商务谈判.docx

1、商务谈判Contents摘要.iiAbstract.iiiI. Introduction.1II. Culture and Business Negotiation.22.1 Culture.32.2 Business negotiation.3III. Impact of Culture Differences on Business negotiations.43.1 Impact of Culture Difference on Business Style.43.1.1 American Negotiation Styles.53.1.2 Chinese Negotiation Sty

2、les.7 3.2 The Culture Impact on Business Negotiation Characteristics.73.2.1 Low-Context versus High-Context.83.2.2 Individualism versus Collectivism.93.2.3 Hierarchy versus Egalitarianism.10IV. Strategy for Effective Business Negotiation.114.1 Understanding Culture Differences.114.2 Being Prepared b

3、efore Negotiation.124.3 Improving Communication Skill.13V. Conclusion.14References.16Acknowledgements摘要随着经济全球化的不断发展，各国之间的经济联系不断加强。中国经济与世界的融合越来越密切，中国与西方国家的经济合作越来越频繁。国际商务谈判是商务活动的重要组成部分。这就意味着在国际商务谈判中了解不同文化的差异是必要的。中西方文化之间存在着巨大的差异，中西方谈判人员在谈判过程中所采用的不同类型的谈判风格往往会导致商务谈判中的通障碍和误解。因此正确认识在商务谈判中中西方的文化差异是确保跨文化商务谈判

4、成功的关键。本文回顾了相关文化理论和商务谈判的理论，为分析在商务谈判中中西文化差异的对策奠定了坚实的理论基础。本文通过比较分析的方法，研究了在商务谈判中对于中西文化差异的影响。最后本文指出了局限并对达成有效谈判提出了建议。关键词：谈判，文化，影响，风格Abstract With the continuous development of the economic globalization, business contacts among nations get increasingly close. The economic cooperation between China and the

5、 West becomes more and more frequent. International business negotiation is one of the important parts of business activities. Consequently, it is necessary to learn the cultural difference in the business negotiation. Due to the striking cultural differences between China and the West, members of t

6、hese cultures take different negotiating styles, which may bring communication obstacles and unnecessary misunderstandings during the Chinese-Western business negotiation process. Thus, getting a clear picture of cultural difference between China and the West in business negotiation is a guarantee f

7、or successful cross-cultural business negotiation. The thesis presents a comprehensive review of theories on culture, and business negotiation. These theories aim at providing a staunch theoretical foundation for a further study. Through comparative analysis, the research presents the impacts of Chi

8、neseWestern cultural differences in business negotiations. Finally, the author points out the limitations and puts forward some recommendations for effective negotiation.Key Words: negotiation, culture, impacts, stylesThe Impact of Chinese-Western Culture Difference on Business NegotiationI. Introdu

9、ctionToday, with the constant development of the economic globalization, business contacts among nations get increasingly close, which has brought more and more occasions to do business. Business negotiation is one of the very unusual parts of international business activities, it can be understood

10、as a process in which two or more parties come together to discuss or negotiate common and conflicting values and interests in order to reach an agreement of mutual economic benefit. Negotiators come together from different nation and discuss their conflicting and common values and interests; in the

11、 mean time, they bring various kinds of cultures to the international negotiating table. Every country in the world has its own particular culture and all the countries have not only commonality but also individuality in their cultures. Culture is one of the major elements that have significant infl

12、uences on international business negotiation. Cultural differences on international business negotiation will inevitable result in cultural conflicts, especially for the immense differences between the Western culture and Chinese culture. Also, different cultural values could bring communication obs

13、tacles and unnecessary misunderstandings in business negotiation. Various kinds of cross-cultural international business negotiation play a vital part in the social life and the economic life. And so many negotiators from different country and different cultural backgrounds have different thinking m

14、odes and values in every our unexpected aspects, thus forming the various lifestyle. And the lifestyle on the international business negotiation mainly embodied in the negotiation styles. For all we know, international business negotiation can be not separated from various kinds of culture backgroun

15、ds. As every knows, international negotiation is a train of activities, and culture is a lubricant to the total process. Understanding the culture of the negotiator will yield twice the result with half the effort. Thus, in order to negotiate effectively, negotiators should have a good understanding

16、 of various countries of culture differences and international business negotiation. More importantly they should know the impact of Chinese-western culture on business negotiation. For this research in the field, in China, scholars made few researches on the cultural factors in negotiation. However

17、, many scholars have made efforts on the research between the culture differences and international business negotiation in the past several years. It is new but with a fast developing. In China, there are many books and articles written only about the analysis of the culture differences, or only ab

18、out international business negotiation. Few of them combine the two elements culture differences and international business negotiation together. Consequently, the study in theses two parts of vital realistic significance, and it is expected to be a serviceable helpful to the Chinese and more negoti

19、ators about international business negotiation. On the basis of previous researches, the writer tries to concentrate her research on the impacts of cultural differences on Chinese-western business negotiations. The United States and Chinese business negotiation characteristics are selected as the ca

20、se in the thesis, for there are two main reasons. One is the differences between Chinese culture and American cultures are great significant, which is worth to refer to; the other is the United States is the powerful economic country in the world, and China is the biggest developing country, playing

21、 a important role in economic field. According to the need of author, this degree thesis is contains three primary parts. Firstly, the degree thesis introduces some definitions about the business negotiation and cultural differences. Then the impact on negotiation styles and a list of general differ

22、ences in the matter of business negotiation characteristics (take Chinese and American cultures for examples) are dealt with in the second main part. The third major part also the most important part is the strategies of effective international business negotiation. Finally, the writer points out th

23、e limitations of the thesis and puts forward some strategies for effective business negotiation.II. Culture and Business NegotiationDuring the days of global business communications, global markets, rapid transportation, the whole world seems to be a global village. It is too easy to overleap the cu

24、ltural differences of nations on international business negotiation. Yet in practice, the significance produce from cultural differences on international business negotiation is profound and deep. If it is slighted, business negotiators can make mistake which will make both parties to lose profitabl

25、e opportunities. In Chinese-western business negotiations, both western countries and Chinese negotiators are also confronted with the same problem. Because a best understanding of cultural differences in international business communication is prerequisite to probe the impacts of culture, it is ind

26、ispensable for us to have a good understanding of culture.2.1 CultureDefinitions of culture are not clearly understood and numerous. Culture is reflected in activities, reactions and language, habits and practices in our daily life, and even in the objects we use everyday. One of the earliest famous

27、 definitions was given by the British anthropologist Edward Tylor in his book Primitive Culture: culture is a complex whole which includes knowledge, belief, art, morals, law, custom, and the other capabilities acquired by man as a member of social. In the book language and culture, culture is defin

28、ed as: membership in a discourse community that shares a common social space and history, and a common system of standards of itself. A society culture is passed from generation to generation, and aspects such as religion, language, laws and custom are interconnectedthat is, a society view of morals, authority, and ethics will eventually manifest itself in how a person, negotiates a contract,