How cultural differences affect international business etiquette

Cultural differences affect international business Etiquette is manifested in:

Business etiquette on a variety of actions, gestures, expressions of the requirements of the different cultural backgrounds and differences in cross-cultural communication whether to be able to correctly identify the norms of behavior, the appropriate use of international business etiquette is an important factor in ensuring the smooth progress of cross-cultural communication. important factor to ensure the smooth progress of cross-cultural communication.

A study shows that the information conveyed by verbal communication only accounts for 35%, while the information conveyed by non-verbal communication is as high as 65%. And behavior is the main way of non-verbal communication. People from different cultures may have different or even opposite meanings in different cultural environments due to differences in behavioral norms.

An unintentional gesture may incur the wrath of others because it may be seen as unreasonable or provocative in another culture.

The impact of cultural differences on international business negotiations:

Cultural differences often make culturally insensitive people apply their own cultural patterns to another country and another culture, resulting in a wide range of setbacks in business activities, and forming a potential obstacle to international business exchanges and a profound impact.

1, business negotiations before the meeting of the pleasantries also reflects the cultural differences.

Chinese businessmen in the first meeting will be very enthusiastic for the guests to serve tea and coffee, warm. And Westerners do not care much about these, they meet and greet, shake hands, report down the family, and cut to the chase. The contract is already printed in their pockets, waiting to be signed after the negotiation. Signing the negotiation contract is their only purpose.

With two different cultures, the helplessness and anxiety shown by Westerners eager to get to the point of negotiation is often mistaken for a lack of sincerity on the Chinese side. As for the contract that the Westerners have prepared long ago, it represents the arrogance of the Westerners in the eyes of the Chinese businessmen.

2. The difference in the mode of negotiation is also obvious.

The Eastern culture belongs to the typical collectivist culture, and the Western culture belongs to the typical individualist culture.

American negotiators often hold real power and can make decisions within the scope of the authorized. Individual responsibility is seen as a virtue in the United States, a sign of upward mobility.

Before, during, and after negotiations, Chinese or Japanese negotiating teams usually have to exchange views again and again in order to coordinate the actions of the whole team, and sometimes they need to consult their superiors, and the decision-making is often the result of collective bargaining, so they try to avoid making unauthorized decisions.

3, the use of language in negotiations.

Westerners try to be concise and clear, right and wrong statement clear, love to argue during negotiations, the language is confrontational. They believe that arguing is the right to express personal opinions, but also conducive to solving problems, will not affect interpersonal relationships.

While the Chinese advocate for peace, in order to save the face of both sides, often use indirect language and ambiguous terms, even if they do not agree with each other's views, but also politely ambiguous, rarely directly reject or refute, try to avoid negotiation friction, with a view to the pursuit of long-lasting friendship and cooperation.