不同文化对商务谈判的影响 英语论文大学论文文档格式.docx
- 文档编号:14377069
- 上传时间:2022-10-22
- 格式:DOCX
- 页数:10
- 大小:26.38KB
不同文化对商务谈判的影响 英语论文大学论文文档格式.docx
《不同文化对商务谈判的影响 英语论文大学论文文档格式.docx》由会员分享,可在线阅读,更多相关《不同文化对商务谈判的影响 英语论文大学论文文档格式.docx(10页珍藏版)》请在冰豆网上搜索。
Contents
Abstract(English)----------------------------------------1
Abstract(Chinese)----------------------------------------2
1.Introduction------------------------------------------3
2.Differentcultures------------------------------------5
2.1Definitionofculture-----------------------------5
2.2Culturaldifferences------------------------------6
3.Internationalbusinessnegotiation--------------------7
3.1GeneralIntroductionofNegotiation---------------7
3.2Definitionofinternationalbusinessnegotiation---8
3.3Generalprocessofnegotiation---------------------9
4.Influencesofdifferentculturesoninternationalbusinessnegotiation-------------------------------------------9
4.1High-contextandLow-contextcommunication---------9
4.2Individualismversuscollectivism------------------11
4.3Resultsversusrelationships-----------------------12
4.4Timeorientation-----------------------------------14
5.Achievingeffectivenegotiations
Througheffectivenegotiationstrategies---------------18
6.Conclusion--------------------------------------------23
WorksCited----------------------------------------------25
Abstract
Withtheconstantdevelopmentoftheeconomicglobalization,businesscooperationbetweencompaniesisdramaticallyincreased.Negotiatorsfromdifferentcountriescometogetheranddiscusstheircommonandconflictinginterests:
meanwhile,theybringdifferentculturestothenegotiatingtable.Cultureisoneofthefactorsthathaveimportantimpactsoninternationalbusinessnegotiation.Cultureforgesvaluesandreligiousbeliefthatdefineone’sthinkingandbehavior.Therefore,negotiatorswithdifferentculturalbackgroundsemploydifferentnegotiatingstrategies.Culturaldifferenceswillcertainlyresultinculturalfactors.Thus,tonegotiateeffectively,negotiatorsshouldhaveagoodunderstandingofcultureandculturaldifferences.Moreimportantly,theyshouldknowhownegotiationisaffectedbyculture.Indoingso,negotiatorscanpredicttheprocessandadjuststrategiesinordertoreachasatisfactoryagreement.Therefore,theresearchonhowcultureinfluencesnegotiationisintheneedofsocialdeveloping,andisofpracticalsignificance.
Keywords:
Influences,DifferentCultures,InternationalBusinessNegotiation.
内容摘要
随着经济全球化的不断发展,各公司之间的商业合作的机会急剧增加。
不同国家的谈判者在同一张谈判桌上就共同和冲突的利益进行协商。
同时,他们也带来了不同的文化。
文化是影响国际商务谈判的重要因素之一。
文化决定人的价值观、宗教信仰,从而影响人的思想和行为。
因此,不同文化背景的谈判者运用不同的方式、策略进行谈判。
文化的差异必然会引起文化冲突,谈判的成功与否大多可以用文化因素来解释。
因此,要想取得有效地谈判,谈判者不仅要了解对手的文化及与己的文化差异,更重要的是应该了解文化因素如何影响谈判。
这样,有助于谈判者预见谈判的进程,及时调整谈判策略,最终达成圆满的协议。
可见,这一课题的研究顺应时代的发展,具有积极的现实意义。
关键词:
影响;
不同文化;
国际商务谈判。
1.Introduction
Asinternationalnegotiationincreasinglyinvolvesculturalfactors,therelationshipbetweencultureandnegotiationhasattractedmoreandmoreacademicattention.Researchoninternationalnegotiationconcerningculturalvariableshasdevelopedonlyseveraldecades,andisstilllargelyexpectedinthefuture.In1976,scholars,likeDeshler,Sato,ClappcarriedoutaresearchonthedifferentoutcomesofaseriesoftheU.S-Japanesenegotiationsresultedfromculturaldifferences.Thenin1980,itisFisherwhoworkedoutthetheoryfrompractice.Heargued,“Thegreatertheculturaldifferences,themorelikelybarrierstocommunicationandmisunderstandingsbecome.”(Hendonetalx)Afterthat,somescholarsin1990smadefurtherexplorationontheofcultureininternationalnegotiationsexclusivelyfromthecross-culturalperspective.Inthisthesis,attentionisfocusedoninfluencesofdifferentculturesoninternationalbusinessnegotiations.AndtheSino-Americanbusinessnegotiationcasesaremainlyselected.ThenegotiatingstylesoftheUnitedStatesandChina,toalargeextent,representthatofmostnegotiatorsfromtheworld.Meanwhile,thesetwoculturesarequitedifferent,orevenopposing.Forexample,AmericansvalueindividualismwhileChineseemphasizecollectivism.Americansnegotiateacontractwhilethelatternegotiatearelationship.
Overtwo-thirdsofU.S-Chinesenegotiationeffortsfailthoughbothsideswanttoreachasuccessfulbusinessagreement.Infact,thememberholdstrueformostcross-culturalmeetings.Oftenbarrierstoasuccessfulagreementareofaculturalnatureratherthananeconomicalorlegalnature,besides,withChina’sentryintoWTO,Chinaisbecomingmoreandmoreimportantintoday’seconomicfield.ChinaisthecountrywithalonghistoryinwhichaveryimportantreligiousbeliefConfucianismoriginated.ItistypicalrepresentativeofOrientalCulture.
Itismyintent,inthisthesis,topresentanexplorationontherelationshipbetweencultureandnegotiationacrossborders.Inaddition,Iwillgivesomerecommendationtothenegotiatorswhoneedtodealwithpeoplefromothercultures.Intod
- 配套讲稿:
如PPT文件的首页显示word图标,表示该PPT已包含配套word讲稿。双击word图标可打开word文档。
- 特殊限制:
部分文档作品中含有的国旗、国徽等图片,仅作为作品整体效果示例展示,禁止商用。设计者仅对作品中独创性部分享有著作权。
- 关 键 词:
- 不同文化对商务谈判的影响 英语论文大学论文 不同 文化 商务 谈判 影响 英语论文 大学 论文