cultural elements of successful commercial negotiations商英本科学位论文.docx
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culturalelementsofsuccessfulcommercialnegotiations商英本科学位论文
中国某某某某学校
学生毕业设计(论文)
题目:
CulturalElementsofSuccessfulCommercialNegotiations
姓名:
0000000
班级、学号:
000000000
系(部):
经济管理系
专业:
商务英语
指导教师:
00000
开题时间:
2009-04-10
完成时间:
2009-11-08
2009年11月08日
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……………………………………………………………6-29
答辩委员会表决意见……………………………………………30
答辩过程记录表…………………………………………………31
课题CulturalElementsofSuccessfulCommercialNegotiations
一、课题(论文)提纲
引言
1.谈判与文化
2.文化与商务谈判的关系
2.1文化因素决定谈判者的行为
2.2文化差异决定谈判者的价值观
2.3文化差异影响谈判者的思维方式
3.商务谈判中的文化因素
3.1时间
3.2空间
3.3肢体语言
4.四种文化特点
4.1个人主义与集体主义
4.2权力的不同
4.3避免不可信度
44男权主义和女权主义
5.在商务谈判中解决文化因素的策略
5.1建立跨国文化意识
5.2有备而来
5.3消除交流障碍
5.4消除偏见
6.谈判风格
结束语
二、内容摘要
随着经济全球化的趋势、国际商务活动的日益频繁,越来越显示出对多元文化理解的必要性和跨文化谈判能力的重要性。
商务谈判中的文化因素引起了人们越来越多的关注。
无庸置疑,在跨文化的商务谈判中,除了基本的谈判技巧、理解不同地区的文化因素、认识文化差异外,还要采取相应的策略和不断调整自己的谈判风格,这样将对成功的商务谈判起到至关重要的作用。
三、参考文献
[1]WilliamStallings;withacontributionbyRichardVanSlyke.Businessdatacommunications[M].PrenticeHall,c2001.
[2]BehrouzA.ForouzanwithSophiaChungFegan.Businessdatacommunications[M].McGraw-Hill,c2003.
CulturalElementsofSuccessfulCommercialNegotiations
0000
Abstract:
Withtheemergenceofeconomicglobalizationandthefrequencyofinternationalbusinessactivity,moreandmoredemonstratestothenecessityofinterculturalunderstandingandtheimportanceofnegotiationsability.Peoplepaymoreattentiontotheculturalelementduringthebusinessnegotiations.Certainly,duringthemulticulturalbusinessnegotiations,exceptthebasicnegotiationsskill,understandingdifferentarea’sculturalelementandtheculturaldifference,butalsomustadaptcorrespondingstrategyandrejustthenegotiationsstyleconstantly.Alloftheseareimportantinthesuccessfulnegotiations.
Keywords:
Culture;element;businessnegotiations
Introduction
WiththeemergenceofeconomicglobalizationandChinaenterintoWTO,internationalbusinessbecomesincreasinglyintercultural.Asinternationalbusinessrelationsgrow,sodoesthefrequencyofbusinessnegotiationsamongpeoplefromdifferentcountriesandcultures.Andthatcancreateconsiderablechallengesforbusinessrepresentativesunfamiliarwiththeculturesofdifferentgroups.Sotheinterculturalapproachtointernationalbusinessnegotiationshasattractedincreasingacademicattention.Negotiationcaneasilybreakdownbecauseofalackofunderstandingoftheculturalcomponentinthenegotiationprocess.
Therefore,tothesuccessfulnegotiations,thetwosidesmustfirstunderstandtheculturaldifference.Negotiatorswhotakethetimetounderstandtheapproachthattheotherpartiesarelikelytouseandtoadapttheirownstylestothatonearelikelytobeeffectivenegotiators.Thusinaninterculturalnegotiation,inadditiontothebasicnegotiationskills,itisimportanttounderstandtheculturaldifferences,andtomodifythenegotiationstyleaccordingly.
Thispaperfocusonthefourdimensionsofcultureanddifferentnegotiatingstylestoillustratetheimportanceoftheculturefactorsinbusinessnegotiation.
1.Negotiationandcultural
Theverydefinitionofnegotiation,initsmodernsense,canvaryfromculturetoculture.Whatanegotiationisdesignedtoaccomplishisseendifferentlybydifferentgroupsofpeople.Beforeoneevencomestothetable,suchdifferencesinthemeaningorpurposeofthenegotiationaffectthenegotiation,ashowonedefinestheprocessofnegotiatingisculturallydetermined.Someculturesseeitonlyasanopportunitytobargain,othersastheestablishmentofalifetimerelationshipthatgoesbeyondtheoccasionalmeeting,stillothersasanopportunitytodemonstratetheircapacityforeloquenceanddebate.Somedonotseenegotiationasaprocessatall.Forinstance,AmericansandEuropeanstendtoseenegotiationsasacompetitiveprocess;theChineseandtheJapaneseseeitasacollaborativeendeavor.
Sotherearemanymorechallengesinaninterculturalenvironmentthaninamono-culturalsetting.Interculturalnegotiationsarenegotiationwherethenegotiatingpartiesbelongtodifferentculturesanddonotsharethesamewaysofthinking,feeling,andbehavior.Thenegotiationprocessisgenerallymorecomplexbecauseculturalnormsmayundermineeffectivecommunication.
