文化差异对国际商务谈判的影响-论文.doc

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

25

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

Cultural Differences on the Impact of International Business Negotiation
HuangJun
Abstract:
International Business Negotiation is an economic activity in foreign trade and also the necessary means to adjust and resolve the conflict of economic interests between the different country, regional government and commercial organization. With the advance of China’s market economy and opening up the further expansion, the international business negotiations have become frequent in economic activities. A Successful international business negotiation needs some factors, except of the individual temperament of the negotiators and the negotiation psychological. It is also important factor that understanding the cultural differences between countries. If we do not pay attention to it, it would be arouse the unnecessary misunderstandings, and even it may affect the results of business directly. In this paper, we started to analysis of the reasons of cultural differences, and followed to analysis of cultural differences impact on business negotiations, and concluded the skills in dealing with cultural differences that affect international business negotiation.

Keywords:
cultural differences; commercial negotiations; influence

Introduction:
As the world economic globalization and China’s accession to the World Trade Organization, the International Business Negotiation has become China’s commercial activities, it plays an important role in the import and export trade and international co-operation. In the cross-cultural negotiations, the different geographical, ethnic and cultural will inevitably affect the thinking of the negotiators, negotiation style and behavior.Thus affect the entire negotiating process. Therefore, engaging in business activities, especially cross-border business activities need to understand and grasp the link between different cultures and differences.

1.the reasons of producing cultural differences
There are some reasons can cause the world’s cultural diversity, in all, the main source of cultural differences are in the following aspects:
1.1 Regional differences
Regional differences are that in different geographical, people tend to have different languages, lifestyles and hobbies due to the different of geographical environment, level of economic development and traditional practices. These will affect their behavior. For example, some countries of Western and American people are very care about the Christmas, and it do not have snow year round near the equator such as Africa, people in some countries may not have the concept of Christmas, because Christmas, the best decorate is the snow, so in the area of no snow for many years, to American States, the people have not a strong feeling on Christmas.
1.2 National differences
National differences are that in different ethnic groups, people formed their own language, customs and habits in a long-term development process. They have their own characteristics on food, clothing, accommodation, festivals, rituals, material and cultural life. Take the history of our country and our Hun Han, the Huns have sturdy temperament and a typical nomadic characteristics. Our Han have gentle character and a typical farming national identity. So leading to the Huns have big different with Han peple in the diet, clothing, accommodation, festivals, rituals and cultural life.
1.3 Political differences
Due to the political system and regulations of different countries, the political differences have unified and standardized effects on people’s behaviors. consequently, different people have different views on the political ideal aspects. For example, the United States and France, the U.S. President’s power under the Constitution strictly limits and other authority Congress and the Supreme Court, the two powerful constraints. The French people still have to readying to set the year royalist restoration of the constitutional monarchy of the Third Republic, slightly modified to expand the powers of the president scale.
1.4 economic differences
Economic disparity is a embodiment beacusing the economic factors cause to the reflection of cultural differences. For example, the Western developed countries, people have a rich life and accept a high levels of education, people pay more attention to the quality of life, the safety means are generally stronger. But the economic backwardness of the Third World, people are more care about food and clothing.
1.5 Religion differences
Religion is the development of society to a certain stage of the historical phenomenon, The scale of Muslim areas is popular with Western Europe and South American countries; the Middle East and North Africa, Buddhism is more prevalent in Asian countries. The world has three great religions: Christianity, Buddhism and Islam. Christianity (Protestant) is most popular in Northern Europe, North America and Australia; However many Asian people in the region is Buddhist. Different religions have different cultural tendencies and precepts, thus affecting the way people’s understanding of things, behavioral norms and values.
1.6 Concept differences
Values refer to evaluation criteria that people evaluate objective things. It includes the concept of time, wealth, ideas, life attitudes, risk attitudes. Face to the same things and problems, different people would get a different or even opposite conclusions.
Regional differences, national differences, political differences, economic differences and concept differences are impact on people’s all aspect such as food, clothing, accommodation, festivals, rituals, material and cultural life. And then they affect people’s habits, values, religious beliefs and the ways of thinking. Eventually they formed the cultural differences between various countries and regions.

2.The contacts of Cultural differences and Business negotiation
Under the trend of economic globalization, more and more business negotiations have transcended national boundaries and seed harvest in cross-cultural soil. Therefore, as participants in international business negotiations, not only they must have to understand the content of the negotiations in-depth, but also have to know the areas of cross-culture negotiation in clear.
For the concept of business negotiation, according to people generally understood, in order to the needs of oneself for the negotiating parties in their respective business activities. Because the resources already exist objectively, The negotiation looked like a division proces of the constant resources in the both sides. But in fact, the negotiation is not a simple division, the negotiating parties also can create value. For the seemingly established resources, the two sides can be through negotiations, and then get some of their value, in order to reach integration agreement, let the profiles maximize. However, cultural factors have led to the negotiators in many ways, Comparing with the same kinds of cultural negotiation, the success of cross-cultural negotiations are more difficult. But then, on the other hand, this difference has also created an opportunity for the negotiators and can improve the chances of an agreement reached by integration. In business negotiations, cultural differences and adaptions is a gradual upgrade by the language, non-verbal behavior, values, thinking and decision-making process. As a software knowledge, it usually play a catalytic role on international business negotiations.

