商务英语毕业论文范文.pdf

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1、-*：20125061824商务英语写作论文学学院：院：外外 国国 语语 学学 院院专专业：业：商商务务英英语语年年级：级：2 20 01 12 2级级姓姓名：名：胜胜男男论文题目：论文题目：ImplicationImplicationofofCulturalCulturalDifferencesDifferencesononInternationalInternationalBusinessBusinessNegotiationsNegotiations指导教师：指导教师：李晶漪李晶漪职称：职称：副教授副教授成成绩：绩：20142014年年 6 6 月月 1919 日日ContentsCon

2、tentsAbstract.2Key words.3摘 要.3关键词.31.Introduction.32.Types of Culture Differences.42.1 Value View.42.2.Negotiating Style.5.z.z.-2.3.Thinking Model.53.Impact of Cultural Differences on International Business Negotiations.53.1Impact of Value Views Differences on International Business Negotiations.63

3、.2ImpactofNegotiatingStyleDifferencesonInternationalBusinessNegotiations.63.3 Impact of Thinking Model Differences on International Business Negotiation74.Coping Strategy of Negotiating across Cultures.84.1 Making Preparations before Negotiation.84.2 Overcoming Cultural Prejudice.94.3 Conquering Com

4、munication Barriers.95.Conclusion.10Bibliography.11Implication of Cultural Differences on International Business NegotiationsImplication of Cultural Differences on International Business NegotiationsName:Zhang ShengnanNo.:Business English MajorSchool of Foreign LanguagesSupervisor:Li jingyiTitle:Ass

5、ociate ProfessorAbstract:Abstract:The business negotiations under different cultural conditions come to cross-cultural negotiations.With the economic globalization and the frequent business contacts,culturaldifferencesseemtobeveryimportant;otherwisetheycouldcauseunnecessarymisunderstanding,even affe

6、ct the result of the business negotiations.Thismeans it is very important to know the different culture in differentcountries and theways to avoid the culture conflicts in the international business negotiations.The article.z.z.-commences from the types of culture differences,then it e*plains the im

7、pacts of theseculture differences on international business negotiation and finally it analyzes how todeal with the problem of the cultural differences correctly in negotiation process.Such astandpoint is emphasized:In the business negotiations between different countries,negotiators should accept t

8、he other partys culture,and try to make him be accepted;then make a correct evaluation with the help of valid communication and discover theirreal benefits between them.Besides,we should know clearly and try to accept the culturedifferences as possible as we can.It is very important for the success

9、of culturenegotiations.Key words:Key words:Culture;Culturaldifferences;Business negotiation;Impact摘摘 要要: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

10、一个观点，在不同国家商务谈判中，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：关键词：文化；文化差异；商务谈判；影响1.Introduction1.IntroductionAlongwiththeadvancementglobalizationandChinasWTOentry,.z.z.-businessenterprises in China have to face more and more business negotiations

11、withforeignenterprises,especiallywithAmericanenterprises.Inthesenegotiations,Chinesenegotiators 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

12、.Cult rural differencesbetween China and west countries could cause many problems.Therefore,understandingcultural differences and overcoming them is crucial in international business negotiations.Although the definition of culture is numerous and vague,it is commonlyRecognized that culture is a shar

13、ed system of symbols,beliefs,values,attitudes ande*pectations.Culture is a major determinant in business negotiation.So have a clearpicture of culture differences if of great significance.2.Types of Culture Differences2.Types of Culture DifferencesThe east countries and west countries have produced

14、different cultures on thedifferent continents.Among the different cultures,value views,negotiating style andthinking model appear more obvious.2.1Value View2.1Value ViewValue view is the standard that people use to asses objective things.It includestimeview,equality view and objectivity.People may d

15、raw a different or evencontradictory conclusion about the same thing.Value view is one of the most importantdifferences among the many factors.It can influence the attitude,needs and behavior ofpeople.The value view varies from nation to nation,people know that the eastern personfocus on collectivis

16、m,while the western people pay more attention to individualism.z.z.-2.2.Negotiating Style2.2.Negotiating StyleNegotiating style refers to the tolerance and graces which the negotiator shows inthe negotiation.The negotiators show their negotiating style through behavior,mannersand the method of contr

