Implication of Cultural Differences on International Business Negotiations商务英语毕业论文.docx
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1、商务英语写作论文学 院: 外 国 语 学 院 专 业: 商 务 英 语 年 级: 2 0 1 2 级 姓 名: 论文题目: Implication of Cultural Differences on International Business Negotiations 指导教师: 职称: 副教授 成 绩: 2014 年 6 月 19 日ContentsAbstract.3Key words3摘 要3关键词41.Introduction42. Types of Culture Differences42.1 Value View42.2. Negotiating Style52.3. Thi
2、nking Model53. Impact of Cultural Differences on International Business Negotiations53.1Impact of Value Views Differences on International Business Negotiations63.2 Impact of Negotiating Style Differences on International Business Negotiations63.3 Impact of Thinking Model Differences on Internationa
3、l Business Negotiation74. Coping Strategy of Negotiating across Cultures74.1 Making Preparations before Negotiation.84.2 Overcoming Cultural Prejudice84.3 Conquering Communication Barriers85. Conclusion9Bibliography10Implication of Cultural Differences on International Business Negotiations Abstract
4、: The business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of
5、 the business negotiations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article commences from the types of culture differences, then it explains the impacts of these
6、culture differences on international business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other
7、partys culture, and try to make him be accepted; then make a correct evaluation with the help of valid communication and discover their real benefits between them. Besides, we should know clearly and try to accept the culture differences as possible as we can. It is very important for the success of
8、 culture negotiations.Key words: Culture; Cultural differences; Business negotiation; Impact 摘 要:不同文化条件下的商务谈判就是跨文化谈判。在世界经济日趋全球化的今天,随着国际间商务交往活动的频繁和密切,各国间的文化差异就显得格外的重要,否则将会引起不必要的误会,甚至可能直接影响商务交往的实际效果。这味着如何化解各国不同文化背景在国际商务谈判中是非常重要的。文章从文化差异的类型入手,然后解释了这些文化差异对国际商务谈判的影响,最后分析了如何正确解决谈判过程中文化差异的问题。文章强调了这样一个观点,在不
9、同国家商务谈判中,谈判员应该接受对方的文化,并试图是自己被对方所接受,然后在有效沟通的帮助下做出正确评估,并找出它们之间的真正利益。此外,们应该尽可能的清楚的了解并发现对方的文化。这对文化谈判的成功至关重要。 关键词:文化;文化差异;商务谈判;影响1.Introduction Along with the advancement globalization and Chinas WTO entry, business enterprises in China have to face more and more business negotiations with foreign enterp
10、rises, especially with American enterprises. In these negotiations, Chinese negotiators sometimes feel uncomfortable, puzzled, lost, irritated and the alike, because of unfamiliar custom and behaviors demonstrated by American negotiators. Meanwhile, American negotiators confront the same situation.
11、Cult rural differences between China and west countries could cause many problems. Therefore, understanding cultural differences and overcoming them is crucial in international business negotiations.Although the definition of culture is numerous and vague, it is commonly Recognized that culture is a
12、 shared system of symbols, beliefs, values, attitudes and expectations. Culture is a major determinant in business negotiation. So have a clear picture of culture differences if of great significance.2. Types of Culture DifferencesThe east countries and west countries have produced different culture
13、s on the different continents. Among the different cultures, value views, negotiating style and thinking model appear more obvious.2.1 Value ViewValue view is the standard that people use to asses objective things. It includes time view, equality view and objectivity. People may draw a different or
14、even contradictory conclusion about the same thing. Value view is one of the most important differences among the many factors. It can influence the attitude, needs and behavior of people. The value view varies from nation to nation, people know that the eastern person focus on collectivism, while t
15、he western people pay more attention to individualism.2.2. Negotiating StyleNegotiating style refers to the tolerance and graces which the negotiator shows in the negotiation. The negotiators show their negotiating style through behavior, manners and the method of controlling negotiation process dur
16、ing the negotiation. The negotiators negotiating style has a bearing on their culture background. According to the culture differences, negotiating style falls into two types: the east negotiating style pattern and the west negotiating style pattern.2.3. Thinking ModelThinking model reflects the cul
17、ture. Because of the influences of history background, continents, words and living method, different nations generate different thinking models. Surely, there is more than one thinking model of a nation, but one is more obvious compared with others. As a whole, east people, especially Chinese have
18、strong comprehensive thinking, image thinking and curved thinking, while analytical thinking, abstract thinking and direct thinking are possessed by the west people. 3. Impact of Cultural Differences on International Business NegotiationsWith the rapid development of economy, we need to do business
19、with businessmen under different culture background, so in order to reach trade agreement, it is necessary for us to study the impact of culture differences on international negotiation in global business activities. The impact of culture differences on international negotiation is extensive and dee
20、ply. Different cultures divide the people into different group and they are also the obstacles of peoples communication. Accordingly, it is required that the negotiator should accept the culture of each other. Furthermore, through culture differences, it is important that the negotiator reveal and u
21、nderstand the other partys goal and behavior and make him or herself be accepted by the opponent to reach agreement finally.3.1Impact of Value Views Differences on International Business NegotiationsValue Views Differences on International Business Negotiations fall into three types: time view, nego
22、tiation style, thinking model. Each has big influences on business negotiation The objectivity in international business negotiation reflects the degree to which people treat any things. West people especially Americans have a strong objectivity on the understanding of issues. At negotiation table,
23、Americans dont care much about relationship between people. They dont care if the status of the opponent is equal to theirs. They make decision based on facts and data, not people. The saying that public things use public ways is a reflection of American objectivity. Therefore,Americans emphasize th
24、at Businessmen should distinguish people and issues, what they are really interested in is the actual problems. But in the other parts of the world, it is impossible for them to distinguish people and issues.3.2 Impact of Negotiating Style Differences on International Business NegotiationsThe impact
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