商务英语毕业论文范文.docx

1、商务英语毕业论文范文学号：20125061824之相礼和热创作商务英语写作论文学 院： 本国语学院专 业： 商 务英语年 级： 2 0 1 2 级*论文标题：Implication of Cultural Differences on International Business Negotiations引导教师： 李晶漪职称： 副教授成 绩：2014 年 6 月 19 日ContentsKey words3摘 要3关键词42. Types of Culture Differences42.1 Value View42.2. Negotiating Style52.3. Thinking Mo

2、del53. Impact of Cultural Differences on International Business Negotiations53.1Impact of Value Views Differences on International Business Negotiations63.2 Impact of Negotiating Style Differences on International Business Negotiations63.3 Impact of Thinking Model Differences on International Busine

3、ss Negotiation74. Coping Strategy of Negotiating across Cultures74.2 Overcoming Cultural Prejudice84.3 Conquering Communication Barriers85. Conclusion9Bibliography10Implication of Cultural Differences on International Business NegotiationsName: Zhang Shengnan No.: 20125061824Business English Major S

4、chool of Foreign LanguagesSupervisor: Li jingyi Title: Associate ProfessorAbstract: The business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important;

5、otherwise they could cause unnecessarymisunderstanding, even affect the result of the business negotiations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article commen

6、ces from the types of culture differences, then it explains the impacts of these culture differences on international business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. Such a standpoint is emphasized: In the busine

7、ss negotiations between different countries, negotiators should accept the other partys culture, and try to make him be accepted; then make a correct evaluation with the help of valid communication and discover their real benefits between them. Besides, we should know clearly and try to accept the c

8、ulture differences as possible as we can. It is very important for the success of culture negotiations.Key words: Culture; Culturaldifferences; Business negotiation; Impact择要:分歧文明条件下的商务会商就是跨文明会商.在世界经济日趋环球化的今天，随着国际间商务交往活动的频繁和紧密，各国间的文明差别就显得格外的紧张，否则将会惹起不必要的误解，甚至可能直接影响商务交往的实践效果.这味着怎样化解各国分歧文明布景在国际商务会商中黑白

9、常紧张的.文章从文明差别的类型动手，然后解释了这些文明差别对国际商务会商的影响，末了分析了怎样正确处理会商过程中文明差别的成绩.文章强调了这样一个观点，在分歧国家商务会商中，会商员应该接受对方的文明，并试图是本人被对方所接受，然后在无效沟通的帮忙下做出正确评价，并找出它们之间的真正利益.此外，们应该尽可能的清楚的了解并发现对方的文明.这对文明会商的成功至关紧张.关键词：文明；文明差别；商务会商；影响1.IntroductionAlong with the advancement globalization and Chinas WTO entry, businessenterprises in

10、 China have to face more and more business negotiations with foreign enterprises, especially with Americanenterprises. In these negotiations, Chinesenegotiators sometimes feel uncomfortable, puzzled, lost, irritated and the alike, because of unfamiliar custom and behaviors demonstrated by American n

11、egotiators. Meanwhile, American negotiators confront the same situation. Cult rural differences between China and west countries could cause many problems. Therefore, understanding cultural differences and overcoming them is crucial in international business negotiations.Although the definition of c

12、ulture is numerous and vague, it is commonly Recognized that culture is a shared system of symbols, beliefs, values, attitudes and expectations. Culture is a major determinant in business negotiation. So have a clear picture of culture differences if of great significance.2. Types of Culture Differe

13、ncesThe east countries and west countries have produced different cultures on the different continents. Among the different cultures, value views, negotiating style and thinking model appear more obvious.2.1Value ViewValue view is the standard that people use to asses objective things. It includes t

14、imeview, equality view and objectivity. People may draw a different or even contradictory conclusion about the same thing. Value view is one of the most important differences among the many factors. It can influence the attitude, needs and behavior of people. The value view varies from nation to nat

15、ion, people know that the eastern person focus on collectivism, while the western people pay more attention to individualism.2.2. Negotiating StyleNegotiating style refers to the tolerance and graces which the negotiator shows in the negotiation. The negotiators show their negotiating style through

