浅析商务谈判中的跨文化因素-论文.docx

1、中国某某信息学校学生毕业设计(论文)题目： 浅析商务谈判中的跨文化因素姓名 ：0000班级、学号 ：0000、00000系(部) ： 经济管理系专业：商务英语指导教师：000000开题时间：2009-4-10完成时间：2009-11-012009 年 11 月 01 日毕业设计任务书1毕业设计成绩评定表2答辩申请书3-5正文6-22答辩委员会表决意见23答辩过程记录表24目录课题浅析商务谈判中的跨文化因素0. 引言1. 商务谈判与文化的关系2 跨文化差异的主要表现2.1 思维方式的差异2.2 价值观与时间观念的差异2.3 伦理与法制观念的差异3. 谈判的方式。对比了英国，美国与中国的谈判方式4

2、. 应对国际商务谈判中文化差异的策略4.1 谈判前做好充足的准备4.2 树立跨文化宽容意识 学会换位思考4.3 克服沟通障碍5.结论一、 课题(论文)提纲二、内容摘要21现在由于世界经济全球化的趋势越来越强势国家间的合作和关系越来越紧密。同时因为我国的改革开放及成功加入世界贸易组织，我国与其他国家的关系变得越来越紧密。不同的文化谈判变得也越来越频繁，因此我们的谈判人员在谈判的过程中需更关注文化。在此有很多方面影响文化差异，比如说：思维，理念和时间等等。因此，中西对文化差异的正确理解变得越来越重要。只有当我们对文化差异有一个正确理解和认识，才能在商务谈判中作出更好的决策，并更好地服务我们的社会市

3、场经济1 肖 靖.论国际商务谈判中的跨文化策略J商场现代化，2005: 62 姚立.商务谈判M北京: 中国城市出版社，2003: 53 曹菱主编. 商务英语谈判G，外语教学与研究出版社，20044 谢晓莺主编.商务英语谈判G，中国商务出版社，20055 邱革加,杨国俊主编. 双赢现代商务英语谈判M，中国国际广播出版社，2006三、参考文献On Cross-cultural Elements in Business NeogtiationsYang JuanqiAbstract: Nowadays the cooperation and relationship between countrie

4、s have become closer and closer becouse the tendence of the world s economy globalization become stronger and stronger .with the onging of the china openingandreform policy, and success in entry the WTO, the relationship between our country and other countries in the world will also become closer an

5、d closer. various inter-cultrual negociation become more and more frequrent, so about different Much attantion is paid by business men in the inter-cultural negotiation. there are many aspects that affect the factors of cultural differency, such as; thought, ideology and time etc., therefore, correc

6、t understanding of cultural differency between china and western countries becomes more and more important. And only when we make a good understanding and recognition correctly about the different cultures between our country and western countries can we have a better policy in business negotiation,

7、 and serve the socialist market economy.Keywords:cross-culturaldifference;international business negotiation; countermeasure0.IntroductionWith the emergence of economic globalization and China s entry into WTO, international business becomes increasingly intercultural. As international business rela

8、tions grow, so does the frequency of business negotiations among people from differentcountriesandcultures.Andthatcancreate considerablechallengesforbusinessrepresentatives unfamiliar with the cultures of different groups. So the intercultural approach to international business negotiation has attra

9、cted increasing academic attention. Negotiations can easily break down because of a lack of understanding of the cultural component in the negotiation process.Therefore, to the successful negotiations, the two sides must first understand the cultural differences. Negotiators who take the time to und

10、erstand the approach that the other parties are likely to use and to adapt their own styles to that one are likely to be more effective negotiators. Thus in an interculturalnegotiation,inadditiontothebasic negotiation skills, it is important to understand the cultural differences, and to modify the

11、negotiation style accordingly.This paper focus on the four dimensions of culture and different negotiating styles to illustrate the importance ofthe culture factors in business negotiation.1. Negotiation and CultureThe very definition of negotiation, in its modern sense, can vary from culture to cul

12、ture. What a negotiation is designed to accomplish is seen differently by different groups of people. Before one even comes to the table, such differences in the meaning or purpose of the negotiation affect the negotiation, as how one defines the process of negotiating is culturally determined. Some

13、 cultures see it only as an opportunity to bargain, others as the establishment of a lifetime relationship that goes beyond the occasional meeting, still others as an opportunity to demonstrate their capacity for eloquence and debate. Some do not see negotiation as a process at all. For instance, Am

14、ericans and Europeans tend to see negotiations as a competitive process; the Chinese and the Japanese see it as a collaborative endeavor.So there are many more challenges in an intercultural environment than in acoss-cultural setting. Intercultural negotiations are an negotiation where the negotiati

15、ng parties belong to different cultures and do not share the same ways of thinking, feeling, and behavior. The negotiation process isgenerally more complex because cultural norms may undermine effective communication.2. Cross-cultural differences main reflections :In the long process of historical development in various countries has gradually developed a distinctive culture. These cultures are quite different In many ways, Specifically in the following areas:2.1 Differences in ways of thinkingDifferent cultures have