文化差异对国际商务谈判的影响英语专业开题报告0301.docx

1、文化差异对国际商务谈判的影响英语专业开题报告0301本 科 毕 业 论 文（设 计）开 题 报 告题 目： 文化差异对国际商务谈判的影响 学 院： 英语学院 专 业： 英语 班 级： 学 号： 学生姓名： 指导教师： 开题日期： 2012年1月10日 1 Purpose and Significance：With Chinas accession to the World Trade Organization and political and economic globalization, foreign business activities have become more and mo

2、re frequent, international trade is accelerating, and China has a rapid growth in international business negotiations. In addition to many Chinese companies seeking breakthroughs in foreign trade, the foreign companies are also seeking the opportunities to enter into Chinese market. For the sake of

3、responding to the economic globalization, the Multinational business has been an inevitable choice for many large enterprises. Negotiations have become an important link in international business activities. However, because of the cultural differences in different nations or regions, some unnecessa

4、ry misunderstandings between negotiators frequently appear which influences the business negotiation process and even the outcomes of negotiation. Cross-cultural business negotiation is more challenging than negotiation under the single cultural environment; cross-cultural negotiation is a negotiati

5、on form belonging to different cultural thinking patterns, feelings and behavioral patterns. The international negotiation process is always more complex, because the negotiation process involves the power that different cultural norms have not been aware of, and this insensible power of different c

6、ultural norms may lead to an efficient exchange falls short of success for lack of a final effort. In the process of negotiation, interpersonal communication is a major behavior, which occurs in verbal, non-verbal and the context. In the process, culture qualified the international business negotiat

7、ors behaviors and the means of mastering the negotiation process. Different cultural collisions have also increased the uncertainty in international business negotiations and the difficulty of reaching an agreement. As we all know, on todays foreign trade negotiating table, collisions caused by cult

8、ural differences in the various levels are the main reason of leading to enterprise crisis. International business negotiations are not only the exchange and cooperation in the economic field, but also the collisions and communication between two countries culture and this is especially true in the

9、international business negotiations among different nations in different countries. People with different criterions, values and cultural backgrounds often use different business philosophy and management styles, which would result in the cultural friction and conflict. International business negoti

10、ations are influenced by many factors such as their own countrys national politics, economy, culture, etc., and the most difficult to grasp is the cultural factor. Culture is an indispensable element in the various international business activities. The differences between different cultures causes

11、the inevitable culture collision even conflict in international business negotiations, and quite a lot of negotiations failed as a result, it affects directly whether the international business activities conduct smoothly or not. What makes someone a good negotiator in one culture may not work well

12、in another? People tend to interpret and judge their negotiation opponents on the basis of their own cultural background and not take cultural differences seriously. In fact, understanding the impacts of cultural differences on the international business negotiation can give a good help to negotiato

13、rs.Business negotiation as one typical kind of communication activities can best embody the prescriptive characteristics contained in human cultures. In the new era of 21st century, under the economic globalization tendency, business negotiation has more and more frequently appeared in the internati

14、onal and intercultural business environment in recent years, business battles in international market are growing intensified, the competitions on the negotiating tables become more drastically. It is well-known that different countries have different cultures; cultural difference may be one of the

15、most important factors contributing to the international business negotiation. The cultural differences in cross-cultural negotiations have impacts on our enterprises conducting business activities, and these influences have many different aspects. For instance, these differences affect negotiations

16、, and it will cause significant affection to the organizations management and its conduct. It will affect harmonious interpersonal relationships between Chinese and foreign-funded enterprises. Whats more, it even makes the enterprises lose market opportunities, increase transaction costs and lower t

17、he efficiency of enterprise management. The greater the differences are, the greater the barriers of communication, and the more likely the failure of the negotiation are. Therefore, in order to take hold accurately the advantages and domination on the negotiating tables in the future, carry out bus

18、iness activities smoothly and walk into international market successfully, cultural differences between the concerned parties must be identified and bridged. To negotiate successfully, we not only need to have the consciousness of cultural differences and acknowledge cultural differences, but also h

19、ave necessity to research the negotiations that can most reflect cultural values and thinking sets as the breakthrough, understanding the cultural backgrounds and differences among different countries and parties different performances in the negotiations due to cultural differences, understanding n

20、egotiators cultural backgrounds, customs and the limitation beyond culture in detail. Then, we need to foster strengths and circumvent weaknesses on the basis of understanding others, respect businessmens different behaviors with different cultures, reduce unnecessary conflicts caused by the lack of

21、 respect for each other, we are supposed to establish an atmosphere of mutual cooperation and formulate a rational negotiation strategy so as to narrow down cultural differences gradually, turn disadvantages into advantages. Consequently, we can achieve the aim that avoiding conflicts and obstacles,

22、 promoting communications and integrations. Only in this way, we can succeed in international business activities. In addition, for the sake of developing keen communication skills, negotiators must learn to observe through a perspective different from their own culture, always pay attention to cult

23、ural similarities and differences between each other, and then they will have a better understanding on others and make a better performance. These cultures are all unique, and if it can be understand in detail or in a certain level, international business activities can be conducted in a better way

24、. According to the researches to the cultural conflicts on international business negotiations, the effective solutions can be carried out, which not only makes enterprises deepen understanding for international marketing culture, but also makes transnational enterprises increase the rate of succeed

25、 in international business negotiations, and makes enterprises seize the opportunities much more effective in the competitive international market.2 Main Content and Major Issues to be Solved：First of all, the thesis introduces the background of thesis-choosing, and proceeds with the definition of i

26、nternational business negotiation and culture, explanation of their connotation and illustration of the existing relationships between them. International business negotiation is so called cross-cultural negotiation, which is carried out under a different cultural background. With the development of

27、 economic globalization and frequent business contact, understanding cultural differences become quite important. If they ignore the importance of it, unnecessary misunderstanding could be caused, and it even ruin the business negotiation. So the very next argument that the thesis will focus on the

28、analysis of cultural differences in international business negotiations and discuss the variety of differences between Chinese and Western cultures. These cultural differences are the causes of conflict in the international business negotiations, there are many differences such as the differences of

29、 verbal and non-verbal behaviors, differences in values, differences in ways of thinking, differences in awareness, differences in customs and national complex etc. All countries in the world have their own culture, and this thesis will expound them according to these aspects. After elaborating vari

30、ous cultural differences, thesis will start to describe the impacts of cultural differences in international business negotiations; cultural differences have the impacts on negotiating organizations, negotiation styles and negotiation structures. Finally, the thesis will make an analysis of how to o

31、vercome the cultural barriers in international business negotiations, how to solve these problems effectively to further our negotiations, that is the strategies we should adopt. We firstly should do a good preparation before negotiation, then cross-cultural negotiation consciousness should be stren

32、gthened, and we should understand and accommodate diversity of culture, overcome cultural bias, be a keen insight into the cultural criterions, social customs and taboos of negotiators. We should adopt the attitude of maintaining neutral on the cultural issues. What is also very important is that in

33、 the international business negotiations, we should overcome the communication obstacles, look for one or more professional translators to assist our negotiations. Hope these inherent disciplines can be served for Chinas socialist market economy.In the intercultural business negotiation research field, many wor