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e doing-oriented, aggressive, and would like to succeed through their own efforts,
During the Sino-U.S. business negotiation, although suffered from discomfort and emotion stress time to time. Negotiators should try to understand their opponent’s culture. They should always bear in mind that their opponents are different from them, not only in physical features, but also in value and beliefs. Learning about foreign culture to some extent can prevent cultural conflicts effectively. A profound knowledge of counterparts’ culture can make negotiators become more tolerant. Such knowledge can be acquired from many ways: reading books, training courses, making friends with people from different culture and so on. Through such cultural education, you can not only have a deep understanding of your own culture, but also improve your own cultural awareness through a broad study of foreign culture, rather than look at it through a standing point of stereotype. A broad knowledge of different culture can help negotiators to prevent misunderstanding, reduce frustration and ease tension in the negotiation process. In addition, to be clearly of your counterparts’ customs, traditions and taboos may place you at the advantage of controlling the negotiation process and reach a favorable deal.
4.2 Developing Cultural Adaptation and Interaction
Cultural adaptation strategy refers to understanding the other party’s cultural traits according to their cultural environment. Try one’s best to avoid the topics on cultural differences, adapt oneself to the other side’s cultural taboos, adjust one’s own communicative strategies and avoid cultural conflicts. Adaptation is a gradual process. In this process, negotiators try to prevent some culturally based reaction to become more tolerant of foreign culture.
To understand this important skill better, some definite behaviors should be carried out to make cultural adaptation more successful. (1) Acquire more knowledge of counterpart’s culture, which has been discussed in the previous part. (2) Develop to be open-minded and flexible. Skilled negotiators must rely on flexibility to continue positive communication until the goal is achieved. A professional negotiator is continually thinking of options and alternatives to ensure the negotiations go smoothly. Negotiators should open to new ideas, ready to accept changes, and adapt their own negotiating style to each different culture and situation confront them. However, there is no need for one to act fully according to the other side’s culture. Qualified negotiators should have the ability to judge what should change and what should not. For a wise negotiator, a good way to bridge cultural differences is to demonstrate interest in, knowledge of, respect for, and appreciation of the other side’s culture.
Cultural interaction strategy refers to the passing of our own cultural information and thinking pattern toward the other side while absorbing the foreign culture. In order to let them know our cultural traits, get rid of misunderstanding, add up to recognition and succeed in communication, people ought to change their communicating strategy based on their counterpart’s cultural pattern. For instance, when negotiate with Chinese people, who concerned a lot with face, American negotiators can not act in their frank and direct way. They should express themselves in a round way. So do Chinese negotiators. That the American’s frankness and direc