文化差异对国际商务谈判的影响英文版.docx

文化差异对国际商务谈判的影响英文版.docx

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文化差异对国际商务谈判的影响英文版

毕业论文

ImplicationofCulturalDifferencesonInternationalBusinessNegotiations

题目文化差异对国际商务谈判的影响

人文系商务英语专业

学号

学生姓名岳闪闪

指导教师

起迄日期

设计地点六安职业技术学院人文楼

Abstract

Businessnegotiationsunderdifferentculturalconditionsareculturalnegotiations.Withthedevelopmentofeconomicglobalizationandfrequentbusinesscontacts,culturaldifferenceshave

becomeveryimportant.Iftheyareneglected,theycouldcauseunnecessarymisunderstanding,

orevenunderminetheresultofbusinessnegations.Therefore,itisofgreatsignificancetoknow

differentculturesofdifferentcountriesaswellaswaystoavoidculturalconflictsinthecontext

ofinternationalbusinessnegotiations.Thepaperbeginswiththedefinitionofculture,analyzes

thecausesofculturaldifferencesandexplainstheimpactofculturaldifferencesoninternational

businessnegotiationsfromthreeperspectivesofcommunicationprocess,negotiationstyleand

valuesconcept.Finally,itanalyzeseffectivewaystodealwiththeproblemarisingfromcultural

differencesinthenegotiationprocess.Thepaperstressesthatinbusinessnegotiationsbetween

differentcountriesnegotiatorsshouldaccepttheotherparty'sculture,trytomakehimbe

acceptedandmakeacorrectevaluationwithhelpofeffectivecommunications.Inaword,for

successfulculturalnegotiations,culturaldifferencesneedtobeperceived,acceptedandmost

importantlyplayeddown.

Keywords:

cultureculturaldifferencebusinessnegotiationimpact

Contents

1.Culturaldifference…….………..……...…………………………...…......4

1.1Thedefinitionofculture……………………………………..............….....4

1.2Thecausesofculturaldifferences……………………………..………......4

1.2.1Geographicaldifferences………………………..………………....….....4

1.2.2Ethnicdifferences…………………………..………………....................4

1.2.3Politicaldifferences…………………………..………….………….…...4

1.2.4Economicdifferences…………………………………..….……….…....4

1.2.5Religiousdifferences……………………………………..………….......4

1.2.6Theconceptofdifference…………………………………...……….......5

1.3ImportanceofinternationalbusinessnegotiationsonCulturaldifferences…………………………………………………………….…..5

2.Culturaldifferencesontheimpactofinternationalbusinessnegotiations…………………………………………………..………...........5

2.1Communicationprocess……………………………...…...……...…....…..5

2.2Negotiatingstyle…………………...…..……..……………...……….…...8

2.3Values………………...…………....….……..…………………….......…..8

2.3.1Ethics………………………………………..……..………………...…..8

2.3.2Sense………………………..……………………………..……….…....8

2.3.3ConceptofCollective…………………………………………………....8

2.3.4Conceptoftime……………………………………………………….....8

3.Howtodealwithinternationalbusinessnegotiationsandculturaldifferences……………………..…………………………………………........9

3.1Tolearnmoreabouttheformerinthenegotiationsoftheculturaldifferencesthatmayarise………...…………………..……………….…..9

3.2Inthenegotiationsnecessarytocorrectlyhandletheculturaldifferences………………………………………………………………...9

3.3Negotiationstodoagoodjoboffollow-upfortheexchangeofculturaldifferences…………...…………………………………………......……10

4.References…………………...………….………………………….……....11

Businessnegotiationininterpersonalrelationshipsasaspecialform,relatetodifferentgeographical,ethnic,socialandculturalexchangesandcontacts,whichhavetakenplaceincross-culturalnegotiations.Incross-culturalnegotiations,thedifferentgeographical,ethnic,culturaldifferenceswillaffectthethinkingofthosenegotiations,thenegotiationstyleandbehavior,thusaffectingtheentirenegotiationprocess.Therefore,toengageinbusinessactivities,especiallyforthecross-borderbusinessactivitiesmustunderstandandmasterthelinksbetweendifferentculturesanddifferences.Conductingnegotiationswiththeorganization,alsohavetounderstandthatculturaldifferencesimpactonthenegotiations,onlythefaceofsuchapositiveimpactonthedesiredobjectivescanbeachieved

1.Culturaldifferences

1.1thedefinitionofculture

Nationalcultureisacountry-specificconceptsandvaluesystems,whichconstitutetheconceptofpeople'slivesandworkbehavior.Thenationsoftheworldasaresultofspecifichistoricalandgeographicalandgraduallyformeditsownuniqueculturaltraditionsandculturalpatterns.AsthedifferenceofChineseandWesterntraditionalcustoms,values,religiousbeliefs,differentwaysofthinking,etc,makingthedifferentperformanceofChineseandWesterncultures.

