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【摘 要】本文笔者以亲身经历的项目为例，分析了在国际工程承包项目谈判中的文化要素的影响，主要体现在谈判的策略、礼仪和语言特征上。
【关键词】国际工程承包项目 谈判策略 谈判礼仪 谈判语言特征
Negotiation is an essential part of international contraction projects, which covers a lot of cultural factors in it, and also the cultural phenomenon can be reflected in this phase.
I. Negotiation Strategies in International Contraction Project
Negotiation strategies are very important not only in international contraction projects which are under discussion, but also in all kinds of negotiations.
The Common Points of Negotiations
Negotiation strategies shall be prepared in advance when a negotiation is going to happen. Firstly, negotiation team should be well organized, who will be the leader, who will be the strategist, who will be member, should be arranged in advance. And then during the process of negotiation, everyone should play well one’s own role.
Secondly, the negotiation content should be prepared in advance. Based on the negotiation meeting agenda, the response to each item and the material and data supporting the issue shall be prepared sufficiently.
The Differences and Specialties of International Contraction Project
The differences, which can also be called the specialties of negotiation of international contraction project, actually are the comprehensiveness of international contraction projects, which shall be stressed on.
Firstly, international contraction negotiation covers a long negotiation process, and all the items discussed shall be in consistence to each other. So sometimes the negotiator may be transferred during the negotiation process, therefore the work turning over will become one problem, and from cultural perspective, the perceptions toward keeping records are different in terms of different countries. China is a country whose perception of records is not so favorable, but Japan is a country which can well record all the necessary proof during every phases of negotiation, which can help to provide necessary evidence in case there is an unexpected divergence occurring.
Secondly, China is a country which is likely to boast and show off their capacity by presenting a lot of persons. Taking the example of negotiation between China and Philippines, there are more than 15 people in Chinese party, whereas there are only 3 people in Philippines’s party. From Chinese point of view, preparing all the relevant persons presenting in the meeting can be helpful when some issues under discussion can not be solved by the team speaker, so he/she can resort to other members. But the disadvantages of this organization are the chaos of negotiation. Actually, the unclear issues shall be clarified and prepared ahead, which shall not be discussed during negotiation. If not, the negotiation shall become a chaos, and at the meantime the negotiation shall be delayed, because discussion on site is time consuming, which shall leave a bad impression on the counter party.
Thirdly, since so many third parties involved in one project, the expressions and viewpoints in terms of one issue, shall be consistent to each other, so all the documents of every negotiation shall be well examined and studied by each party in order to avoid the divergence.
II. Negotiation Courtesy in International Contraction Project
Negotiation courtesy is an obvious cultural factor in international contraction projects, which is a truly reflection of one’s country culture, and also it will affect the course of international contraction projects. Take China’s courtesy in addressing a speech as an example, usually at the beginning of a negotiation, the Chinese negotiators tend to exchange a long greeting, and then they will address their capacity in doing international projects. If the project is under the process of bidding, a moderate exaggeration is proper, because which can add up to contractor’s capacity. Secondly, if the project is under the phase of after-bidding, the contractor shall well evaluate whether the exaggeration is appropriate, which may cause the owner’s asking for the same advanced technology for their project.
III. Negotiation Language Features in International Contraction Project
Language is also one of the most important, perhaps the essential, cultural factors in international contraction projects. Since the specialty of international contraction project is actually under the multi-language environment, so a lot of misunderstanding will be caused in case of any communication blocking. The language used in international contraction project negotiation has some obvious differences from other negotiations, especially, some technical language. Nearly all the documents of international contraction projects cover abundant of technical language, so the language used in every project concerned different situations should be professional and accurate. There has ever been an inaccurate translation in the contraction negotiation, which almost cause the millions of loss on the contractor party.
