浅谈商务活动中的交际与技巧-商务英语-毕业论文.doc

中国某某某某学校

学生毕业设计(论文)

题 目： 浅谈商务活动中的交际与技巧
姓 名 ： 0000000
班级、学号 ： 000000000
系 (部)： 经济管理系
专 业： 商务英语
指导教师： 0000000000
开题时间： 2009-4-10
完成时间： 2009-11-3

2009年11月3日

14

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………………………………………………………6-18
答辩委员会表决意见…………………………………………19
答辩过程记录表………………………………………………20

课 题 浅谈商务活动中的交际与技巧
一、 课题(论文)提纲
内容介绍：
0. 导言
1. 影响商务谈判的文化因素
1.1语言及非语言行为
1.2风俗习惯
1.3思维差异
1.4价值观
1.5人际关系
2. 国际商务谈判中所体现的风格
2.1中国人的谈判风格
2.2德国人的谈判风格
2.3日本人的谈判风格
2.4美国人的谈判风格
3. 国际商务谈判中所采取的技巧
3.1学会倾听
3.2懂得灵活应变
3.3恰当地使用肢体语言
4. 总结

二、内容摘要
商务谈判是商务活动的重要的组成部分。国际商务谈判的定义，是指国际商务活动当事人为了达成某笔交易，彼此通过信息交流，就交易的各项要件进行协商的行为过程。商务谈判在国际之间友好交流中，扮演了一个越来越重要的角色。中国入世后，涉及国际商务的谈判也与日俱增。因而，如何保证在商务谈判中的有利地位，提高商务谈判的交际能力与技巧，也日渐被提到议事日程上来。影响商务谈判，包括各个国家民族的政治、经济、文化等多方面的因素，本文将重点从文化角度着手，分析影响商务谈判的各种文化因素，分析在不同的文化背景下，各国表现出来不同的谈判风格，从而了解各国的优势劣势，有针对性地提高本国在商务谈判中的交际与技巧，维护在国际交流中的合法权益。
三、参考文献
【1】 王辉平.商务谈判规范与技巧. 广西人民出版社,2008
【2】 郭秀君.商务谈判.北京大学出版社,2008
【3】 陈向君.商务谈判技术. 武汉大学出版社,2004
【4】 建修.商务谈判36计. 当代中国出版社,2002
【5】 方其.商务谈判-理论,技巧，案例.中国人名大学出版社,2004
【6】 孙庆和，张福春.实用商务谈判大全.企业管理出版社,2005
【7】 袁岳.高效谈判-如何赢得有利局面.机械工业出版社,2006
【8】 吴键伟.商务谈判策略.中国人大出版社,2006
【9】 约瑟芬·克林顿.商务谈判英语.北京大学出版社，1999

