精品英文版毕业论文文化差异对国际商务谈判的影响管理资料.docx
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精品英文版毕业论文文化差异对国际商务谈判的影响管理资料
毕业论文
ImplicationofCulturalDifferencesonInternationalBusinessNegotiations
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,culturaldifferenceshave
becomeveryimportant.Iftheyareneglected,theycouldcauseunnecessarymisunderstanding,
orevenunderminetheresultofbusinessnegations.Therefore,itisofgreatsignificancetoknow
differentculturesofdifferentcountriesaswellaswaystoavoidculturalconflictsinthecontext
ofinternationalbusinessnegotiations.Thepaperbeginswiththedefinitionofculture,analyzes
thecausesofculturaldifferencesandexplainstheimpactofculturaldifferencesoninternational
businessnegotiationsfromthreeperspectivesofcommunicationprocess,negotiationstyleand
valuesconcept.Finally,itanalyzeseffectivewaystodealwiththeproblemarisingfromcultural
differencesinthenegotiationprocess.Thepaperstressesthatinbusinessnegotiationsbetween
differentcountriesnegotiatorsshouldaccepttheotherparty'sculture,trytomakehimbe
acceptedandmakeacorrectevaluationwithhelpofeffectivecommunications.Inaword,for
successfulculturalnegotiations,culturaldifferencesneedtobeperceived,acceptedandmost
importantlyplayeddown.
Keywords:
cultureculturaldifferencebusinessnegotiationimpact
Contents
1.Culturaldifference…….………..……...…………………………...…......4
Thedefinitionofculture……………………………………..............….....4
Thecausesofculturaldifferences……………………………..………......4
Geographicaldifferences………………………..………………....….....4
Ethnicdifferences…………………………..………………....................4
Politicaldifferences…………………………..………….………….…...4
Economicdifferences…………………………………..….……….…....4
Religiousdifferences……………………………………..………….......4
Theconceptofdifference…………………………………...……….......5
ImportanceofinternationalbusinessnegotiationsonCulturaldifferences…………………………………………………………….…..5
2.Culturaldifferencesontheimpactofinternationalbusinessnegotiations…………………………………………………..………...........5
Communicationprocess……………………………...…...……...…....…..5
Negotiatingstyle…………………...…..……..……………...……….…...8
Values………………...…………....….……..…………………….......…..8
Ethics………………………………………..……..………………...…..8
Sense………………………..……………………………..……….…....8
ConceptofCollective…………………………………………………....8
Conceptoftime……………………………………………………….....8
3.Howtodealwithinternationalbusinessnegotiationsandculturaldifferences……………………..…………………………………………........9
Tolearnmoreabouttheformerinthenegotiationsoftheculturaldifferencesthatmayarise………...…………………..……………….…..9
Inthenegotiationsnecessarytocorrectlyhandletheculturaldifferences………………………………………………………………...9
Negotiationstodoagoodjoboffollow-upfortheexchangeofculturaldifferences…………...…………………………………………......……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
thedefinitionofculture
Nationalcultureisacountry-specificconceptsandvaluesystems,whichconstitutetheconceptofpeople'slivesandworkbehavior.Thenationsoftheworldasaresultofspecifichistoricalandgeographicalandgraduallyformeditsownuniqueculturaltraditionsandculturalpatterns.AsthedifferenceofChineseandWesterntraditionalcustoms,values,religiousbeliefs,differentwaysofthinking,etc,makingthedifferentperformanceofChineseandWesterncultures.
thecausesofculturaldifferences
Culturaldiversitycausedbymanyreasons,Tosumup,themainsourceofculturaldifferencesareinthefollowingareas:
geographicaldifferences
Referstothegeographicaldifferencesindifferentgeographicregionsduetothegeographicalenvironment,thelevelofeconomicdevelopmentandtraditionaldifferencesinhabits,peopleoftenhavedifferentlanguage,lifestyleandhobbies.Andthesewillaffecttheirbehavior.Forexample,theWestandtheAmericanpeopleinsomecountriestreatChristmasimportant,butinareassuchasneartheequatordonothavesnowalltheyearround,thepeopleofsomeAfricancountriesmaynothavetheconceptofChristmasbecausethebestmodifiedChristmasissnow,astothepeopleintheregionthatarenotlong-termsnow,thereislittleconcentrationofChristmasthanAmericanStates.
