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探索商务谈判中跨文化沟通的挑战与应对方法探索商务谈判中跨文化沟通的挑战与应对方法引言在2023年，全球经济的发展已经使得国际商务交流变得日益普遍和频繁。
然而，随着全球化的推动，跨文化沟通在商务谈判中也变得更加重要和具有挑战性。
在这篇文章中，我们将探讨商务谈判中跨文化沟通所面临的挑战，并提出一些应对方法。
一、跨文化沟通挑战1. 语言障碍：不同的国家和地区使用不同的语言进行商务谈判。
即使使用英语作为共同语言，不同国家的人可能会因为口音、语法、词汇等方面的差异而产生误解。
语言障碍会导致信息传达不准确，妨碍双方的理解和合作。
2. 价值观差异：不同国家和地区的文化背景塑造了不同的价值观念，如个人主义与集体主义、权力距离、时间观念等。
这些价值观差异可能会导致谈判过程中的误解和冲突，阻碍双方达成一致。
3. 交流方式的差异：不同的文化背景也塑造了不同的交流方式和风格。
有些文化偏向于直接坦率的表达，而有些文化则更倾向于间接暗示和含蓄。
交流方式的差异可能会导致双方的误解和不适应。
4. 礼节和礼仪：不同的文化对于礼节和礼仪的要求也存在差异。
在商务谈判中，礼节和礼仪的不同理解可能会导致误解和冲突。
二、应对方法1. 提前了解目标文化：在进行跨文化商务谈判前，了解目标文化的基本背景、价值观、社会习俗和礼仪规范非常重要。
这有助于我们更好地理解对方，避免误解和冲突。
2. 语言培训和翻译服务：如果遇到语言障碍，可以提前进行语言培训以提高自己的语言水平。
同时，可以寻求专业的翻译服务，确保信息准确传达。
3. 保持开放心态和尊重：在商务谈判中，保持开放心态并尊重对方的文化背景至关重要。
遇到意见不合时，应积极倾听对方的观点，并尝试寻求双赢的解决方案。
4. 多元化团队：组建一个多元化的商务谈判团队，团队成员来自不同的文化背景，能够更好地理解并应对跨文化沟通的挑战。
5. 跨文化培训：提供跨文化培训给参与商务谈判的人员，帮助他们理解不同文化之间的差异，并提供策略来应对这些差异。
国际商务谈判中跨文化障碍及对策研究随着全球化的深入发展，国际商务谈判在日常生活中越来越常见，而不同国家、地区和文化之间的差异也成为了谈判中不可忽视的因素之一。
在国际商务谈判中，跨文化障碍可能会对谈判的开展产生负面影响，因此了解这些跨文化障碍并采取相应的对策显得尤为重要。
一、跨文化障碍的产生1. 语言障碍在国际商务谈判中，双方可能使用不同的语言进行交流，这就给谈判的进行带来了一定的困难。
即使双方都会说英语，但不同地区的英语也可能存在着词汇、发音甚至语法上的差异。
语言障碍会导致双方在交流过程中产生误解，甚至因此产生不必要的矛盾和纠纷。
2. 价值观差异不同国家和地区的人们由于历史、宗教、文化等方面的原因，往往对同一问题存在着不同的价值观念和认知模式。
在商务谈判中，双方可能会因为对某些问题存在不同的认知而产生矛盾。
3. 礼仪与礼节不同国家和地区的人们在社交场合中往往有着各自独特的礼仪和礼节，比如交换名片的方式、用餐时的举止等等。
在国际商务谈判中，如果双方对对方的礼仪和礼节不了解或者不尊重，很容易造成误解和冲突。
4. 沟通方式不同国家和地区的人们对待沟通的方式也存在差异，有的人更倾向于直接沟通，有的人则更倾向于间接表达。
在商务谈判中，这种差异容易导致信息传递的不准确，进而产生问题。
1. 语言障碍对于语言障碍，跨国企业可以提前安排好专业的翻译人员，确保双方的交流畅通无阻。
在有条件的情况下，可以考虑培训相关人员学习对方国家的语言，以提高沟通效率。
2. 价值观差异对于价值观差异，双方可以通过充分的前期沟通和文化交流来增加彼此的了解和尊重，尽量避免因为价值观差异而产生的误解和摩擦。
3. 礼仪与礼节在商务谈判之前，双方可以对对方国家的礼仪和礼节进行了解和学习，避免因为不了解而产生尴尬和误解。
并在实际谈判中多加关照，主动适应对方的礼仪和礼节，以增进双方的友好关系。
4. 沟通方式在商务谈判中，双方可以通过培训和交流来了解对方的沟通方式，尽量适应对方的习惯，提高沟通的准确度和效率。
Cultural Differences and Their Impact on Business Negotiation StylesIn the globalized world of today, business negotiations are a crucial aspect of successful commerce. However, these negotiations are not always straightforward, as they are often influenced by the unique cultural backgrounds of the parties involved. Cultural differences can significantly affect negotiation styles, communication methods, and even the ultimate outcomes of these vital discussions.In Western cultures, particularly those influenced by a strong individualistic ethos, such as the United States, business negotiations often follow a direct and assertive approach. In these cultures, negotiators are encouraged to be frank, assertive, and competitive, often focusing on winning the negotiation at hand. This style is often reflected in a direct, to-the-point communication stylethat aims to secure a deal quickly and efficiently.On the other hand, cultures that value collectivism and consensus-building, such as those found in Asia, tend to adopt a more indirect and collaborative negotiation style. In these cultures, negotiation is seen as a process ofbuilding trust and finding common ground, rather than a zero-sum game. Communication is often more subtle, with negotiators relying on nonverbal cues and indirect language to convey their messages. Decision-making processes are also often slower, as consensus needs to be built among group members.These cultural differences in negotiation styles can lead to misunderstandings and