文化差异对国际商务谈判的影响论文.docx

文化差异对国际商务谈判的影响论文.docx

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文化差异对国际商务谈判的影响论文

中国某某信息学校

学生毕业设计（论文）

题目：

文化差异对国际商务谈判的影响

姓名：

00

班级、学号：

0000班、00号

系（部）：

经济管理系

专业：

商务英语

指导教师：

00000

开题时间：

2009-4-10

完成时间：

2009-11-1

2009年11月1日

目录

毕业设计任务书…………………………………………………1

毕业设计成绩评定表……………………………………………2

答辩申请书……………………………………………………3-5

正文……………………………………………………………6-25

答辩委员会表决意见……………………………………………26

答辩过程记录表…………………………………………………27

课题文化差异对国际商务谈判的影响

一、课题（论文）提纲

0.引言

1.文化差异产生的原因

1.1地域差异

1.2民族差异

1.3政治差异

1.4经济差异

1.5宗教差异

1.6观念差异

2.文化差异与国际商务谈判的联系

3.文化差异对国际商务谈判的影响

3.1谈判风格

3.2语言沟通

3.3面子问题

3.4时间观念

4.如何对待国际商务谈判中的文化差异

4.1做好谈判前的准备工作

4.2谈判中正确处理文化差异

4.3谈判后因文化差异搞好后续交流

结论

二、内容摘要

国际商务谈判是对外经贸活动中普遍存在的经济活动，是调整和解决不同国家和地区政府及商业机构间经济利益冲突的必要手段。

随着我国市场经济的推进和对外开放的进一步扩大，国际商务谈判已越来越频繁地出现在经济活动中。

成功的国际商务谈判，除了谈判者的个人气质、谈判心理因素外，了解各国间的文化差异也显得异常重要。

若不加以重视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。

本文从剖析文化差异产生的原因入手，接着分析了文化差异对商务谈判的影响，最后总结了对待文化差异影响国际商务谈判的技巧。

在经济全球化的趋势下，越来越多的商务谈判已超越了国家的疆界，在跨文化的土壤里播种收获。

因此，作为国际商务谈判的参与者，不仅要对谈判内容本身做深层次的了解，同时还应对谈判所触及的跨文化范畴有清醒的认识。

三、参考文献

[1]曹菱.商务英语谈判[M].北京：

外语教学与研究出版社,2004

[2]谢晓莺.商务英语谈判[M]．北京：

中国商务出版社，2005

[3]邱革加，杨国俊.双赢现代商务英语谈判[M].北京：

中国国际广播出版社，2006

[4]翁凤翔.国际商务导论[M].北京：

清华大学出版社，北京交通大学出版社，2006

[5]王晓朝.沟通中西文化[M].南宁：

广西师范大学出版社,2006

CulturalDifferencesontheImpactofInternationalBusinessNegotiation

HuangJun

Abstract:

InternationalBusinessNegotiationisaneconomicactivityinforeigntradeandalsothenecessarymeanstoadjustandresolvetheconflictofeconomicinterestsbetweenthedifferentcountry,regionalgovernmentandcommercialorganization.WiththeadvanceofChina’smarketeconomyandopeningupthefurtherexpansion,theinternationalbusinessnegotiationshavebecomefrequentineconomicactivities.ASuccessfulinternationalbusinessnegotiationneedssomefactors,exceptoftheindividualtemperamentofthenegotiatorsandthenegotiationpsychological.Itisalsoimportantfactorthatunderstandingtheculturaldifferencesbetweencountries.Ifwedonotpayattentiontoit,itwouldbearousetheunnecessarymisunderstandings,andevenitmayaffecttheresultsofbusinessdirectly.Inthispaper,westartedtoanalysisofthereasonsofculturaldifferences,andfollowedtoanalysisofculturaldifferencesimpactonbusinessnegotiations,andconcludedtheskillsindealingwithculturaldifferencesthataffectinternationalbusinessnegotiation.

