不同文化对商务谈判的影响英语论文.docx
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不同文化对商务谈判的影响英语论文
论文题目:
InfluencesofDifferentCulturesonInternationalBusinessNegotiation
Contents
Abstract(English)----------------------------------------1
Abstract(Chinese)----------------------------------------2
1.Introduction------------------------------------------3
2.Differentcultures------------------------------------5
2.1Definitionofculture-----------------------------5
2.2Culturaldifferences------------------------------6
3.Internationalbusinessnegotiation--------------------7
3.1GeneralIntroductionofNegotiation---------------7
3.2Definitionofinternationalbusinessnegotiation---8
3.3Generalprocessofnegotiation---------------------9
4.Influencesofdifferentculturesoninternationalbusinessnegotiation-------------------------------------------9
4.1High-contextandLow-contextcommunication---------9
4.2Individualismversuscollectivism------------------11
4.3Resultsversusrelationships-----------------------12
4.4Timeorientation-----------------------------------14
5.Achievingeffectivenegotiations
Througheffectivenegotiationstrategies---------------18
6.Conclusion--------------------------------------------23
WorksCited----------------------------------------------25
Abstract
Withtheconstantdevelopmentoftheeconomicglobalization,businesscooperationbetweencompaniesisdramaticallyincreased.Negotiatorsfromdifferentcountriescometogetheranddiscusstheircommonandconflictinginterests:
meanwhile,theybringdifferentculturestothenegotiatingtable.Cultureisoneofthefactorsthathaveimportantimpactsoninternationalbusinessnegotiation.Cultureforgesvaluesandreligiousbeliefthatdefineone’sthinkingandbehavior.Therefore,negotiatorswithdifferentculturalbackgroundsemploydifferentnegotiatingstrategies.Culturaldifferenceswillcertainlyresultinculturalfactors.Thus,tonegotiateeffectively,negotiatorsshouldhaveagoodunderstandingofcultureandculturaldifferences.Moreimportantly,theyshouldknowhownegotiationisaffectedbyculture.Indoingso,negotiatorscanpredicttheprocessandadjuststrategiesinordertoreachasatisfactoryagreement.Therefore,theresearchonhowcultureinfluencesnegotiationisintheneedofsocialdeveloping,andisofpracticalsignificance.
Keywords:
Influences,DifferentCultures,InternationalBusinessNegotiation.
内容摘要
随着经济全球化的不断发展,各公司之间的商业合作的机会急剧增加。
不同国家的谈判者在同一张谈判桌上就共同和冲突的利益进行协商。
同时,他们也带来了不同的文化。
文化是影响国际商务谈判的重要因素之一。
文化决定人的价值观、宗教信仰,从而影响人的思想和行为。
因此,不同文化背景的谈判者运用不同的方式、策略进行谈判。
文化的差异必然会引起文化冲突,谈判的成功与否大多可以用文化因素来解释。
因此,要想取得有效地谈判,谈判者不仅要了解对手的文化及与己的文化差异,更重要的是应该了解文化因素如何影响谈判。
这样,有助于谈判者预见谈判的进程,及时调整谈判策略,最终达成圆满的协议。
可见,这一课题的研究顺应时代的发展,具有积极的现实意义。
关键词:
影响;不同文化;国际商务谈判。
1.Introduction
Asinternationalnegotiationincreasinglyinvolvesculturalfactors,therelationshipbetweencultureandnegotiationhasattractedmoreandmoreacademicattention.Researchoninternationalnegotiationconcerningculturalvariableshasdevelopedonlyseveraldecades,andisstilllargelyexpectedinthefuture.In1976,scholars,likeDeshler,Sato,ClappcarriedoutaresearchonthedifferentoutcomesofaseriesoftheU.S-Japanesenegotiationsresultedfromculturaldifferences.Thenin1980,itisFisherwhoworkedoutthetheoryfrompractice.Heargued,“Thegreatertheculturaldifferences,themorelikelybarrierstocommunicationandmisunderstandingsbecome.”(Hendonetalx)Afterthat,somescholarsin1990smadefurtherexplorationontheofcultureininternationalnegotiationsexclusivelyfromthecross-culturalperspective.Inthisthesis,attentionisfocusedoninfluencesofdifferentculturesoninternationalbusinessnegotiations.AndtheSino-Americanbusinessnegotiationcasesaremainlyselected.ThenegotiatingstylesoftheUnitedStatesandChina,toalargeextent,representthatofmostnegotiatorsfromtheworld.Meanwhile,thesetwoculturesarequitedifferent,orevenopposing.Forexample,AmericansvalueindividualismwhileChineseemphasizecollectivism.Americansnegotiateacontractwhilethelatternegotiatearelationship.
Overtwo-thirdsofU.S-Chinesenegotiationeffortsfailthoughbothsideswanttoreachasuccessfulbusinessagreement.Infact,thememberholdstrueformostcross-culturalmeetings.Oftenbarrierstoasuccessfulagreementareofaculturalnatureratherthananeconomicalorlegalnature,besides,withChina’sentryintoWTO,Chinaisbecomingmoreandmoreimportantintoday’seconomicfield.ChinaisthecountrywithalonghistoryinwhichaveryimportantreligiousbeliefConfucianismoriginated.ItistypicalrepresentativeofOrientalCulture.
