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

ImplicationofCulturalDifferencesonInternational

BusinessNegotiations

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,culturaldifferenceshavebecomeveryimportant.Iftheyareneglected,theycouldcauseunnecessarymisunderstanding,orevenunderminetheresultofbusinessnegations.Therefore,itisofgreatsignificancetoknowdifferentculturesofdifferentcountriesaswellaswaystoavoidculturalconflictsinthecontextofinternationalbusinessnegotiations.Thepaperbeginswiththedefinitionofculture,analyzesthecausesofculturaldifferencesandexplainstheimpactofculturaldifferencesoninternationalbusinessnegotiationsfromthreeperspectivesofcommunicationprocess,negotiationstyleandvaluesconcept.Finally,itanalyzeseffectivewaystodealwiththeproblemarisingfromculturaldifferencesinthenegotiationprocess.Thepaperstressesthatinbusinessnegotiationsbetweendifferentcountriesnegotiatorsshouldaccepttheotherparty'sculture,trytomakehimbeacceptedandmakeacorrectevaluationwithhelpofeffectivecommunications.Inaword,forsuccessfulculturalnegotiations,culturaldifferencesneedtobeperceived,acceptedandmostimportantlyplayeddown.

Keywords:

cultureculturaldifferencebusinessnegotiationimpact

Contents

1.Culturaldifference（4

1.1Thedefinitionofculture（4

1.2Thecausesofculturaldifferences（4

1.3ImportanceofinternationalbusinessnegotiationsonCultural

differences（5

2.Culturaldifferencesontheimpactofinternationalbusiness

negotiations（5

2.1Communicationprocess（5

2.2Negotiatingstyle（8

2.3Values（8

3.Howtodealwithinternationalbusinessnegotiationsandculturaldifferences（9

3.1Tolearnmoreabouttheformerinthenegotiationsofthecultural

differencesthatmayarise（9

3.2Inthenegotiationsnecessarytocorrectlyhandlethecultural

differences（9

3.3Negotiationstodoagoodjoboffollow-upfortheexchangeofcultural

differences（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:

Referstothegeographicaldifferencesindifferentgeographicregionsduetothegeographicalenvironment,thelevelofeconomicdevelopmentandtraditional

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

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

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

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

Religionisthedevelopmentofhumansocietytoacertainstageofhistoricalphenomenon,Religionhasitsown（CatholicMajorepidemicinWesternEuropeandSouthAmerican;IslamisthescopeofthewholeoftheMiddleEastandNorthAfrica.BuddhismismoreprevalentinAsiancountries.Theworldhasthreemajorreligions:

Christianity,BuddhismandIslam.Christian（ProtestantismajorepidemicinNorthernEurope,NorthAmericaandAustralia;peopleinmanypartsofAsiabelieveinBuddhist.Differentreligionshavedifferentculturaltendenciesandprecepts,whichaffectthewayofpeopleunderstandthings,codesofconductandvalues.

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.

Fromtheaboveexamples,wecanlearninbusinessnegotiations,ifwedonotattachimportancetoeachother'sculturaldifferences,thenegotiationsarelikelytoleadtofailure.

2.Culturaldifferencesontheimpactofinternationalbusinessnegotiations

Theimpactofcultureonnegotiationsisextensiveandprofound,anddifferentcultureswillnaturallydividedpeopleintodifferentgroups,thisregion,thedifferencebetweentheirrespectivegroupsarebringingpeopleofdifferentculturalgroupstendtoalienateeachother;Ontheotherhand,differentculturalcommunicationandexchangesbetweenpeoplearealsoobstacles.Therefore,therequirementsofthenegotiatorstoaccepteachother'sculture,butalsobyculturaldifferences,unmistakablyrevealsthatthepurposeofunderstandingofeachother'sbehavior,andtheyhavebeenacceptedbytheotherparty,andultimatelyreachaconsensusagreement.

Overall,theimpactonculturenegotiationsareinfollowingseveralaspects:

2.1thecommunicationprocess

Culturaldifferencesonthecommunicationprocessofthenegotiations,firstofallistheperformanceofthecommunicationlanguageinthenegotiationprocess.Languageisabridgeofanycountry,anyregionandanynation.Statescompanies,individualstoconductbusinessnegotiations,wemustfirsthavethelanguagetothis.Thedifferenceslanguageofinternationalbusinessactivitiesisthemostdirectandclear.SuchasChina's"whiteelephant"brandbatteries,totheEnglish"WhiteElephant"itwouldcausebadassociations.

Becausethe"WhiteElephant"Inadditiontothenameofanimalsthathavetwomeanings:

"Theownerdidnotuse,butmaybeusefultoothers;donotreusethings."Solvethelanguageproblemisverysimple,youcanhireatranslatororuseac