Research on business negotiation at home and abroad. Psychological differences
All the differences and conflicts between foreign cultures and local cultures in the world are first manifested in psychology. Most people are psychologically inclined to national pride and local cultural superiority. When dealing with foreigners, they often unconsciously reject and contradict each other's culture, which is inevitable. China and Russian culture are no exception. This psychological difference will appear from the beginning of the cooperation between the two parties, and it will accompany the whole process of business negotiation, such as talking about price, transportation, insurance, commodity quality and claim. Both sides will always follow the principle of giving priority to their own culture and think and understand problems from the standpoint of their own culture, thus ignoring the existence of the other culture. In this way, it is impossible for the two sides to agree completely, and there will be various disharmonies, which may even lead to the intensification of contradictions between the two sides, and finally lead to the breakdown of negotiations due to cultural conflicts between the two sides.
Research on business negotiation at home and abroad II. Differences in ways of thinking
Mode of thinking, mode of thinking or habit of thinking is formed by a region or a nation through long-term cultural accumulation, philosophical thinking and living habits, and it is a path mode for people to know the real world [3]. The way of thinking formed in different social and cultural backgrounds bears the social and cultural imprint of the nation, and the way of thinking of different nationalities is different. Due to the differences in natural geographical conditions, ethnic changes and religious beliefs, China and Russia have formed different ways of thinking with their own national and cultural characteristics. People in China usually observe things as a whole. They first judge the target from the overall situation, and then make a further detailed and comprehensive study of the target. Russians, on the other hand, like to use analytical thinking when observing things They pay attention to the analysis of the target things and pay attention to specific details. In other words, they like to grow up, and often study the target things carefully first, and then judge them as a whole.
The difference of this mode of thinking is reflected in business negotiations: China negotiators always put the general principles and guiding ideology of business negotiations in the first place, and usually discuss the principles and common interests that both parties abide by, and think that only when the two sides negotiate the general principles smoothly can the following specific terms and details be easily solved. Therefore, when China is the leading party in the negotiations, it often does not start to discuss specific business issues of mutual interest at the initial stage of the negotiations, but often arranges these specific business issues to be discussed after the principle issues are solved. Total first and then divide? China's negotiation method is one of the negotiation methods that people often use. Russia, on the other hand, pays more attention to specific details and often does not put too much energy into discussing principles.
What is the negotiation method they adopt? Divide first, then always? . The Russian way of thinking is direct and concise in business negotiation, so they are used to getting straight to the point, hate beating around the bush and covering up, and always dare to express their opinions and suggestions directly, especially in price and technical details. The difference in the way of thinking between Chinese and Russian people is also directly reflected in the negotiation process. Lee? And then what? Choice of righteousness. China traditional culture advocates? Value righteousness over profit? China people believe that handling the relationship between the two sides of the negotiation is the key to ensure the success of business negotiation. Therefore, people in China always make friends before doing things. During the negotiation, did China people believe it? Business can't be right? China attaches more importance to the prospect of long-term cooperation between the two sides and hopes to establish long-term and stable cooperative relations with its partners.
The people of China always hope to discuss and solve relevant issues in a friendly atmosphere, and carry out the idea of taking the overall situation into consideration everywhere in the negotiation process. Although the Russian nation, like the Chinese nation, is also a hospitable nation, in the face of business, they will never affect their profits because of friendship. Therefore, in the process of business negotiations, Russia will give people an impersonal misunderstanding. They think that business is business and human feelings are human feelings, and the two cannot be confused.
Research on business negotiation at home and abroad. Differences in values
The so-called values are the basic concepts that people evaluate the existence, behavior and behavior results of individuals or organizations based on certain pursuits. Values are not the embodiment of people's temporary events, but ideas formed in long-term social practice. They are the core factors of culture, and each nation's culture has its own values. In the traditional values of China people, collectivism has always occupied the core position. China's traditional values hold that the collective comes first, and the individual is a member of the collective, emphasizing the interdependence and mutual help among people and the role and spirit of the team. Team members should be willing to sacrifice personal needs and interests for collective goals and interests. Individualism occupies a core position in Russian traditional culture, and Russian culture highlights personal values. Russians emphasize self-reliance, and the existence of individuals is the premise of the existence of groups. Without individuals, there will be no collectivity, so the whole society takes humanism as the premise and emphasizes personal value, personal ability and personal rights. Russians attach great importance to the realization of self-worth and measure the value of life by personal success [4]. It is precisely because of the different values of the Chinese and Russian people that in the exchange of business negotiations, Russians emphasize that individual interests should be subordinated to collective interests, and only when the whole collective develops can individuals get the greatest benefits. In business negotiations, China negotiators usually listen carefully to the opinions of all parties, while China people generally don't use them when expressing their opinions in business negotiations? I think? This kind of sentence can directly express personal views. In the process of negotiation, Russians always use? Me? Center, communication language is straightforward. In order to express their views and achieve their goals, they do not hesitate to use various means and skills to convince each other. They attach importance to the expression of personal demands and will not compromise or give up because their opinions are not recognized by others.
