国际商务谈判中的不同文化的碰撞Impact-of-Cultural-Differences-on-International-Business-Negotiations.doc
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1、Impact of Cultural Differences on International Business NegotiationsContentsIntroduction.1Chapter One Cultural Differenceces.11.1 The Definition of Culture.11.2 Causes of Cultural Differences.21.2.1 Regional Differences.21.2.2 Ethnic Differences21.2.3 Political Differences.21 .2.4 Economic Differen
2、ces.21.2.5 Religious Differences.31.2.6 Value Differences.31.2.7 Law and Ethics Differences.3Chapter Two Impact of Cultural Differences on International Business Negotiations.32.1Impact of Value Views Differences on International Business Negotiations42.1.1Impact of Time View Difference on Negotiati
3、on.42.1.2Impact of Equality View Difference on Negotiation.52.1.3 Impact of Objectivity Difference on Negotiation.62.2 Impact of Negotiating Style Differences on International Business Negotiations.2.3 Communication Process.3. COPING STRATEGY OF NEGOTIATING ACROSS CULTURES.93.1 Making Preparations b
4、efore Negotiation.93.2 Overcoming Cultural Prejudice.103.3 Conquering Communication Barriers.10CONCLUSION11BIBLIOGRAPHY12ACKNOWLEDGEMENTS13 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
5、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 AbstractThe business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic glob
6、alization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the business negotiations. This means it is very important to know the different culture in different countries and the way
7、s 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 cultur
8、al differences correctly in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other partys culture, and try to make him be accepted; then make a correct evaluation with the help of valid communication and dis
9、cover 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, Clturaltal differences,Business negotitation,ImpactIntroductionAlong with the adva
10、ncement globalization and Chinas WTO entry, business enterprises in China have to face more and more business negotiations with foreign enterprises, especially with American enterprises. In these negotiations, Chinese negotiators sometimes feel uncomfortable, puzzled, lost, irritated and the alike,
11、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 crucia
12、l 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 cul
13、ture differences if of great significance.Chapter One Cultural 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.1.1 The Definition of Cul
14、tureCulture is a national system of specific concepts and values. These concepts become peoples behavior during their life and work. As early as 1952, Kroeber and Kluckhohn listed 164 definitions of culture that they found in the anthropology literature. Of course, many new definitions have appeared
15、 since then. For example, some scholars gave such definition that culture is an integrated system of learned behavior patterns which are characteristic of the members of a society and not the result of biological inheritance. In the thesis, culture refers to the knowledge, beliefs, arts, laws, moral
16、s, customs, habits, and capabilities acquired by individuals who interact in a specific area of society.1.2 Causes of Cultural DifferencesThe impacts of regional differences, ethnic differences, political differences, economic differences, religious differences and value differences on peoples life
17、are embodied in the catering, clothing, housing, holidays, rituals and other material and cultural life in all aspects. These result in cultural differences in different countries and regions.1.2.1 Regional DifferencesRegional differences refer to that people in different geographical regions often
18、have different languages, life styles and hobbies because of the differences of geographical environments, levels of economic development and traditions, which would affect their behavior and habits. For example, western countries pay more attention to Christmas, while the regions have no snow, such
19、 as some African countries near the equator, where people have no idea of Christmas. The reason is that the best decoration to Christmas is snow, but people near the equator are not familiar with the snow which never falls on there. 1.2.2 Ethnic Differences Ethnic differences refer to that different
20、 ethnic groups in the process of long-term development form its own languages, customs, habits and hobbies. They have their own characteristics in their diet, clothing, housing, holidays, rituals and other material and cultural life.1.2.3 Political Differences Political differences mean that policie
21、s and regulations of the political system standardize the behavior of the peoples role so that people under different political system have different political concepts. Take America and France for example: the power of American president is strictly limited by the Constitution and the other two aut
22、horities-Congress and Supreme Court. While France has to expand their presidents power due to their own conditions. 1 .2.4 Economic DifferencesEconomic difference is a reflection of the cultural differences due to economic factors. For example, people in the western developed countries have the rich
23、 life, and receive the high education so that they pay more attention to the quality of life, and they have good safety awareness. But in the Third World, especially the developing countries, people are more concerned with the problem of food and clothing. So this is reflected in cultural difference
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