中西方文化对商务谈判的影响.docx
- 文档编号:30233372
- 上传时间:2023-08-07
- 格式:DOCX
- 页数:12
- 大小:28.59KB
中西方文化对商务谈判的影响.docx
《中西方文化对商务谈判的影响.docx》由会员分享,可在线阅读,更多相关《中西方文化对商务谈判的影响.docx(12页珍藏版)》请在冰豆网上搜索。
中西方文化对商务谈判的影响
毕业论文
题目:
中西方文化对商务谈判的影响
Title:
ChineseandWesternCulturalImpactonBusinessNegotiation
2009年5月20日
Acknowledgements
Mydeepestgratitudegoesfirstandforemosttomybelovedfamilyfortheirlovingconsiderationsandgreatconfidenceinmeallthroughtheseyears.Theirloveandsupportencouragemetopursueprogressallthetime.
Second,IwouldliketoexpressmyheartfeltgratitudetoalltheteachersofForeignLanguageDepartment.Theyinstructedandhelpedmealotinthepastthreeyears.
Last,mydeepestgratitudeandrespectgotoZhangYun,mysupervisor,forherconstantencouragementandguidance.Shehasinstructedmethroughallthestagesofwritingthisthesis.Withoutherconsistentandilluminativeinstruction,thisthesiscouldnothavereacheditspresentform.
Abstract
Internationalbusinessnegotiationstakeplaceacrossnationalboundaries,whichmeansthesuccessfuloperationofnegotiationrequirescarefulconsiderationofculturaldifferences.Cultureistherepresentationofaseriesofcustoms,normsandprinciplesinaspecificsociety,whichformslinksamongpeopleduringalongperiodofsociallife.Culturaldifferenceswillbringdifferencesininterests,standpoints,attitudesandobstaclestolanguageandcommunication,alsoalongwithspecificrisksininternationalbusinessnegotiation.Internationalbusinessnegotiatorsshouldbesuperiorinexclusionism,acceptdifferentculturesandbediscreetinadversaries’differencesintime,valuesandwaysofexpressinganddecision-making.Withaviewtosurpassculturallimits,fromthetheoryandtheoperationsystemofcross-culturalbusinessnegotiation,thisarticlegivesatentativeanalysisofsomeinfluentialelementsofcross-culturalbusinessnegotiationandalsoprovidessomesuggestionstonegotiatorsinvolvedincross-culturebusinessnegotiationwiththehopetobenefittoEnglishlearnersandinternationalbusinessnegotiators.
Keywords:
internationalbusinessnegotiation;culturaldifferences;cross-culturalnegotiationapproaches
摘要
国际商务谈判超越国度界限,这意味着成功的谈判行为要求谈判者高度意识到文化的差异性。
文化是一个特定的人群在社会中形成的一系列习俗,规范和准则的总和,是在长期的社会生活环境中将人们联系起来的纽带。
文化的差异会带来利益,立场和态度的差异,带来语言和交流上的障碍,同时在国际商务谈判中还伴随着特定的风险。
跨文化谈判者应超越排外主义,正视和接纳不同国家的不同文化,以严谨的态度对待谈判对手在价值观、时间观以及表达方式和决策方式上的不同。
为了超越文化的限制,本文从跨文化谈判的理论与操作体系等方面阐述了影响跨文化商务谈判的几个因素和跨文化谈判者应遵循的原则。
希望对英语学习者或涉外商务谈判工作者有所裨益。
关键词:
国际商务谈判;文化差异;跨文化谈判策略
Contents
Introduction…………………………..…………………………………..1
.ImplicationfromCulture……………………………………………….21.1TheChronologicalViewofCulture….…………………..…………..2
1.2TheModernDefinitionofCulture………………..……….………….2
.CulturalFactorsInvolvedinBusinessNegotiation……………..…….32.1Value...................……………………………………………….…….3
2.1.1Individualism……………………………………………………….3
2.1.2ValuesaboutTime………………………………………...………..3
2.1.3PowerDistance……………………………………………………..4
2.2LanguagesandCommunication……………………………..……….4
2.2.1NonverbalCommunication…………………………………….…..5
2.2.2LackofEquivalencyinLanguages………………………..……….6
2.2.3WaysofExpressingOpinions…………………………...………….6
2.3DifferentDecision-makingApproaches………………...……..……..7
2.3.1Decision-makingApproachesinWesternCountries………….……7
2.3.2Decision-makingApproachesinChina…………………………….7
.StrategiestoCulturalDifferencesinInternationalNegotiation……...93.1RevealAdversaries’Behavior…………………………………..…....93.2AcceptDifferentCultures………………………....…………...……..93.3TobeAcceptable………………….……...………………….……....103.4TobeDiscreetinContact………..……………….....………………10
Conclusion……...……………………………………….…...………….11
Bibliography……………………………………………….……………12
Introduction
Thetrendthateconomydevelopsrapidlyallovertheworldhasbroughtaglobalbusiness,whichisexpectedtocontinueinthefuture.Asinternationalbusinessgrows,sodoesthefrequencyofbusinessnegotiationsamongpeoplefromdifferentcountriesandcultures,andalsocreateconsiderablechallengestobusinessrepresentativeswhoareunfamiliarwiththeculturesofdifferentgroups.Thesenegotiatorsoftenmakethemistakesofviewingforeignculturethroughtheirownculturalaspects,whichwillleadlossinmanycompanies’business.Ifonedoesnotbargainaggressivelyinsomecountries,oneisconsidereduntutored.Butinothercountries,shortbargaincanbeasignofuntrustworthiness.Andinothers,peopletendtobeuncomfortablewiththeentirebargainingprocess.Thesedifferencesmustbeunderstoodandacceptedbeforeenteringinternationalbusinessnegotiations.Therefore,understandingthedifferentculturesthatexistamongnationsandconsideringculturaldifferencesinallaspectsofbusinessareofgreatsignificancetotheoperationofinternationalbusinessnegotiations.Overstepculturallimitsisadifficultbutessentialtaskifonewishestobesuccessfulinthenegotiationwithforeignparties.