17、olling negotiation process during the negotiation.Thenegotiators negotiating style has a bearing on their culture background.According tothe culture differences,negotiating style falls into two types:the east negotiating stylepattern and the west negotiating style pattern.2.3.Thinking Model2.3.Think

18、ing ModelThinking model reflects the culture.Because of the influences of historybackground,continents,words and living method,different nations generate differentthinking models.Surely,there is more than one thinking model of a nation,but one ismore obvious compared with others.As a whole,east peop

19、le,especiallyChinese havestrong comprehensive thinking,image thinking and curved thinking,while analyticalthinking,abstract thinking and direct thinking are possessed by the west people.3.Impact of Cultural Differences on International Business Negotiations3.Impact of Cultural Differences on Interna

20、tional Business NegotiationsWith the rapid development of economy,we need to do business with businessmenunder different culturebackground,so in order to reach trade agreement,it is necessaryfor us to study the impact of culture differences on international negotiation inglobalbusiness activities.Th

21、e impact of culture differences on international negotiation ise*tensive and deeply.Different cultures divide the people into different group and theyare also the obstacles of people s communication.Accordingly,it is required that thenegotiator should accept the culture of each other.Furthermore,thr

22、ough culture.z.z.-differences,it is important that the negotiator reveal and understand the other partysgoal and behavior and make him or herself be accepted by the opponent to reachagreement finally.3.1Impactof Value Views Differences onInternationalBusiness Negotiations3.1Impactof Value Views Diff

23、erences onInternationalBusiness NegotiationsValue Views Differences onInternationalBusiness Negotiations fall into three types:time view,negotiation style,thinking model.Each has big influences on businessnegotiationTheobjectivity in international businessnegotiation reflects the degree to whichpeop

24、le treat any things.West people especially Americans have a strong objectivity onthe understanding of issues.At negotiation table,Americans dont care much aboutrelationship betweenpeople.They don t care if the status of the opponent is equal totheirs.They make decision based on facts and data,notpeo

25、ple.The saying that publicthings use public ways is a reflection of Americanobjectivity.Therefore，Americansemphasize that Businessmen should distinguish people and issues,what they are reallyinterested in is the actual problems.But in the other parts of the world,it is impossiblefor them to distingu

26、ish people and issues.3.2Impact of Negotiating Style Differences on International Business Negotiations3.2Impact of Negotiating Style Differences on International Business NegotiationsThe impacts of negotiating style differences on international business negotiationmainly e*ist in negotiating method

27、 and negotiating structure.Take the negotiationbetween America and China as a e*ample,since the oriental care more about unity inthinking,theymethod they adopt in negotiation is from unity toparts,from the big tolittle,from the abstract to the concrete,that is to say they should each agreement on.z.

28、z.-generalterms,thenbegin to talk about the concrete terms.Andusually not until the end ofthe negotiation do they make compromise and promise based on all the items,and thento reach agreement.The west people are influenced by analytic thinking,so pay moreattention to logical relations between things

29、.They consider more about concrete thingsthan integrity.And they tend discuss the concrete items at the beginning of negotiation,so they often resolve the price,delivery and issuance respectively at first.And they maymake compromise at every detail,so the final contract is the combination of many li

30、ttleagreements.The negotiating structure is linked with cultures.Negotiating structuremostly refers to the number of the participants.In business negotiation,theforeigndelegation is usually composed by 3-5 people,while the Chinese one could be more 15people.That results from the influence of collect

31、ivism.So they often said to theirpartners:Let us think about it.Let us discuss it.But the west negotiators could make thefinal decision without going back for discussion.Thatbecause their admire individualismand hard working.They have strongindependence.They would carry on according tothe best ways

32、after knowing their goals.Whats more,most west people think that theyhave the ability to deal with thenegotiation situation on their own.Andtruly,they arebrave enough to take responsibility.3.3Impact of Thinking Model Differences on International Business Negotiation3.3Impact of Thinking Model Diffe

33、rences on International Business NegotiationThe thinking model of Chinese tends to be comprehensive,concrete and curved,while the Americans are usually analytic,abstract and straight-line.We Chinese areaccustomed to talking about generalprinciples at first and then move onto details.ToChinese negoti