Keywords:

culturaldifferences;commercialnegotiations;influence

Introduction:

AstheworldeconomicglobalizationandChina’saccessiontotheWorldTradeOrganization,theInternationalBusinessNegotiationhasbecomeChina’scommercialactivities,itplaysanimportantroleintheimportandexporttradeandinternationalco-operation.Inthecross-culturalnegotiations,thedifferentgeographical,ethnicandculturalwillinevitablyaffectthethinkingofthenegotiators,negotiationstyleandbehavior.Thusaffecttheentirenegotiatingprocess.Therefore,engaginginbusinessactivities,especiallycross-borderbusinessactivitiesneedtounderstandandgraspthelinkbetweendifferentculturesanddifferences.

1.thereasonsofproducingculturaldifferences

Therearesomereasonscancausetheworld’sculturaldiversity,inall,themainsourceofculturaldifferencesareinthefollowingaspects:

1.1Regionaldifferences

Regionaldifferencesarethatindifferentgeographical,peopletendtohavedifferentlanguages,lifestylesandhobbiesduetothedifferentofgeographicalenvironment,levelofeconomicdevelopmentandtraditionalpractices.Thesewillaffecttheirbehavior.Forexample,somecountriesofWesternandAmericanpeopleareverycareabouttheChristmas,anditdonothavesnowyearroundneartheequatorsuchasAfrica,peopleinsomecountriesmaynothavetheconceptofChristmas,becauseChristmas,thebestdecorateisthesnow,sointheareaofnosnowformanyyears,toAmericanStates,thepeoplehavenotastrongfeelingonChristmas.

1.2Nationaldifferences

Nationaldifferencesarethatindifferentethnicgroups,peopleformedtheirownlanguage,customsandhabitsinalong-termdevelopmentprocess.Theyhavetheirowncharacteristicsonfood,clothing,accommodation,festivals,rituals,materialandculturallife.TakethehistoryofourcountryandourHunHan,theHunshavesturdytemperamentandatypicalnomadiccharacteristics.OurHanhavegentlecharacterandatypicalfarmingnationalidentity.SoleadingtotheHunshavebigdifferentwithHanpepleinthediet,clothing,accommodation,festivals,ritualsandculturallife.

1.3Politicaldifferences

Duetothepoliticalsystemandregulationsofdifferentcountries,thepoliticaldifferenceshaveunifiedandstandardizedeffectsonpeople’sbehaviors.consequently,differentpeoplehavedifferentviewsonthepoliticalidealaspects.Forexample,theUnitedStatesandFrance,theU.S.President’spowerundertheConstitutionstrictlylimitsandotherauthorityCongressandtheSupremeCourt,thetwopowerfulconstraints.TheFrenchpeoplestillhavetoreadyingtosettheyearroyalistrestorationoftheconstitutionalmonarchyoftheThirdRepublic,slightlymodifiedtoexpandthepowersofthepresidentscale.

1.4economicdifferences

Economicdisparityisaembodimentbeacusingtheeconomicfactorscausetothereflectionofculturaldifferences.Forexample,theWesterndevelopedcountries,peoplehavearichlifeandacceptahighlevelsofeducation,peoplepaymoreattentiontothequalityoflife,thesafetymeansaregenerallystronger.ButtheeconomicbackwardnessoftheThirdWorld,peoplearemorecareaboutfoodandclothing.

1.5Religiondifferences

Religionisthedevelopmentofsocietytoacertainstageofthehistoricalphenomenon,ThescaleofMuslimareasispopularwithWesternEuropeandSouthAmericancountries;theMiddleEastandNorthAfrica,BuddhismismoreprevalentinAsiancountries.Theworldhasthreegreatreligions:

Christianity,BuddhismandIslam.Christianity（Protestant）ismostpopularinNorthernEurope,NorthAmericaandAustralia;HowevermanyAsianpeopleintheregionisBuddhist.Differentreligionshavedifferentculturaltendenciesandprecepts,thusaffectingthewaypeople’sunderstandingofthings,behavioralnormsandvalues.

