Prof.XiaoshuZHU(PhD)Dr.ZhongqiDongChapterFour:Negotiations:Cross-culturalcommunication

LearningobjectivesAfterlearningthischapter,studentsshouldbeabletounderstandwhyinternationalbusinessnegotiationsarecross-cultural,cross-lingual,andcross-thinking-patterncommunication;understandwhatistrustandtrust-worthinessininternationalbusinessnegotiationsandinbusinesscommunicationingeneral;explainwhyinternationalbusinessnegotiationsarealsointerpersonalcommunication;beawareofthepossibletypesofmisunderstandingsininternationalbusinessnegotiations,andlearntoavoidmisunderstandingswiththeotherpartyandbuildmutualtrust.

Puttingtheoryintopractice找出双方谈判的真正焦点和核心目标才是谈判策略成功与否的关键。Discoveringtherealfocusandcoreobjectiveofthenegotiationbetweenthetwopartiesisthekeytothesuccessofthenegotiationstrategy.跨国商务谈判一定是跨文化交际，所以怎么谈和谈什么同等重要，成功的沟通从来就不是简单的语言交流。Internationalbusinessnegotiationsarecross-culturalcommunications,sohowtonegotiateisasimportantaswhattonegotiate.Successfulcommunicationisneverasimpleexchangeofwords.

Whyandhowareinternationalbusinessnegotiationscross-culturalcommunications?(1)Interculturalcommunicationhasbeenamongthehottesttopicssincethe1970s.Thisbooktitleis“internationalbusinessnegotiations”,whicharebydefinitionarecross-culturalcommunications.Therefore,wewilldiscusswhyandhowinternationalbusinessnegotiationsarecross-culturalcommunications,inthefollowingsections:

Whyandhowareinternationalbusinessnegotiationscross-culturalcommunications?(2)Explainhowcross-culturalcommunicationisrelatedtobusinessnegotiations.Observeinternationalbusinessnegotiationsfromtheperspectiveofcross-lingualcommunicationConveytheideathatourthinkingpatterns,asshowninbusinessnegotiations,areconditionedbyourculture,andwhyweshoulddeveloptheawarenessoffindingdifferencesinthinkingpatternsbe