不同文化对商务谈判的影响英语论文.docx

不同文化对商务谈判的影响英语论文.docx

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不同文化对商务谈判的影响英语论文

论文题目：

InfluencesofDifferentCulturesonInternationalBusinessNegotiation

Contents

Abstract（English）----------------------------------------1

Abstract（Chinese）----------------------------------------2

1.Introduction------------------------------------------3

2.Differentcultures------------------------------------5

2.1Definitionofculture-----------------------------5

2.2Culturaldifferences------------------------------6

3.Internationalbusinessnegotiation--------------------7

3.1GeneralIntroductionofNegotiation---------------7

3.2Definitionofinternationalbusinessnegotiation---8

3.3Generalprocessofnegotiation---------------------9

4.Influencesofdifferentculturesoninternationalbusinessnegotiation-------------------------------------------9

4.1High-contextandLow-contextcommunication---------9

4.2Individualismversuscollectivism------------------11

4.3Resultsversusrelationships-----------------------12

4.4Timeorientation-----------------------------------14

5.Achievingeffectivenegotiations

Througheffectivenegotiationstrategies---------------18

6.Conclusion--------------------------------------------23

WorksCited----------------------------------------------25

Abstract

Withtheconstantdevelopmentoftheeconomicglobalization,businesscooperationbetweencompaniesisdramaticallyincreased.Negotiatorsfromdifferentcountriescometogetheranddiscusstheircommonandconflictinginterests:

meanwhile,theybringdifferentculturestothenegotiatingtable.Cultureisoneofthefactorsthathaveimportantimpactsoninternationalbusinessnegotiation.Cultureforgesvaluesandreligiousbeliefthatdefineone’sthinkingandbehavior.Therefore,negotiatorswithdifferentculturalbackgroundsemploydifferentnegotiatingstrategies.Culturaldifferenceswillcertainlyresultinculturalfactors.Thus,tonegotiateeffectively,negotiatorsshouldhaveagoodunderstandingofcultureandculturaldifferences.Moreimportantly,theyshouldknowhownegotiationisaffectedbyculture.Indoingso,negotiatorscanpredicttheprocessandadjuststrategiesinordertoreachasatisfactoryagreement.Therefore,theresearchonhowcultureinfluencesnegotiationisintheneedofsocialdeveloping,andisofpracticalsignificance.

Keywords:

Influences,DifferentCultures,InternationalBusinessNegotiation.

内容摘要

随着经济全球化的不断发展，各公司之间的商业合作的机会急剧增加。

不同国家的谈判者在同一张谈判桌上就共同和冲突的利益进行协商。

同时，他们也带来了不同的文化。

文化是影响国际商务谈判的重要因素之一。

文化决定人的价值观、宗教信仰，从而影响人的思想和行为。

因此，不同文化背景的谈判者运用不同的方式、策略进行谈判。

文化的差异必然会引起文化冲突，谈判的成功与否大多可以用文化因素来解释。

因此，要想取得有效地谈判，谈判者不仅要了解对手的文化及与己的文化差异，更重要的是应该了解文化因素如何影响谈判。

这样，有助于谈判者预见谈判的进程，及时调整谈判策略，最终达成圆满的协议。

可见，这一课题的研究顺应时代的发展，具有积极的现实意义。

关键词：

影响；不同文化；国际商务谈判。

1.Introduction

Asinternationalnegotiationincreasinglyinvolvesculturalfactors,therelationshipbetweencultureandnegotiationhasattractedmoreandmoreacademicattention.Researchoninternationalnegotiationconcerningculturalvariableshasdevelopedonlyseveraldecades,andisstilllargelyexpectedinthefuture.In1976,scholars,likeDeshler,Sato,ClappcarriedoutaresearchonthedifferentoutcomesofaseriesoftheU.S-Japanesenegotiationsresultedfromculturaldifferences.Thenin1980,itisFisherwhoworkedoutthetheoryfrompractice.Heargued,“Thegreatertheculturaldifferences,themorelikelybarrierstocommunicationandmisunderstandingsbecome.”（Hendonetalx）Afterthat,somescholarsin1990smadefurtherexplorationontheofcultureininternationalnegotiationsexclusivelyfromthecross-culturalperspective.Inthisthesis,attentionisfocusedoninfluencesofdifferentculturesoninternationalbusinessnegotiations.AndtheSino-Americanbusinessnegotiationcasesaremainlyselected.ThenegotiatingstylesoftheUnitedStatesandChina,toalargeextent,representthatofmostnegotiatorsfromtheworld.Meanwhile,thesetwoculturesarequitedifferent,orevenopposing.Forexample,AmericansvalueindividualismwhileChineseemphasizecollectivism.Americansnegotiateacontractwhilethelatternegotiatearelationship.

Overtwo-thirdsofU.S-Chinesenegotiationeffortsfailthoughbothsideswanttoreachasuccessfulbusinessagreement.Infact,thememberholdstrueformostcross-culturalmeetings.Oftenbarrierstoasuccessfulagreementareofaculturalnatureratherthananeconomicalorlegalnature,besides,withChina’sentryintoWTO,Chinaisbecomingmoreandmoreimportantintoday’seconomicfield.ChinaisthecountrywithalonghistoryinwhichaveryimportantreligiousbeliefConfucianismoriginated.ItistypicalrepresentativeofOrientalCulture.