1.6Conceptdifferences

Valuesrefertoevaluationcriteriathatpeopleevaluateobjectivethings.Itincludestheconceptoftime,wealth,ideas,lifeattitudes,riskattitudes.Facetothesamethingsandproblems,differentpeoplewouldgetadifferentorevenoppositeconclusions.

Regionaldifferences,nationaldifferences,politicaldifferences,economicdifferencesandconceptdifferencesareimpactonpeople’sallaspectsuchasfood,clothing,accommodation,festivals,rituals,materialandculturallife.Andthentheyaffectpeople’shabits,values,religiousbeliefsandthewaysofthinking.Eventuallytheyformedtheculturaldifferencesbetweenvariouscountriesandregions.

2.ThecontactsofCulturaldifferencesandBusinessnegotiation

Underthetrendofeconomicglobalization,moreandmorebusinessnegotiationshavetranscendednationalboundariesandseedharvestincross-culturalsoil.Therefore,asparticipantsininternationalbusinessnegotiations,notonlytheymusthavetounderstandthecontentofthenegotiationsin-depth,butalsohavetoknowtheareasofcross-culturenegotiationinclear.

Fortheconceptofbusinessnegotiation,accordingtopeoplegenerallyunderstood,inordertotheneedsofoneselfforthenegotiatingpartiesintheirrespectivebusinessactivities.Becausetheresourcesalreadyexistobjectively,Thenegotiationlookedlikeadivisionprocesoftheconstantresourcesinthebothsides.Butinfact,thenegotiationisnotasimpledivision,thenegotiatingpartiesalsocancreatevalue.Fortheseeminglyestablishedresources,thetwosidescanbethroughnegotiations,andthengetsomeoftheirvalue,inordertoreachintegrationagreement,lettheprofilesmaximize.However,culturalfactorshaveledtothenegotiatorsinmanyways,Comparingwiththesamekindsofculturalnegotiation,thesuccessofcross-culturalnegotiationsaremoredifficult.Butthen,ontheotherhand,thisdifferencehasalsocreatedanopportunityforthenegotiatorsandcanimprovethechancesofanagreementreachedbyintegration.Inbusinessnegotiations,culturaldifferencesandadaptionsisagradualupgradebythelanguage,non-verbalbehavior,values,thinkinganddecision-makingprocess.Asasoftwareknowledge,itusuallyplayacatalyticroleoninternationalbusinessnegotiations.

3.culturaldifferencesimpactoninternationalbusinessnegotiations

3.1Negotiatingstyle

ComparedwithWesterners,Chinesepeoplepaymoreattentiontotheoutcomeofnegotiations,followedbythenegotiationprocess,andfinallythebargainingpurposes.Chinesebusinessmenaffectedbytheimpactoffivethousandyearsofrichhistoryandcultural,inwhichtheaveragelandrightsdoctrine,ethics,pictographiclanguage,aswellasthepsychologicalcareofforeigners.ThosekeepwatchfivesidesbytheChinesepeopleinthenegotiations:

socialclass,theoverallconcept,andinterpersonalrelationshipandintermediariesandface.Inpractice,theyarecompatiblewitheachother.WesternerswithChinesebusinessmenareestablishtobusinessrelations,theyaregreatattentiontoresearchonorientalculture,anddescribetheConfuciancultureofEasternbyusing“high-contextculture”.TheybelievethatthemainfeaturesoftheChinesepeopletalkingareuncertaintyatfirst,whichthecontainoftheunspokenimplication,becauseofthislackofclarityandindirectcommunicationstyle,itmustbeestablishatrustrelationshipandpromoteinternalcommunicationinthefirst.Second,thenegotiationtrendtounanimityandimitation,ifthe