2.Therelationshipbetweencultureandbusinessnegotiations
Participantsintheconductofthenegotiationsoftencomefromdifferentcountriesandregions.Whilethosefromdifferentcountriesandregionsofpeopleseetheirvalues,positions,experiencedifferent,andhasitsownculturalpracticesinthisregion.Fullunderstandingfromdifferentcountriesandregionswiththenegotiatorsbytheculturaldifferences,theycanbettergraspthenegotiatingbehaviorofsuccessfulnegotiation.Therelationshipbetweencultureandbusinessnegotiationsasfollows:
2.1Culturaldifferencesdeterminethenegotiators’behavior
Cultureshapespeople'sbehavior,personallifehistoryandthebehaviorofspindleisthesociallegacyofsocio-cultural,traditionalpatternsandcomplieswithethicalguidelines.Asthenegotiationsareindividualsorgroupsfromdifferentcountriesorregions,withobviousculturaldifferences,resultinginthenegotiatingpartiestoshowadifferentbehavior.
2.2Culturaldifferencesdeterminethenegotiators’values
Thevalueofcultureisawidelyacceptedbelief.Asabusinessnegotiator,becausethereareculturaldifferencesbetweeneachother,resultingintheirunderstandingofthingsandtheformationofawiderangeofbeliefsandsoonaredifferent.
Differentcountrieshavedifferentvalues,sothatconceptoftimealsovary.Wecanseefromavarietyofculturesandtheproverbialsayingthatthereisdifferentunderstandingontime.Forexample,theUnitedStates:
"Timeismoney."Spain:
"runfastdiefast."Nigeria:
"It'snottheclockofhumaninvention."Ethiopia:
"Ifyouwaittoolonganeggwillwalk."France:
"advanceistooEarly;behindistoolate."Edward•T.Hallwaysofutilizingtheirtimeisdividedintotwocategories:
singletimeusepatterns(monochromictimeorM-time)andavarietyoftimeusepatterns(polychromictimeorP-time).Single-time-usewaytoNorthAmericans,Swiss,GermansandScandinaviansuseoftimecharacteristics.Westernerslikewhendedicatedprofessionals,theyweredividedintoashort,itreliesonspeed.M-timewayistouselineartime,tosavetime,wasteoftime,spendingtime,waitingtime,missedtime,andsoon,asiftimeisthesameasthephysical.Mostlow-contextcountrieshaveadoptedasingletimeusepatterns.Themosthigh-contextcountriesandregions,usingavarietyoftime-usemanner,wherepeople'sactionsincompleteproceedingaccordingtoschedule.Avarietyoftime-useapproachischaracterizedbytemporarymulti-purpose,peopleinvolved.Avarietyoftime-useapproachrelatestotherelationshipbetweentheestablishmentandontheovertonesofthespeculation.
2.3Negotiators’thinkingwayisinfluencedbyculturaldifference
Culturewillaffectpeople'sviewsandunderstandingoftheoutsideworldofthings,differentcountrieshavedifferentcultures,sotheremustbedifferencesinthinkingpatterns.Wayofthinkinghassignificantsocialandculturalattributes,thatis,indifferentsocialandculturalstructureoftheformationofwayofthinkingisdifferent.Becauseeachcountry'slocation,naturalenvironment,ethnicorigin,history,religion,customsandculturaldifferences,resultingindifferentcultures,ethnicconsideringissues,understandingofthingsacertainwayofthinkingdifferences.
Westernculturesfocusonlogicandanalyticalthinking,whiletheOrientalcultureofthinkingshowedaholisticintuition.Chinesepeopleareoftenspecialattentiontointuition,intheexchangesalsotendtogotothisexperienceandfeel"tohaverelievedpeople."ComparedwiththeWesternmodeofthinking,theChinesepeopleofthismodeofthinkinghasobviousbroadandvague.Essentiallyspeaking,themind-settendstoignoretheindividualdifferencesofthings,exaggerateaparticularsocialgroupassociatedwiththeothercognitiveattitudes,oftenwithemotionalandaccompaniedbyafixedcreed.Inalloftheset,eachwillhavetheirownpotentialcharacteristics;willdirectlyaffectthecross-culturalcommunication,resultingincommunicationfailures.Ofthinkingbasedontheobjectiveexistenceofdifferencesinthenegotiationofdifferentcultureswhoshoweddifferencesinthewayfornegotiations."Inaccordancewiththeorderofdiscussioncanbedividedintohorizontalnegotiationandvertical.Horizontalnegotiationsisfirsttoidentifyalltheissuesinvolvedinthenegotiations,theissueswillbetakentogether,iterativediscussions,parallel,staggered;verticalthenegotiationsisthesubjectidentifiedonebyoneaccordingtotheorderinturntonegotiate."Americanshavetheabstractthinking,analysis,andpracticalorientation,andtheirthoughtprocessistheconcretefacts,forinductivegeneralization,fromwhichtheconclusionofwhat.Europeansaremoreideologicalandtheoreticalvalue,andtheirdeductivewayofthinkingfocusedontheperceptionoftheworldandsymbolicthinking,theyliketouselogicalmeanstoderivefromaconcepttoanotherconcept,theyrelyonthepowerofideas.Chinesepreferenceforthinkinginimagesandcomprehensivethinking,thehabitofthejointpartsoftheobjectasawhole,itwouldbetheproperty,togetherwithlinkstoconsider.
3.Someculturefactorsinthebusinessnegotiation
Languagegoesbeyondthespokenword,encompassingnonverbalactionsandbehav
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