商务英语毕业论文范文.docx

商务英语毕业论文范文.docx

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商务英语毕业论文范文

创作时间：

二零二一年六月三十日

学号：

20125061824

之南宫帮珍创作

商务英语写作论文

学院：

外国语学院

专业：

商务英语

年级：

2012级

姓名：

张胜男

论文题目：

ImplicationofCulturalDifferences

onInternationalBusinessNegotiations

指导教师：

李晶漪职称：

副教授

成绩：

2014年6月19日

Contents

Keywords3

摘要3

关键词4

2.TypesofCultureDifferences4

2.1ValueView4

2.2.NegotiatingStyle5

2.3.ThinkingModel5

3.ImpactofCulturalDifferencesonInternationalBusinessNegotiations5

3.1ImpactofValueViewsDifferencesonInternationalBusinessNegotiations6

3.2ImpactofNegotiatingStyleDifferencesonInternationalBusinessNegotiations6

3.3ImpactofThinkingModelDifferencesonInternationalBusinessNegotiation7

4.CopingStrategyofNegotiatingacrossCultures7

4.2OvercomingCulturalPrejudice8

4.3ConqueringCommunicationBarriers8

5.Conclusion9

Bibliography10

ImplicationofCulturalDifferencesonInternationalBusinessNegotiations

Name:

ZhangShengnanNo.:

20125061824

BusinessEnglishMajorSchoolofForeignLanguages

Supervisor:

LijingyiTitle:

AssociateProfessor

Abstract:

Thebusinessnegotiationsunderdifferentculturalconditionscometocross-culturalnegotiations.Withtheeconomicglobalizationandthefrequentbusinesscontacts,culturaldifferencesseemtobeveryimportant;otherwisetheycouldcauseunnecessarymisunderstanding,evenaffecttheresultofthebusinessnegotiations.Thismeansitisveryimportanttoknowthedifferentcultureindifferentcountriesandthewaystoavoidthecultureconflictsintheinternationalbusinessnegotiations.Thearticlecommencesfromthetypesofculturedifferences,thenitexplainstheimpactsoftheseculturedifferencesoninternationalbusinessnegotiationandfinallyitanalyzeshowtodealwiththeproblemoftheculturaldifferencescorrectlyinnegotiationprocess.Suchastandpointisemphasized:

Inthebusinessnegotiationsbetweendifferentcountries,negotiatorsshouldaccepttheotherparty’sculture,andtrytomakehimbeaccepted;thenmakeacorrectevaluationwiththehelpofvalidcommunicationanddiscovertheirrealbenefitsbetweenthem.Besides,weshouldknowclearlyandtrytoaccepttheculturedifferencesaspossibleaswecan.Itisveryimportantforthesuccessofculturenegotiations.

Keywords:

Culture;Culturaldifferences;Businessnegotiation;Impact

摘要:

分歧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,各国间的文化不同就显得格外的重要,否则将会引起不需要的误会,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分歧文化布景在国际商务谈判中是非常重要的.文章从文化差另外类型入手,然后解释了这些文化不同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另外问题.文章强调了这样一个观点,在分歧国家商务谈判中,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手下做出正确评估,并找出它们之间的真正利益.另外,们应该尽可能的清楚的了解并发现对方的文化.这对文化谈判的胜利至关重要.

关键词：

文化；文化不同；商务谈判；影响

1.Introduction

AlongwiththeadvancementglobalizationandChina’sWTOentry,businessenterprisesinChinahavetofacemoreandmorebusinessnegotiationswithforeignenterprises,especiallywithAmericanenterprises.Inthesenegotiations,Chinesenegotiatorssometimesfeeluncomfortable,puzzled,lost,irritatedandthealike,becauseofunfamiliarcustomandbehaviorsdemonstratedbyAmericannegotiators.Meanwhile,Americannegotiatorsconfrontthesamesituation.CultruraldifferencesbetweenChinaandwestcountriescouldcausemanyproblems.Therefore,understandingculturaldifferencesandovercomingthemiscrucialininternationalbusinessnegotiations.

Althoughthedefinitionofcultureisnumerousandvague,itiscommonlyRecognizedthatcultureisasharedsystemofsymbols,beliefs,values,attitudesandexpectations.Cultureisamajordeterminantinbusinessnegotiation.Sohaveaclearpictureofculturedifferencesifofgreatsignificance.

2.TypesofCultureDifferences

Theeastcountriesandwestcountrieshaveproduceddifferentculturesonthedifferentcontinents.Amongthedifferentcultures,valueviews,negotiatingstyleandthinkingmodelappearmoreobvious.

2.1ValueView

Valueviewisthestandardthatpeopleusetoassesobjectivethings.Itincludestimeview,equalityviewandobjectivity.Peoplemaydrawadifferentorevencontradictoryconclusionaboutthesamething.Valueviewisoneofthemostimportantdifferencesamongthemanyfactors.Itcaninfluencetheattitude,needsandbehaviorofpeople.Thevalueviewvariesfromnationtonation,peopleknowthattheeasternpersonfocusoncollectivism,whilethewesternpeoplepaymoreattentiontoindividualism.

2.2.NegotiatingStyle

Negotiatingstylereferstothetoleranceandgraceswhichthenegotiatorshowsinthenegotiation.Thenegotiatorsshowtheirnegotiatingstylethroughbehavior,mannersandthemethodofcontrollingnegotiationprocessduringthenegotiation.Thenegotiator’snegotiatingstylehasabearingontheirculturebackground.Accordingtotheculturedifferences,negotiatingstylefallsintotwotypes:

theeastnegotiatingstylepatternandthewestnegotiatingstylepattern.