Itismyintent,inthisthesis,topresentanexplorationontherelationshipbetweencultureandnegotiationacrossborders.Inaddition,Iwillgivesomerecommendationtothenegotiatorswhoneedtodealwithpeoplefromothercultures.Intoday’sglobalenvironment,onlythosenegotiatorswhofullyunderstandtheopponents’cultureandculturaleffectsonnegotiationcanbesuccessfulininternationalnegotiations.

2.Differentcultures

2.1DefinitionofCulture

Asweallknow,cultureisnotanewbutrathercomplextopic,whichhasbeenheatedlydiscussedinthepastdecades.Therearemorethan160definitionsgivenintheanthropologyliteratureandthetermculturehasbeendefinedinmanyways.Wecansaythatculturecanincludelanguage,arts,morals,beliefs,customandeveneverythinginourlife.

Inthisthesis,cultureisdefinedas“asetoflearnedandenduringvalues,beliefs,knowledge,standards,lawsandbehaviorssharedbyagroupofmembersanddetermineshowthememberacts,feelsandviewsoneselfandothers”.Asociety’soranation’scultureispassedonfromgenerationtogenerationandpeoplelearncultureineverydaylifebycommunicatingwiththeirfamilymembersandthosearoundthem.Culturedirectspeople’sjudgmentandopinion,andthestandardsforwhatisrightorwrong.Andveryoften,thepeopleofacertainculturetendtoactaccordingtovalues,beliefs,customsandstandardsprovidedbytheirculture,whichwillusually,manifestitselfinhowanindividualviewspace,time,respondstoothers,communicates,doesbusiness,negotiatesacontractordealswithapotentialtradepartner.So,tohaveagoodunderstandingofyourbusinesspartner’sculturecanhelppredictyourbusinesspartner’sbehavioranddevelopsoundstrategiesfordeal-makingandnegotiations.

2.2CulturalDifferences

Withtheglobalizationofeconomy,aswellasthefastprogressingoftransportationandcommunicationmeans,thewayofdoingbusinesshasbeenchangedalotandbusinessmenaregivenmuchmoreopportunitiestotouchvariousculturesthaneverbefore.Whentransactingbusinessinsomeforeigncountries,Americanstendtoemploywhattheyconsiderprofessionalbehavior.Unfortunately,theyareoftengivenblankstares,pretendedhalf-smiles.Theyareperceivedasaggressiveandinsensitivetoanotherculture,whichisresultedfromculturaldifference.Nocountryiscompletelyself-sufficientandcandevelopitselfwithoutanyconnectiontoothers.Manycompanieshavetheirsubsidiariesabroadandforeignproductscanbefoundintheirhomemarket.Today,manybusinessmenoftenfindthemworkinginamulti-culturalenvironment,dealingwithagreatnumberofdifferencesrangingfromcommunicatingstylestosocialetiquettetovalues.Ithasbeenawell-knowfactthatpeopleacrossnationsandculturesbehaveandbelievedifferently.Membersofdifferentcultureslookdifferentlyattheworldaroundthem.Somebelievethatthephysicalworldisreal.Othersbelievethatitisjustanillusion.Somebelieveeverythingaroundthemispermanentwhileotherssayitistransient.Realityisnotthesameforallpeople.Nationsandculturesdifferintermsofhowtheyperceivethespecificobjectandphenomenon.Forinstance,ageishighlyrespectedineasterncountriesespeciallyinChinaandJapan,asitisasignofgreatwisdom.Youngpeoplearetaughttorespecttheoldwhentheyarechildren.Onthecontrary,Americanencourageandpromotethosewhoarequalifiedandcompetentregardlessofageandtheyoungdon’tseetheoldinthesamesenseasChineseandJapaneseculturearecharacterizedascollective.

3.InternationalBusinessNegotiation

3.1GeneralIntroductionofNegotiation

Negotiationisabasichumanactivitythatpeopledoatsomepointeveryday,tosortoutdifferenceswithotherpeople,ortogetwhattheywant.Ahousewifewithasalespersonoverthecounterforthepriceoffruits,agirlwithherparentforliftingthenightcurfew,adriverwithapolicemanforremovingticketoveratrafficviolation,apurchasingagentwithasupplierfornegotiationplaysanimportantroleinourdailylife.

Whatthenisnegotiation?

Amoderndefinitionofnegotiationistwoormorepartieswithcommonandconflictingwhoenterintoaprocessofinteractionwiththegoalofreachinganagreement.Negotiationisadecision-makingprocessthatprovidesopportunitiesforthepartiestoexchangecommitmentsorpromisesthroughwhichtheywillresolvetheirdisagreementsandreachasettlement.Inbelief,anegotiationistwoormorepartiesstrivingtoagreewhentheirobjectivesdonotcoincide.

3.2DefinitionofInternationalBusinessNegotiation

Negotiationcanbeconsideredaspecialcaseofcommunicationinwhichinformationissharedandcommonandcomplementarygoalsacceptabletobothsidesaresearched.Partiesatthenegotiatingtablearehighlyinterdependent.Theircommoninterestsarelockedtogether.Abuyercannotsurvivewithoutaseller.Namely,awin-wintransactionismorerelatedtonegotiationofmodernfromdifferentcountriesorregionsnegotiateinordertoachieveacertaineconomicgoa