References
Li, H. [李华]，1997, 国际工程承包管理概要. 北京: 中国建筑工业出版社
Peng, X. J. [彭绪娟]，2008, 海外工程项目与东道国跨文化协调问题研究. 现代商贸工业(5): 14-16
【关键词】国际工程承包项目 谈判策略 谈判礼仪 谈判语言特征
Negotiation is an essential part of international contraction projects, which covers a lot of cultural factors in it, and also the cultural phenomenon can be reflected in this phase.
I. Negotiation Strategies in International Contraction Project
Negotiation strategies are very important not only in international contraction projects which are under discussion, but also in all kinds of negotiations.
The Common Points of Negotiations
Negotiation strategies shall be prepared in advance when a negotiation is going to happen. Firstly, negotiation team should be well organized, who will be the leader, who will be the strategist, who will be member, should be arranged in advance. And then during the process of negotiation, everyone should play well one’s own role.
Secondly, the negotiation content should be prepared in advance. Based on the negotiation meeting agenda, the response to each item and the material and data supporting the issue shall be prepared sufficiently.
The Differences and Specialties of International Contraction Project
The differences, which can also be called the specialties of negotiation of international contraction project, actually are the comprehensiveness of international contraction projects, which shall be stressed on.
Firstly, international contraction negotiation covers a long negotiation process, and all the items discussed shall be in consistence to each other. So sometimes the negotiator may be transferred during the negotiation process, therefore the work turning over will become one problem, and from cultural perspective, the perceptions toward keeping records are different in terms of different countries. China is a country whose perception of records is not so favorable, but Japan is a country which can well record all the necessary proof during every phases of negotiation, which can help to provide necessary evidence in case there is an unexpected divergence occurring.
Secondly, China is a country which is likely to boast and show off their capacity by presenting a lot of persons. Taking the example of negotiation between China and Philippines, there are more than 15 people in Chinese party, whereas there are only 3 people in Philippines’s party. From Chinese point of view, preparing all the relevant persons presenting in the meeting can be helpful when some issues under discussion can not be solved by the team speaker, so he/she can resort to other members. But the disadvantages of this organization are the chaos of negotiation. Actually, the unclear issues shall be clarified and prepared ahead, which shall not be discussed during negotiation. If not, the negotiation shall become a chaos, and at the meantime the negotiation shall be delayed, because discussion on site is time consuming, which shall leave a bad impression on the counter party.
Thirdly, since so many third parties involved in one project, the expressions and viewpoints in terms of one issue, shall be consistent to each other, so all the documents of every negotiation shall be well examined and studied by each party in order to avoid the divergence.
II. Negotiation Courtesy in International Contraction Project
Negotiation courtesy is an obvious cultural factor in international contraction projects, which is a truly reflection of one’s country culture, and also it will affect the course of international contraction projects. Take China’s courtesy in addressing a speech as an example, usually at the beginning of a negotiation, the Chinese negotiators tend to exchange a long greeting, and then they will address their capacity in doing international projects. If the project is under the process of bidding, a moderate exaggeration is proper, because which can add up to contractor’s capacity. Secondly, if the project is under the phase of after-bidding, the contractor shall well evaluate whether the exaggeration is appropriate, which may cause the owner’s asking for the same advanced technology for their project.
III. Negotiation Language Features in International Contraction Project
Language is also one of the most important, perhaps the essential, cultural factors in international contraction projects. Since the specialty of international contraction project is actually under the multi-language environment, so a lot of misunderstanding will be caused in case of any communication blocking. The language used in international contraction project negotiation has some obvious differences from other negotiations, especially, some technical language. Nearly all the documents of international contraction projects cover abundant of technical language, so the language used in every project concerned different situations should be professional and accurate. There has ever been an inaccurate translation in the contraction negotiation, which almost cause the millions of loss on the contractor party.
References
Li, H. [李华]，1997, 国际工程承包管理概要. 北京: 中国建筑工业出版社
Peng, X. J. [彭绪娟]，2008, 海外工程项目与东道国跨文化协调问题研究. 现代商贸工业(5): 14-16