文化差异对国际商务谈判的影响英文版.doc

《文化差异对国际商务谈判的影响英文版.doc》由会员分享，可在线阅读，更多相关《文化差异对国际商务谈判的影响英文版.doc（19页珍藏版）》请在淘文阁 - 分享文档赚钱的网站上搜索。

1、文化差异对国际商务谈判的影响英文版毕业论文Implication of Cultural Differences on International Business Negotiations题目 文化差异对国际商务谈判的影响 人文 系 商务英语 专业学 号 学生姓名 XXXXXXXX 指导教师 起迄日期 设计地点 六安职业技术学院人文楼 Abstract Business negotiations under different cultural conditions are cultural negotiations. With the development of economic glo

2、balization and frequent business contacts, cultural differences havebecome very important. If they are neglected, they could cause unnecessary misunderstanding, or even undermine the result of business negations. Therefore, it is of great significance to knowdifferent cultures of different countries

3、 as well as ways to avoid cultural conflicts in the contextof international business negotiations. The paper begins with the definition of culture, analyzesthe causes of cultural differences and explains the impact of cultural differences on internationalbusiness negotiations from three perspectives

4、 of communication process, negotiation style andvalues concept. Finally, it analyzes effective ways to deal with the problem arising from culturaldifferences in the negotiation process. The paper stresses that in business negotiations between different countries negotiators should accept the other p

5、artys culture, try to make him beaccepted and make a correct evaluation with help of effective communications. In a word, forsuccessful cultural negotiations, cultural differences need to be perceived, accepted and mostimportantly played down. Key words: culture cultural difference business negotiat

6、ion impactContents1. Cultural difference.41.1 The definition of culture.41.2 The causes of cultural differences.41.2.1 Geographical differences.41.2.2 Ethnic differences.41.2.3 Political differences.41.2.4 Economic differences.41.2.5 Religious differences.41.2.6 The concept of difference.51.3 Import

7、ance of international business negotiations on Cultural differences.52. Cultural differences on the impact of international business negotiations.52.1 Communication process.52.2 Negotiating style.82.3 Values.82.3.1 Ethics.82.3.2 Sense. .82.3.3 Concept of Collective.82.3.4 Concept of time.83. How to

8、deal with international business negotiations and cultural differences.93.1 To learn more about the former in the negotiations of the cultural differences that may arise.93.2 In the negotiations necessary to correctly handle the cultural differences.93.3 Negotiations to do a good job of follow-up fo

9、r the exchange of cultural differences.104. References.11Business negotiation in interpersonal relationships as a special form, relate to different geographical, ethnic, social and cultural exchanges and contacts, which have taken place in cross-cultural negotiations. In cross-cultural negotiations,

10、 the different geographical, ethnic, cultural differences will affect the thinking of those negotiations, the negotiation style and behavior, thus affecting the entire negotiation process. Therefore, to engage in business activities, especially for the cross-border business activities must understan

11、d and master the links between different cultures and differences. Conducting negotiations with the organization, also have to understand that cultural differences impact on the negotiations, only the face of such a positive impact on the desired objectives can be achieved1. Cultural differences1.1

12、the definition of cultureNational culture is a country-specific concepts and value systems, which constitute the concept of peoples lives and work behavior. The nations of the world as a result of specific historical and geographical and gradually formed its own unique cultural traditions and cultur

13、al patterns. As the difference of Chinese and Western traditional customs, values, religious beliefs , different ways of thinking, etc, making the different performance of Chinese and Western cultures.1.2 the causes of cultural differences Cultural diversity caused by many reasons, To sum up, the ma

14、in source of cultural differences are in the following areas: 1.2.1 geographical differences Refers to the geographical differences in different geographic regions due to the geographical environment, the level of economic development and traditional differences in habits, people often have differen

15、t language, lifestyle and hobbies. And these will affect their behavior. For example, the West and the American people in some countries treat Christmas important, but in areas such as near the equator do not have snow all the year round, the people of some African countries may not have the concept

16、 of Christmas because the best modified Christmas is snow, as to the people in the region that are not long-term snow ,there is little concentration of Christmas than American States. 1.2.2 national differences Ethnic differences is the different ethnic groups in the development of long-term process

17、, the formation of their own language, customs and preferences, habits. Their diet, clothing, accommodation, festivals and rituals, such as material and cultural life of their own characteristics. Take the history of our country and our Hun Han, the Xiongnu people are valiant, characteristics of typ

18、ical nomads. And we tame the Han character, the typical characteristics of farming nation. Which led to the Huns in the diet, clothing, accommodation, festivals and rituals, such as material and cultural life are different with Han.1.2.3 the political differences Political differences are due to the

19、 political system and the policies and regulations on peoples behavior with the role of a standardized, so that all peoples in the political aspects on the concept of the existence are differences. Take the United States and France as example, the United States by the Constitution the powers of the

20、President of the severe restrictions on the two major powers with other institutions of Congress and the Supreme Court of strong constraints. While France also had to set was ready to royalist restoration of the monarchy of the Third Republic to amend the Constitution a little further expand the pow

21、ers of the president. 1.2.4 economic disparities Economic differences are result of the economic factors of a reflection of cultural differences. For example, the people in the Western developed countries are rich lives and high level of education, people will pay more attention to the quality of li

22、fe, security means more generally. And economic backwardness of the Third World, people care more about food and clothing. 1.2.5 religious differences Religion is the development of human society to a certain stage of historical phenomenon, Religion has its own (Catholic) Major epidemic in Western E

23、urope and South American; Islam is the scope of the whole of the Middle East and North Africa. Buddhism is more prevalent in Asian countries. The world has three major religions: Christianity, Buddhism and Islam. Christian (Protestant) is major epidemic in Northern Europe, North America and Australi

24、a; people in many parts of Asia believe in Buddhist. Different religions have different cultural tendencies and precepts, which affect the way of people understand things, codes of conduct and values.1.2.6 the concept of Values difference Values are means of objective evaluation criteria of things.