16、behavior, manners and the method of controlling negotiation process during the negotiation. The negotiators negotiating style has a bearing on their culture background. According to the culture differences, negotiating style falls into two types: the east negotiating style pattern and the west negot

17、iating style pattern.2.3. Thinking ModelThinking model reflects the culture. Because of the influences of history background, continents, words and living method, different nations generate different thinking models. Surely, there is more than one thinking model of a nation, but one is more obvious

18、compared with others. As a whole, east people, especially Chinese have strong comprehensive thinking, image thinking and curved thinking, while analytical thinking, abstract thinking and direct thinking are possessed by the west people. 3. Impact of Cultural Differences on International Business Neg

19、otiationsWith the rapid development of economy, we need to do business with businessmen under different culturebackground, so in order to reach trade agreement, it is necessary for us to study the impact of culture differences on international negotiation in global business activities. The impact of

20、 culture differences on international negotiation is extensive and deeply. Different cultures divide the people into different group and they are also the obstacles of peoples communication. Accordingly, it is required that the negotiator should accept the culture of each other. Furthermore, through

21、 culture differences, it is important that the negotiator reveal and understand the other partys goal and behavior and make him or herself be accepted by the opponent to reach agreement finally.3.1Impactof Value Views Differences onInternationalBusiness NegotiationsValue Views Differences onInternat

22、ionalBusiness Negotiations fall into three types: time view, negotiation style, thinking model. Each has big influences on business negotiation Theobjectivity in international businessnegotiation reflects the degree to which people treat any things. West people especially Americans have a strong obj

23、ectivity on the understanding of issues. At negotiation table, Americans dont care much about relationship betweenpeople. They dont care if the status of the opponent is equal to theirs. They make decision based on facts and data, notpeople. The saying that public things use public ways is a reflect

24、ion of Americanobjectivity. Therefore，Americans emphasize that Businessmen should distinguish people and issues, what they are really interested in is the actual problems. But in the other parts of the world, it is impossible for them to distinguish people and issues.3.2Impact of Negotiating Style D

25、ifferences on International Business NegotiationsThe impacts of negotiating style differences on international business negotiation mainly exist in negotiating method and negotiating structure. Take the negotiation between America and China as a example, since the oriental care more about unity in t

26、hinking, theymethod they adopt in negotiation is from unity to parts, from the big to little, from the abstract to the concrete, that is to say they should each agreement on generalterms, thenbegin to talk about the concrete terms. Andusually not until the end of the negotiation do they make comprom

27、ise and promise based on all the items, and then to reach agreement. The west people are influenced by analytic thinking, so pay more attention to logical relations between things. They consider more about concrete things than integrity. And they tend discuss the concrete items at the beginning of n

28、egotiation, so they often resolve the price, delivery and issuance respectively at first. And they may make compromise at every detail, so the final contract is the combination of many little agreements. The negotiating structure is linked with cultures. Negotiating structure mostly refers to the nu

29、mber of the participants. In business negotiation, theforeign delegation is usually composed by 3-5 people, while the Chinese one could be more 15 people. That results from the influence of collectivism. So they often said to their partners: Let us think about it. Let us discuss it. But the west neg

30、otiators could make the final decision without going back for discussion. Thatbecause their admire individualism and hard working. They have strong independence. They would carry on according to the best ways after knowing their goals. Whats more, most west people think that they have the ability to

31、 deal with the negotiation situation on their own. Andtruly, they are brave enough to take responsibility.3.3Impact of Thinking Model Differences on International Business NegotiationThe thinking model of Chinese tends to be comprehensive, concrete and curved, while the Americans are usually analyti

32、c, abstract and straight-line. We Chinese are accustomed to talking about generalprinciples at first and then move onto details. To Chinese negotiators, the core is the general guideline, and the details are subject to the guideline. After figuring out the big picture, other problems are easier to resolve. It is the most obvious feature of Chinese negotiators. But west businessmen, especially Americans are likely to discuss the details first and try to avoid the principle. They value details very much and think noting about the unity. Accordingly, they want to