cultural differences in international英语专业论文本科学位论文.docx

1、cultural differences in international英语专业论文本科学位论文中国某某信息学校学生毕业设计(论文)题 目 ：Cultural Differences in International Business Negotiation 姓 名： 某 某 班级、 学号： 0000班、00号 系 (部)： 经济管理系 专 业： 商务英语 指 导 教 师： 某某某 开 题 时 间： 2009 -04-10 完 成 时 间： 2009 -10-26 2009年10月26日目 录毕业设计任务书1毕业设计成绩评定表2答辩申请书3-5正文 6-25答辩委员会表决意见 26答辩过程记

2、录表 27 一、 课题(论文)提纲0 引言1 文化差异1.1 文化差异的主要表现 1.2 文化差异对国际商务谈判的重要性2 文化差异对国际商务谈判的影响因素 2.1 语言文化差异的影响 2.2 沟通过程差异的影响 2.3 社会习俗差异的影响 2.4 思维方式差异的影响 2.5 民族性格差异的影响 3 如何对待国际商务谈判中的文化差异 3.1 在谈判钱要了解可能出现的文化差异 3.2 在谈判中要正确处理文化差异 3.3 谈判后要针对文化差异做好后续工作 4 结论二、内容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

3、得格外的重要，不加以重视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。这就意味着在国际商务谈判中如何化解各国不同的文化背景是非常重要的。本文从文化的定义入手，剖析了文化差异产生的原因，并从时间和空间观念、语言文化差异、沟通过程、社会习俗、思维方式、民族性格和谈判风格六个方面来阐述文化差异对国际商务谈判的影响，最后分析了如何正确处理谈判过程中出现的文化差异的问题。本文的观点是：在跨文化商务谈判中，谈判者应该接纳对方的文化，并努力使自己被对方接受；需要借助有效的沟通，在不损害双方利益的前提下做出正确的评价。总之，在认识和接受文化差异的同时，要尽量淡化文化差异，这对于跨文化谈判的成功是非

4、常重要的。三、 参考文献1、袁其刚.国际商务谈判M济南：山东人民出版社，2003年8月2、曹菱.商务英语谈判M上海：外语教学与研究出版社，2001年9月3、张尧.论文化因素在国际商务谈判中的影响J,大众科技，2005年 08期4、Larry，Samovar and Richard，Porter. 跨文化交流M北京：北京大学出版社，2009年1月5、王晓朝.沟通中西文化广M桂林：西师范大学出版社，2006年1月Cultural Differences in International Business NegotiationJiang ShanAbstract Business negotiat

5、ions under different cultural conditions are cultural negotiations. With the development of economic globalization and frequent business contacts, cultural differences have become very important. If they are neglected, they could cause unnecessary misunderstanding, or even undermine the result of bu

6、siness negations. The paper begins with the definition of culture, analyzes the causes of cultural differences and explains the impact of cultural differences on international business negotiations from six perspectives of time and space idea, language cultural difference, communication process, soc

7、ial custom, mode of thinking, race personality and negotiation style. Finally, it analyzes effective ways to deal with the problem arising from cultural differences in the negotiation process. The paper stresses that in business negotiations between different countries negotiators should accept the

8、other partys culture, try to make him be accepted and make a correct evaluation with help of effective communications. In a word, for successful cultural negotiations, cultural differences need to be perceived, accepted and tried to abate cultural difference. Key words: culture; cultural difference;

9、 business negotiation; influence0.Introduction With economic globalization and Chinas entry into the WTO, commercial contacts among various countries are bound to be increasingly substantial. As a result, negotiation among people who come from different cultural backgrounds will certainly become a u

10、niversal issue that arouses concern among people in different countries. A great number of multinational corporations and international companies have been mushrooming in our country. The fast changing international economic environment brings domestic corporations great business chances and challen

11、ges. How to negation with people from different backgrounds becomes a problem. Misunderstanding gives rise to conflict and dispute. Hence, enhancing cross-cultural sensitivity as well as improving cross-cultural negotiation and cooperation becomes crucially important. In short, at no time in history

12、 has there been so great a need for international business negotiation skills.1.Cultural Differences1.1 The main performance of cultural differencesCulture is a dynamic, multidimensional, complex, and all-pervasive phenomenon. As history keeps moving forward, so does culture. Of course, the process

