商务英语毕业论文范文2.docx

商务英语毕业论文范文2.docx

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商务英语毕业论文范文2

HunanInformationScienceVocationalCollege

GraduationThesis

Subject：

ImpactsofCulturalDifferencesonInternational

BusinessNegotiation

Name：

ChenXiujuan

StudentNo.:

08510340

SpecialtyandClass:

BusinessEnglish,Class3

Department:

DepartmentofHumanitiesandArts

Supervisor:

LiuMifan

Date:

2011-4-19

Contents

1.TypesofCulturalDifferences1

1.1ValueView1

2.ImpactOfCulturalDifferencesonInternationalBusinessNegotiations3

2.1ImpactofValueViewsDifferencesonInternationalBusinessNegotiations3

2.1.1ImpactofTimeViewDifferenceonNegotiation.3

2.1.2ImpactofEqualityViewDifferenceonNegotiation.3

2.1.3ImpactofObjectivityDifferenceonNegotiation.3

摘要

不同文化条件下的商务谈判就是跨文化谈判。

在世界经济日趋全球化的今天，随着国际间商务交往活动的频繁和密切，各国间的文化差异就显得格外的重要，否则将会引起不必要的误会，甚至可能直接影响商务交往的实际效果。

这意味着如何化解各国不同文化背景在国际商务谈判中是非常重要的。

文章从文化差异的类型入手，然后解释了这些文化差异对国际商务谈判的影响，最后分析了如何正确解决谈判过程中文化差异的问题。

文章强调了这样一个观点，在不同国家商务谈判中，谈判员应该接受对方的文化，并试图使自己被对方所接受，然后在有效沟通的帮助下做出正确评估，并找出它们之间的真正利益。

此外，我们应该尽可能的清楚的了解并发现对方的文化。

这对文化谈判的成功至关重要。

关键词：

文化；文化差异；商务谈判；影响

Abstract

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

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

Keywords:

Culture;Culturaldifferences;Businessnegotiation;Impact

Introduction

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

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

1.TypesofCultureDifferences

Theeastcountriesandwestcountrieshaveproduceddifferentculturesonthedifferentcontinents.Amongthedifferentcultures,valueviews,negotiatingstyleandthinkingmodelappearmoreobvious.

1.1ValueView

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

1.2.NegotiatingStyle

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

theeastnegotiatingstylepatternandthewestnegotiatingstylepattern.

1.3.ThinkingModel

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

2.ImpactofCulturalDifferencesonInternationalBusinessNegotiations

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

2.1ImpactofValueViewsDifferencesonInternationalBusinessNegotiations

ValueViewsDifferencesonInternationalBusinessNegotiationsfallintothreetypes:

timeview,negotiationstyle,thinkingmodel.Eachhasbiginfluencesonbusinessnegotiation

2.1.1ImpactofTimeViewDifferenceonNegotiation.

Thetimeviewwhichaffectsthenegotiator’sbehaviorvariesfromeastcountriestowestcountries.TheorientalortheChinesenegotiatorsareusuallycautiousandpatient.Theyneedtogothroughthephrasesofcomingupwithproposes,bringingupobjectionsandendingthetradewhichtakesalongertime.Andtheyhopetoarrangerichtimetogoonanegotiation,thusknowingmoreabouttheopponent.Theyaregoodatlongandcontinuousbattle.WhilewestpeopleorwecouldsayAmericanpeople,considertimeisprecious.Theytendtoresolveproblemsswiftly.So,inbusinessnegotiation,Americanbusinessmenoftencomplainaboutthedelayandthelackofefficiencyofnegotiatorsfromothercountries,whilethesecountriesalsomakeacomplaintthattheAmericanslackpatience.ThereisapopularsayingamongAmericannegotiatorsandbusinessmen:

Itisprohibitedtostealtime.ThatshowsthetimeviewofAmericans.Tothem,timemeansmoney.ThetimeviewofChineseiscyclic.Theyuselong-termandsystematicviewpointstovaluetheimportanceofthetopic.Afamouspeopleclassifythetimeviewintotwokinds:

straight-linetimeviewandcyclictimeview.Theformerpaymoreattentiontoconcentrationandspeed,andthelaterstressdoingmanythingsatonetime.Thattheyinsistondifferenttimeviewleadstodifferentnegotiatingstyleandmethod.TheAmericanpeoplerepresentthestraight-linetimeviewandtheyhaveastrongawarenessofmoderncompetition.Theylookforspeedandefficiency.Sotheyvaluetimebadlyandconsidertimeasaspecialcommoditywhosevaluecouldbeassessed.Theyoftenuseminutetocalculatetime.Theyhopetoreducenegotiationtimeateveryphraseandwanttocompletethenegotiationquickly.ButtheChinesetimeviewiscyclicandtheyplaceemphasisonunity.Moreover,itisnecessarytobepunctualatnegotiations.Westpeoplehaveastrongtimeview,ifyoudon’tcomplywiththeappointmenttime,theymaygiveyouapunishmentandtheywillregardyouasunreliableandirresponsibleperson.Beinglatefornegotiationwillgivethewestbusinessmenopportunitiestoexertpressureonyou,andthenyouwilllosethestatusofbeinginitiative.

2.1.2ImpactofEqualityViewDifferenceonNegotiation

Americawentthroughthebourgeoisierevolutionofstrivingfortheequalityandfreedom,sotheytakeequalityintotheirheart.Americanssticktoequalityandfairnessinbusiness,andhopethatbothcouldgainbenefit.Whenintroducingthetopicorsituation,thewestpeoplewouldliketouseconcretemethod,particularlydata.

Theirnegotiatingmethodisthattheywilldescribetheirviewpointandproposeatthebeginninginordertogetinitiative.Underthisprinciple,theywouldcomeupwithareasonableresolutionwhichtheythinkisveryfair.Inbusinessrelationship,thesellersfromAmericaregardthebuyerasacounterpart.AmericansarefairerthanJapaneseissharingbenefits.AlotofAmericanmanagersthinkfairdivisionofprofitsismoreimportantthanhowmuchtheycouldget.Atthispoint,theeastpeoplearedifferent.Becauseofthedeeplyinfluenceofclassview,theydon’tpaymuchattentiontoequality.Theyusuallyadoptsingle-winstrategyinbusinessnegotiations.Wheninvolvingeconomicbenefitstheythinkmuchabouttheirownbenefitsandprofitsanddon’tgivesomuchattentiontothebenefitoftheirpartners.Themarketeconomicsystemofdevelopedcountriesisquitemature,sowestcountriestakewin-winstrategymoreinnegotiation;basically,theycouldtakethebenefitsofbothintoco