First, the cultural differences between China and America.
Culture mainly includes four aspects: verbal and nonverbal behaviors, customs, ways of thinking and values, which have great influence on cross-cultural business negotiations between China and the United States.
1. The difference between speech act and nonverbal act. China paid attention to etiquette since ancient times, and most of his words reflected modesty and respect for others. When Chinese people hear compliments, they usually use modest words to show their modesty. China people must use appellation to show their respect for each other in conversation. Americans pay attention to equality. In America, the younger generation can call their elders and bosses by their first names. Americans will thank others for their compliments and accept them.
Non-verbal behaviors are quite different, as can be seen from the following two examples: (1) gaze. China people express curiosity or surprise, while Americans think it is impolite and embarrassing. (2) Reach out to the called person, palm up, forefinger swinging back and forth. China people are disgusted with this, and Americans use it as a signal to invite others over.
2. Differences in customs and habits. Customs and habits mainly include some social activities. China people are very concerned about their face and image in other people's minds in their daily life and work, and they are afraid of being laughed at, discussed and misunderstood. Americans are more practical and don't care much about other people's opinions. Americans don't ask each other's age, income, marriage, etc. When dealing with people. They think it violates other people's privacy. In China, they are often asked these questions. Americans like to express their views directly, while China people express themselves in a euphemistic way. Once Americans are asked something, they usually have to give a clear answer. China people advocate "silence is golden". In the United States, it is common for elders to kiss on the shoulder when they meet their younger generation, but it is rare to see such a scene in China. Americans are very punctual, while people in China can usually understand why they are late. The differences between China and the United States in many living habits are still very obvious.
3. Different ways of thinking. The difference between Chinese and American thinking is mainly reflected in the opposition between overall thinking and individual thinking. China culture pays attention to holistic thinking, that is, observing and thinking about everything in the world from a holistic perspective. Analysis of problems always starts from the totality of things, focusing on the overall function, complex relationship and operation process of the whole things, rather than the internal structure of things. Americans pay attention to the individual way of thinking, and break down complex things into simple elements and study them one by one.
4. Differences in values. The difference between Chinese and American values is mainly reflected in the opposition between collectivism and individualism. The core value of China people is collectivism, and harmonious interpersonal relationship is the foundation of society. Therefore, China people attach great importance to harmony and the interests or values of specific groups. The core of American cultural values is individualism, that is, the philosophy of life based on individuals. Its main content is to believe in personal value, attach great importance to personal freedom and emphasize personal self-control, self-control and self-development.
Second, the impact of cultural differences between China and the United States on business negotiations
Cultural differences between China and the United States have affected the normal development of business activities between the two countries. Cultural differences seriously affect the communication between Chinese and American business negotiators, interrupt the negotiation agenda, and make the negotiations deadlocked or even fail.
1. In business negotiation, both parties are at risk of misunderstanding. The most important communication tool for Chinese and American business negotiators is language, in addition to non-verbal communication. However, due to the linguistic and non-linguistic cultural differences between the two countries, there are obstacles in the communication between the two sides.
For example, the word "goat" has no special meaning in Chinese, while goal means "goat" in English. Then "goat alarm clock" becomes "goat alarm clock". For China people, staring at people is disrespectful; In America, looking the speaker in the eye is a sign of respect. Such a different understanding will make the negotiators mistakenly think that the other side does not respect themselves.
There are still many linguistic and non-linguistic cultural differences between China and the United States, which have caused misunderstandings and obstacles to the communication between Chinese and American negotiators.
2. There is a risk that the business negotiation agenda cannot be unified. Because of the different ways of thinking between China and the United States, China negotiators tend to adopt horizontal negotiation, that is, to discuss several issues at the same time, make progress at the same time, and then move forward at the same time until all issues are solved; Americans
They tend to adopt vertical negotiation, that is, after clarifying the issues involved in the negotiation, they will talk about the terms one by one. If this clause is not completely solved, we won't talk about the second one.
Horizontal negotiation and vertical negotiation are two completely different negotiation methods. If both sides insist on arranging the negotiation agenda in their own way, the negotiation cannot be carried out.
