商务英语毕业论文范文.docx
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商务英语毕业论文范文.docx
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商务英语毕业论文范文
HunanInformationScienceVocationalCollege
GraduationThesis
Subject:
ImpactsofCulturalDifferencesonInternational
BusinessNegotiation
Name:
StudentNo.:
SpecialtyandClass:
Department:
Supervisor:
Date:
2011-3-02
Contents
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
Thebusinessnegotiationsunderdifferentculturalconditionscometocross-culturalnegotiations.Withtheeconomicglobalizationandthefrequentbusinesscontacts,culturaldifferencesseemtobeveryimportant;otherwisetheycouldcauseunnecessarymisunderstanding,evenaffecttheresultofthebusinessnegotiations.Thismeansitisveryimportanttoknowthedifferentcultureindifferentcountriesandthewaystoavoidthecultureconflictsintheinternationalbusinessnegotiations.Thearticlecommencesfromthetypesofculturedifferences,thenitexplainstheimpactsoftheseculturedifferencesoninternationalbusinessnegotiationandfinallyitanalyzeshowtodealwiththeproblemoftheculturaldifferencescorrectlyinnegotiationprocess.Suchastandpointisemphasized:
Inthebusinessnegotiationsbetweendifferentcountries,negotiatorsshouldaccepttheotherparty’sculture,andtrytomakehimbeaccepted;thenmakeacorrectevaluationwiththehelpofvalidcommunicationanddiscovertheirrealbenefitsbetweenthem.Besides,weshouldknowclearlyandtrytoaccepttheculturedifferencesaspossibleaswecan.Itisveryimportantforthesuccessofculturenegotiations.
Keywords:
Culture;Culturaldifferences;Businessnegotiation;Impact
Introduction
AlongwiththeadvancementglobalizationandChina’sWTOentry,businessenterprisesinChinahavetofacemoreandmorebusinessnegotiationswithforeignenterprises,especiallywithAmericanenterprises.Inthesenegotiations,Chinesenegotiatorssometimesfeeluncomfortable,puzzled,lost,irritatedandthealike,becauseofunfamiliarcustomandbehaviorsdemonstratedbyAmericannegotiators.Meanwhile,Americannegotiatorsconfrontthesamesituation.CultruraldifferencesbetweenChinaandwestcountriescouldcausemanyproblems.Therefore,understandingculturaldifferencesandovercomingthemiscrucialininternationalbusinessnegotiations.
Althoughthedefinitionofcultureisnumerousandvague,itiscommonlyRecognizedthatcultureisasharedsystemofsymbols,beliefs,values,attitudesandexpectations.Cultureisamajordeterminantinbusinessnegotiation.Sohaveaclearpictureofculturedifferencesifofgreatsignificance.
1.TypesofCultureDifferences
Theeastcountriesandwestcountrieshaveproduceddifferentculturesonthedifferentcontinents.Amongthedifferentcultures,valueviews,negotiatingstyleandthinkingmodelappearmoreobvious.
1.1ValueView
Valueviewisthestandardthatpeopleusetoassesobjectivethings.Itincludestimeview,equalityviewandobjectivity.Peoplemaydrawadifferentorevencontradictoryconclusionaboutthesamething.Valueviewisoneofthemostimportantdifferencesamongthemanyfactors.Itcaninfluencetheattitude,needsandbehaviorofpeople.Thevalueviewvariesfromnationtonation,peopleknowthattheeasternpersonfocusoncollectivism,whilethewesternpeoplepaymoreattentiontoindividualism.
1.2.NegotiatingStyle
Negotiatingstylereferstothetoleranceandgraceswhichthenegotiatorshowsinthenegotiation.Thenegotiatorsshowtheirnegotiatingstylethroughbehavior,mannersandthemethodofcontrollingnegotiationprocessduringthenegotiation.Thenegotiator’snegotiatingstylehasabearingontheirculturebackground.Accordingtotheculturedifferences,negotiatingstylefallsintotwotypes:
theeastnegotiatingstylepatternandthewestnegotiatingstylepattern.
1.3.ThinkingModel
Thinkingmodelreflectstheculture.Becauseoftheinfluencesofhistorybackground,continents,wordsandlivingmethod,differentnationsgeneratedifferentthinkingmodels.Surely,thereismorethanonethinkingmodelofanation,butoneismoreobviouscomparedwithothers.Asawhole,eastpeople,especiallyChinesehavestrongcomprehensivethinking,imagethinkingandcurvedthinking,whileanalyticalthinking,abstractthinkinganddirectthinkingarepossessedbythewestpeople.
