The Cultural Barriers of Intercultural Business Negotiation跨文化商务谈判的文化障碍.docx

The Cultural Barriers of Intercultural Business Negotiation跨文化商务谈判的文化障碍毕 业 论 文 任 务 书题目名称： The Cultural Barriers Of Intercultural Business Negotiation 跨文化商务谈判的文化障碍立题意义:商务谈判的文化障碍产生于跨文化交际的过程中，当不同的文化碰撞在一起的时候会给交际者很的冲击。文化障碍这个词最初是用来描述当一个人在陌生的环境里所产生的焦虑感。克服这种焦虑感包括两个阶段进人另一种文化和重新融入自己的文化，也就是文化冲突反文化冲突。随着全球一体化的深人，各国之间的交往日益频繁。从最初美国的和平部队驻扎国外到如今的跨国公司，国际连锁店以及各国政府，学术团体之间的交往都会面临文化障碍的问题。在这样的国际大背景之下，为了在跨文化交际环境下进行积极有效的交际，有必要在文化障碍领域进行深人系统的研究。在中国，越来越多的人出国留学深造、工作、经商，同时面对中国经济的快速发展和国内环境的改善，许多“海归派”回国工作、学习，使文化障碍和反文化障碍意义重大。同时本文对于如何在第二语言学习与教学中引人文化因素，使第二语言学习者在跨文化交际中成功交际有着重要的价值、现实意义和指导意义。 技术条件与要求1 调查语篇。利用多种途径查阅与论文的相关资料，如互联网、图书馆等。2 分析文献。根据导师的指导，从查阅到的大量资料中筛选精品来重点分析。 3通过导师的指导和一系列的分析总结，在初稿的拟定以及多次修改当中深化对 题目意义的理解。 4 通过导师的指导和一系列的分析得出结论，并通过答辩来检验工作的成果。任务内容（包括内容、计划、时间安排、完成工作量与水平具体要求）内容：通过多种途径如：上网，去图书馆查找关于本篇论文相关的资料，分析资料，总结自己的观点，完成初稿，终稿。 工作计划：第一步：查找资料，确定论文题目为 跨文化商务谈判的文化障碍。第二步：完成关于论文资料的收集，取得与商务谈判的相关资料。第三步：根据掌握的资料，进行系统地分析、整理，找到论文的切入点。第四步：阅读与论文相关的书刊，对跨文化商务谈判加以分析。第五步：组织、整理相关资料，准备论文撰写。第六步：完成论文写作提纲。第七步：根据论文提纲，开始论文写作，形成初稿。第八步：根据导师提出的论文修改意见，不断对论文进行修改、完善，并完成论文写作。第九步：论文定稿、打印、装订、准备答辩。第十步：毕业论文答辩。摘 要随着全球经济一体化的发展，世界各国之间的经济合作日益紧密。国际商务谈判在当今的全球商务活动中充当越来越重要的角色，而谈判中的双赢原则也越来越受到国际上各国利益团体的重视。文化障碍产生于跨文化交际的过程中，当不同的文化碰撞在一起的时候，会给交际者很大的冲击。文化障碍这个词最初是用来描述当一个人在陌生的环境里所产生的焦虑感。克服这种焦虑感包括两个阶段进人另一种文化和重新融入自己的文化，也就是文化冲突和反文化冲突。在这样的国际大背景之下，为了在跨文化交际环境下进行积极有效的交际，有必要在文化障碍领域进行深人系统的研究。总之，怎样应对文化障碍是培养和增强跨文化交际能力的过程。本文会丰富跨文化交际能力的理论，使应对文化障碍的方法更加完善。关键词：文化差异；商务谈判；文化障碍Abstract With the development of global economic integration, cooperation among countries of all over the world becomes closer. International business negotiation plays a more and more crucial role in todays business activities, and win-win principle has attracted more and more attention from many interest groups in the world.Culture barrier is a phenomenon arising from cross-cultural communication. It happens when different cultures clash with each other. The term, culture barrier described the anxiety produced when a person moves to a completely new environment. In fact, cross-culture adjustment should be considered a continuum with at least two periods-entry to another culture and reentry to ones home culture. In order to offer efficient ways for the communication within cross-cultural communication context, the studies in the field are necessary. Key Words: cultural differences; business negotiation; culture barrier Contents摘要.iAbstract. ii1 Introduction.11.1 Research Background.11.2 Aims and Significance of the Study.22 Literature Review.42.1 Definition of Intercultural Barrier.42.2 Reverse Shock of Intercultural Barrier.42.3 Related Studies of Intercultural Barrier.53 The Overview of The Business Negotiations.73.1 The Meaning of The Business Negotiations.73.2 The Emergence and Development of The Business Negotiations.83.3 Business Negotiation on the Internet.83.4 Business Negotiations of The Cultural Differences.104 The Concrete Embodiment of Intercultural Barrier in Business Negotiation.114.1 Cultural Barrier in The Pro-Negotiation Phase.114.2 Cultural Barrier in The Face-to-Face Negotiation.124.3 Cultural Barrier in The Post-Negotiation Phase.124.4 The Effect of Different Culture to Business Negotiation.135 Suggested Strategies to Cope With Intercutural Business Negotiation.165.1 Acknowledge the Re-entry Phase.165.2 Keep in Touch with Home.165.3 Share the Adjustment.165.4 Set Goals for the Future.18Conclusion.19Bibliography.21Acknowledgments.221 IntroductionEvery year, several thousands of people visit foreign countries for work, studies, business, pleasure and a myriad other reasons. When someone moves to a new country it is extremely rare not to feel overwhelmed by the difficulties involved in carrying out tasks that at home one could do with confidence and relatively little difficulty. International business negotiation plays a more and more crucial role in todays business activities, and win-win principle has attracted more and more attention from many interest groups in the world.1.1 Research BackgroundWith the constant development of the economic globalization, business contacts among nations get increasingly close. In particular, since Chinas accession to WTO, the economic cooperation between China and the West becomes more and more frequent. International business negotiation is one of the vital parts of business