13、of change is gradual and difficult, sometimes painstaking, even revolutionary. But we should also keep in mind that the part of culture at the base of the iceberg that is deeply rooted in a national tradition and ideology resists to any changes. It is this relative stability of the core aspect of cu

14、lture that both unifies and makes each culture unique, and that makes it possible to discuss the varieties of culture. Different value orientations exert great impact on perception of leadership, ways of management, and process of decision-making as well as on negotiations. There are many reasons ca

15、used pluralistic culture in the world, which permeate in material and cultural living fields to influence behavior habit of people, concept of value, belief faith, mode of thinking and many other differences, finally they had become the cultural difference in the whole countries and all regions, to

16、sum up the main source of cultural differences have a few aspects as follows:1.1.1 Regional differenceThe regional difference refers to the local environment, the level of economical development and traditional custom in different geography place, and people always have different language, lifestyle

17、 and fondness, but these points would influence behavior habit. For example, snow is the best decoration at Christmas, some Western people and some America countries people are very respectfully Christmas, but regularly and did not snowing of region, such as people of some countries in Africa near t

18、he equator probably have no concept of it.1.1.2 Race differenceThe race difference means that the different race and community in long-term development process have become respective language, custom, fondness and habit, they have different characteristics in food, dress, live, festival, rite etc. m

19、aterial and culture the living aspect. Take the Huns and Chinese in our history to say, the Huns personality is sturdy and typical nomad characteristic, but Chinese personality is gentleness and typical agricultural race characteristic. Caused Huns and Chinese have large different characteristic in

20、material and cultural living aspect.1.1.3 Political differenceThe political difference refers to political system and policy laws of all countries have a function to unify the norm on people behavior and make people in all countries exist difference in the political aspect. Take the United States an

21、d France to say, the power of American president is subjected to strict restriction and other organization national legislature of the two greatest powers and the powerful and supervision of the supreme court of constitution, but the Frenchman have to slight more changes that year the third republic

22、 constitution established by Bao Huang Party to prepare to restore monarchy monarch system at any time, to further extend the right of president.1.1.4 Economical differenceThe economic difference refers to a cultural difference exhibition caused by the economic factors. For example, the people of We

23、stern developed countries are living wealthy, high education, and people pay more attention to life quality and safe meaning, but the third world has fallen behind the economy, people pay more attention to the basic need problem.1.1.5 Idea differenceThe concept of value means that people evaluates t

24、he standard of objective thing. It includes the time idea, wealth idea, treating living manner and the attitude of the risk. The same of thing and problem, the dissimilarity social person will get a different even clearly contrary conclusion.1.2 The importance of cultural difference in international

25、 business negotiationIn the negotiation, a lot of negotiators usually didnt comprehend or notice the important influence of culture in negotiation way. For foreign negotiation culture, some negotiators perhaps have already noticed to the specific performance of some difference or difficult to unders

26、tand in negotiation way, but they think it is important. Some people blindness think concerning foreign affairs negotiation is subject to fact and data, but fact and data are in common use. At the same time, when some negotiators go to foreign country to negotiate to keep a harmonious relation with

27、the other party, they will notice both parties the common of culture, but they will neglect its different culture. First let us have a look at an example.Coming from Chinese business negotiation representative and other 12 different professional experts to constitute a delegation in 1992, they went

28、to America to buy about USD30,000,000chemical engineering equipments and technique, so the other party in America tried to make them satisfied. One of those items after the first negotiation is that send a small keepsake to every member of our delegation. The packing of keepsakes is very particular,

29、 a beautiful and red box, and the red is representative developed, but when the delegation directly open box happily according to the American habit, their facial expression would seem to be not very natural-the inside is a golf hat, but the color is green. The original intention of American busines

30、smen was after sign contract every member of delegation go to play golf together, but they did not know that cuckold is the biggest taboo of Chinese men. At last our delegation did not willing to sign contract, it is not because the American scold person, but it is because they are very careless to

31、work and thought the American did not know the common of Chinese men taboo in cuckold, so how confident to put tens of millions of dollars in the project to them? So it is reason that they do not understand Chinese culture to make American failure in this negotiation.From the above-mentioned example

32、, we can get that if we do not pay attention to the difference of the other party culture in business negotiation, we will easily cause the failure of negotiation.2.Analysis influence factors of cultural difference in international business negotiationBusiness negotiation refers to the negotiation that takes place in the business world and deals with busin