conflicts if not properly managed. Western negotiators may find the indirect and subtle communication styles of their Asian counterparts frustrating and inefficient, while Asian negotiators may perceive the direct and assertive approach of Westerners as aggressive or disrespectful.To overcome these challenges, it is crucial for negotiators to have a basic understanding of the cultural backgrounds of their counterparts. By adapting their negotiation styles to better align with those of their counterparts, negotiators can build trust, establish common ground, and achieve more successful outcomes. For example, Western negotiators may benefit from adopting a more collaborative and consensus-building approach, while Asiannegotiators may find it useful to be more direct and assertive in their communication.In addition, cultural training and cross-cultural communication workshops can be invaluable resources for negotiators. These programs help negotiators develop the skills and knowledge necessary to navigate the nuances of cross-cultural negotiation, enabling them to adapt their styles effectively and build strong relationships with their counterparts.In conclusion, cultural differences play a significant role in shaping business negotiation styles. By understanding and adapting to these differences, negotiators can build trust, establish common ground, and achieve more successful outcomes in their negotiations. In an increasingly globalized world, the ability to navigate cross-cultural negotiation effectively is becoming increasingly critical for business success.**文化差异对商务谈判风格的影响**在当今全球化的世界中，商务谈判是商业成功的关键所在。
论文化差异与国际商务谈判——中西方文化差异对国际商务谈判的影响摘要中西方历史文化发展的差异性，必然带给人们在商务谈判过程中的强烈反差，尤其是中国加入世贸组织以后，与各国的经济贸易越来越频繁，商务谈判中文化差异带来的影响日益显现，人们越来越意识到对中西方文化差异的了解对谈判商务谈判能否顺利进行起到了至关重要的作用，中国商务谈判人员对此极为关注。
中国商务谈判人员应该深入了解中西方文化差异，分析文化差异对商务谈判的影响并制定与之相应的策略。
关键词：文化差异商务谈判影响策略A bstractIn the development of Western historical and cultural differences, is bound to bring people to the process of business negotiations in a strong contrast, especially after China's accession to the WTO, with more frequent economic and trade, business negotiations, the impact of cultural differences become more and more people become more aware of cultural differences of Chinese and Western understanding of business negotiations in the negotiations can proceed smoothly and played a crucial role in business negotiations in China are extremely concerned about the staff. Chinese business negotiators should be a deeper understanding of Chinese and Western cultural differences, analysis of cultural differences affect business negotiations and to develop corresponding strategies. Key words：Cultural differences business negotiations impact strategy目录1 绪论 (5)2 国际商务谈判与文化差异 (6)3 中西方文化对国际商务谈判的影响 (7)3.1 语言差异及非语言差异对国际商务谈判的影响 (7)3.2 价值观差异对国际商务谈判的影响 (8)3.3 风俗习惯对国际商务谈判的影响 (10)3.4 思维方式差异对国际商务谈判的影响 (11)3 应对国际商务谈判中文化差异的策略 (13)4.1 谈判前做好充分的准备 (13)4.2 克服沟通障碍 (13)4.3 树立跨文化宽容意识，学会换位思考 (14)4.4 发挥自身的文化优势 (14)4.5组建合理的谈判队伍 (14)结论 (15)致谢 (16)参考文献 (17)论文化差异与国际商务谈判——中西方文化差异对国际商务谈判的影响1 绪论文化差异对国际商务谈判影响方面的研究主要是由欧美学者进行的，特别是法国、荷兰、瑞典、阿根廷和俄罗斯。
国际商务谈判中的跨文化障碍及应对分析随着全球化的深入发展，国际商务谈判在国际贸易中的地位变得越来越重要。
由于不同国家或地区之间的文化差异，跨文化障碍常常会影响到谈判的进行和结果。
本文将探讨在国际商务谈判中所面临的跨文化障碍，并分析应对方法。
一、语言障碍语言是交流的基础，不同国家、地区之间使用的语言差异会导致跨文化谈判中的语言障碍。
