. Cultivate students' personality, job transfer ability and sustainable development ability. Higher vocational education should leave room for the full development of students' personality. On the one hand, meet the personality development of professional students through the direction of specialization; On the other hand, through the combination of production and learning, the alternation of work and study and the choice of elective courses, students are provided with learning opportunities of various professional qualities, which lays the foundation for students to become compound talents and creates conditions for their future development [5]. To this end, it is necessary to help students establish the concept of lifelong learning, take cultivating students' innovative spirit and ability as the ultimate goal of higher vocational education, combine vocational skills education with strengthening basic theory education and expanding students' knowledge, cultivate students' scientific spirit and humanistic spirit, and cultivate students into people with good social adaptability, professional activity ability and sound personality [7].
References:
Hong Jie. Exploration and Practice of Training Mode for International Business Talents [J]. china university teaching, 2007, (5):42-43.
[2] Kevin·Z. Opportunities and challenges faced by international business majors [J]. Financial Times, 2006: 12.
[3] Li Xiaohong. Joining WTO and training international business talents [J]. Journal of Shanxi University of Finance and Economics: Higher Education Edition, 2002, (4):56.
[4] Editorial Department of Education Development Research. The present situation and tasks of the development of vocational education in China ―― An interview with Huang Yao, director of the Adult Education Department of the Ministry of Education [J]. Research on Educational Development, 2008, (7).
[5] Tong Hongxiang. Constructing a career-oriented curriculum system for international business major in higher vocational colleges [J]. Vocational Education Forum: Teaching and Research Edition, 2006, (6):34.
[6] Huang Shuyu. Research report on the demand for international business talents [J]. University age? Forum, 2006, (1):52-53.
[7] Wang Jinghong. Vocational education should pay attention to the sustainable development of students [EB/OL]. Xinhua Tennis, 2004-11-01.
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