英语专业毕业论文浅析商务谈判中文化障碍现象及解决对策.docx
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英语专业毕业论文浅析商务谈判中文化障碍现象及解决对策.docx
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英语专业毕业论文浅析商务谈判中文化障碍现象及解决对策
完整论文
河南科技大学
学年论文
题目AnalysisandCountermeasuresofCulturalBarrierinIntenationalBusinessNegotiation
浅析商务谈判中文化障碍现象及解决对策
姓名
院系外国语学院
专业英语
指导教师
XXXXXX
Abstract
withtheadventofeconomicglobalization,internationaleconomicandtradingcontactsarecontinuouslyincreasingandnegotiationhasbecomeanessentialpartofbusinessactivities.Internationalbusinessnegotiationisnotonlycommunicationandcooperationinecnomicfield,butalsoexchangesandcommunicationbetweendifferentcultures.CorporationsandunitsarefacedwithmoreandmorebusinessnegotiationsafterouraccessiontotheWTO.
Intermsofthecurrentsituation,thisessayfirstlygivesabriefintroductiontobusinessnegotiation,cultureandtheimpactofcultureonbusinessnegotiation.Then,itmakesalistofthreemanifestationsofculturalbarriersininternatioanbusinessnegotiation,namelywaysofthinkingbarriers,languageexpressionbarriersandbusinessvaluesbarriersofnegotiators,andmakesthemmoreconcretethroughexamples.Next,theessaygivesthreemainreasonsoftheemergencyofculturalbarriersinbusinessnegotiation:
differencesoninterpersonalnegotiation,theconceptoftimeandvalues.Finally,basedontheanalysisabove,theessayputsforwardtwocountermeasures,thatis,flexiblyutilizingchinesetraditionalcultureandcorrectlyhandlingdifferencesbetweenwesternandchineseculture.
Keywords:
culturalbackground,culturalbarrier,values.
摘要
随着经济全球化时代的到来,国际间的经济贸易往来与日俱增,谈判已成为国际商务活动的重要环节。
国际商务谈判不仅是经济领域的交流与合作,也是文化之间的交流与沟通,而且文化因素的作用至关重要。
我国加入世贸组织后,企业和单位所面临的国际商务谈判越来越多.
本文就这一现状,首先对商务谈判和文化以及文化对商务谈判的影响作了简单介绍。
接着列举了文化障碍在国际商务谈判中的三中表现形式,即谈判者的思维方式障碍,语言表达方式障碍和商业价值观障碍,并通过例子使其更加具体鲜明。
然后本文又分析出文化障碍产生的原因,主要有三点:
人际交往差异,中西方时间观念差异和价值观念差异。
最后基于以上原因分析,提出两点对策:
灵活运用中国传统文化和正确处理中西方文化差异。
关键词:
文化背景;文化障碍;价值观
Outline
Introduction
Internationalbusinessnegotiationisactionsandprocessperformedbythepartieswhostriveforreachingconsensusthroughinformationexchangeandconsultationinordertomeetrespectiveneeds.Themainnegotiationpartiesbelongtotwoormorecountriesorregions.
.Abriefintroductiontobusinessnegotiationandculture
1.1Theintroductiontobusinessnegotiation
1.2Theintroductiontoculture
1.3Theimpactofcultureonbusinessnegotiations
.Themanifestationsofculturalbarrierininternationalbusinessnegotiation
2.1Waysofthinkingbarrierofnegotiators
2.2Meansoflanguageexpressionbarrierofnegotiators
2.3Businessvaluesbarrierofnegotiators
2.4.Casestudyofinternationalbusinessnegotiationbarrier
III.Analysisofthereasonoftheemergenceofculturalbarrierininternationalbusinessnegotiation
3.1Differenceoninterpersonalcommunicatingideas
3.2Differenceontheconceptoftimebetweenwesternersandeasterners
3.3Differenceontheconceptofvaluesbetweenwesternersandorientalpeople
ⅣThecountermeasurestoovercometheculturalbarrierininternationalbusinessnegotiation
4.1Flexiblymakinguseofchineseculture
4.2Correctlyhandlingdifferencesbetweenchineseandwesternculture
Ⅴ.Conclusion
Allinall,peoplehaverealizedthatthereasonofthefailureofthecross-culturalnegotiationmainlyliesinthealackofunderstandingofeachother’sculturalbackgroundsandtheignoranceoftheinfluenceofculturaldifferenceonthenegotiation.
Introduction
Internationalbusinessnegotiationisactionsandprocessperformedbythepartieswhostriveforreachingconsensusthroughinformationexchangeandconsultationinordertomeetrespectiveneeds.Themainnegotiationpartiesbelongtotwoormorecountriesorregions.
.Abriefintroductiontobusinessnegotiationandculture
1.1Theintroductiontobusinessnegotiation
Internationalbusinessnegotiationisactionsandprocessperformedbythepartieswhostriveforreachingconsensusthroughinformationexchangeandconsultationinordertomeetrespectiveneeds.Themainnegotiationpartiesbelongtotwoormorecountriesorregions.Thenegotiatorsrepresentetheinterestsofdifferentcountriesorregions.Atthesametime,internationalbusinessnegotiationiscrosscultural.Negotiatorsfromdifferentcountriesorregionspossessdifferentculturalbackgrounds,values,waysofthinking,behaviors,communicationmodes,languagesandcustoms,whichwilldirectlydeterminewhethertheinternationalbusinessnegotiationissuccessful.
1.2Theintroductiontoculture
Sincecrossculturalcommunicationplayssuchanimportantpartininternationalbusinessnegotiation,thenwhatisculture?
