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1、SocialisingSocialising,playsanimportantpartinnegotiatingacrosscultures.Dueregardtoseniorityisessentialwithstrictattentiontoseatingatformaldinners,theorderofspeeches,withtheappropriatetoastsandthegivingandreceivingofgifts.Thelastpointrequiresknowledgeoftherelevantcustoms,thetypeofacceptablegiftsand
2、suchdetailasthecorrectcolourofthewrappingpaper.Giftgivinghasahighimportanceincertainculturesanditwouldbeconsideredashowofdisrespectnottogiveandreceivegifts.InmanyWesternculturesgiftsusuallyhavetobedeclaredandmustnotbeacceptedorindeedmisconstruedasbribes.Giftsthatsymbolizethestatusofyourcompanyandt
3、heimportanceoftheimpendingdeal,preferablyanitemcharacteristicofyourlocalarea,oronethatdisplaysthecompanylogo,areusuallypermissible.“Face’’Theimportanceof‘‘face’’incross-culturalnegotiationsisoftennotappreciated.InmanyEasterncultures,e.g.theChinese,theThaisandtheJapanese,‘‘face’’,theregardinwhichon
4、eisheldbyothers,isofvitalimportance.Forexample,inthecaseoftheChinese,‘‘face’’(mianzi)relatestoaperson’simageandstatuswithinasocialstructure.However,thissocialstatusiscomplexandotherdefinitionsassociate‘‘face’’withloyalty,trust,reputation,competence,indebtednessandobligationissues.theChinesearesens
5、itivetothepreservationof‘‘face’’becauseoftheimportancetheyattachtotheestablishmentandmaintenanceoflong-termrelationships.Chinesebusiness.peopleusevariouscommunicationstrategiesinordertosave‘‘face’’andgive‘‘face’’,includingindirectnessandtheuseofintermediaries.Westernersneedtorememberthat‘‘Negotiat
6、ingacrossbordersdiffersmarkedlyfromnegotiatingwithinthedomesticmarket.Anumberofnewfactorshavetobeconsidered,includingdifferentlanguages,culturalsensitivities,legalsystems,taxregimes,labourlawsanddifferentbusinesspractices.’’theyusuallyseparatetheirbusinesslifefromtheirpersonallife,whereasfortheChi
7、neseandotherEasternculturesthisdistinctionisoftenlesssignificant.