中文和英文虽然都是重要的商务交流语言，但在表达方式、表达习惯等方面存在差异，可能导致意义的理解上出现偏差。
应对方法：1. 寻找共同语言：在跨文化谈判中，双方应尽量寻找共同的语言或使用第三方中立的语言进行交流，以便更好地沟通和理解。
2. 使用简单明确的语言：避免使用过于复杂的语言或俚语，以减少误解的可能性。
3. 请专业翻译人员协助：在语言障碍较大的情况下，可以请专业翻译人员协助进行交流，确保信息的准确传递。
二、礼仪障碍不同国家或地区的文化背景导致在商务谈判中存在着礼仪的差异。
中国人重视面子和尊重，更多地使用间接的表达方式；而西方国家更直接并注重个人隐私。
应对方法：1. 提前了解对方文化：在与对方进行商务谈判前，应对他们的文化背景进行一定的了解，熟悉他们的礼仪习惯，以避免因不了解而产生的尴尬或冲突。
2. 尊重对方习惯和差异：在与对方交流时，应尊重对方的习俗和差异，不轻易批判或指责，以维护双方关系的稳定。
3. 灵活适应：尽量适应对方的习惯，根据对方提供的饮食和用餐方式进行调整，在礼仪方面展现出尊重和融入的意愿。
三、时间观念障碍不同国家或地区的时间观念不同，可能会导致在谈判过程中的时间安排和诠释上产生障碍。
西方国家注重准点，时间是分秒必争的；而一些东方国家更注重人际关系，时间更为弹性。
应对方法：1. 互相理解和尊重时间观念：在跨文化谈判中，双方应互相体谅对方的时间观念，并尊重对方的时间习惯。
2. 灵活适应时间节奏：在面对时间观念差异时，双方都需要做出一些妥协和适应，可以合理调整会议时间安排，以兼顾双方的利益。
跨文化交际商务英语论文2篇第一篇一、跨文化交际培养在商务英语教学中现状分析1.跨文化交际。
“跨文化交际”从词义来说，一般情况下指的是使用不同种语言交流的过程，也可以说是在语言和文化背景上具有差异性的人们之间的交际过程。
“它作为一种现象久已存在,但是作为一门学科进行研究是近些年才开展的。
早在两千多年前，中国的“丝绸之路”就是跨文化交际的一个典范。
跨文化交际就是指不同国度、不同种族、不同文化背景下的人们之间进行相互间的交流与交往。
”从目前世界范围内的冲突来看，大部分冲突都是由于文化差异造成的。
在野蛮时代，人们人们不理解文化差异的重要性，认为强者就应当征服弱者。
而进入和平年代后，越来越多人认识到文化差异的重要性，并学会尊重文化差异，因此缓解了许多争端与矛盾。
世界范围内的商业交往在如火如荼的进行着，商业交往虽然不像战争那样恐怖，但中国有俗话称“商场如战场”，这也表明了商业交往活动的激烈。
在英语成为世界语言后，越来越多人愿意去主动学习英语。
但是单单从英语的语言本身去学习训练，只是掌握了一门语言。
在实际运用中，考虑到不同文化的差异甚至可以说是冲突，如果不了解对方的文化背景和特征，即使熟练的掌握英语，仍然会对商业交往活动产生不良影响。
因此在商务英语的日常教学实践中，除了基本的语言教学2.教学现状。
从我国目前高校课程设置中，我们发现大部分高校，包括本科、专科学校，基本开设了商务英语专业。
但是在日常的教学实践中，很多时候教师往往只注重日常英语读写听说的教学，而忽视了跨文化交际能力的培养。
在这种情况下，学生往往可以熟练掌握日常商务交往中英语的运用，但由于中国与外国文化背景的差异，在实际操作中不注意的话还是会闹出笑话，甚至带来商业上的损失，这是十分不利的。
并且从教师本身来看，大部分教师在英语教学上都具有较高的职业水平，但这种职业水平仅仅局限在英语本身的语言教学上，而对于不同地区的文化背景则很少有人具有丰富的教学经验，虽然在部分高校中，教师在课堂的授课过程中会提到跨文化交际的内容，但并没有真正重视起来，这些都是我们在未来的教学实践改革中需要注意到的。
跨文化商务谈判中的文化障碍摘要：随着经济全球化的不断深入来自不同文化背景人们之间的商务活动日益频繁，因而跨文化谈判中的文化障碍问题已逐渐引起广泛关注。
人们已经认识到，跨文化谈判失败的主要原因在于谈判双方缺乏对彼此文化背景的了解，以及忽视文化差异对谈判的影响和作用。
关键词：文化背景；文化障碍；价值观念随着信息时代的来临，世界各国的经济发展越来越相互联系和相互依存，各国各民族的文化业随之交融，进一步促进了世界围的跨文化交际。
一、跨文化商务谈判中的文化障碍随着国际贸易的增加和经济全球化的不断深入，来自不同文化背景的人们的商务活动日益频繁，因而跨文化谈判中的文化障碍问题已逐渐一起广泛关注。
下面的案例就从多侧面体现了跨文化商务谈判中的文化障碍。
康沃公司是加拿大一家生产印刷设备的公司。
公司派两名商务代表到中国省北部的一座小城与一家印刷设备公司谈判。
公司总裁查理波顿和市场主任菲比顿斯同行。
之前该公司从未向加拿大境外销售过该设备，两人对中方对他们的热情款待非常高兴。
经理亲自到迎接，然后行驶九十公里开到小城，安排他们住在一个新建的宾馆里。
几个小时后主人盛宴招待他们，并有很重要的政府官员出席宴会。
这种红地毯式的接待令他们对销售前景十分乐观。
第二天上午是观光。
他们迫切的想开始谈判，但午饭后却让他们休息。
下午一个会说英语的公司雇员来告诉他们说晚上将安排他们去看歌舞演出。
第三天终于可以坐下来谈判了，进程非常缓慢。
双方先概括介绍自己，加方认为这与销售毫无关系。
中方提供翻译，虽然翻译的友好使加方感到舒服，但翻译环节是沟通过程缓慢。
中方还花费大量时间谈论之前来过小城的加方贸易代表并问及他们。
波顿从未见过这位贸易代表所以无话可说。
当轮到加方进行述时，他们惊讶的发现竟有十个中方代表隔桌相坐。
中方不停的微笑并点头赞许。
波顿和瑞纳斯准备了充足的数据并有力的证明了五年之类他们公司产量将会翻一倍。
最后二位满怀信心的返回宾馆。
第二天中方代表又增加了四人，并让他们再次解释已经述过的事情。
商务英语专业类毕业论文范文随着经济一体化的趋势越来越明显,商务活动愈加频繁,随着国际贸易进一步发展,国际商务往来日益密切。
商务英语专业应运而生。
下文是店铺为大家搜集整理的关于商务英语专业类毕业论文范文的内容，欢迎大家阅读参考!商务英语专业类毕业论文范文篇1商务英语对国际商务谈判的影响摘要：近年来，经济一体化进程逐渐加快，国际商务活动越发频繁，商务谈判逐渐增多。
商务英语作为主要的国际商务谈判语言交流手段，其地位不言而喻，直接关系到商务谈判的成败。
为了充分发挥商务英语在商务谈判中的作用，掌握国际商务谈判及商务英语的含义，应对商务英语在国际商务谈判中的应用做深入研究。
关键词：商务谈判;语用策略;预期目标随着国际贸易发展进程的逐渐加快，经济组织和企业之间的交流合作越发频繁，贸易往来不断增加。
为了最大限度地实现谈判双方利益共赢，掌握商务谈判技巧，我们就商务英语谈判策略和技巧等加以分析论述，希望通过谈判的方式更好地实现谈判目标。
1商务英语及国际商务谈判的含义常言说得好，商场如战场，随着全球经济化发展进程的加快，经济交流合作也越加频繁。
作为当前国际应用最广泛的通用语言，商务英语谈判已经成为国际商务谈判的重要手段，商务英语顾名思义就是在商务活动当中所使用的英语，而其又涉及语言运用、文化背景、国际惯例及交际技巧等多方面内容。
商务英语内涵极为丰富，如果能够在国际商务谈判中充分发挥商务英语作用，就可以利用英语加强相互之间的交流，减少沟通上的障碍，加强相互之间的理解。
国际商务谈判并非浅显的一言一行，而是一项复杂的交流沟通过程，如何在谈判过程中取得优势，得到满意的谈判结果，这是每个企业都将要面临的全新课题。
商务谈判的成败直接影响社会效益和经济效益，谈判人员除要掌握商务业务、法律法规和谈判原则外，还应掌握必备的谈判技巧和语用策略，谈判人员还应了解世界各国文化，这样才能达到知己知彼的目的，更好地达到预期谈判目标。
1.1商务英语的内涵商务英语是指交易双方在商务活动中使用的交流语言，它是英语在商务活动中逐渐适用而产生的一种社会功能变体，其针对性较强。
