商务谈判.docx

商务谈判.docx

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商务谈判

Contents

摘要...................................................................................................................................ii

Abstract...........................................................................................................................iii

I.Introduction..................................................................................................................1

II.CultureandBusinessNegotiation.............................................................................2

2.1Culture...................................................................................................................3

2.2Businessnegotiation..............................................................................................3

III.ImpactofCultureDifferencesonBusinessnegotiations.......................................4

3.1ImpactofCultureDifferenceonBusinessStyle...................................................4

3.1.1AmericanNegotiationStyles........................................................................5

3.1.2ChineseNegotiationStyles...........................................................................7

3.2TheCultureImpactonBusinessNegotiationCharacteristics...............................7

3.2.1Low-ContextversusHigh-Context...............................................................8

3.2.2IndividualismversusCollectivism...............................................................9

3.2.3HierarchyversusEgalitarianism.................................................................10

IV.StrategyforEffectiveBusinessNegotiation..........................................................11

4.1UnderstandingCultureDifferences.....................................................................11

4.2BeingPreparedbeforeNegotiation.....................................................................12

4.3ImprovingCommunicationSkill.........................................................................13

V.Conclusion……………………………………………………………………..……14

References……………………………………………………………………………...16

Acknowledgements

摘要

随着经济全球化的不断发展，各国之间的经济联系不断加强。

中国经济与世界的融合越来越密切，中国与西方国家的经济合作越来越频繁。

国际商务谈判是商务活动的重要组成部分。

这就意味着在国际商务谈判中了解不同文化的差异是必要的。

中西方文化之间存在着巨大的差异，中西方谈判人员在谈判过程中所采用的不同类型的谈判风格往往会导致商务谈判中的通障碍和误解。

因此正确认识在商务谈判中中西方的文化差异是确保跨文化商务谈判成功的关键。

本文回顾了相关文化理论和商务谈判的理论，为分析在商务谈判中中西文化差异的对策奠定了坚实的理论基础。

本文通过比较分析的方法，研究了在商务谈判中对于中西文化差异的影响。

最后本文指出了局限并对达成有效谈判提出了建议。

关键词：

谈判，文化，影响，风格

Abstract

Withthecontinuousdevelopmentoftheeconomicglobalization,businesscontactsamongnationsgetincreasinglyclose.TheeconomiccooperationbetweenChinaandtheWestbecomesmoreandmorefrequent.Internationalbusinessnegotiationisoneoftheimportantpartsofbusinessactivities.Consequently,itisnecessarytolearntheculturaldifferenceinthebusinessnegotiation.DuetothestrikingculturaldifferencesbetweenChinaandtheWest,membersoftheseculturestakedifferentnegotiatingstyles,whichmaybringcommunicationobstaclesandunnecessarymisunderstandingsduringtheChinese-Westernbusinessnegotiationprocess.Thus,gettingaclearpictureofculturaldifferencebetweenChinaandtheWestinbusinessnegotiationisaguaranteeforsuccessfulcross-culturalbusinessnegotiation.Thethesispresentsacomprehensivereviewoftheoriesonculture,andbusinessnegotiation.Thesetheoriesaimatprovidingastaunchtheoreticalfoundationforafurtherstudy.Throughcomparativeanalysis,theresearchpresentstheimpactsofChineseWesternculturaldifferencesinbusinessnegotiations.Finally,theauthorpointsoutthelimitationsandputsforwardsomerecommendationsforeffectivenegotiation.

KeyWords:

