中美文化价值观差异对国际商务谈判策略的影响毕业论文Word格式.docx
- 文档编号:18018687
- 上传时间:2022-12-12
- 格式:DOCX
- 页数:13
- 大小:29.66KB
中美文化价值观差异对国际商务谈判策略的影响毕业论文Word格式.docx
《中美文化价值观差异对国际商务谈判策略的影响毕业论文Word格式.docx》由会员分享,可在线阅读,更多相关《中美文化价值观差异对国际商务谈判策略的影响毕业论文Word格式.docx(13页珍藏版)》请在冰豆网上搜索。
1.ABriefIntroductionofChineseandAmericanCulturalValues……………...5
1.1TheDefinitionofCulturalValues……………………………………………5
1.2TheDifferencesofCulturalValuesbetweenChinaandAmerica……………7
1.2.1Humannature……………………………………………………………7
1.2.2Relationshipofhumanstonature………………………………………..9
1.2.3Socialrelationship……………………………………………………...11
1.3TheCausesofDifferencesofCulturalValuesbetweenChineseandAmerican…………………………………………………………………..13
1.3.1Geographicaldifferences……………………………………………….13
1.3.2Ethnicdifferences………………………………………………………13
1.3.3Politicaldifferences…………………………………………………….14
1.3.4Economicdifferences…………………………………………………..14
1.3.5Religiousdifferences…………………………………………………...14
2.TheImpactofCulturalValuesDifferencesonStrategiesforInternationalBusinessNegotiations………………………………………………………………15
2.1Communicationprocess……………………………………………………..15
2.2Negotiatingstyle…………………………………………………………….16
2.3Decisionmaking………………………………………………………….…16
2.4Goals………………………………………………………………………...17
3.StrategiesforInternationalBusinessNegotiations……………………………..18
3.1HandlingtheCulturalValuesDifferencesAppropriately…………………...18
3.2CultivatingCulturalAwarenessandSensitivity……………………...……..18
3.3HavingaGoodCommandoftheTargetLanguage………………….…...…19
Conclusion…………………………………………………………………..………20
Acknowledgements…………………………….………………………………..….21
References…………………………………………………………………….……..22
TheImpactofDifferencesBetweenChineseandAmericanCulturalValuesonStrategiesforInternationalBusinessNegotiation
中美文化价值观差异对国际商务谈判策略的影响
Introduction
Withtherapiddevelopmentoftheeconomicglobalizationandthefrequentbusinesscontacts,theimportanceofbusinessnegotiationsisgettingobviousgradually.Internationalbusinessnegotiationsreferstobusinesspartiesindifferentcountriesandregionsinordertomeettheirneeds,usingthewayofinformationexchangeandconsultationtoreachtheconsensusofbehaviorandprocess.Internationalbusinessnegotiationplaysanimportantroleinbusinessactivitiesandisasignificantprocessintheconstitutionofthecorecompetenceoftheenterprises.Thelevelofinternationalbusinessnegotiationtoalargeextentdetermineswhetherenterprisecanobtainadvantagesornotintheinternationalcompetition.Internationalbusinessnegotiationhasacomplexcross-culture,anditbelongstosuchanegotiationwithdifferentwaysofthinking,feelingandbehavior,whichismuchmorechallengingthanthenegotiationunderthesingleculturalenvironment.Negotiatorsfromdifferentcountriesorregionshavedifferentculturalbackgrounds,values,waysofthinking,behavioralpatterns,communicationpatterns,languagesandcustoms.Forthesakeofremovingtheobstaclestocommunicationwithforeigncustomers,ensuringthesmoothprogressofthenegotiations,businessnegotiatorshavetounderstandandgrasptheimportanceofculturalvaluesdifferencesoninternationalbusinessnegotiations.
Businessnegotiationastheboomingfieldofdomesticresearchisinitsinfancy
inmanyaspects,andnowtherearealargenumberofscholarshavedonealotoftheoreticalandpracticalresearches,butblankspotsarestillexisting.Accordingtotheinformedliteraturereview,wecanseethattherearestillsomeproblemsneedtobestudiedandresolved.Firstofall,ontheaspectofbusinessnegotiationstrategies,informedliteraturereviewshavestudiedfromthenegotiation’soverallpreparationandtheselectionofnegotiationpatterns.Butwiththenegotiationismoreandmoreimportantintheglobaltrade,negotiationstrategiesarenolongerlimitedtothenegotiationitself;
itshouldbemoreoutwardexpansion.Negotiationisacombinationofeconomics,linguistics,psychology,mannersandsomanyintegrated-subjects;
therefore,informulatingnegotiationstrategies,wearesupposedtopaymoreattentiontotheapplicationofdifferentsubjectsinavarietyofnegotiationstomakenegotiationstrategiesachieveoptimalperformance,itisnotjustsimpleaccumulationofeachsubject.Secondly,whendealingwithculturalvaluesdifferences,alotofinformedliteraturereviewshaveconcentratedonthathowtoovercomethebarriersofculturalvaluesdifferencesininternationalbusinessnegotiations.Buttherealityisthatasuccessfulnegotiationisnotonlyagameonthenegotiationtable,thepreparationperiodofthenegotiationspalysacrucialroleinthenegotiations.Manyofthecurrentdomesticresearcheshavestudiedseparately,whichleadstotheconsequencethattherearefewerstudiesonthepreparationofbusinessnegotiation.Withthedevelopmentofthenegotiation,overcomingculturalvaluesdifferencesisnotjustconfinedtoastudyonthetranslationtable.Last,facingtheproblemsoflanguageinthebusinessnegotiation,wecancombinethelanguageinusewiththeoverallstrategiesinbusinessnegotiation,becausethelanguageasoneimportantkindoftoolsinnegotiation,itshouldbestudiedinaspecificenvironment,whichwillbeconductivetomakingawiderandmorevigorousstudyonthelanguageapplicationproblemsinbusinessnegotiation.