XX职业技术学院毕业论文（设计）论文题目中西文化差异对我国跨文化商务谈判的影响和对策系部经管系学生姓名专业名称商务英语班级/学号指导教师XX职业技术学院教务处印制摘要摘要：当今世界经济全球化的趋势日益加强，国与国之间的关系越来越紧密。
随着改革开放的不断深入和成功加入WTO，我国与世界各国的交流与合作也将不断增加。
现在在我国，各种类型的跨文化谈判日益频繁，因此，跨文化谈判中的文化差异也就越来越受到重视了。
本论文将从语言和非语言、思维、社会习俗等方面的差异来分析文化差异对我国跨文化商务谈判的影响，并提出相应的对策。
只有正确认识中西文化差异，才能更好地探讨商务谈判的策略，为我国社会主义市场经济建设服务。
关键词：文化差异；商务谈判；谈判对策AbstractAbstract: Nowadays, the cooperation and relationship between countries has become closer and closer because of the growing economic globalization. With the ongoing policy of reform and opening up to the outside world and the success in entry of the WTO, relationship between China and other countries in the world will also become more and more strong. Since various inter-cultural negotiation activities are frequently needed now in China, great attention has been paid to the impacts of culture difference on negotiation by business men. This paper briefly analyzes these impacts through the factors of language and non-language; thinking ways; social customs and so on, as well as puts forward some contermeasures. Only when we make a good understanding and correct recognition about the different cultures between our country and western countries can we have a better policy in business negotiation, and serve the socialist market economy well.Keywords: Culture Difference; Business Negotiation; Negotiation Countermeasures目录前言 (1)1．谈判与文化的综述 (2)2．文化差异因素对国际商务谈判的影响 (2)2.1 语言和非语言差异的影响 (3)2.2 思维方式差异的影响 (4)2.3 价值观念差异的影响 (5)3．应对商务谈判文化差异问题的对策 (6)3.1 树立跨文化的谈判意识 (6)3.2 谈判前做好充足的准备 (6)3.3 懂得谈判对方的语言 (6)3.4 对待文化问题应持有的态度 (7)4．结尾 (8)参考文献 (9)致谢 (10)前言谈判已成为现代社会经济生活中一个不可缺少的重要组成部分。
国际商务谈判中的跨文化障碍及应对策略随着全球化的深入发展，国际商务活动日益频繁，跨国企业间的谈判与合作也成为常态。
由于不同国家和地区的文化差异，跨文化障碍成为了国际商务谈判中的一大挑战，甚至可能影响到谈判的成功与成果。
在国际商务谈判中，了解并应对跨文化障碍，确保谈判顺利进行，尤为重要。
本文将从跨文化障碍的定义和表现出发，分析其在国际商务谈判中的影响，并提出相应的应对策略。
一、跨文化障碍的定义和表现跨文化障碍是指因文化差异而导致的交流、理解和合作困难的现象。
在跨文化交流中，双方可能出现由于语言、习俗、礼仪等差异而产生的分歧和隔阂，从而影响到谈判的进行与结果。
跨文化障碍在国际商务谈判中可以表现为多种形式，包括语言障碍、沟通障碍、价值观差异等。
语言障碍是最直接的表现，双方可能因语言不通而无法有效进行交流与沟通。
沟通障碍则表现为双方在表达意见和理解对方观点时出现误解和歧义。
而不同文化间的价值观差异也可能导致双方在商务谈判中产生分歧，影响谈判的进展。
二、跨文化障碍在国际商务谈判中的影响1. 阻碍谈判的进行由于语言不通、文化差异等因素，谈判双方可能无法顺利进行交流与沟通，甚至无法达成一致意见，从而影响到谈判的进行。
2. 增加谈判成本在谈判中，双方可能需要雇佣翻译或文化顾问等人员来协助沟通与谈判，增加了谈判的成本和复杂度。
3. 影响谈判结果跨文化障碍可能导致双方在商务谈判中出现误解和分歧，最终影响谈判的结果和成果，甚至导致谈判失败。
三、应对跨文化障碍的策略1. 提前做好文化准备在参与国际商务谈判之前，双方应提前了解对方国家和地区的文化习俗、礼仪、价值观等，做好文化准备。
了解对方的语言和用词习惯、商务礼仪和风俗习惯等，有助于双方在谈判中更好地理解对方。
2. 寻求文化中立的沟通方式在谈判中，双方可以寻求一些文化中立的沟通方式，如使用国际通用的商务英语进行交流，避免特定地区的方言或俚语，从而减少语言障碍对谈判的影响。
x x x学院毕业论文论文题目：跨文化商务谈判的文化障碍学生： xx指导教师：xx 讲师专业：商务英语班级： 2008级商务英语本科一班2012年5月HarbinCambridge UniversityGraduation ThesisTitle The Cultural Barriers of Intercultural Business Negotiation Student xxSupervisor xxxxSpecialty Business EnglishClass Class One, 2008 Business EnglishMay 26, 2012xxxx学院毕业论文任务书题目名称：The Cultural Barriers Of Intercultural Business Negotiation跨文化商务谈判的文化障碍立题意义:商务谈判的文化障碍产生于跨文化交际的过程中，当不同的文化碰撞在一起的时候会给交际者很的冲击。
文化障碍这个词最初是用来描述当一个人在陌生的环境里所产生的焦虑感。
克服这种焦虑感包括两个阶段—进人另一种文化和重新融入自己的文化，也就是文化冲突反文化冲突。
随着全球一体化的深人，各国之间的交往日益频繁。
从最初美国的和平部队驻扎国外到如今的跨国公司，国际连锁店以及各国政府，学术团体之间的交往都会面临文化障碍的问题。
在这样的国际大背景之下，为了在跨文化交际环境下进行积极有效的交际，有必要在文化障碍领域进行深人系统的研究。
在中国，越来越多的人出国留学深造、工作、经商，同时面对中国经济的快速发展和国内环境的改善，许多“海归派”回国工作、学习，使文化障碍和反文化障碍意义重大。
同时本文对于如何在第二语言学习与教学中引人文化因素，使第二语言学习者在跨文化交际中成功交际有着重要的价值、现实意义和指导意义。
技术条件与要求1 调查语篇。
利用多种途径查阅与论文的相关资料，如互联网、图书馆等。