1.2thecausesofculturaldifferences

Culturaldiversitycausedbymanyreasons,Tosumup,themainsourceofculturaldifferencesareinthefollowingareas:

1.2.1geographicaldifferences

Referstothegeographicaldifferencesindifferentgeographicregionsduetothegeographicalenvironment,thelevelofeconomicdevelopmentandtraditionaldifferencesinhabits,peopleoftenhavedifferentlanguage,lifestyleandhobbies.Andthesewillaffecttheirbehavior.Forexample,theWestandtheAmericanpeopleinsomecountriestreatChristmasimportant,butinareassuchasneartheequatordonothavesnowalltheyearround,thepeopleofsomeAfricancountriesmaynothavetheconceptofChristmasbecausethebestmodifiedChristmasissnow,astothepeopleintheregionthatarenotlong-termsnow,thereislittleconcentrationofChristmasthanAmericanStates.

1.2.2nationaldifferences

Ethnicdifferencesisthedifferentethnicgroupsinthedevelopmentoflong-termprocess,theformationoftheirownlanguage,customsandpreferences,habits.Theirdiet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeoftheirowncharacteristics.TakethehistoryofourcountryandourHunHan,theXiongnupeoplearevaliant,characteristicsoftypicalnomads.AndwetametheHancharacter,thetypicalcharacteristicsoffarmingnation.WhichledtotheHunsinthediet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifearedifferentwithHan.

1.2.3thepoliticaldifferences

Politicaldifferencesareduetothepoliticalsystemandthepoliciesandregulationsonpeople'sbehaviorwiththeroleofastandardized,sothatallpeoplesinthepoliticalaspectsontheconceptoftheexistencearedifferences.TaketheUnitedStatesandFranceasexample,theUnitedStatesbytheConstitutionthepowersofthePresidentofthesevererestrictionsonthetwomajorpowerswithotherinstitutionsofCongressandtheSupremeCourtofstrongconstraints.WhileFrancealsohadtosetwasreadytoroyalistrestorationofthemonarchyoftheThirdRepublictoamendtheConstitutionalittlefurtherexpandthepowersofthepresident.

1.2.4economicdisparities

Economicdifferencesareresultoftheeconomicfactorsofareflectionofculturaldifferences.Forexample,thepeopleintheWesterndevelopedcountriesarerichlivesandhighlevelofeducation,peoplewillpaymoreattentiontothequalityoflife,securitymeansmoregenerally.AndeconomicbackwardnessoftheThirdWorld,peoplecaremoreaboutfoodandclothing.

1.2.5religiousdifferences

Religionisthedevelopmentofhumansocietytoacertainstageofhistoricalphenomenon,Religionhasitsown（Catholic）MajorepidemicinWesternEuropeandSouthAmerican;IslamisthescopeofthewholeoftheMiddleEastandNorthAfrica.BuddhismismoreprevalentinAsiancountries.Theworldhasthreemajorreligions:

Christianity,BuddhismandIslam.Christian（Protestant）ismajorepidemicinNorthernEurope,NorthAmericaandAustralia;peopleinmanypartsofAsiabelieveinBuddhist.Differentreligionshavedifferentculturaltendenciesandprecepts,whichaffectthewayofpeopleunderstandthings,codesofconductandvalues.

1.2.6theconceptofValuesdifference

Valuesaremeansofobjectiveevaluationcriteriaofthings.Itincludestheconceptoftime,wealth,theattitudetowardslife,theattitudetoriskandsoon.Differentsocieties’peopletothesamethingsandproblemswillcometodifferentandevenoppositeconclusions.

Geographicaldifferences,ethnicdifferences,politicaldifferences,economicdifferences,religiousdifferencesanddifferencesinconceptshavetheimpactonpeople'spenetrationinthefood,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeinallitsaspects.Thusaffectingpeople'sbehavior,values,religiousbeliefsandmodesofthoughthavealotofdifference,Finallyhasformedthevariouscountriesandareasofculturaldifferences.

1.3culturaldifferencesontheimportanceofinternationalbusinessnegotiations

Practiceinthenegotiations,manynegotiatorsoftendonotunderstand,ortooknoteoftheculturalimportanceofthesignificantimpactonnegotiations.Negotiatingpartiesforforeignculture,somenegotiatorsmayhavenoticedsomeoftheothernegotiations,"different"or"hardtounderstand"theconcretemanifestationofnegotiations,butthatisnotimportant.Somepeopleblindlybelievethatnegotiationistheuseofforeign-relatedfactsandfigurestospeak,andthefactsanddataarecommon.Similarly,someforeigncountries’negotiatorstonegotiationswitheachothertomaintainharmoniousrelations,theywillnoticethesimilaritiesbetweenbothcultures,whileignoringtheirdifferences.Let'slookatanexample.

In1992,negotiatorsfromChinaandother12expertsofdifferentprofessionstoformadelegationtotheUnitedStatespurchasesabout30millionU.S.dollarsofchemicalequipmentandtechnology.TheUSnaturallydoeseverythingpossibletosatisfythem.Oneofthemisnegotiationsinthefirstroundofthedelegationsenttoeachofthemasmallsouvenir.TheSouvenirspackagingisveryparticularisabeautifulredbox,redfor