Researchershaveapproachedbusinessnegotiationfromvariousdisciplinessuchaspoliticalscience,socialpsychology,ororganization,cross-cultural,marketingandcommunications.ButmostofthescholarsabroadfocusontheuseofstrategiesandtacticsfromthrmanagerialviewandtheChinesescholarsconcentrateonthebehaviorsandthestrategiesusedinallkindsofnegotiations,butdonotpayenoughattentiontothestudyoftheimpactofculturalvaluesdifferencesbetweenChinaandAmericaoninternationalbusinessnegotiation.Itisnotsurprisingthatthelast20yearshaveseenanendlessstreamofbooksandarticlesonbusinessnegotiationinthe
West.Manyofthemarebest-sellers.Manyscholarshavedonealotofworkonbusinessnegotiation.Numerousbooksandarticles,fromdifferentperspectives,havebeenwrittenaboutthecomplexitiesofnegotiatingcrossculture,andtheylaystressontheimpactofmanyculturalvaluesdifferencesoninternationalbusinessnegotiation.InChina,sofar,notverymanypublicationsonbusinessnegotiationsareknownuntiltheearly1990’s.GuZhengkun(2007)claimsthatitisofgreatnecessitytointroduceandlearntheforeigntheoriesandskillsconcerninginternationalbusinessnegotiation.Somebargainingstrategiesandtacticsarealsodiscussedintheinternationalbusinessnegotiation.Inthe20thcentury,especiallytheyearssincetheriseofChinaintheworldeconomy,moreandmorescholarsworkontheresearchofinternationalbusinessnegotiationinordertomeettheneedsofsociety;
inthemeanwhile,theyhopethatitwillshedsomelightonEnglishforspecialpurposestudyoninternationalbusinessnegotiation.
Thisessaystartswiththedefinitionofculturalvalues,analyzesthedifferencesofculturalvaluesbetweenChinaandAmericaandexplainsthecausesoftheseexistingdifferences,what’smore,thisessaysillustratestheimpactofthedifferencesofculturalvaluesbetweenChinaandAmericaoninternationalbusinessnegotiationsstrategiesfromtheaspectsofcommunicationprocess,negotiationstyles,decisionsmakingandgoals.Lastbutnotleast,thisessayanalyzeshowtodealwithoravoidtheimpactofthedifferencesofculturalvaluesbetweenChinaandAmericaoninternationalbusinessnegotiationsstrategiesinaappropriateway.
1.ABriefIntroductionofChineseandAmericanCulturalValues
1.1TheDefinitionofCulturalValues
Culturesdifferinwhattheyvalue.Culturalvaluesarevaluesthattendtopermeateaculture.Peoplefromdifferentculturalgroupsdifferintheirjudgementaboutwhatacultureregardsasgoodorbad,rightorwrong,fairorunfair,justorunjust,beautifulorugly,appropriateorinappropriate,andvaluableorworthless.Culturalvalueisthesystemofcriteriaforconductandevaluation.Itfunctionsasthedesiredobjectivesorgoalsoftheculture.Culturalvalueisthedesiredcharacteristicofaculture.Itdoesnotnecessarilydescribeitsactualbehaviorsandcharacteristics.Kluckhohn’sdefinitionofculturalvalueismostwidelycited:
“aconception,explicitorimplicit,distinctiveofanindividualorcharacteristicofagroup,ofthedesirablewhichinfluencestheselectionfromavailablemodes,means,andendsofaction.”(Kluckhohn,1961)
Culturalvaluegetstranslatedintoactionandtransmittedbyavarietyofsource,suchasfamily,media,school,church,company,andetc.Thereforeittendstobebroad-based,enduring,andrelativelystableandguidesbothperceptionandcommunication.Itisacknowledgedthatunderstandingofculturalvalueshelpsusappreciatethebahaviorofotherpeople.
Manytheoristshaveattemptedtoprovideinsightsintoaculture’srangeofvalues.Mitchell(2000)providestwotypesofvalues—instrumentalvaluesandterminalvalues.“Instrumentalvaluesdescribe‘good’wayofbehaving,or‘waystobe’,andincludesuchattributesashonesty,love,obedience,ambition,andindependence.Terminalvaluesrefertotheend-statesofexistencethatmostofthemembersofaculturedesire,or‘thingstohaveorachieve.’Andincludesuchattributesasfreedom,acomfortablelife,wisdom,aworldatpeace,andtruefriendship.”
Culturalvaluescanbedefinedasimportantandenduringbeliefsoridealssharedbythemembersofacultureaboutwhatisgoodordesirableandwhatisnot.Culturalvaluesexertmajorinfluenceonthebahaviorofanindividualandserveasbroadguidelinesinallsituations.Culturalvaluesisthefundamen
- 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:
- 中美 文化 价值观 差异 国际 商务 谈判 策略 影响 毕业论文