2.3.ThinkingModel

Thinkingmodelreflectstheculture.Becauseoftheinfluencesofhistorybackground,continents,wordsandlivingmethod,differentnationsgeneratedifferentthinkingmodels.Surely,thereismorethanonethinkingmodelofanation,butoneismoreobviouscomparedwithothers.Asawhole,eastpeople,especiallyChinesehavestrongcomprehensivethinking,imagethinkingandcurvedthinking,whileanalyticalthinking,abstractthinkinganddirectthinkingarepossessedbythewestpeople.

3.ImpactofCulturalDifferencesonInternationalBusinessNegotiations

Withtherapiddevelopmentofeconomy,weneedtodobusinesswithbusinessmenunderdifferentculturebackground,soinordertoreachtradeagreement,itisnecessaryforustostudytheimpactofculturedifferencesoninternationalnegotiationinglobalbusinessactivities.Theimpactofculturedifferencesoninternationalnegotiationisextensiveanddeeply.Differentculturesdividethepeopleintodifferentgroupandtheyarealsotheobstaclesofpeople’scommunication.Accordingly,itisrequiredthatthenegotiatorshouldacceptthecultureofeachother.Furthermore,throughculturedifferences,itisimportantthatthenegotiatorrevealandunderstandtheotherparty’sgoalandbehaviorandmakehimorherselfbeacceptedbytheopponenttoreachagreementfinally.

3.1ImpactofValueViewsDifferencesonInternationalBusinessNegotiations

ValueViewsDifferencesonInternationalBusinessNegotiationsfallintothreetypes:

timeview,negotiationstyle,thinkingmodel.Eachhasbiginfluencesonbusinessnegotiation

Theobjectivityininternationalbusinessnegotiationreflectsthedegreetowhichpeopletreatanythings.WestpeopleespeciallyAmericanshaveastrongobjectivityontheunderstandingofissues.Atnegotiationtable,Americansdon’tcaremuchaboutrelationshipbetweenpeople.Theydon’tcareifthestatusoftheopponentisequaltotheirs.Theymakedecisionbasedonfactsanddata,notpeople.ThesayingthatpublicthingsusepublicwaysisareflectionofAmericanobjectivity.Therefore,AmericansemphasizethatBusinessmenshoulddistinguishpeopleandissues,whattheyarereallyinterestedinistheactualproblems.Butintheotherpartsoftheworld,itisimpossibleforthemtodistinguishpeopleandissues.

3.2ImpactofNegotiatingStyleDifferencesonInternationalBusinessNegotiations

Theimpactsofnegotiatingstyledifferencesoninternationalbusinessnegotiationmainlyexistinnegotiatingmethodandnegotiatingstructure.TakethenegotiationbetweenAmericaandChinaasaexample,sincetheorientalcaremoreaboutunityinthinking,theymethodtheyadoptinnegotiationisfromunitytoparts,fromthebigtolittle,fromtheabstracttotheconcrete,thatistosaytheyshouldeachagreementongeneralterms,thenbegintotalkabouttheconcreteterms.Andusuallynotuntiltheendofthenegotiationdotheymakecompromiseandpromisebasedonalltheitems,andthentoreachagreement.Thewestpeopleareinfluencedbyanalyticthinking,sopaymoreattentiontologicalrelationsbetweenthings.Theyconsidermoreaboutconcretethingsthanintegrity.Andtheytenddiscusstheconcreteitemsatthebeginningofnegotiation,sotheyoftenresolvetheprice,deliveryandissuancerespectivelyatfirst.Andtheymaymakecompromiseateverydetail,sothefinalcontractisthecombinationofmanylittleagreements.Thenegotiatingstructureislinkedwithcultures.Negotiatingstructuremostlyreferstothenumberoftheparticipants.Inbusinessnegotiation,theforeigndelegationisusuallycomposedby3-5people,whiletheChineseonecouldbemore15people.Thatresultsfromtheinfluenceofcollectivism.Sotheyoftensaidtotheirpartners:

Letusthinkaboutit.Letusdiscussit.Butthewestnegotiatorscouldmakethefinaldecisionwithoutgoingbackfordiscussion.Thatbecausetheiradmireindividualismandhardworking.Theyhavestrongindependence.Theywouldcarryonaccordingtothebestwaysafterknowingtheirgoals.What’smore,mostwestpeoplethinkthattheyhavetheabilitytodealwiththenegotiationsituationontheirown.Andtruly,theyarebraveenoughtotakeresponsibility.

3.3ImpactofThinkingModelDifferencesonInternationalBusinessNegotiation

ThethinkingmodelofChinesetendstobecomprehensive,concreteandcurved,whiletheAmericansareusuallyanalytic,abstractandstraight-line.WeChineseareaccustomedtotalkingaboutgeneralprinciplesatfirstandthenmoveontodetails.ToChinesenegotiators,thecoreisthegeneralguideline,andthedetailsaresubjecttotheguideline.Afterfiguringoutthebigpicture,otherproblemsareeasiertoresolve.ItisthemostobviousfeatureofChinesenegotiators.Butwestbusinessmen,especiallyAmericansarelikelytodiscussthedetailsfirstandtrytoavoidtheprinciple.Theyvaluedetailsverymuchandthinknotingabouttheuni