|On Communications and Skills in Business Activities
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Abstract: As a dispensable and crucial part of business activities, international business negotiations refer to the process of consultation that through the exchange of information and negotiation which is based on the various components of trading so as to make a deal successfully. Business negotiation is playing a more and more important role in the exchange of international intercourse. After China’s involvement in WTO, the affairs that come to international business negotiations are growing at a swift speed. Thus, the issue that how to guarantee the priority in business negotiations and improve the ability of intercourse and the skills is been putting on the agenda. There are several factors that affect the business negotiations, which include politics, economy, and culture. In this passage, I’ll make an emphasis on the cultural angle and then analyze the cultural factor that influence business negotiations under the backgrounds of countries’ different culture and a variety of their negotiating styles, so that we could learn more about every country’s advantages and disadvantages to promote its own intercourse talent and skills purposely and protect their legal interests in international business negotiations.
Key words:  international business negotiations, culture, negotiating styles, skill
0. Introduction
According to the conference at 20：09 on March 26th, it was defined that International Business Negotiation, in fact, signifies a process of consultation, which refers to the negotiations on information exchange and the trading behavior of various elements with each other to achieve a certain business transactions in different countries or different regions of the parties among the international business activities.
Business negotiations is an important part of business activities, not only for the reason of exchange and cooperation based on the economic interests between the negotiating parties, but also for the both sides of the collision between different cultures and communication. Because of the officers involved in the negotiations coming from different countries and peoples, the international business negotiations are influenced by their respective countries which include such aspects as national politic, economy, culture and other factors, and particularly, the impact of cultural factor can not be ignored.
Different cultures in different societies affect the negotiators’ styles. Therefore, in business negotiations, understanding the negotiators’ cultural factors means an awful a lot. After China’s accession to the WTO, with the negotiations which involved in international business growing increasingly, the proposition on how to negotiate business was put on the agenda which should be aware of. The issue on the cultural differences to business negotiation process has become a very important and complicated respect. From a trade point of view of cost, effective cultural communication can save costs as well as achieve the desired purpose on the interests. Thus, as negotiators, they should understand the cultural backgrounds of the negotiations to make sure the success of the negotiations.
Next, let’s take a glimpse of the cultural factor that affects the business negotiations.
1. The cultural factor’s effect on the international business negotiations.
English philosopher Francis Bacon pointed in the book《Negotiations theory》 that: All of us should learn to get well along with others. As a saying goes: “Barry of different wind, ten-mile different from convention”, for the existence of significant differences in historical traditions, political systems, economic status, cultural background, customs and habits of the respective countries in the world, When making cross-cultural business negotiation, negotiators should pay more attention to the cultural differences between countries and seriously study the cultural backgrounds of the others’, including their characteristics. So, to gain the triumph of negotiations and the economic benefit, various negotiating styles and related cultural factors that affect the negotiations should be learned widely and deeply.
The reasons include the followings.
1.1 Language and non-verbal behavior
In business activities, owing to the obvious difference in languages, correspondingly, solving this kind of problems relatively seems much simpler. The use of kinds of language behaviors’ manners which are looked as the exchange of information of skills does have some sort of differences. If the negotiators don’t take time to understand them, they will easily misunderstand the message of opponents’ and it is likely to have a side effect on the negotiation goals.
However, the cultural differences on the non-verbal behavior are more subtle which can not readily be aware of.
Objectively, culture differences exist in the communication skills’ differences such as a silence stage, chipped in doubt on the frequency and time, and so on. In business negotiations, the dye site staff have a more subtle non-verbal way to send or receive a lot of information which comes more important than the information of language, while these signals will be simply misunderstood, worse still, such kind of error can’t be easily realized and found out, then it will inevitably affect the normal business relationship.
1.2 Customs and practices
In international business negotiations, there often exist a numerous formal or informal social activities which are frequently influenced by the cultural factors and restrict the conduct of the talks. For example, during the international business negotiations, social activities, for instance, the Arabs usually ask people to drink coffee and it is considered a very rude behavior if the guests don’t drink. What’s worse, it will create a big trouble. It was said that an American businessman refused the invitation, and finally the American lost a cooperation opportunity.
1.3 Different ways of Thinking
In business negotiations, ways of thinking are often subject to conflicts between negotiations from different cultures. Let’s take the Oriental Cultures and Anglo-American’s Culture as an example.
The Oriental Cultures prefer the imaging thinking, comprehension and the unity, while the abstract and analytical thinking and confrontation which are more crucial in Anglo-American’s.
Therefore, negotiations from different cultures will take on the differences in decision-making, it maybe lead to the conflicts in decision-making methods and overall decision-making parties.
1.4 Values
In business negotiations, differences in values are hidden more deeply than in other aspects of culture, so it’s more difficult to overcome.