34、ators,the core is the general guideline,and the details are subject to the.z.z.-guideline.After figuring out the big picture,other problems are easier to resolve.It is themost obvious feature of Chinese negotiators.But west businessmen,especiallyAmericans are likely to discuss the details first and

35、try to avoid the principle.They valuedetails very much and think noting about the unity.Accordingly,they want to discuss thedetails at the beginning of negotiation.They are direct and simple innegotiation.As amatter of fact,many facts show that General principles first have impact of constrictionon

36、the parts and details.Forinstance,ourgovernment insists on the principle that HongKong and Macao are undivided parts of China s territory.In the important diplomaticnegotiations such as Entering into relationship with America,Hong Kongs andMacaos Coming back into their motherland.It is under such pr

37、inciple that weestablished the tone of the negotiation and controlled the skeleton of the negotiation,thus we get the advantage and prompt the success of negotiation.4.Coping Strategy of Negotiating across Cultures4.Coping Strategy of Negotiating across CulturesThe culture differences in cross-cultu

38、ral communication have various impacts onoperation of enterprises.These differences will influence negotiation and management oftransnational operation;whatsmore,it may have bad effects on the harmoniousrelationship between our country and foreign countries.Maybe that will lead to themissing of mark

39、et opportunities,the increase of trade cost and the low efficiency ofcompany management.So,it is really necessary for us all to eliminate and avoiddisadvantageous effects.4.1 Making Preparations before Negotiation.4.1 Making Preparations before Negotiation.The negotiators must make good preparations

40、 if they want control the development.z.z.-of negotiation successfully in the comple*situation.Only do they make goodpreparations can they make changes freely according to the situation of negotiation andavoid the happening of conflicts.Because the international business negotiation involvese*tensiv

41、e aspects,more preparations are needed.The preparations often include theanalysis of the negotiators themselves and the opponents;theconstitution of negotiationgroup,elaborating the negotiating goal and strategy and going on imitation negotiationwhen necessary.When making preparations,you should try

42、 to know the opponents whileyou analyze yourselves.Analyzing yourselves mainly refers to studying if the project isfeasible.To knowing about the opponents means understanding their strength such ascredit status,the policy、business customs and regulations of their countries and theconditions of their

43、 negotiating members and so on.4.2Overcoming Cultural Prejudice4.2Overcoming Cultural PrejudiceTolerating different cultures and overcoming cultural prejudice contribute to bettercommunicating with each other and understanding each other.West people often thinkthat they are powerful,capable and e*pe

44、rienced,so sometimes,we need to recognizethen and give then some good comments.We should learn about the foreign culturesbefore negotiation and accept and understand their cultures in negotiation,because everycountry regard their own cultures as a matter of course and hope that their culture couldbe

45、 recognized and accepted.4.3Conquering Communication Barriers4.3Conquering Communication BarriersTwo trains running at different railways in the oppositedirection will collide witheach other;maybe this is the best arrangement for trains.But to communication between.z.z.-people,there wont be communic

46、ations if people go ahead according to their own ways.Trains will collide with each other if they run on the same railway at the oppositedirection.But if we measure by the objective of peoples communication,only we meeteach other,can we have communication and friendship.In negotiation,sometimes weca

47、nt make much progress although we have talked for longtime.And sometimes bothparties are not satisfied.Afterthinking,that is caused by communication barriers whichhappen easily in cross-cultural negotiation.We should make sure if there appearcommunication barriers,ifso,we must overcome them.Generall

48、yspeaking,we shouldpay more attention to the following three communication barriers in cross-culturalnegotiation:the communication barriers caused by culture background of both;the onescaused by misunderstanding of the contents and information from the partner;the onescaused by not being willing to

49、accept the opponents contents and ideas.5.Conclusion5.Conclusion“Social Customs varies in different countries”.In a word,cross-culturalcommunication will meet the problem of culture differences surely.Inturn,culturedifferences also influence all aspects of international business communication.To avo

50、idor to resolve the culture differences is a huge task in international business negotiation.In order to step into the international market successfully,we must have the awarenessof culture differences,acknowledge culture differences and understand different cultures.Try to know yourself and know th