2.ImpactofCulturalDifferencesonInternationalBusinessNegotiations
Withtherapiddevelopmentofeconomy,weneedtodobusinesswithbusinessmenunderdifferentculturebackground,soinordertoreachtradeagreement,itisnecessaryforustostudytheimpactofculturedifferencesoninternationalnegotiationinglobalbusinessactivities.Theimpactofculturedifferencesoninternationalnegotiationisextensiveanddeeply.Differentculturesdividethepeopleintodifferentgroupandtheyarealsotheobstaclesofpeople’scommunication.Accordingly,itisrequiredthatthenegotiatorshouldacceptthecultureofeachother.Furthermore,throughculturedifferences,itisimportantthatthenegotiatorrevealandunderstandtheotherparty’sgoalandbehaviorandmakehimorherselfbeacceptedbytheopponenttoreachagreementfinally
2.1ImpactofValueViewsDifferencesonInternationalBusinessNegotiations
ValueViewsDifferencesonInternationalBusinessNegotiationsfallintothreetypes:
timeview,negotiationstyle,thinkingmodel.Eachhasbiginfluencesonbusinessnegotiation
2.1.1ImpactofTimeViewDifferenceonNegotiation.
Thetimeviewwhichaffectsthenegotiator’sbehaviorvariesfromeastcountriestowestcountries.TheorientalortheChinesenegotiatorsareusuallycautiousandpatient.Theyneedtogothroughthephrasesofcomingupwithproposes,bringingupobjectionsandendingthetradewhichtakesalongertime.Andtheyhopetoarrangerichtimetogoonanegotiation,thusknowingmoreabouttheopponent.Theyaregoodatlongandcontinuousbattle.WhilewestpeopleorwecouldsayAmericanpeople,considertimeisprecious.Theytendtoresolveproblemsswiftly.So,inbusinessnegotiation,Americanbusinessmenoftencomplainaboutthedelayandthelackofefficiencyofnegotiatorsfromothercountries,whilethesecountriesalsomakeacomplaintthattheAmericanslackpatience.ThereisapopularsayingamongAmericannegotiatorsandbusinessmen:
Itisprohibitedtostealtime.ThatshowsthetimeviewofAmericans.Tothem,timemeansmoney.ThetimeviewofChineseiscyclic.Theyuselong-termandsystematicviewpointstovaluetheimportanceofthetopic.Afamouspeopleclassifythetimeviewintotwokinds:
straight-linetimeviewandcyclictimeview.Theformerpaymoreattentiontoconcentrationandspeed,andthelaterstressdoingmanythingsatonetime.Thattheyinsistondifferenttimeviewleadstodifferentnegotiatingstyleandmethod.TheAmericanpeoplerepresentthestraight-linetimeviewandtheyhaveastrongawarenessofmoderncompetition.Theylookforspeedandefficiency.Sotheyvaluetimebadlyandconsidertimeasaspecialcommoditywhosevaluecouldbeassessed.Theyoftenuseminutetocalculatetime.Theyhopetoreducenegotiationtimeateveryphraseandwanttocompletethenegotiationquickly.ButtheChinesetimeviewiscyclicandtheyplaceemphasisonunity.Moreover,itisnecessarytobepunctualatnegotiations.Westpeoplehaveastrongtimeview,ifyoudon’tcomplywiththeappointmenttime,theymaygiveyouapunishmentandtheywillregardyouasunreliableandirresponsibleperson.Beinglatefornegotiationwillgivethewestbusinessmenopportunitiestoexertpressureonyou,andthenyouwilllosethestatusofbeinginitiative.
2.1.2ImpactofEqualityViewDifferenceonNegotiation
Americawentthroughthebourgeoisierevolutionofstrivingfortheequalityandfreedom,sotheytakeequalityintotheirheart.Americanssticktoequalityandfairnessinbusiness,andhopethatbothcouldgainbenefit.Whenintroducingthetopicorsituation,thewestpeoplewouldliketouseconcretemethod,particularlydata.
Theirnegotiatingmethodisthattheywilldescribetheirviewpointandproposeatthebeginninginordertogetinitiative.Underthisprinciple,theywouldcomeupwithareasonableresolutionwhichtheythinkisveryfair.Inbusinessrelationship,thesellersfromAmericaregardthebuyerasacounterpart.AmericansarefairerthanJapaneseissharingbenefits.AlotofAmericanmanagersthinkfairdivisionofprofitsismoreimportantthanhowmuchtheycouldget.Atthispoint,theeastpeoplearedifferent.Becauseofthedeeplyinfluenceofclassview,theydon’tpaymuchattentiontoequality.Theyusuallyadoptsingle-winstrategyinbusinessnegotiations.Wheninvolvingeconomicbenefitstheythinkmuchabouttheirownbenefitsandprofitsanddon’tgivesomuchattentiontothebenefitoftheirpartners.Themarketeconomicsystemofdevelopedcountriesisquitemature,sowestcountriestakewin-winstrategymoreinnegotiation;basically,theycouldtakethebenefitsofbothintoconsideration.
2.1.3ImpactofObjectivityDifferenceonNegotiation
Theobjectivityininternationalbusinessnegotiationreflectsthedegreetowhichpeopletreatanythings.WestpeopleespeciallyAmericanshaveastrongobjectivityontheunderstandingofissues.Atnegotiationtable,Americansdon’tcaremuchaboutrelationshipbetweenpeople.Theydon’tcareifthestatusoftheopponentisequaltotheirs.Theymakedecisionbasedonfactsanddata,notpeople.Thesayingtha
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