本科毕业设计浅析跨文化商务谈判的中西方思维方式差异.docx

1、本科毕业设计浅析跨文化商务谈判的中西方思维方式差异AbstractAs Chinese economy shines on the stage, especially after entering the WTO, many of China import and export international business companies face more and more business negotiations. During a negotiation, both sides hope to obtain the maximum benefit, with minimum con

2、flict and interest. Therefore, in order to effect the negotiation effectively and gain the win-win situation for both parties, we must have a thorough understanding of different cultures. Through analyzing the differences in cross-culture modes of thinking, we can distinguish the negotiation styles

3、and skills of different cultures. By elaborating the importance of modes of thinking on the cross-cultural negotiation and analyzing the different modes of thinking between China and the West and their causes, this thesis tries to put forward some countermeasures to improve the efficiency in cross-c

4、ultural business negotiation, such as full preparation for the negotiation, cultivation of cross-cultural awareness and so on. Key words: cross-cultural business negotiation; modes of thinking; strategies中文摘要随着中国的经济在世界大舞台上越来越活跃，尤其是在中国加入世贸组织之后，许多中国进出口国际企业面临了越来越多的商务谈判了。在谈判的过程中，双方都希望以最少的冲突和成本，获得最大的利益。因

5、此，为了使谈判更有效地进行并让双方都达到了双赢的局面。我们必须对不同的文化有一个全面的了解，分析在商务谈判中跨文化思维方式的差异，区别各种文化的谈判方式和技巧。本文通过阐释思维方式对跨文化商务谈判的重要性，分析中西各种思维方式的差异及其产生的原因，提出相应的对策来提高跨文化对谈判的充分准备，培养跨文化的意识等。关键词：跨文化商务谈判；思维方式；策略1. Introduction 1.1 The definition of mode of thinking in cross-cultural business negotiationMode of thinking is the generali

6、zation of objective reality and the indirect reflection with the help of human beings words and activities. Mode of thinking reflects the substantive characteristics and the connection with things. Generality and indirection are the features of mode of thinking. The generality of mode of thinking is

7、 the reflection to the intrinsic quality and the regular connection with the things. In other words, the process of connecting the things with the same features. The indirection of mode of thinking is the human brain reflection of the objective things by means of other things, namely, the human brai

8、n reflects the thing which could not be saw directly with the help of some medium and the brain processing. With the help of mode of thinking, human beings could not only know the present, but also go back to the history and foresee the future. By means of mode of thinking, human beings can find the

9、 truth and test the truth in practice. By the complete dynamic mode of thinking process of analyzing, synthesizing, comparing, abstracting, generalizing and detailing, the development progress of human beings is deliberating, and the human civilization which makes up of different times, different ar

10、eas, different societies and different ethnic groups is created. Mode of thinking in business negotiation is the behaviors of the negotiators acquainted themselves with objective things rationally during the business negotiation, and it is the indirect and general reflection of the negotiators attit

11、udes towards the negotiation standards, the negotiation environment and the counterparts behaviors.1.2. The definition of cross-cultural business negotiation Negotiation is a kind of basic human activity that we are involved in everyday. It is a process of giving and taking where both parties modify

12、 their offers and expectations in order to come closer to each other. It occurs due to one of the two reasons: (1) to create something new that neither party could do on his or her own, or (2) to resolve a problem or dispute between the parties. A modern definition of negotiation widely accepted is

13、two or more parties with common and conflicting interests who enter into a process of interaction with the goal of reaching an agreement (preferably of mutual benefit). Business negotiation refers to the negotiation that takes place in the business world and deals with business relationship. Busines

14、s negotiation may be understood as encounters between firms (or economic organizations) with the goal of reaching agreements to gain economic benefits. A Cross-cultural business negotiations, namely, cross-cultural communications”, which refers to that people from different cultural backgrounds comm

15、unicate with each other”. Beside，cross-cultural communications are significant communicative symbols, especially the meaning of sharing and significance of symbols. It is a mutual influent process and at least has two groups come from different cultures. Thus, cross-cultural communications have five

