Abstract
Nowadays, with the development of the world economy and globalization, more and more international business frequently happened in different countries. As a result, business becomes often intercultural. Today, as an important part of intercultural communication, negotiation has received increasing attention. This paper, in fact, discusses similarities and differences in negotiation styles between Chinese and Italian employees based on the results of 180 emails provided from the international forwarding company where I worked for three years. Furthermore, the paper pays attention to the concept of intercultural communication and discusses some specific approaches and strategies elaborated from different researchers.
The first chapter focuses on different culture concepts elaborated by specific researchers, in addition to this the theory of national cultures, developed by Hofstede and the Hall’s approach of High and Low Context, will be carefully explained.
The second chapter analyzes the communication functions, the role of intercultural communication and how the English language as Lingua Franca has gained a relevant role worldwide.
The last chapter focuses on the negotiation process between China and Italy. Moreover, the paper pays attention to the organizational and behavior culture concept. To conclude, the corpora shows how the culture process influences the international business relationships through specific researchers approaches. In view of this fact, Kankaanranta’ model (2002) analyzes the email framework in order to understand the strategies adopted by all employees. Furthermore, the Louhiala-Salminem e Kankaanranta model (2006) highlights different kinds of email and what is the main objectives of them. Finally, the analysis ends with the theory of Politeness strategies elaborated by Jung (2002), this approach, rather relevant, shows how these methods contribute to make the intercultural communication clear, understandable and fluid during the negotiation.
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