Therearedifferentnationalandculturaldifferences,theinternationalbusinessnegotiationsinthecross-culturalissues,mainlythroughlanguage,rituals,taboosandreligiousbeliefs,stylesreflectedthenegotiations.
1.Language
MostoftheinternationalbusinessnegotiationstobeconductedinEnglish,themothertongueofthetwonegotiatingpartiesareoftennotEnglish,whichincreasedthedifficultyoftheexchange.Insuchcircumstances,weshouldasfaraspossiblewithsimple,clearandunequivocalEnglish,donotusethemoreeasilycausemisunderstanding-wordpuns,slang,idioms.Noteasytouseoffensivewordsandphrasesfromeachother,suchas:"totellyouthetruth,"and"I'llbehonestwithyou…","Iwilldomybest.","It'snoneofmybusinessbut…."Thesewordsdonottrustwithcolor,worriedthattheothersidewill,toactivelycooperatewithus.Cross-culturalexchangeisaseriousdefects"hasbeensaving",thatissubjectiveandthattheothersidewill,inaccordancewithourwishes,ourunderstandingofourhabittospeak,orfromtheothersideofthefloor,weunderstandeachotheristhemeaningofwouldliketoexpressmeaning.Themosttypicalexampleisthe"yes"and"no"totheuseandunderstanding.AmericancompaniesandhometoaJapanesecompanyforbusinessnegotiations.Inthenegotiations,theAmericansarepleasedtodiscoverthat,whenheproposedanopinion,theothersidenodded:"yes",hethoughtthenegotiations,particularlysmoothly.UntilhiscontractdemandswhentheJapaneseshockedtodiscoverthatthe"yes"isacourtesythat"Ihearyou"and"yes",not"Iagreewithyou"and"yes."Infact,the"yes"isthemeaningofthetermisveryrich,inadditiontotheabovetwo,therearethe"Iunderstandthequestion"ofthe"yes"and"I'llconsiderate"and"yes.""No"meansofexpressionisverycomplicated.Someopposethepositiveculturalvaluesconflict,itisgenerallynotdirectlysay"no"andusesomevagueexpressionsrejected.Forexample,Brazilians"somewhatdifficult"toreplacethe"impossible"didnothavetheexperienceonthenegotiationsiftheliteralmeaningtounderstand,willbeawasteoftimeanddelaythenegotiationprocess.Therefore,wemusttrytounderstandeachother'sculture,eachother'svaluesandcustoms,andtheonlywaytocorrecttoimpartandreceiveinformation.
Inordertoavoidmisunderstanding,wecanensurethattheInterpretationActcommunicationcarriedoutsmoothly.Interpretationofthelawistousetheirownwordstoexplaintheothersideofitagain,andthesentenceandtheotherisourunderstandingiscorrect,thisisanotheradvantageoftheothersideonthisissuedeepenedtheimpression.