.ImplicationfromCulture
1.1TheChronologicalViewofCulture
Culturehasbeendefinedinmanywaysbyawiderangeofpeoplefromdiversebackgrounds:
Mostanthropologistsviewcultureasthesumofbeliefs,rules,techniques,institutions,andartifactsthatcharacterizehumanpopulations.Aparticulargroupofpeoplewhohavetheuniquelifestylearethemembersofagivensociety,whilethecultureiscomposedofthelearnedpatternsofbehaviorcommontothemembers.
1.2AModernDefinitionofCulture
Amoderndefinitionisthatcultureis“thesharedwaysinwhichgroupsofpeopleunderstandandinterprettheworld.”[3:
30]Everypersonisaproductofhisorherculturalenvironment.Althoughthisprovidesstabilityandcomfortinheart,itlimitsone’sunderstandingofotherculture.Mostpeopleusetheirownpersonalculturalbackgroundasaguideforjudgingtheactions,views,customsormannersofothers.Someoneiscondemnedperhapsbecausehisorherviewsdonotcorrespondwiththeirsortheirwordsoractionsaremisunderstoodinthesameway.Therefore,understandingtheinfluenceofcultureoninternationalbusinessisofgreatimportance.
.CulturalFactorsInvolvedinBusinessNegotiation
2.1Values
Valuesarethestandardsbywhichcultureevaluatesactionsandtheirconsequences,whichaffecttheabilityofunderstandingandcanhaveastrongimpactuponpeople’smindandbehaviors.Aproperactioninaculturemaybeconsideredaswronginamoralsenseinanotherculture.Forexample,AmericansregardgettinggoodjobsforrelativeswhenonehaspowerasimmoralwhilemostHispanicculturesregarditasaduty.Thus,itisimportanttounderstandthepopularvaluesinaparticularsociety.Valuealsoaffectsthewillingnesstotakerisks,thestyleofleadershipisanexample.Everyculturehasdefinedprioritiesforeveryaspectofsociallife.Thediscussionherewillmainlyfocusonvalue’simportanceforunderstandingtheeconomicperformanceofasociety,whichdeservesspecialattentioninordertodevelopinterculturalcommunicationskills.
2.1.1Individualism
Inindividualisticculture,peopletendtoputtasksbeforerelationshipsandvalueindependencehighly.Peopleinthiscultureareexpectedtotakecareofthemselvesandvaluetheneedsofindividualsovertheseofthegroup,communityorsociety.Individualisticculturepreferslogicandtendstovalueovertconflict.Bycontrast,aculturethatvaluescollectivismemphasizessolidarity,loyaltyandinterdependenceamongindividuals.Maintainingtheintegrityofgroupsisstressedsothatcooperation,conflictavoidanceandconformitydominatetheculture.Collectivistsocietiestendtostressabstract,generalagreementsoverconcrete,specificissues.
2.1.2ValuesaboutTime
Thevaluesabouttimehaveawidebutinvisibleinfluenceoninternationalbusinessnegotiation.Differencesinpunctualityarereflectedineverydaynegotiationandmayprobablycausethemostvisibleconsequence.Butdifferencesinviewingtime,especiallyaboutthefuture,aremoreimportantbecausetheyaffectlong-rangeissuesifdecisionsaremadewhennegotiating.
Americansplacegreatvalueontimeandregardusingtimeefficientlyasacriticalgoal.Itistimethatcontrolhowpeopleplanmeetings,makephonecallsandschedulemeals.Theywilltendtobeimpatientwhenthenegotiationslowsdown.Tothem,foreignerswhodonotrespecttimewillbeviewedaslessprofessionalorlesssophisticated.However,insomeothercultures,especiallythoseoftheMiddleEastandsomepartsofSouthAmerica,peopleviewtimeinamorerelaxedway.Inbusinessnegotiations,peopleintheseculturesproceedinadeliberatelyslowspeed,engageincasualtalkbeforegettingtothemaintopic.Itiseasytoseethathowdifferentviewsoftimecancauseseriouscommunicationproblemstopeoplefromdifferentcultures.
2.1.3PowerDistance
Powerdistancereferstotheacceptanceofauthoritybetweenpeople.Highpowerdistanceculturevaluesstatusandarerespectfulofage.Insuchculture,outwardformsofstatussuchasprotocol,formalityandhierarchyareconsideredimportant.Inlowpowerdistanceculture,peopleadvocatepowerequalizationandjustice.Lowpowerdistanceculturevaluescompetenceoverageandlevel.Lowpowerdistancemaypreferthesharingofinformationandtheofferingofcooperativeproposals.
2.2LanguagesandCommunication
Thewaypeoplecommunicate,whichincludesusingverbalandnonverbalexpressions,directlyaffectsinternationalbusinessnegotiation.Nowthefollowingwillpresentanddiscusssomefactorsthathaveanimportantinfluenceonlanguageandcommunication.
2.2.1NonverbalCommunication
Nonverbalcommunication,whichdoesn’tusewords,takesplaceallthetime.Onemaythinkthatnonverbalsignalsaremuchthesameforallthepeople,butitisnottrue.Nonverbalsignalsdifferbyculturesandthedifference
- 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:
- 中西方 文化 商务 谈判 影响
![提示](https://static.bdocx.com/images/bang_tan.gif)