商务英语毕业论文范文.docx

商务英语毕业论文范文.docx

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商务英语毕业论文范文

学号：

20125061824

之相礼和热创作

商务英语写作论文

学院：

本国语学院

专业：

商务英语

年级：

2012级

************

论文标题：

ImplicationofCulturalDifferences

onInternationalBusinessNegotiations

引导教师：

李晶漪职称：

副教授

成绩：

2014年6月19日

Contents

Keywords3

摘要3

关键词4

2.TypesofCultureDifferences4

2.1ValueView4

2.2.NegotiatingStyle5

2.3.ThinkingModel5

3.ImpactofCulturalDifferencesonInternationalBusinessNegotiations5

3.1ImpactofValueViewsDifferencesonInternationalBusinessNegotiations6

3.2ImpactofNegotiatingStyleDifferencesonInternationalBusinessNegotiations6

3.3ImpactofThinkingModelDifferencesonInternationalBusinessNegotiation7

4.CopingStrategyofNegotiatingacrossCultures7

4.2OvercomingCulturalPrejudice8

4.3ConqueringCommunicationBarriers8

5.Conclusion9

Bibliography10

ImplicationofCulturalDifferencesonInternationalBusinessNegotiations

Name:

ZhangShengnanNo.:

20125061824

BusinessEnglishMajorSchoolofForeignLanguages

Supervisor:

LijingyiTitle:

AssociateProfessor

Abstract:

Thebusinessnegotiationsunderdifferentculturalconditionscometocross-culturalnegotiations.Withtheeconomicglobalizationandthefrequentbusinesscontacts,culturaldifferencesseemtobeveryimportant;otherwisetheycouldcauseunnecessarymisunderstanding,evenaffecttheresultofthebusinessnegotiations.Thismeansitisveryimportanttoknowthedifferentcultureindifferentcountriesandthewaystoavoidthecultureconflictsintheinternationalbusinessnegotiations.Thearticlecommencesfromthetypesofculturedifferences,thenitexplainstheimpactsoftheseculturedifferencesoninternationalbusinessnegotiationandfinallyitanalyzeshowtodealwiththeproblemoftheculturaldifferencescorrectlyinnegotiationprocess.Suchastandpointisemphasized:

Inthebusinessnegotiationsbetweendifferentcountries,negotiatorsshouldaccepttheotherparty’sculture,andtrytomakehimbeaccepted;thenmakeacorrectevaluationwiththehelpofvalidcommunicationanddiscovertheirrealbenefitsbetweenthem.Besides,weshouldknowclearlyandtrytoaccepttheculturedifferencesaspossibleaswecan.Itisveryimportantforthesuccessofculturenegotiations.

Keywords:

Culture;Culturaldifferences;Businessnegotiation;Impact

择要:

分歧文明条件下的商务会商就是跨文明会商.在世界经济日趋环球化的今天，随着国际间商务交往活动的频繁和紧密，各国间的文明差别就显得格外的紧张，否则将会惹起不必要的误解，甚至可能直接影响商务交往的实践效果.这味着怎样化解各国分歧文明布景在国际商务会商中黑白常紧张的.文章从文明差别的类型动手，然后解释了这些文明差别对国际商务会商的影响，末了分析了怎样正确处理会商过程中文明差别的成绩.文章强调了这样一个观点，在分歧国家商务会商中，会商员应该接受对方的文明，并试图是本人被对方所接受，然后在无效沟通的帮忙下做出正确评价，并找出它们之间的真正利益.此外，们应该尽可能的清楚的了解并发现对方的文明.这对文明会商的成功至关紧张.

关键词：

文明；文明差别；商务会商；影响

1.Introduction

AlongwiththeadvancementglobalizationandChina’sWTOentry,businessenterprisesinChinahavetofacemoreandmorebusinessnegotiationswithforeignenterprises,especiallywithAmericanenterprises.Inthesenegotiations,Chinesenegotiatorssometimesfeeluncomfortable,puzzled,lost,irritatedandthealike,becauseofunfamiliarcustomandbehaviorsdemonstratedbyAmericannegotiators.Meanwhile,Americannegotiatorsconfrontthesamesituation.CultruraldifferencesbetweenChinaandwestcountriescouldcausemanyproblems.Therefore,understandingculturaldifferencesandovercomingthemiscrucialininternationalbusinessnegotiations.

Althoughthedefinitionofcultureisnumerousandvague,itiscommonlyRecognizedthatcultureisasharedsystemofsymbols,beliefs,values,attitudesandexpectations.Cultureisamajordeterminantinbusinessnegotiation.Sohaveaclearpictureofculturedifferencesifofgreatsignificance.

2.TypesofCultureDifferences

Theeastcountriesandwestcountrieshaveproduceddifferentculturesonthedifferentcontinents.Amongthedifferentcultures,valueviews,negotiatingstyleandthinkingmodelappearmoreobvious.

2.1ValueView

Valueviewisthestandardthatpeopleusetoassesobjectivethings.Itincludestimeview,equalityviewandobjectivity.Peoplemaydrawadifferentorevencontradictoryconclusionaboutthesamething.Valueviewisoneofthemostimportantdifferencesamongthemanyfactors.Itcaninfluencetheattitude,needsandbehaviorofpeople.Thevalueviewvariesfromnationtonation,peopleknowthattheeasternpersonfocusoncollectivism,whilethewesternpeoplepaymoreattentiontoindividualism.

