英语论文Impact of the Differences between Chinese and Western Culture on Business Negotiation.docx
- 文档编号:392724
- 上传时间:2022-10-09
- 格式:DOCX
- 页数:12
- 大小:28.85KB
英语论文Impact of the Differences between Chinese and Western Culture on Business Negotiation.docx
《英语论文Impact of the Differences between Chinese and Western Culture on Business Negotiation.docx》由会员分享,可在线阅读,更多相关《英语论文Impact of the Differences between Chinese and Western Culture on Business Negotiation.docx(12页珍藏版)》请在冰豆网上搜索。
英语论文ImpactoftheDifferencesbetweenChineseandWesternCultureonBusinessNegotiation
ImpactoftheDifferencesbetweenChineseandWesternCultureonBusinessNegotiation
1.Introduction2
2.Hownegotiationworks3
2.1Conceptofnegotiation3
2.2Fundamentalprinciplesofnegotiation4
2.2.1Separatingthepeoplefromtheproblem4
2.2.2Focusingoninterestsbutnotpositions5
2.2.3Inventingoptionsformutualgain5
2.2.4Insistingonobjectivecriteria6
3.Cultureanditsimpactsonnegotiations7
3.1ComparisonbetweenChineseandwesterncultures7
3.1.1Values7
3.1.2Individualismandcollectivism8
3.1.3“ShowingYourself”and“BeingModest”9
3.1.4Family10
3.1.5Nationalism10
3.2Generalimpactofcultureonbusinessnegotiation11
3.2.1Negotiationgoal11
3.2.2Sensitivitytotime14
3.2.3Formofagreement16
3.2.4Decision-making18
3.2.5Willingnesstotakerisk20
4.RecommendationforChinesenegotiators21
4.1Cultivatingculturalawarenessandsensitivity21
4.2Makingsufficientpreparations22
4.3Havingagoodcommandofthetargetlanguage22
5.Conclusion23
References25
1.Introduction
Duringthepastdecade,Chineseeconomyhasbeengrowingrapidly.AfterenteringintotheWorldTradeOrganization,Chinabecameoneofthemajorinternationalbusinessplayers.ThebusinessnegotiationamongChinaandthewesterncountriesisthekeypointfordevelopingbusinessrelationshipofChinaandtheWest.Asthemostactivefactorinbusinessaction,internationalbusinessnegotiationisregardedasmoreandmoreimportant.
Therearevariousfactorsthathaveimpactoninternationalbusinessnegotiationsuchasinternational economic factors, political environment,pluralismoflegalsystem,culture,etc.Cultureisoneofthemostimportantfactorswhichcannotbeneglected.Culturalfactorhasbeenthemostactiveoneinaffectingonthebusinessnegotiationprocess.Thegreatdiversityofculturemakesnegotiatingstyledifferent.Theycouldcauseunnecessarymisunderstanding,evenaffecttheresultofthebusinessnegotiations.Itisimpossibleforanynegotiatorwholacksculturalbackgroundknowledgetosucceedininternationalbusinessnegotiationnomatterhowskilledandexperiencedheis.ThisthesisfocusesonthedifferentculturesbetweenChinaandtheWest,andhowdotheyinfluenceonbusinessnegotiation.
2.Hownegotiationworks
2.1Conceptofnegotiation
Generallyspeaking,negotiationmeansdiscussionsthroughwhichrelevantpartiescanreachagreementtosatisfytheirneedsandcoordinaterelations.Theword“negotiates”derivesfromtheLatininfinitive“negotiari”meaning“totradeordobusiness.”Thisverbitselfwasderivedfromanother,“negare”,meaning“todeny”andanoun,“otium”,meaning“leisure.”Thus,theancientRomanbusinesspersonwould“denyleisure”untilthedealhadbeensettled.
Negotiation,especiallyinternationalbusinessnegotiation,isregardedasanimportantandnecessarysocialactivity.Internationalbusinessnegotiationmeansconsultationandinterlocutionbetweentwosideswithdifferentmethodsininternationaleconomictrade.Internationalbusinessnegotiationinvolvesnegotiatorsrepresentingatleasttwoparties,oneormoretranslatorsorinterpreterswhennecessary,settingsreferringtoofficeormeeting-roomfornegotiations,invisibleculturalbackgroundoftheparticipants,andatleastonerounddiscussionsorientedtoachievecertaininterestgoals.Afterthenegotiationfinishes,thehappy“win-win”resultwillbemade.Notonlytheinterestgoalswillbeachieved,butalsothefriendlyandharmoniousrelationshipamongcompanieswhichthenegotiatorsrepresentedareestablishedandcontinued.
2.2Fundamentalprinciplesofnegotiation
Negotiationisanartthatrequiresbothstudyandpractice.Itcouldbeconsideredascompetition,butcommunicationformutualprofitandcommondevelopment.Therearefourfundamentalprinciplesofnegotiationwhichcanhelpnegotiatorstoachievetheirgoals.
2.2.1Separatingthepeoplefromtheproblem
Everynegotiationhastwobasiccomponents:
peopleandproblems.Sometimesnegotiatorsbringtheiremotions,personalities,feelingswhentheydiscusstheinterestsandevents.Negotiator’sprejudiceagainsttheotherparty’sintentionwouldcausepersonaldisputesandbothsidessaysomethinghurtingeachotherwhensuchprejudiceormisunderstandingexists.
Inanynegotiation,anegotiatorhastwointerests—thenegotiationitselfandtherelationshipwiththeotherparty.Negotiatorsshouldalwayskeepinmindtoseparatetwoofthem:
tobefirmontheproblemandgentleonthepeople.Inordertomakeagoodnegotiation,negotiatorsshouldtrytomaintaintherelationshipamongtheparties.However,therelationshipshouldnothaveaninfluenceonthenegotiatingconflict.
Ingeneral,toseparatepeoplefromproblem,thecruci
- 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:
- 英语论文Impact of the Differences between Chinese and Western Culture on Business Negotiation 英语论
链接地址:https://www.bdocx.com/doc/392724.html