activities. All kinds of cross-cultural business negotiation play an important role in the social life as well as the economic life. Negotiators from different cultural backgrounds have different values and thinking patterns, thus forming the various communication styles. Consequently, it is necessary to learn the cultures among all the countries and to get familiar with the cultural barrier in the business activities. Seeing from the surface，the international business negotiates is a technique to contest，in reality it is a kind of contesting culturally and hitting. I think, negotiate must bring the participating of persons by all means, the person participating and then bring the permeating of the subjective, and the permeating of the subjective come from his background of social culture and the culture accomplishment of his oneself accomplishment.1.2 Aims and Significance of the StudyThe rapid development of economic globalization and integration greatly facilitates the growing of international business. The success of international business activities begins with agreements reached between corporations. Thus reaching satisfactory agreements requires effective business negotiation. As a consequence, with the prosperity of international business, the practice of negotiating across borders has become more frequent and also more complex. Negotiation is a process involving dealings among persons, which are intended to result in an agreement. International negotiation involves people from different countries who discuss common and conflicting interests for arriving at an agreement of mutual benefit. There are a variety of factors contributing to the result of international business negotiation, such as geographical distance, political situation, economic factors, foreign governments and cultural backgrounds. Since all these factors are impossible to be exhaustive, this thesis will focus on the cultural dimension. Moreover, culture is not unconditionally stationary; it is evolving constantly over time, as people borrow and assimilate the artifacts, language, and ideas of other cultures. In the context of global economy, culture is being impacted tremendously by the increased opportunities for interaction between different cultural groups. Therefore, negotiators should be flexible when dealing with those from different cultures. As globalization develops further, many multinationals, international chains have appeared, as the company how to adapt to the local culture, as the employee how to overcome culture shock and communicate well in cross culture contexts are key issues. In addition, many students, officials go abroad for their studies or careers.2 Literature Review In the second chapter, it has three parts. The details are the definition of intercultural barrier, reverse shock of intercultural barrier, related studies of intercultural barrier. They are as follow: 2.1 Definition of Intercultural Barrier The term culture barrier, was introduced for the first time by Kalvero Oberg in 1958 to describe the anxiety produced when a person moves to a completely new environment. This term expresses the lack of direction, the felling of not knowing what to do or how to do things in a new environment, and not knowing what is appropriate or inappropriate. The feeling of culture barrier generally sets in after the first few weeks of coming to a new place. The Guidance Notes from the Council for International Education (2002), “culture barrier” concerns the impact of moving from a familiar culture to one which is unfamiliar. It is an experience described by people who have traveled abroad to work, live or study; it can be felt to a certain extent even when abroad on holiday. It can affect anyone, including international students. It includes the barrier of a new environment, meeting lots of new people and learning the ways of a different country. It also includes the barrier of being separated from the important people in ones life, maybe family, friends, colleagues, teachers, people he would normally talk to at times of uncertainty, people who give him support and guidance. When familiar sights, sounds, smell and tastes are no longer there one can miss them very much. 2.2 Reverse Shock of Intercultural BarrierAccording to Scott Moreau in Evangelical Dictionary of World (2000), reverse