2 分析文献。
根据导师的指导，从查阅到的大量资料中筛选精品来重点分析。
3通过导师的指导和一系列的分析总结，在初稿的拟定以及多次修改当中深化对题目意义的理解。
4 通过导师的指导和一系列的分析得出结论，并通过答辩来检验工作的成果。
任务内容（包括内容、计划、时间安排、完成工作量与水平具体要求）内容：通过多种途径如：上网，去图书馆查找关于本篇论文相关的资料，分析资料，总结自己的观点，完成初稿，终稿。
工作计划：第一步：查找资料，确定论文题目为《跨文化商务谈判的文化障碍》。
第二步：完成关于论文资料的收集，取得与商务谈判的相关资料。
第三步：根据掌握的资料，进行系统地分析、整理，找到论文的切入点。
第四步：阅读与论文相关的书刊，对跨文化商务谈判加以分析。
第五步：组织、整理相关资料，准备论文撰写。
第六步：完成论文写作提纲。
第七步：根据论文提纲，开始论文写作，形成初稿。
第八步：根据导师提出的论文修改意见，不断对论文进行修改、完善，并完成论文写作。
第九步：论文定稿、打印、装订、准备答辩。
第十步：毕业论文答辩。
时间安排：1.2011年11月25日—12月4日为选题阶段，在导师指导下确定论文题目。
2.2011年12月5日—2012年3月4日搜集、查阅、整理相关资料，拟定论文大纲。
3.2012年3月6日—04月1日撰写初稿并由导师审阅。
4.2012年4月2日—04月11日修改初稿并由导师审定。
5.2012年04月12日—04月30日第二次修改论文，导师审定。
6.2012年05月1日—05月13日论文定稿。
7.2012年05月14日—05月20日论文评阅小组评审论文（设计）8.2012年05月26日毕业论文答辩。
完成工作量：2011年12月到2012年3月初完成开题报告，3月-4月初完成初稿，5月初完成终稿。
专业负责人意见签名：年月日xxxx学院毕业论文审阅评语一、指导教师评语建议成绩：是否同意答辩：同意答辩□不同意答辩□指导教师（签名）职称年月日二、评阅人评语建议成绩：是否同意答辩：同意答辩□不同意答辩□评阅教师（签名）职称年月日xxxx学院毕业论文答辩评语及成绩三、答辩委员会评语答辩成绩:四、毕业设计成绩综合以上指导教师成绩：评阅人成绩：答辩成绩：总成绩评定为：签字（盖章）：年月日五、答辩委员会主任单位：答辩委员会主任职称：答辩委员会主任签字：年月日摘要随着全球经济一体化的发展，世界各国之间的经济合作日益紧密。
国际商务谈判在当今的全球商务活动中充当越来越重要的角色，而谈判中的双赢原则也越来越受到国际上各国利益团体的重视。
文化障碍产生于跨文化交际的过程中，当不同的文化碰撞在一起的时候，会给交际者很大的冲击。
文化障碍这个词最初是用来描述当一个人在陌生的环境里所产生的焦虑感。
克服这种焦虑感包括两个阶段—进人另一种文化和重新融入自己的文化，也就是文化冲突和反文化冲突。
在这样的国际大背景之下，为了在跨文化交际环境下进行积极有效的交际，有必要在文化障碍领域进行深人系统的研究。
总之，怎样应对文化障碍是培养和增强跨文化交际能力的过程。
本文会丰富跨文化交际能力的理论，使应对文化障碍的方法更加完善。
关键词：文化差异；商务谈判；文化障碍AbstractWith the development of global economic integration, cooperation among countries of all over the world becomes closer. International business negotiation plays a more and more crucial role in today’s business activities, and win-win principle has attracted more and more attention from many interest groups in the world.Culture barrier is a phenomenon arising from cross-cultural communication. It happens when different cultures clash with each other. The term, culture barrier described the anxiety produced when a person moves to a completely new environment. In fact, cross-culture adjustment should be considered a continuum with at least two periods--entry to another culture and reentry to one’s home culture. In order to offer efficient ways for the communication within cross-cultural communication context, the studies in the field are necessary.Key Words: cultural differences; business negotiation; culture barrierContents摘要 (i)Abstract......................................................................................................................错误！未定义书签。
1Introduction.......................................................................................................... ...错误！未定义书签。
1.1 Research Background.......................................................................................... (4)1.2 Aims and Significance of the Study..................................................................... (5)2Literature Review................................................................................................. ...错误！未定义书签。
2.1 Definition of Intercultural Barrier...........................................................................错误！未定义书签。
