浅析商务谈判中的跨文化因素-论文Word格式.docx
《浅析商务谈判中的跨文化因素-论文Word格式.docx》由会员分享，可在线阅读，更多相关《浅析商务谈判中的跨文化因素-论文Word格式.docx（23页珍藏版）》请在冰点文库上搜索。
专 业
：
商务英语
指导教师
000000
开题时间
2009-4-10
完成时间
2009-11-01
2009年11月01日
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 6-22
答辩委员会表决意见 23
答辩过程记录表 24
目 录
课 题 浅析商务谈判中的跨文化因素
0.引言
1.商务谈判与文化的关系
2．跨文化差异的主要表现
2.1思维方式的差异
2.2价值观与时间观念的差异
2.3伦理与法制观念的差异
3.谈判的方式。
对比了英国，美国与中国的谈判方式
4.应对国际商务谈判中文化差异的策略
4.1谈判前做好充足的准备
4.2树立跨文化宽容意识学会换位思考
4.3克服沟通障碍
5. 结论
一、课题（论文）提纲
二、内容摘要
21
现在由于世界经济全球化的趋势越来越强势国家间的合作和关系越来越紧密。
同时因为我国的改革开放及成功加入世界贸易组织，我国与其他国家的关系变得越来越紧密。
不同的文化谈判变得也越来越频繁，因此我们的谈判人员在谈判的过程中需更关注文化。
在此有很多方面影响文化差异，比如说：
思维，理念和时间等等。
因此，中西对文化差异的正确理解变得越来越重要。
只有当我们对文化差异有一个正确理解和认识，才能在商务谈判中作出更好的决策，并更好地服务我们的社会市场经济
[1]肖靖.论国际商务谈判中的跨文化策略[J]．商场现代化，2005:
6
[2]姚立.商务谈判[M]．北京:
中国城市出版社，2003:
5
[3]曹菱主编.商务英语谈判[G]，外语教学与研究出版社，2004
[4]谢晓莺主编.商务英语谈判[G]，中国商务出版社，2005
[5]邱革加,杨国俊主编.双赢现代商务英语谈判[M]，中国国际广播出版社，2006
三、参考文献
OnCross-culturalElementsinBusinessNeogtiations
YangJuanqi
Abstract:
Nowadaysthecooperationandrelationshipbetweencountrieshavebecomecloserandcloserbecousethetendenceoftheworld"
seconomyglobalizationbecomestrongerandstronger.withtheongingofthechinaopening and reformpolicy,andsuccessinentrytheWTO,therelationshipbetweenourcountryandothercountriesintheworldwillalsobecomecloserandcloser.variousinter-cultrualnegociationbecomemoreandmorefrequrent,soaboutdifferentMuchattantionispaidbybusinessmenintheinter-culturalnegotiation.therearemanyaspectsthataffectthefactorsofculturaldifferency,suchas;
thought,ideologyandtimeetc.,therefore,correctunderstandingofculturaldifferencybetweenchinaandwesterncountriesbecomesmoreandmoreimportant.Andonlywhenwemakeagoodunderstandingandrecognitioncorrectlyaboutthedifferentculturesbetweenourcountryandwesterncountriescanwehaveabetterpolicyinbusinessnegotiation,andservethesocialistmarketeconomy.
[Key words]:
cross-cultural difference;
internationalbusinessnegotiation;
countermeasure
0.Introduction
WiththeemergenceofeconomicglobalizationandChina’sentryintoWTO,internationalbusinessbecomesincreasinglyintercultural.Asinternationalbusinessrelationsgrow,sodoesthefrequencyofbusinessnegotiationsamongpeoplefromdifferent countries and cultures. And that can createconsiderable challenges for business representativesunfamiliarwiththeculturesofdifferentgroups.Sotheinterculturalapproachtointernationalbusinessnegotiationhasattractedincreasingacademicattention.Negotiationscaneasilybreakdownbecauseofalackofunderstandingoftheculturalcomponentinthenegotiationprocess.
Therefore,tothesuccessfulnegotiations,thetwosidesmustfirstunderstandtheculturaldifferences.Negotiatorswhotakethetimetounderstandtheapproachthattheotherpartiesarelikelytouseandtoadapttheirownstylestothatonearelikelytobemoreeffectivenegotiators.Thusinanintercultural negotiation, in addition to the basicnegotiationskills,itisimportanttounderstandtheculturaldifferences,andtomodifythenegotiationstyleaccordingly.
Thispaperfocusonthefourdimensionsofcultureanddifferentnegotiatingstylestoillustratetheimportanceof
theculturefactorsinbusinessnegotiation.
1.NegotiationandCulture
Theverydefinitionofnegotiation,initsmodernsense,canvaryfromculturetoculture.Whatanegotiationisdesignedtoaccomplishisseendifferentlybydifferentgroupsofpeople.Beforeoneevencomestothetable,suchdifferencesinthemeaningorpurposeofthenegotiationaffectthenegotiation,ashowonedefinestheprocessofnegotiatingisculturallydetermined.Someculturesseeitonlyasanopportunitytobargain,othersastheestablishmentofalifetimerelationshipthatgoesbeyondtheoccasionalmeeting,stillothersasanopportunitytodemonstratetheircapacityforeloquenceanddebate.Somedonotseenegotiationasaprocessatall.Forinstance,AmericansandEuropeanstendtoseenegotiationsasacompetitiveprocess;
theChineseandtheJapaneseseeitasacollaborativeendeavor.