culture shock is the psychological, emotional, and even spiritual adjustment of missionaries who return to their home culture after having adjusted to a new culture. This shock is parallel to the culture shock experienced in initial adjustment to the mission field, but may be even more difficult be even more difficult because it can hit so unexpectedly. Also referred to as reentry shock, adjustment is necessary because both the missionary and the home culture have changed while the missionary was away. In addition, the home culture may have been idealized in the missionarys mind and no longer fits his expectations. Reentry (in the course of Cross-cultural Reentry From Study Abroad) (2002) is a process that occurs when a person leaves his or her social system for an extended period of time and then attempts to reenter the social system. Cross-cultural reentry describes the re-adaptation of an individual to the home culture after an extended stay in a foreign culture. The process of reentry is a period of evaluation of and reflection on the experiences encountered overseas. The process contains positive and negative aspects as the returning sojourner becomes aware of changes in his or her self-concept, attempts to interpret experiences and changes to others, and incorporates experiences into his or her daily life.2.3 Related Studies of Intercultural Barrier In China, since the introduction of cross-cultural communication from the western country in the 1980s, the investigators have made a lot progress. In 1985, FeiXiaotong (费孝通) studies culture differences between Chinese and American. In 1989 and 1990, ShaXianglian(莎香莲) collected many data to analyze the national character. Her group spend a lot of money and time on the self-awareness and behavior tropism of Chinese. In 1995, the conference about cross-cultural communication was hold in Ha er bin, In 1996, LinDajin(林大津) published Study about Cross Culture Communication, in which he talks about the problem arising from the communication between different cultural backgrounds. In 1997, JiaYuxin(贾玉新) introduced the development, the tendency of cross-cultural communication. In 1999, Hu Wen zhong(胡文仲)gave many cases to illustrate the collision, and amalgamation of western and eastern cultures. In 2004, Cross-Cultural Communication conference was held again in BeiJing to study the famous works and theories in the world. Up and now, it has been found out through research that there is no special works and articles in China about culture shock. Even if people have made some progress in cross-cultural communication, most of the research in this field is too general and we lack of profound detailed investigation of data and samples related to the topic. In china, most studies are conducted by English teachers. In fact, it involves many fields such as psychology, anthropology and sociology. It needs attention from other related fields. On the part of language learners, how to build the cultural awareness in the process of language learning should be language trainers focus. 3. The Overview of The Business NegotiationsIn the third chapter, it has four parts. The details are the meaning of the business negotiations, the emergence and development of the business negotiations, business negotiation on the internet, business negotiations of the cultural differences. They are as follow: 3.1 The Meaning of the Business Negotiations James wall thinks that business negotiation is a process through which two or more parties coordinate an exchange of goods or services and attempt to agree upon rate of exchange for them (1985:4); and Ways Max defines it as a process in which two or more parties, who have both common interests and conflicting interests, put forth and discuss explicit proposals concerning specific terms of a possible agreement (1979:15). What Wall and Ways Max say essentially have no differences. It is a kind of communicative process of economical activity. The primary objective may be an agreement or any other outcome indigenous to or resulting from the ongoing exchange; its core lies in the interplay of two phrases, “common interests” and “conflicting interests”. Negotiation parties must have common interests and conflict interests. Common interests mean that they jointly prefer certain outcomes to other possible outcomes. Conflic