2.2 Reverse Shock of Intercultural Barrier (4)2.3 Related Studies of Intercultural Barrier (5)3The Overview of The Business Negotiations (7)3.1 The Meaning of The Business Negotiations........................................................ (7)3.2 The Emergence and Development of The Business Negotiations........................ (8)3.3 Business Negotiation on the Internet................................................................... (8)3.4 Business Negotiations of The Cultural Differences (10)4 The Concrete E mbodi men t of Intercultu ral Barri er in Business N e g o t i a t i o n (11)4.1 Cultural Barrier in The Pro-Negotiation Phase (11)4.2 Cultural Barrier in The Face-to-Face Negotiation (12)4.3 Cultural Barrier in The Post-Negotiation Phase (12)4.4 The Effect of Different Culture to Business Negotiation (13)5 Suggested Strategies to Cope With Intercutural Business Negotiation (16)5.1 Acknowledge the Re-entry Phase (16)5.2 Keep in Touch with Home (16)5.3 Share the Adjustment (16)5.4 Set Goals for the Future (18)Conclusion (19)Bibliography............................................................................................................ .21 Acknowledgments (22)1 IntroductionEvery year, several thousands of people visit foreign countries for work, studies, business, pleasure and a myriad other reasons. When someone moves to a new country it is extremely rare not to feel overwhelmed by the difficulties involved in carrying out tasks that at home one could do with confidence and relatively little difficulty. International business negotiation plays a more and more crucial role in today’s business activities, and win-win principle has attracted more and more attention from many interest groups in the world.1.1 Research BackgroundWith the constant development of the economic globalization, business contacts among nations get increasingly close. In particular, since China’s accession to WTO, the economic cooperation between China and the West becomes more and more frequent. International business negotiation is one of the vital parts of business activities. All kinds of cross-cultural business negotiation play an important role in the social life as well as the economic life. Negotiators from different cultural backgrounds have different values and thinking patterns, thus forming the various communication styles. Consequently, it is necessary to learn the cultures among all the countries and to get familiar with the cultural barrier in the business activities. Seeing from the surface，the international business negotiates is a technique to contest，in reality it is a kind of contesting culturally and hitting. I think, negotiate must bring the participating of persons by all means, the person participating and then bring the permeating of the subjective, and the permeating of the subjective come from his background of social culture and the culture accomplishment of his oneself accomplishment.1.2 Aims and Significance of the StudyThe rapid development of economic globalization and integration greatly facilitates the growing of international business. The success of international business activities begins with agreements reached between corporations. Thus reaching satisfactory agreements requires effective business negotiation. As a consequence, with the prosperity of international business, the practice of negotiating across borders has become more frequent and also more complex.Negotiation is a process involving dealings among persons, which