Sotherearemanymorechallengesinaninterculturalenvironmentthaninacoss-culturalsetting.Interculturalnegotiationsareannegotiationwherethenegotiatingpartiesbelongtodifferentculturesanddonotsharethesamewaysofthinking,feeling,andbehavior.Thenegotiationprocessis
generallymorecomplexbecauseculturalnormsmayundermineeffectivecommunication.
2.Cross-culturaldifferencesmainreflections:
Inthelongprocessofhistoricaldevelopmentinvariouscountrieshasgraduallydevelopedadistinctiveculture.TheseculturesarequitedifferentInmanyways,Specificallyinthefollowingareas:
2.1Differencesinwaysofthinking
Differentcultureshavetheirown waysofthinking,thinking style and thinking features.which so-calledthinkingdifferency.Businessnegotiation isthenegotiatorsmotion processofthe thinkingmovement. The wayofthinkinginchinaisemotional.Therefore,inthenegotiationprocess.Chinesepeopletendtoemphasizetheexperience.Thewayofthinkinginwest isrational.Theyare focusedon thetruth.Chinesetraditionalthinkingareaccustomedtostartingfromtheoverallthings,andwhatismore,theyalsoemphasizetheinterconnectednessofthingsandtheoverallfunction.TheWestern traditional of thinking is more focused on theindividualmodeofthinking,whichWithaclearpurpose,planning,and demandtheopposite sex.Chinesepeoplepay
attentiontocurvesofthinking,theyareaccustomedtodescripingtheproblemfromanotherangle,Tryingtoavoidtodirectlypointouttheinformationcenter.TheWesternemphasisonthelineofthinking.TheyStraighttothepointwhentheywanttoexpressideas.
2.2differencesinthe timeandvalues
In different culture. Values, there will be verydifferent.Anunderstandingofapopularvaluescompetenceinthe sociaty which play a very important role in thecross-cultural communication. Chinese people have alwaysacceptedConfucianeducationandedification,sotheconceptofaltruismhasalonghistoryinChina.WhileWesternerstendtobelieveinindividualism.Self-servingconceptofWesternculturehas become a collective consciousness. Differentcultureshavedifferentconceptoftime.ForexampleforAmericans,theyhaveastrongsenseoftime, andtheirwholelifecompletelysubjecttostrictandprecisetiming. whiletheChinesepeople'
sconceptoftimeratherweak.
2.3Differencesintheconceptofethicsandtheruleof
law
Chineseculture,accustomedtoavoidingtothinktheproblemsinlegal,whileitfocusontheissuefromtheethicalandmoral
considerations.Chinesepeopleattachimportancetoofficialshuman,theyareweakinasenseoflaw,andtheyareaccustomedtorelyingontheofficertoconductthe‚back‛transactions,tousingbythemediatoplaytheroleofethics.WesternEthicsthink that the country must make the law a concretemanifestationofthenationalmoralconcepts,iftheruleoflawis not be implemented, it can notmeet the ethicalrequirementsoftheidealstate.Sothattheyusuallyuselegalratherthanbyconscienceandmoralrole.
3.NegotiatingStyle
Itmustbeemphasizedthatthereisnoonerightapproachtonegotiations.Thereareonlyeffectiveandlesseffectiveapproachesandthesevaryaccordingtomanycontextualfactors.
Asnegotiatorsunderstandthattheircounterpartsmaybeseeingthingsverydifferently,theywillbelesslikelytomakenegative judgments and more likely to make progress innegotiations.Theresearchandobservationsbymostscholarsindicatefairlyclearlythatnegotiationpracticesdifferfromculturetocultureandthatculturecaninfluence‚negotiatingstyle‛ --thewaypersonsfromdifferentculturesconductthemselvesinnegotiatingsessions.
Forexample,U.S.negotiatorstendtorelyonindividualistvalues,imaginingselfandotherasautonomous,independent,andself-reliant.Thisdoesnotmeanthattheydon’tconsult,butthetendencytoseeselfasseparateratherthanasamemberofawebornetworkmeansthatmoreindependentinitiativesmaybetaken.Americannegotiatorstendtobecompetitiveintheirapproachtonegotiations,includingcomingtothetablewitha fallback position but beginning with an unrealisticoffer.Therefore，American negotiators often act in animpersonalway--，businessisbusiness‛is theirmaxim.Besides,Americannegotiatorsarealwaysmission-driven--anxioustobringpartiesconcernedintoagreement,andtheyhavelittleinterest in building up any relationship. Furthermore,Americannegotiatorsliketobeopenlychallengedforthenegotiation,andtheythinkitisquitenormaliftheyrunintoanyconflictwithanypartyconcerned.
Chinese negotiators also look forward to long-termpartnership.UnlikeAmericanegotiators,theyarenotinahurrytopushforanagreement.Generallythereisaslowstartto，warmup‛ ,andthenitisfollowedbysometentativesuggestions. Like their Japanese counterparts, Chinesenegotiatorsdonotexpectanyopenconflictforwhatever
reasons,andtheyaretryingto‚saveface‛forbothsides.
TheChinesearereservedandknownfortheirhospitalityandgoodmanners.TheChineseconsidermutualrelationshipsandtrustveryimportant.Therefore,timewillbespentinthebeginningenjoyingteaandsocialtalk.However,theyaresomeofthetoughestnegotiatorsintheeyesofforeignnegotiators.Technical competence of negotiators is necessary, and anon-condescendingattitudeisimportantbecausetheChineseresearchtheiropponentsthoroughly
升级会员 