25、It includes the concept of time, wealth, the attitude towards life, the attitude to risk and so on. Different societies people to the same things and problems will come to different and even opposite conclusions.Geographical differences, ethnic differences, political differences, economic difference

26、s, religious differences and differences in concepts have the impact on peoples penetration in the food, clothing, accommodation, festivals and rituals, such as material and cultural life in all its aspects. Thus affecting peoples behavior, values, religious beliefs and modes of thought have a lot o

27、f difference, Finally has formed the various countries and areas of cultural differences. 1.3 cultural differences on the importance of international business negotiations Practice in the negotiations, many negotiators often do not understand, or took note of the cultural importance of the significa

28、nt impact on negotiations. Negotiating parties for foreign culture, some negotiators may have noticed some of the other negotiations, different or hard to understand the concrete manifestation of negotiations, but that is not important. Some people blindly believe that negotiation is the use of fore

29、ign-related facts and figures to speak, and the facts and data are common. Similarly, some foreign countries negotiators to negotiations with each other to maintain harmonious relations, they will notice the similarities between both cultures, while ignoring their differences. Lets look at an exampl

30、e. In 1992, negotiators from China and other 12 experts of different professions to form a delegation to the United States purchases about 30 million U.S. dollars of chemical equipment and technology. The US naturally does everything possible to satisfy them. One of them is negotiations in the first

31、 round of the delegation sent to each of them a small souvenir. The Souvenirs packaging is very particular is a beautiful red box, red for advanced. But when the delegation was pleased to open the box when face-to-face in accordance with the Americans, Everyones face appears very not the nature actu

32、ally-there is a golf cap, but the color is green. American businessmans intention is: after signing the contract, and everyone to play golf. But they dont know the be a cuckold is the biggest taboo in Chinese men. Finally the delegation did not sign the contract, not because the Americans insult peo

33、ple, but because they work careless, and even dont know the common sense that Chinese men taboo be a cuckold. How can we feel free to tens of millions of dollars project to them? It can be seen that the failure of the Americans negotiation is due to they do not understand the Chinese culture.From th

34、e above examples, we can learn in business negotiations, if we do not attach importance to each others cultural differences, the negotiations are likely to lead to failure.2. Cultural differences on the impact of international business negotiations The impact of culture on negotiations is extensive

35、and profound, and different cultures will naturally divided people into different groups, this region, the difference between their respective groups are bringing people of different cultural groups tend to alienate each other; On the other hand, different cultural communication and exchanges betwee

36、n people are also obstacles. Therefore, the requirements of the negotiators to accept each others culture, but also by cultural differences, unmistakably reveals that the purpose of understanding of each others behavior, and they have been accepted by the other party, and ultimately reach a consensu

37、s agreement. Overall, the impact on culture negotiations are in following several aspects:2.1 the communication process Cultural differences on the communication process of the negotiations, first of all is the performance of the communication language in the negotiation process. Language is a bridg

38、e of any country, any region and any nation. States companies, individuals to conduct business negotiations, we must first have the language to this. The differences language of international business activities is the most direct and clear. Such as Chinas white elephant brand batteries, to the Engl

39、ish White Elephant it would cause bad associations. Because the White Elephant In addition to the name of animals that have two meanings: The owner did not use, but may be useful to others; do not reuse things. Solve the language problem is very simple, you can hire a translator or use a common thir

40、d language to talk. While the negotiators of the language used in a variety of cultures with higher fitness, but no matter what, the difference is obvious. Such as Japan, Brazil and France Culture, the Japanese style of business communication is the most polite, more positive commitment to the use o

41、f recommended and guarantees, and less use of threats, commands and warnings of freedom of speech, their manners of speech style, The most prominent is that they do not often use no, you and facial gaze, but to maintain a period of silence; Brazilian businessmen to use no and you at the higher frequ

42、ency, their negotiation style seems more presumptuous, and it seems not lonely in the negotiations, to gaze at each other and touch each other from time to time; French businessmen negotiating style is all the most presumptuous, in particular, their use of threats and warnings at the highest frequen

43、cy, in addition, they are still very frequent use of interrupted, facial gaze, as well as no and you. It can be seen, only to clarify these differences that can avoid the reticent Japanese, Brazilian over enthusiasm or the Frenchs misunderstanding of the threat, which achieved the success of interna

44、tional business negotiations. Cultural differences impact on the negotiation process not only in the process of language communication, but also in the process of non-verbal communication. Cultural differences will lead to different countries or regions in the body language of negotiations, the use

45、of action language significantly different, or even the same language of action is diametrically opposed to the transfer of information. For example, the vast majority of countries are in favor of nod his head for agree. But in India, Nepal and other countries that are certainly shaking his head, that is, shaking his head and smiling, that is positive meaning, some people just do it diagonally on the rise is still a good way, some people are a population frequency said You are right! You are right! but a continuously shaking his h