It is mainly embodied in the side of objectivity. Continuous competitions and differences in the concept of equality can also cause misunderstandings, the Americans perform in a more objectively way, their only focuses are on the economic interests and achievement performance, not impersonality. What’s more, they do have a strong concept of time that time means money. Yet difference between equality of competition is not good to grasp, ether. Nevertheless, Americans wholly hold an equal view on interests, which is opposite to the Japanese’s.
From what mentioned above, we can figure out that differences in values also affect the negotiations.
1.5 Interpersonal relationship
Successful negotiations require the smooth exchange of information, while different cultural backgrounds will make the international business negotiations’ information exchange face many obstacles and conflicts. Therefore, business negotiators must develop a good interpersonal relationship between the opponents and maintain good communication with each other to guarantee the smoothness of the negotiation. For example, openness and emphasis on humane consist of the French’s human natures, considering this, they always treasure the interpersonal relationship with others in the process of communication. So you can’t only keep your mind on business during the negotiations, otherwise it would be thought to be too dull to ruin the success of the negotiations.
After understanding the cultural factors in business negotiations, we can conclude that we should focus on the negotiators’ styles and understand what measures should be taken if we want success.
So, next, it’s time for us to emphasize the different negotiating styles and techniques adopted by.
2. The negotiating styles embodied in the international business negotiations.
Negotiating style refers to the attitude which is performed frequently by negotiators, the behavior and the implicit characteristics in the negotiations. For the diversified properties of inequality among the various ethnic groups of politic, economy, culture, scientific and technological development in the world community, so in international trade, negotiations form some distinctive lifestyles, spending habits, values and cultural backgrounds and such similar things, and the negotiation styles are with distinct characteristics and also bring the negotiating partners a huge impact of thinking. Thus, negotiators should be conscious of the different negotiating styles, so as to take purposeful action and seize the appropriate negotiation strategy to achieve successful negotiations.
Different negotiating styles:
Under the influence of cultural differences, merchants from different countries have different negotiating styles, the following to a few countries’ negotiating styles are represented.
2.1Chinese negotiating style
From a whole, Chinese people can fully embody their great kindness and hospitability in daily life. If you are sincere, they will pay you in good faith and they’ll put you as a true friend as long as you treat them as friendly buddies. Generally speaking, only if your initiation is good, even if you’ve done something wrong, it will soon be able to be forgiven for the rooted Confucian culture in China for it pays much attention to forgive others and Chinese always held such a point of view that people are not as perfect as saints, no one will inevitably make mistakes, thus, what importantly matters lies in your recognition and promptly correctness to faults, not that kind of so-called blame and apology. Chinese people are very known to how to respect others since they all along believe in one truth, namely, “Respect for others, that is respect for oneself”. Therefore, at negotiating table, they wholly will not be arrogant, and use the threat of coercion. They prefer to completing things in a friendly and cordial atmosphere.
2.2German negotiating style
Germany is the world’s leading industrial nation, despite the subsequent reunification of East and West Germany, there are still many differences, from the whole national characteristics point of view, the German’s features include: strong confidence, cautiousness, conservativeness, rigidness, rigorousness, full of plan, vigorousness, strong sense of discipline, etc. And among which, honesty and integrity are the most appreciated qualities.
So the German negotiating style shown in the negotiations are: preparation of fully refined, carefully research. On the other party, boreness of rambling, etc. Germans are also very arrogant. They stress the importance and viability of their proposal and not willing to make a concession to the opponent.
2.3Japanese negotiating style
In the style of a large number of negotiators, the Japanese are the most personal and charming ones and experts all over the world are also by default. While ,this comes from its culture’s and history’s feature of lacking of resources and its dense population, even more, the Japanese culture has been deeply influenced by Chinese culture which Confucian thought, hierarchy, Zhongxiao-thinking are profoundly rooted in the patriarchal concept of the Japanese heart. Despite all of these, Japanese has its own unique characteristics: good understanding of etiquette and manners, emphasis on interpersonal relationship, strong hierarchy, introvertness, non-gullibility to people, filled with responsibility and something like these.
So the negotiating style demonstrated in the negotiations is with the properties of a strong sense of specific and careful decision-making, stress on interpersonal relationships and reputations and difficult concessions, etc.
2.4 American negotiating style
Several points that the United States is one of the most developed countries all over the world in the fields of economy and technology, English is almost a common language in international negotiations and more than half of world trade is in dollars, which make Americans proud of their own country and develop a strong sense of pride and honor. Then it contributes to forming the characters of Americans which are made up of outgoing character, random, frank, cheerful, expansive, self-confidence and determination, good communication, informality, the pursuit of material life, full of adventure and the sense of competition.
Meanwhile, the negotiating style they demonstrate in the negotiations has its own characteristics: strong self-confidence, self-recognition.
Therefore, having learned about the different negotiating styles in the different countries and according to their characteristics, we’d better take corresponding policies to attain success in the neg