nationaldifferences
Ethnicdifferencesisthedifferentethnicgroupsinthedevelopmentoflong-termprocess,theformationoftheirownlanguage,customsandpreferences,habits.Theirdiet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeoftheirowncharacteristics.TakethehistoryofourcountryandourHunHan,theXiongnupeoplearevaliant,characteristicsoftypicalnomads.AndwetametheHancharacter,thetypicalcharacteristicsoffarmingnation.WhichledtotheHunsinthediet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifearedifferentwithHan.
thepoliticaldifferences
Politicaldifferencesareduetothepoliticalsystemandthepoliciesandregulationsonpeople'sbehaviorwiththeroleofastandardized,sothatallpeoplesinthepoliticalaspectsontheconceptoftheexistencearedifferences.TaketheUnitedStatesandFranceasexample,theUnitedStatesbytheConstitutionthepowersofthePresidentofthesevererestrictionsonthetwomajorpowerswithotherinstitutionsofCongressandtheSupremeCourtofstrongconstraints.WhileFrancealsohadtosetwasreadytoroyalistrestorationofthemonarchyoftheThirdRepublictoamendtheConstitutionalittlefurtherexpandthepowersofthepresident.
economicdisparities
Economicdifferencesareresultoftheeconomicfactorsofareflectionofculturaldifferences.Forexample,thepeopleintheWesterndevelopedcountriesarerichlivesandhighlevelofeducation,peoplewillpaymoreattentiontothequalityoflife,securitymeansmoregenerally.AndeconomicbackwardnessoftheThirdWorld,peoplecaremoreaboutfoodandclothing.
religiousdifferences
Religionisthedevelopmentofhumansocietytoacertainstageofhistoricalphenomenon,Religionhasitsown(Catholic)MajorepidemicinWesternEuropeandSouthAmerican;IslamisthescopeofthewholeoftheMiddleEastandNorthAfrica.BuddhismismoreprevalentinAsiancountries.Theworldhasthreemajorreligions:
Christianity,BuddhismandIslam.Christian(Protestant)ismajorepidemicinNorthernEurope,NorthAmericaandAustralia;peopleinmanypartsofAsiabelieveinBuddhist.Differentreligionshavedifferentculturaltendenciesandprecepts,whichaffectthewayofpeopleunderstandthings,codesofconductandvalues.
theconceptofValuesdifference
Valuesaremeansofobjectiveevaluationcriteriaofthings.Itincludestheconceptoftime,wealth,theattitudetowardslife,theattitudetoriskandsoon.Differentsocieties’peopletothesamethingsandproblemswillcometodifferentandevenoppositeconclusions.
Geographicaldifferences,ethnicdifferences,politicaldifferences,economicdifferences,religiousdifferencesanddifferencesinconceptshavetheimpactonpeople'spenetrationinthefood,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeinallitsaspects.Thusaffectingpeople'sbehavior,values,religiousbeliefsandmodesofthoughthavealotofdifference,Finallyhasformedthevariouscountriesandareasofculturaldifferences.
culturaldifferencesontheimportanceofinternationalbusinessnegotiations
Practiceinthenegotiations,manynegotiatorsoftendonotunderstand,ortooknoteoftheculturalimportanceofthesignificantimpactonnegotiations.Negotiatingpartiesforforeignculture,somenegotiatorsmayhavenoticedsomeoftheothernegotiations,"different"or"hardtounderstand"theconcretemanifestationofnegotiations,butthatisnotimportant.Somepeopleblindlybelievethatnegotiationistheuseofforeign-relatedfactsandfigurestospeak,andthefactsanddataarecommon.Similarly,someforeigncountries’negotiatorstonegotiationswitheachothertomaintainharmoniousrelations,theywillnoticethesimilaritiesbetweenbothcultures,whileignoringtheirdifferences.Let'slookatanexample.
In1992,negotiatorsfromChinaandother12expertsofdifferentprofessionstoformadelegationtotheUnitedStatespurchasesabout30million.dollarsofchemicalequipmentandtechnology.TheUSnaturallydoeseverythingpossibletosatisfythem.Oneofthemisnegotiationsinthefirstroundofthedelegationsenttoeachofthemasmallsouvenir.TheSouvenirspackagingisveryparticularisabeautifulredbox,redforadvanced.Butwhenthedelegationwaspleasedtoopentheboxwhenface-to-faceinaccord