Research on business negotiation at home and abroad. Differences in social etiquette.
China and Russia have a long history of civilization, and they are both famous countries of etiquette. The etiquette culture of both countries is an important part of the traditional culture of both countries, which has a wide and far-reaching impact on the social and historical development of both countries. Its content is very rich, covering a wide range, and almost permeates all aspects of social communication. Sino-Russian business negotiation is the epitome of the two countries' society. Only when both sides fully understand the etiquette and cultural differences between the two countries can we avoid misunderstandings and conflicts in communication and ensure the smooth and orderly business negotiations. (1) differences in address terms. Any business negotiation begins with addressing each other. Proper use of address forms and proper polite greetings is the first step to successful business negotiation. China's traditional education has always been guided by Confucianism, and it has always been the traditional virtue of the Chinese nation to respect the old, love the young and be kind to the neighbors. In daily communication, China people often aim at exchanging feelings and establishing harmonious interpersonal relationships. China's etiquette culture has a deep emotional imprint, which is strongly reflected in the younger generation's address to unrelated elders. Such as grandpa, grandma, uncle, aunt, etc. These appellations have strong emotional factors and are very infectious. Russian traditional etiquette culture emphasizes personal interests, safeguards personal rights, and attaches great importance to personal privacy in communication. In communication with strangers, address forms that can indirectly reflect the age privacy of the other person are rarely used. The popular names in daily life in Russia are молодйчеловек (for young people) and дев.
In business negotiations and other formal occasions, the use of Chinese and Russian address forms is also very different, each with its own characteristics. In business negotiations, people in China are used to using surname+position or title as address. The appellation reflects the social status of the called person to show respect for him, such as manager Wang and chairman Liu. This is because in China, a person's identity and social status are very important. The higher the position of the negotiator, the more attention will be paid to this business negotiation. So such a title is not difficult to understand. For Russians, in formal occasions such as business negotiations, regardless of the position, title or not, and how prominent the title is, the traditional way is to use Mr. (Ms.)+surname, or first name+father name. There will be no positions or titles of Russian personnel in the title. (2) the difference of giving gifts. China and Russia are both countries of etiquette, and giving gifts is a very important etiquette in social activities. Giving gifts to each other in business negotiations is an important link to reflect the etiquette of both parties. People in China give all kinds of gifts, which can be money, that is, red envelopes, or various souvenirs, but generally speaking, the gifts given by people in China are mostly property. But whether it is money or gifts, they are very particular about quantity and generally choose? 6? 、? 8? 、? 9? Waiting for the lucky number means "66 Dashun", "Congratulations on getting rich", "For a long time" and so on.
Russians also like to give gifts to each other, but what they value is not the practicality of the gift, but its commemorative significance. As a gift, you only need a souvenir. In terms of quantity, Russians usually give even and odd-numbered gifts on different occasions, and usually use even-numbered gifts when attending funerals. What is their favorite number in daily life? 7? Therefore, when giving gifts to Russians in business negotiations, choose commemorative gifts and? 7? This number is a very wise choice. (3) Differences in modest expression. Modesty is highly respected in China culture. In the process of communication, China people tend to belittle themselves, respect others, and try to exaggerate each other's benefits.
For example, when people in China are praised, they tend to belittle themselves and say modestly? Not good? 、? Need to work harder? 、? It's not nearly as good as you. Wait, this is because modesty is a virtue of China people. Russians, on the other hand, are more willing to highlight personal and personal values. They emphasize self-centeredness, independent personality, pursuit of individuality, praise personal achievements and honors, and advocate personal self-confidence and a realistic attitude. In business negotiations, China is generally tactful and modest. However, if China excessively abides by the Chinese modesty criterion, it will make Russia feel puzzled, and even worse, it will affect the negotiations, so modesty is the best.
Research on business negotiation at home and abroad. conclusion
Sino-Russian international business negotiation is different from domestic business negotiation, which requires participants to be fully prepared. In business negotiations, we should face up to the cultural differences between the two sides, learn to adapt to the cultural differences between China and Russia, understand and respect each other's culture with a broad mind and an inclusive attitude, and seek common ground while reserving differences. Participants in the negotiation should cultivate the awareness of cross-cultural negotiation, be good at looking at problems from the other side's standpoint, respect each other's way of thinking and judgment, and coordinate their negotiation style with each other's culture, thus promoting mutual understanding, creating a harmonious negotiation environment and making the negotiation successful.
Research papers on business negotiation at home and abroad;
1. Study on Business Negotiation Style
2. Domestic business negotiation cases
3.3 domestic business negotiation plan
4. Business negotiation case analysis
5. Cross-cultural business negotiation strategy
6.3 International business negotiation cases and analysis.
7. Importance of international business negotiation