3.cultural differences impact on international business negotiations
3.1 Negotiating style
Compared with Westerners, Chinese people pay more attention to the outcome of negotiations, followed by the negotiation process, and finally the bargaining purposes. Chinese businessmen affected by the impact of five thousand years of rich history and cultural, in which the average land rights doctrine, ethics, pictographic language, as well as the psychological care of foreigners. Those keep watch five sides by the Chinese people in the negotiations: social class, the overall concept, and interpersonal relationship and intermediaries and face. In practice, they are compatible with each other. Westerners with Chinese businessmen are establish to business relations, they are great attention to research on oriental culture, and describe the Confucian culture of Eastern by using “high-context culture”. They believe that the main features of the Chinese people talking are uncertainty at first, which the contain of the unspoken implication, because of this lack of clarity and indirect communication style, it must be establish a trust relationship and promote internal communication in the first. Second, the negotiation trend to unanimity and imitation, if the Western businessmen in China have taken some sort of gesture to build relationships, then the Chinese businessmen will also adopt to a similar stance as a response, which is “reciprocity” traditional expression, thereby the forces of relationship will be advanced by the over time and the presumption which reach a satisfactory outcome of the negotiations. Again, it is eternal ideas, the Chinese people have much longer concept than the Westerners, who lay the foundation for long-term relationship and once won the trust, the Chinese people would be reciprocated.
The style of thinking, the Americans often put all of the negotiations broken down into a smaller problem, a series of small tasks constitute a major task, such as price, quality, quantity, packaging, delivery and so on, and then gradually resolve. In their view, the final agreement is an agreement, and the small. They are pragmatic, focusing on benefits, but not exorbitant demands. The Chinese people’s thinking is in sharp contrast with the Americans that the negotiations is an overall view Yi comprehensive opinion from the start, so the Chinese people like to “to talk about the principles and then to talk about the details”, the Americans is “to talk about the details of to avoid a matter of principle.”
Conclusions, the Americans want to end the negotiations and make a clear conclusion that the exchange agreement, exchange agreement, once they believe that the declaration of a negotiation has ended. American culture, emphasized that the objective of equality, therefore, tend to rely on tightly bound to protect the contract rights and obligations, so the agreement would make it detailed and lengthy. The ceremony is not extravagance, and even by mail, signed the contract after the signing of less use, such as letters, gifts, visits and other follow-up communication. The Chinese people are often arranged ceremonies and banquets, including the rich culture and implied meaning.
Chinese people’s collective concept of stronger emphasis was placed on collective responsibility, so negotiations are basically a collective appearance, but the final solution is the right one to decide, or even decision-makers simply not played. This is cultural scientist known as the “high range a culture of rights”, in the event of thorny issues, negotiators would be difficult to choose; while Western culture, scientists were called “low-distance culture of rights”, on the surface appeared one or two persons But the negotiations have already been given the appropriate permissions, or with the think-tank supporting its decision-making, which in the negotiations, the negotiations heavy personal responsibility, but also a higher, more flexible.
3.2 Language of communication
Cultural differences influence the communication process of the negotiations, first language of communication in the negotiations process. Language is any country, any region, any bridge of communication between peoples. National companies, individuals to conduct business negotiations, firstly, this language must be closed off. Chinese businessmen increasingly use English as the primary skills involved in the negotiations to be learning. As an international business negotiations and generic tools, English language have been used to set up its “the world of empire”, which not only unified the world’s economic negotiations, but also a challenge for other languages. Although the English have rising influence on the Chinese people. But the Chinese people are still fall in love with their mother tongue. Not only they still use the Chinese for their daily language, but also the Chinese language and culture is inextricably linked to break away from the complex constant. In most negotiations with foreign countries, because the habits and thinking of language have many differences, they often subconsciously add to their own language and culture when they used English languages, and make puzzled for each other, they think that the use of English can not be very well to expresstheir real intention and also affect the their own communication and logical thinking. which led directly to the negotiators communication differences. Different cultures of people have their preferences and habits of communication in cross-cultural negotiations, the negotiating parties often belong to different cultural circles, have their own customary means of communication. Are used to different methods of communication, the two sides should conduct more in-depth communication, often translates into a variety of issues. From countries with a high cultured negotiators and those from countries with low cultured negotiators during the negotiation process may be expressed in different ways. From countries