are intended to result in an agreement. International negotiation involves people from different countries who discuss common and conflicting interests for arriving at an agreement of mutual benefit. There are a variety of factors contributing to the result of international business negotiation, such as geographical distance, political situation, economic factors, foreign governments and cultural backgrounds. Since all these factors are impossible to be exhaustive, this thesis will focus on the cultural dimension. Moreover, culture is not unconditionally stationary; it is evolving constantly over time, as people borrow and assimilate the artifacts, language, and ideas of other cultures. In the context of global economy, culture is being impacted tremendously by the increased opportunities for interaction between different cultural groups. Therefore, negotiators should be flexible when dealing with those from different cultures. As globalization develops further, many multinationals, international chains have appeared, as the company how to adapt to the local culture, as the employee how to overcome culture shock and communicate well in cross culture contexts are key issues. In addition, many students, officials go abroad for their studies or careers.2 Literature ReviewIn the second chapter, it has three parts. The details are the definition of intercultural barrier, reverse shock of intercultural barrier, related studies of intercultural barrier. They are as follow:2.1 Definition of Intercultural BarrierThe term culture barrier, was introduced for the first time by Kalvero Oberg in 1958 to describe the anxiety produced when a person moves to a completely new environment. This term expresses the lack of direction, the felling of not knowing what to do or how to do things in a new environment, and not knowing what is appropriate or inappropriate. The feeling of culture barrier generally sets in after the first few weeks of coming to a new place.The Guidance Notes from the Council for International Education (2002), “culture barrier” concerns the impact of moving from a familiar culture to one which is unfamiliar. It is an experience described by people who have traveled abroad to work, live or study; it can be felt to a certain extent even when abroad on holiday. It can affect anyone, including international students. It includes the barrier of a new environment, meeting lots of new people and learning the ways of a different country. It also includes the barrier of being separated from the important people in one’s life, maybe family, friends, colleagues, teachers, people he would normally talk to at times of uncertainty, people who give him support and guidance. When familiar sights, sounds, smell and tastes are no longer there one can miss them very much.2.2 Reverse Shock of Intercultural BarrierAccording to Scott Moreau in Evangelical Dictionary of World (2000), reverseculture shock is the psychological, emotional, and even spiritual adjustment of missionaries who return to their home culture after having adjusted to a new culture. This shock is parallel to the culture shock experienced in initial adjustment to the mission field, but may be even more difficult be even more difficult because it can hit so