There is a danger of deadlock in business negotiation. In order to maintain good interpersonal relationships, negotiators in China prefer to solve problems in a non-confrontational and indirect way. Even if you don't agree with the other side's point of view, you rarely refuse or refute it directly, but state your own point of view in a tortuous way. American negotiators tried their best to clarify their views, which were directly expressed in language, clearly distinguished right from wrong, and showed strong aggression and argumentative. This straightforward expression of American negotiators will hurt China people's self-esteem, because the other side will lose face. The euphemism of China negotiators will make Americans uncomfortable, because he can't really understand China's attitude.
These differences will make the negotiation process difficult and even lead to deadlock.
There is a risk that the business negotiation will eventually break down. China businessmen pay attention to friendship, so they can generally change the terms of the contract in an accommodating way. Americans pay attention to interests, and once a contract is signed, they attach great importance to the legitimacy of the contract. If you can't perform the contract, you must pay compensation and liquidated damages in strict accordance with the breach clause of the contract, and there is no room for further negotiation. These two different attitudes towards the contract will bring difficulties to the performance after signing the contract, and may make the negotiation result go up in smoke.
The people of China are hospitable. They will take good care of the visiting American negotiators and treat them warmly. American negotiators will find this kind of hospitality too extravagant and wasteful. Americans, on the other hand, treat their guests equally and will not give preferential treatment. This kind of hospitality can easily make China negotiators think that the United States is unfriendly. This different understanding will make it difficult for both sides to trust each other, and may directly lead to fruitless negotiations.
Third, China business negotiators' countermeasures
1. Expert team combination strategy. The negotiation team in the United States is generally composed of experts with rich professional knowledge background, and the United States attaches great importance to the legality of contracts. Therefore, the Chinese negotiating team must arrange experts or consultants in negotiation, technology, finance and translation, especially legal experts. In this way, all aspects of problems arising in the negotiation process can be handled freely, and no mistakes can be guaranteed in the signing of the contract.
2. Create an atmosphere strategy. Negotiators in China can create an equal and harmonious negotiation atmosphere by respecting American cultural habits. If American negotiators like to talk about specific terms directly, China negotiators can adjust their thinking from each other's habits and start negotiations from specific terms. This will make the United States feel that China respects them, and then they will also respect some different negotiation behaviors of China. In this way, the atmosphere of negotiations will become harmonious and friendly.
3. Silence and listening strategies. In view of the well-prepared and professional characteristics of American negotiators, China negotiators should carefully collect market information, opponent information and legal information before the negotiation, and can use the silent strategy during the negotiation process to get more information from the other side by listening and thinking.
4. Pragmatic language strategies. When negotiating with the United States, China negotiators should adopt a direct and decisive pragmatic language strategy. In the negotiation, argue as directly and calmly as possible and avoid using ambiguous answers such as "maybe" and "maybe". Be firm and polite, and clearly tell the other person your attitude and opinion.
5. Multi-scheme strategy. In view of the self-confidence and realistic interests of American negotiators, China can adopt multi-scheme strategy to make conditional concessions when the negotiations are deadlocked. Multi-scheme strategy is to determine a variety of asking price schemes acceptable to both parties before the negotiation, and put them forward for discussion when the negotiation encounters deadlock, which can provide new ideas for solving the problem through negotiation.
6. procrastination strategy. According to the characteristics that Americans pay attention to efficiency in negotiations, negotiators in China can use delaying tactics to gain the initiative. Procrastination strategy is to delay the negotiation time, turn passivity into initiative, and force the other party to make concessions on the negotiation asking price. This will also make American negotiators feel oppressed and sign the contract as soon as possible.
7. Flexible commitment strategy. Because American businessmen have strong legal awareness and strictly perform their contracts, China negotiators use flexible commitment strategies to protect their reasonable demands. The flexible commitment strategy emphasizes that the contract content should be moderate and flexible, and all foreseeable situations and their respective responsibilities and obligations in the future contract period should be written into the contract. In this way, you won't be sued for compensation because of the change of circumstances and contract.
8. Simple etiquette strategies. Because of the pragmatic negotiation concept in the United States, negotiators in China can use simple etiquette strategies. It is to use simple and practical etiquette in the process of communication to achieve the purpose of friendship and respect. Use honorifics in language but don't be too modest; Moderate behavior; In clothing, men wear suits and ties, and women wear suits and skirts; The reception is simple and casual.