Cultureis“akndofmindprogrammingthatdiffersfromaclassofpeoplefromanotherclassofpeople”.Anditistheso-called“heartsoftware,or“collectiveprogram”thatmakeseachpersonbecometheproductofitsowncultureandmakesmen’sbehaviorsrestrictedbytheirownculture,andatthesametimecultureisreflectedthroughmen’sbehavior,which,ontheotherhand,restrictsmen’sunderstandingofforeignculture.Peoplewhoarenotsosensitivetoculturaldifferencesusetheirownculturemodestoassessbehaviors,pointsofview,customsofpeoplefromanotherculture,whichoftenbringsaboutculturalconflicts.
1.3Theimpactofcultureonbusinessnegotiations
Intermsofinternationalbusinessnegotiation,ifthetwopartiescomefromdifferentcountriesorregionsthathavedifferentcultures,valuesandwaysofthinking,thenegotiationwillnotbesoeasy.Alackofunderstandingofculturaldifferences,inadequatepreparationandimpropermanagementwillmakeintenationalbusinessnegotiationmoredifficult,inflenceitssmoothness,andevenmaketwopartiespartonbadterms.Internationalbusinessnegotiationisanimportantpartofbusinessactivities.Itisacross-bordersactivity.Bothsidescometoanagreementontheircommonlyinterestedbusinessissuesthroughconsultation.Negotiatorsfromdifferentculturalbackgroundshavedifferentcommunicationmethods,valuesandwaysofthinking,whichmeansthatunderstandingdifferentculturesofdifferentcountriesandknowingwellculturaldifferencesinbusinessactivitiesisofgreatimportance.
.Themanifestationsofculturalbarrierininternationalbusinessnegotiation
2.1Waysofthinkingbarrierofnegotiators
Inthelongcourseofhistory,peopletransfertheirknowlegeoftherealityintoexperienceandcustom,andacertainkindofthoughtcomesintobeingwiththehelpoflanguage.Peoplealsoendowthoughtswithcertainmodes,andthenakindofthinkingformtakesshape.Differentnationalculturespossessdifferentwaysofthinking,thinkingpropertiesandthinkingstytles,whichistheso–calledthinkingdifference.Forexample,orientalculturevaluesimagerythinking,curvethinking,dialecticalthinking,whilewesterncultureemphasizesabstractthinking,linealthinking,formthinking.Ifonecan’tcrossdifferencesonwaysofthinking,hemaybeconfrontedwithnogotiatingbarriers.
2.2Meansoflanguageexpressionbarrierofnegotiators
Hall,ananthropologist,classifiedthesocietyintohighcontextsocietyandlowcontextsociety.
Inhighcontextsociety,peopleofthesamenationhavelivedtogetherforalongperiod,andlanguageisjustpartofinformationtransmission.Nonverbalcommunicationoccupiesalargeproportionbecauseoftheacquintanceofeachother.Therefore,chinesenegotiatorsalwaysexpresstheirideasindirectlyandimplicatively,rarelyrefuseorrefutedirectlymtheyregardharmonyastheprerequisitiesofrealizingthevalue,andpursuepermanentfriendshipandlong-termcooperation.Insharpcontrast,communicationinEuropeanandAmericancultureislowcontext.Duetothecommunicationdifficultiescausedbylong-termimmigrationandmutualblending,theclarityanddirectnessoflanguageexpressionareparticularlyimportant.
2.3Businessvaluesbarrierofnegotiators
Amongnumerousculturalfactors,valuesispartofthecore.Valuesispermanant,stableandcommomlyacceptedbysocietymembers.Asadeepfactorofculturalstructure,valuesisnotonlypartofsocialculture,butalsotheresultoflong-termpenetrationandaccumulationofsocialandculturalfactorsinpeople’sheart.Itcontinuouslyaffectspeople’sattitude,needsandbehaviors.Valuesdiffersgreatlyindifferentcultures.
Itisgenerallybelievedthatcollectivismisideologicalcoreoforientalculture,whileindividualismisthebackboneofwesternculture.Theideasofindependence,egoismandpracticalactionareverypopularinwesterncountries.Theyadvocateself-struggleandindividualism.Theyarehumourous,andvaluesreality,selfandpracticalaction,whilechinesepeoplepaymoreattentiontocollectivismandcollectiveresponsibilitiesandethics.“Acquintances”and“relationship”havetheirspecialconnotationandmeaning.
2.4.Casestudyofinternationalbusinessnegotiationbarrier
ABraziliancompanywenttoAmericatopurchaseequipment.ThenegotiationwasdelayedbymembersofBriziliannegotiatinggroupwhowentshoppingandare45minuteslate.
TheU.S.representativesareextremelydissatisfied,andtookalongtimetoaccusetheBrazilianrepresentativesofnotabidingbythetimeandnocredit.Theyannouncedthatifthiscontinued,furthercooperationwouldbeimpossible.Tothem,wastingtimeiswastingmoneyandresources.TheBralianrepresentativesknewitwastheirfault,andhadtokeepapologizingforthis.Afterthenegotiationbegan,ItseemedthatAmericanrepresentativesstillholdthegrudge,whichmadetheBrazilianrepresentativespanicky,andalwayspassive.ThebrazilianrepresentativeswhohadmomoodtobargainwiththeAmericanrepresentativesanddidn’tcarefullyconsidertherequestsputforwardbytheAmericanrepresentati
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- 英语专业 毕业论文 浅析 商务 谈判 文化 障碍 现象 解决 对策