negotiation,culture,impacts,styles

TheImpactofChinese-WesternCultureDifferenceonBusinessNegotiation

I.Introduction

Today,withtheconstantdevelopmentoftheeconomicglobalization,businesscontactsamongnationsgetincreasinglyclose,whichhasbroughtmoreandmoreoccasionstodobusiness.Businessnegotiationisoneoftheveryunusualpartsofinternationalbusinessactivities,itcanbeunderstoodasaprocessinwhichtwoormorepartiescometogethertodiscussornegotiatecommonandconflictingvaluesandinterestsinordertoreachanagreementofmutualeconomicbenefit.Negotiatorscometogetherfromdifferentnationanddiscusstheirconflictingandcommonvaluesandinterests;inthemeantime,theybringvariouskindsofculturestotheinternationalnegotiatingtable.Everycountryintheworldhasitsownparticularcultureandallthecountrieshavenotonlycommonalitybutalsoindividualityintheircultures.Cultureisoneofthemajorelementsthathavesignificantinfluencesoninternationalbusinessnegotiation.Culturaldifferencesoninternationalbusinessnegotiationwillinevitableresultinculturalconflicts,especiallyfortheimmensedifferencesbetweentheWesterncultureandChineseculture.Also,differentculturalvaluescouldbringcommunicationobstaclesandunnecessarymisunderstandingsinbusinessnegotiation.Variouskindsofcross-culturalinternationalbusinessnegotiationplayavitalpartinthesociallifeandtheeconomiclife.Andsomanynegotiatorsfromdifferentcountryanddifferentculturalbackgroundshavedifferentthinkingmodesandvaluesineveryourunexpectedaspects,thusformingthevariouslifestyle.Andthelifestyleontheinternationalbusinessnegotiationmainlyembodiedinthenegotiationstyles.Forallweknow,internationalbusinessnegotiationcanbenotseparatedfromvariouskindsofculturebackgrounds.Aseveryknows,internationalnegotiationisatrainofactivities,andcultureisalubricanttothetotalprocess.Understandingthecultureofthenegotiatorwillyieldtwicetheresultwithhalftheeffort.Thus,inordertonegotiateeffectively,negotiatorsshouldhaveagoodunderstandingofvariouscountriesofculturedifferencesandinternationalbusinessnegotiation.MoreimportantlytheyshouldknowtheimpactofChinese-westerncultureonbusinessnegotiation.Forthisresearchinthefield,inChina,scholarsmadefewresearchesontheculturalfactorsinnegotiation.However,manyscholarshavemadeeffortsontheresearchbetweentheculturedifferencesandinternationalbusinessnegotiationinthepastseveralyears.Itisnewbutwithafastdeveloping.InChina,therearemanybooksandarticleswrittenonlyabouttheanalysisoftheculturedifferences,oronlyaboutinternationalbusinessnegotiation.Fewofthemcombinethetwoelementsculturedifferencesandinternationalbusinessnegotiationtogether.Consequently,thestudyinthesestwopartsofvitalrealisticsignificance,anditisexpectedtobeaserviceablehelpfultotheChineseandmorenegotiatorsaboutinternationalbusinessnegotiation.Onthebasisofpreviousresearches,thewritertriestoconcentrateherresearchontheimpactsofculturaldifferencesonChinese-westernbusinessnegotiations.TheUnitedStatesandChinesebusinessnegotiationcharacteristicsareselectedasthecaseinthethesis,fortherearetwomainreasons.OneisthedifferencesbetweenChinesecultureandAmericanculturesaregreatsignificant,whichisworthtoreferto;theotheristheUnitedStatesisthepowerfuleconomiccountryintheworld,andChinaisthebiggestdevelopingcountry,playingaimportantroleineconomicfield.Accordingtotheneedofauthor,thisdegreethesisiscontainsthreeprimaryparts.Firstly,thedegreethesisintroducessomedefinitionsaboutthebusinessnegotiationandculturaldifferences.Thentheimpactonnegotiationstylesandalistofgeneraldifferencesinthematterofbusinessnegotiationcharacteristics（takeChineseandAmericanculturesforexamples）aredealtwithinthesecondmainpart.Thethirdmajorpartalsothemostimportantpartisthestrategiesofeffectiveinternationalbusinessnegotiation.Finally,thewriterpointsoutthelimitationsofthethesisandputsforwardsomestrategiesforeffectivebusinessnegotiation.

II.CultureandBusinessNegotiation

Duringthedaysofglobalbusinesscommunications,globalmarkets,rapidtransportation,thewholeworldseemstobeaglobalvillage.Itistooeasytooverleaptheculturaldifferencesofnationsoninternationalbusinessnegotiation.Yetinpractice,thesignificanceproducefromculturaldifferencesoninternationalbusinessnegotiationisprofoundanddeep.Ifitisslighted,businessnegotiatorscanmakemistakewhichwillmakebothpartiestoloseprofitableopportunities.InChinese-westernbusinessnegotiations,bothwesterncountriesandChinesenegotiatorsarealsoconfrontedwiththesameproblem.Becauseabestunderstandingofculturaldifferencesininternationalbusinesscommunicationisprerequisitetoprobetheimpactsofculture,itisindispensableforustohaveagoodunderstandingofculture.

2.1Culture

Definitionsofculturearenotclearlyunderstoodandnumerous.Cultureisreflectedinactivities,reactionsandlanguage,habitsandpracticesinourdailylife,andevenintheobjectsweuseeveryday.OneoftheearliestfamousdefinitionswasgivenbytheBritishanthropologistEdwardTylorinhisbookPrimitiveCulture:

cultureisacomplexwholewhichincludesknowledge,belief,art,morals,law,custom,andtheothercapabilitiesacquiredbymanasamemberofsocial.Inthebooklanguageandculture,cultureisdefinedas:

membershipinadiscoursecommunitythatsharesacommonsocialspaceandhistory,andacommonsystemofstandardsofitself.Asocietycultureispassedfromgenerationtogeneration,andaspectssuchasreligion,language,lawsandcustomareinterconnected—thatis,asocietyviewofmorals,authority,andethicswilleventuallymanifestitselfinhowaperson,negotiatesacontract,