商务英语毕业论文范文.docx 19页

PAGE PAGE # / 17 Hunan In formati on ScienceVocational College Graduati on Thesis Subject :u Subject : up acts of Cultural Differences on International Business Negotiation Name: Student No.: Specialty and Class: Department: Supervisor: Date: 2011-3-02 Contents Introduction1 Types of Cultural Differences2 1.1Value View2 Negotiating Style2 Thinking Model2 Impact Of Cultural Differences on International Business Negotiations4 2.1Impact of Value Views Differences on International Business Negotiations4 TOC \o 1-5 \h \z 2.1.1Impact of Time View Difference on Negotiation 4 2.1.2Impact of Equality View Difference on Negotiation. 5. Impact of Objectivity Difference on Negotiation. 6. 2.2 Impact of Negotiating Style Differences on International Business Negotiations.7 Impact of Thinking Model Differences on International Business Negotiation.8 Coping Strategy Of Negotiating Across Cultures. 9 3.1 Making Preparations before Negotiation.9 3.2 Overcoming Cultural Prejudice.10 Conquering Communication Barriers.10 Conclusion11 Bibliography12 Acknowledgements13 摘要 不同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， 各国间的文化差异就显得格外的重 要，否则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。 这味 着如何化解各国不同文化背景在国际商务谈判中是非常重要的。 文章从文化差异 的类型入手， 然后解释了这些文化差异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异的问题。 文章强调了这样一个观点， 在不同国家商 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 效沟通的帮助下做出正确评估， 并找出它们之间的真正利益。 此外， 们应该尽可 能的清楚的了解并发现对方的文化。这对文化谈判的成功至关重要。 关键词： 文化；文化差异；商务谈判；影响 Abstract The business negotiations under different cultural conditions come to cross-cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessarymisunderstanding, even affect the result of the business negotiations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article commences from the types of culture differences, then it explains the impacts of these culture differences on international business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other party csulture, and try to make him be accepted; then make a correct evaluation with the help of valid communication and discover their real benefits between them. Besides, we should know clearly and try to accept the culture differences as possible as we can. It is very important for the success of culture negotiations. Key words: Culture; Culturaldifferences; Business negotiation; Impact PAGE PAGE # / 17 Introduction Along with the advancement globalization and Chinas WTO entry, businessenterprises in China have to face more and more business negotiations with foreign enterprises, especially with Americanenterprises. In these negotiations, Chinesenegotiators sometimes feel uncomfortable, puzzled, lost, irritated and the alike, because of unfamiliar custom and behaviors demonstrated by American negotiators. Meanwhile, American negotiators confront the same situation. Cult rural differences between China and west countries could cause many problems. Therefore, understanding cultural differences and overcoming them is crucial in international business negotiations. Although the definition of culture is numerous and vague, it is commonly Recognized that culture is a shared system of symbols, beliefs, values, attitudes and expectations. Culture is a major determinant in business negotiation. So have a clear picture of culture differences if of great significance. PAGE PAGE # / 17 Types of Culture Differences The east countries and west countries have produced different cultures on the different continents. Among the different cultures, value views, negotiating style and thinking model appear more obvious. 1.1Value View Value view is the standard that people use to asses objective things. It includes timeview, equality view and objectivity. People may draw a different or even contradictory conclusion about the same thing. Value view is one of the most important differences among the many factors. It can influence the attitude, needs and behavior of people. The value view varies from nation to nation, people know that the eastern person focus on collectivism, while the western people pay more attention to individualism. 1.2. Negotiating Style Negotiating style refers to the tolerance and graces which the negotiator shows in the negotiation. The negotiators show their negotiating style through behavior, manners and the method of controlling negotiation process during the negotiation. The negotiators negotiating style has a bearing on their culture background. According to the culture differences, negotiating style falls into two types: the east negotiating style pattern and the west negotiating style pattern. Thinking Model Thinking model reflects the culture. Because of the influences of history background,continents,wordsand living method, different nations generate different thinking models. Surely, there is more than one thinking model of a nation, but one is more obvious compared with others. As a whole, east people, especially Chinese have strong comprehensive thinking, image thinking and curved thinking, while analytical thinking, abstract thinking and direct thinking are possessed by the west people. PAGE PAGE # / 17 PAGE PAGE # / 17 Impact of Cultural Differences on International Business Negotiations With the rapid development of economy, we need to do business with businessmen under different culturebackground, so in order to reach trade agreement, it is necessary for us to study the impact of culture differences on international negotiation in global business activities. The impact of culture differences on international negotiation is extensive and deeply. Different cultures divide the people into different group and they are also the obstacles of peoples communication. Accordingly, it is required that the negotiator should accept the culture of each other. Furthermore, through culture differences, it is important that the negotiator reveal and understand the other partys goal and behavior and make him or herself be accepted by the opponent to reach agreement finally 2.1Impactof Value Views Differences onInternationalBusiness Negotiations Value Views Differences onInternationalBusiness Negotiations fall into three types: time view, negotiation style, thinking model. Each has big influences on business negotiation 2.1.1Impact of Time View Difference on Negotiation. The time view which affects the negotiators behavior varies from east countries to west countries. The oriental or the Chinese negotiators are usuallycautious and patient. They need to go through the phrases of coming up with proposes, bringing up objections and ending the trade which takes a longer time. And they hope to arrange rich time to go on a negotiation, thus knowing more about the opponent .They are good at long and continuous battle. While west people or we could say American people, consider time is precious. They tend to resolve problems swiftly. So, in business negotiation, American businessmen often complain about the delay and the lack of efficiency of negotiators from other countries, while these countries also make a complaint that the Americans lack patience. There is a popular saying among American negotiators and businessmen: It is prohibited to steal time. That shows the time view of Americans. Tothem, time means money. The time view of Chinese is cyclic. They use long-term and systematic viewpoints to value the importance of the topic. A famous people classify the time view into twokinds: straight-line time viewand cyclic time view. The former pay more attention to concentration and speed, and the later stress doing many things at one time. That they insist on different time view leads to different negotiating styleand method. TheAmerican people represent the straight-line time view and they have a strong awareness of modern competition. They look for speed and efficiency. So they value time badly and consider time as a special commodity whose value could be assessed. They often use minute to calculate time .They hope to reduce negotiation time at every phrase and want to complete the negotiation quickly. But the Chinese time view is cyclic and they place emphasis on unity.Moreover, it is necessary to be punctual at negotiations. Westpeople have a strong time view, if you dont comply with the appointment time, they may give you a punishment and they will regard you as unreliable and irresponsibleperson. Being late for negotiation will give the west businessmen opportunities to exert pressure onyou, and then you will lose the status of being initiative. 2.1.2Impact of Equality View Difference on Negotiation America went through the bourgeoisie revolution of striving for the equality and freedom, so they take equality i