16、 core assumptions, as follow:a) Including cultural groups with differences of varied degrees b) Including real-time encoding and decoding of the information between verbal and non-verbal communication process;c) Containing the conflict in good faith;d) Always happening in a specific context;e) Alway

17、s happening at the existing system.Because of the complexity of Cross-cultural communication, Larry (2002) pointed out that human beings need to learn other peoples perspective to watch the world, make the choice carefully of using what kind of cultural perspective to observe and judge, and try to u

18、se different ways to achieve a harmonious interaction.1.3. The importance of mode of thinking in cross-cultural business negotiationUnder the same circumstances, each individual in one culture may think in a slightly different way on the same question. Furthermore, the same individual may also think

19、 in a slightly different way in the same question under different circumstances. It concludes linear and linkage modes of thinking. They make impacts on negotiating styles and the result of the negotiation. Therefore, it is somewhat important to localize international business negotiations, learn to

20、 think on the side of others, and promote mutual understanding. Through the elimination of cultural barriers, the favorable cultural conditions can be created by the concerned efforts so that business negotiations can be effectively carried out.2.Literature ReviewCross-cultural negotiations is the i

21、nteractions, typically in business, that occur between various cultures. These negotiations are typically viewed as occurring between various nations, but cross-cultural studies can also occur between different cultures within the same nation, such as between European-Americans and Native Americans.

22、 As the world becomes more and more interdependent as a result in the expansion of globalization and international business relations, cross-cultural negotiations are becoming a common feature in business and political transactions. This being the case, understanding how cross-cultural negotiations

23、occur is an important skill to have. Thus, there has been an abundance of research and literature conducted and written on the topic. What follows is a brief review of the current literature available on the topic of cross-cultural negotiations. Curry, Jeffrey, Edmund(1999): A Short Course in Intern

24、ational Negotiating, World Trade Press , this book mainly focus on some factors in cross-cultural negotiation, otherwises, Mitchell, Charles(2000): A Short Course in International Business Culture, World Trade Press,which is concentrated on the topic of the culture. And my study on this dissertation

25、 aims at combining the two topic into one so as to get a better and profound understanding in cross-cultural business negotiation.3. Various Kinds of Different Modes of Thinking between Chinese and the Westerners in Cross-cultural Business Negotiation3.1. Difference between individualism and collect

26、ivismIndividualism refers to the doctrine that the rights of the individual are the most important ones in a society. Most westerners believe that each person has his own separate identity and personality, which should be recognized and reinforced. Therefore, one cannot comprehend the western and it

27、s people without understanding individualism. Only with the cognition of individualism can we understand how westerners conceptualize family, friendships, and privacy. The core of individualism is the pursuit of personal achievements. It is highly valued, earnestly believed and well appreciated as a

28、 fundamental social virtue. In Christianity traditions, individuals are important not only to each other, but also to the society and God. Individualism has been handed down from their ancestors. Therefore, to westerners, individualism is not selfishness but rather virtue. They emphasize individuali

29、sm so much that they believe that there must be something wrong with someone who fails to demonstrate individualism. They like the sentence “God helps those who help themselves.” However to Chinese people, the word “individualism” is related to the derogatory meaning as egoism, which represents self

30、ishness in quality and looseness in discipline. In traditional Chinese beliefs, esp. in Confucianism, collectivism is appreciated. It emphasizes cooperation among group members and individual success is due to the collective effort of the staff in a unit, an organization or a community. The sacrific

31、e of individual interest for that of the collective is a noble quality eulogized so much by Chinese people that being modest and thoughtful of others are highly praised.3.2. Difference between consensus and decisiveness in decision making When locked in negotiations it is important to take into cons

32、ideration the differences in the decision-making process between cultures. In some cultures where power is decentralized (United States, Australia) decisions can be made quickly-and often by a single individual. However, in cultures with collectivist values (Japan, China), decisions are made by cons

33、ensus and can take longer. (However, implementation of decisions is quicker in collectivists cultures as opposed to individualistic cultures that often demand the right to question the decision handed down.) Consider the examples of the United States and Japan where values and cultural influences play a major role in the de