Itismyintent,inthisthesis,topresentanexplorationontherelationshipbetweencultureandnegotiationacrossborders.Inaddition,Iwillgivesomerecommendationtothenegotiatorswhoneedtodealwithpeoplefromothercultures.Intoday’sglobalenvironment,onlythosenegotiatorswhofullyunderstandtheopponents’cultureandculturaleffectsonnegotiationcanbesuccessfulininternationalnegotiations.
2.Differentcultures
2.1DefinitionofCulture
Asweallknow,cultureisnotanewbutrathercomplextopic,whichhasbeenheatedlydiscussedinthepastdecades.Therearemorethan160definitionsgivenintheanthropologyliteratureandthetermculturehasbeendefinedinmanyways.Wecansaythatculturecanincludelanguage,arts,morals,beliefs,customandeveneverythinginourlife.
Inthisthesis,cultureisdefinedas“asetoflearnedandenduringvalues,beliefs,knowledge,standards,lawsandbehaviorssharedbyagroupofmembersanddetermineshowthememberacts,feelsandviewsoneselfandothers”.Asociety’soranation’scultureispassedonfromgenerationtogenerationandpeoplelearncultureineverydaylifebycommunicatingwiththeirfamilymembersandthosearoundthem.Culturedirectspeople’sjudgmentandopinion,andthestandardsforwhatisrightorwrong.Andveryoften,thepeopleofacertainculturetendtoactaccordingtovalues,beliefs,customsandstandardsprovidedbytheirculture,whichwillusually,manifestitselfinhowanindividualviewspace,time,respondstoothers,communicates,doesbusiness,negotiatesacontractordealswithapotentialtradepartner.So,tohaveagoodunderstandingofyourbusinesspartner’sculturecanhelppredictyourbusinesspartner’sbehavioranddevelopsoundstrategiesfordeal-makingandnegotiations.
2.2CulturalDifferences
Withtheglobalizationofeconomy,aswellasthefastprogressingoftransportationandcommunicationmeans,thewayofdoingbusinesshasbeenchangedalotandbusinessmenaregivenmuchmoreopportunitiestotouchvariousculturesthaneverbefore.Whentransactingbusinessinsomeforeigncountries,Americanstendtoemploywhattheyconsiderprofessionalbehavior.Unfortunately,theyareoftengivenblankstares,pretendedhalf-smiles.Theyareperceivedasaggressiveandinsensitivetoanotherculture,whichisresultedfromculturaldifference.Nocountryiscompletelyself-sufficientandcandevelopitselfwithoutanyconnectiontoothers.Manycompanieshavetheirsubsidiariesabroadandforeignproductscanbefoundintheirhomemarket.Today,manybusinessmenoftenfindthemworkinginamulti-culturalenvironment,dealingwithagreatnumberofdifferencesrangingfromcommunicatingstylestosocialetiquettetovalues.Ithasbeenawell-knowfactthatpeopleacrossnationsandculturesbehaveandbelievedifferently.Membersofdifferentcultureslookdifferentlyattheworldaroundthem.Somebelievethatthephysicalworldisreal.Othersbelievethatitisjustanillusion.Somebelieveeverythingaroundthemispermanentwhileotherssayitistransient.Realityisnotthesameforallpeople.Nationsandculturesdifferintermsofhowtheyperceivethespecificobjectandphenomenon.Forinstance,ageishighlyrespectedineasterncountriesespeciallyinChinaandJapan,asitisasignofgreatwisdom.Youngpeoplearetaughttorespecttheoldwhentheyarechildren.Onthecontrary,Americanencourageandpromotethosewhoarequalifiedandcompetentregardlessofageandtheyoungdon’tseetheoldinthesamesenseasChineseandJapaneseculturearecharacterizedascollective.
3.InternationalBusinessNegotiation
3.1GeneralIntroductionofNegotiation
Negotiationisabasichumanactivitythatpeopledoatsomepointeveryday,tosortoutdifferenceswithotherpeople,ortogetwhattheywant.Ahousewifewithasalespersonoverthecounterforthepriceoffruits,agirlwithherparentforliftingthenightcurfew,adriverwithapolicemanforremovingticketoveratrafficviolation,apurchasingagentwithasupplierfornegotiationplaysanimportantroleinourdailylife.
Whatthenisnegotiation?
Amoderndefinitionofnegotiationistwoormorepartieswithcommonandconflictingwhoenterintoaprocessofinteractionwiththegoalofreachinganagreement.Negotiationisadecision-makingprocessthatprovidesopportunitiesforthepartiestoexchangecommitmentsorpromisesthroughwhichtheywillresolvetheirdisagreementsandreachasettlement.Inbelief,anegotiationistwoormorepartiesstrivingtoagreewhentheirobjectivesdonotcoincide.
3.2DefinitionofInternationalBusinessNegotiation
Negotiationcanbeconsideredaspecialcaseofcommunicationinwhichinformationissharedandcommonandcomplementarygoalsacceptabletobothsidesaresearched.Partiesatthenegotiatingtablearehighlyinterdependent.Theircommoninterestsarelockedtogether.Abuyercannotsurvivewithoutaseller.Namely,awin-wintransactionismorerelatedtonegotiationofmodernfromdifferentcountriesorregionsnegotiateinordertoachieveacertaineconomicgoala