2.2.NegotiatingStyle

Negotiatingstylereferstothetoleranceandgraceswhichthenegotiatorshowsinthenegotiation.Thenegotiatorsshowtheirnegotiatingstylethroughbehavior,mannersandthemethodofcontrollingnegotiationprocessduringthenegotiation.Thenegotiator’snegotiatingstylehasabearingontheirculturebackground.Accordingtotheculturedifferences,negotiatingstylefallsintotwotypes:

theeastnegotiatingstylepatternandthewestnegotiatingstylepattern.

2.3.ThinkingModel

Thinkingmodelreflectstheculture.Becauseoftheinfluencesofhistorybackground,continents,wordsandlivingmethod,differentnationsgeneratedifferentthinkingmodels.Surely,thereismorethanonethinkingmodelofanation,butoneismoreobviouscomparedwithothers.Asawhole,eastpeople,especiallyChinesehavestrongcomprehensivethinking,imagethinkingandcurvedthinking,whileanalyticalthinking,abstractthinkinganddirectthinkingarepossessedbythewestpeople.

3.ImpactofCulturalDifferencesonInternationalBusinessNegotiations

Withtherapiddevelopmentofeconomy,weneedtodobusinesswithbusinessmenunderdifferentculturebackground,soinordertoreachtradeagreement,itisnecessaryforustostudytheimpactofculturedifferencesoninternationalnegotiationinglobalbusinessactivities.Theimpactofculturedifferencesoninternationalnegotiationisextensiveanddeeply.Differentculturesdividethepeopleintodifferentgroupandtheyarealsotheobstaclesofpeople’scommunication.Accordingly,itisrequiredthatthenegotiatorshouldacceptthecultureofeachother.Furthermore,throughculturedifferences,itisimportantthatthenegotiatorrevealandunderstandtheotherparty’sgoalandbehaviorandmakehimorherselfbeacceptedbytheopponenttoreachagreementfinally.

3.1ImpactofValueViewsDifferencesonInternationalBusinessNegotiations

ValueViewsDifferencesonInternationalBusinessNegotiationsfallintothreetypes:

timeview,negotiationstyle,thinkingmodel.Eachhasbiginfluencesonbusinessnegotiation

Theobjectivityininternationalbusinessnegotiationreflectsthedegreetowhichpeopletreatanythings.WestpeopleespeciallyAmericanshaveastrongobjectivityontheunderstandingofissues.Atnegotiationtable,Americansdon’tcaremuchaboutrelationshipbetweenpeople.Theydon’tcareifthestatusoftheopponentisequaltotheirs.Theymakedecisionbasedonfactsanddata,notpeople.ThesayingthatpublicthingsusepublicwaysisareflectionofAmericanobjectivity.Therefore，AmericansemphasizethatBusinessmenshoulddistinguishpeopleandissues,whattheyarereallyinterestedinistheactualproblems.Butintheotherpartsoftheworld,itisimpossibleforthemtodistinguishpeopleandissues.

3.2ImpactofNegotiatingStyleDifferencesonInternationalBusinessNegotiations

Theimpactsofnegotiatingstyledifferencesoninternationalbusinessnegotiationmainlyexistinnegotiatingmethodandnegotiatingstructure.TakethenegotiationbetweenAmericaandChinaasaexample,sincetheorientalcaremoreaboutunityinthinking,theymethodtheyadoptinnegotiationisfromunitytoparts,fromthebigtolittle,fromtheabstracttotheconcrete,thatistosaytheyshouldeachagreementongeneralterms,thenbegintotalkabouttheconcreteterms.Andusuallynotuntiltheendofthenegotiationdotheymakecompromiseandpromisebasedonalltheitems,andthentoreachagreement.Thewestpeopleareinfluencedbyanalyticthinking,sopaymoreattentiontologicalrelationsbetweenthings.Theyconsidermoreaboutconcretethingsthanintegrity.Andtheytenddiscusstheconcreteitemsatthebeginningofnegotiation,sotheyoftenresolvetheprice,deliveryandissuancerespectivelyatfirst.Andtheymaymakecompromiseateverydetail,sothefinalcontractisthecombinationofmanylittleagreements.Thenegotiatingstructureislinkedwithcultures.Negotiatingstructuremostlyreferstothenumberoftheparticipants.Inbusinessnegotiation,theforeigndelegationisusuallycomposedby3-5people,whiletheChineseonecouldbemore15people.Thatresultsfromtheinfluenceofcollectivism.Sotheyoftensaidtotheirpartners:

Letusthinkaboutit.Letusdiscussit.Butthewestnegotiatorscouldmakethefinaldecisionwithoutgoingbackfordiscussion.Thatbecausetheiradmireindividualismandhardworking.Theyhavestrongindependence.Theywouldcarryonaccordingtothebestwaysafterknowingtheirgoals.What’smore,mostwestpeoplethinkthattheyhavetheabilitytodealwiththenegotiationsituationontheirown.Andtruly,theyarebraveenoughtotakeresponsibility.

3.3ImpactofThinkingModelDifferencesonInternationalBusinessNegotiation

ThethinkingmodelofChinesetendstobecomprehensive,concreteandcurved,whiletheAmericansareusuallyanalytic,abstractandstraight-line.WeChineseareaccustomedtotalkingaboutgeneralprinciplesatfirstandthenmoveontodetails.ToChinesenegotiators,thecoreisthegeneralguideline,andthedetailsaresubjecttotheguideline.Afterfiguringoutthebigpicture,otherproblemsareeasiertoresolve.ItisthemostobviousfeatureofChinesenegotiators.Butwestbusinessmen,especiallyAmericansarelikelytodiscussthedetailsfirstandtrytoavoidtheprinciple.Theyvaluedetailsverymuchandthinknotingabouttheunity.Accordingly,theywantto