unexpectedly. Also referred to as reentry shock, adjustment is necessary because both the missionary and the home culture have changed while the missionary was away. In addition, the home culture may have been idealized in the missionary’s mind and no longer fits his expectations.Reentry (in the course of Cross-cultural Reentry From Study Abroad) (2002) is a process that occurs when a person leaves his or her social system for an extended period of time and then attempts to reenter the social system. Cross-cultural reentry describes the re-adaptation of an individual to the home culture after an extended stay in a foreign culture. The process of reentry is a period of evaluation of and reflection on the experiences encountered overseas. The process contains positive and negative aspects as the returning sojourner becomes aware of changes in his or her self-concept, attempts to interpret experiences and changes to others, and incorporates experiences into his or her daily life.2.3 Related Studies of Intercultural BarrierIn China, since the introduction of cross-cultural communication from the western country in the 1980s, the investigators have made a lot progress. In 1985, FeiXiaotong (费孝通) studies culture differences between Chinese and American. In 1989 and 1990, ShaXianglian(莎香莲) collected many data to analyze the national character. Her group spend a lot of money and time on the self-awareness and behavior tropism of Chinese. In 1995, the conference about cross-cultural communication was hold in Ha’ er bin, In 1996, LinDajin(林大津) published Study about Cross CultureCommunication, in which he talks about the problem arising from the communication between different cultural backgrounds. In 1997, JiaYuxin(贾玉新) introduced the development, the tendency of cross-cultural communication. In 1999, Hu Wen zhong(胡文仲)gave many cases to illustrate the collision, and amalgamation of western and eastern cultures. In 2004, Cross-Cultural Communication conference was held again in BeiJing to study the famous works and theories in the world. Up and now, it has been found out through research that there is no special works and articles in China about culture shock. Even if people have made some progress in cross-cultural communication, most of the research in this field is too general and we lack of profound detailed investigation of data and samples related to the topic. In china, most studies are conducted by English teachers. In fact, it involves many fields such as psychology, anthropology and sociology. It needs attention from other related fields. On the part of language learners, how to build the cultural awareness in the process of language learning should be language trainers’ focus.3. The Overview of The Business NegotiationsIn the third chapter, it has four parts. The details are the meaning of the business negotiations, the emergence and development of the business negotiations, business negotiation on the internet,business negotiations of the cultural differences. They are as follow:3.1 The Meaning of the Business NegotiationsJames wall thinks that business negotiation is a process through which two or more parties coordinate an exchange of goods or services and attempt to agree upon rate of exchange for them (1985:4); and Ways Max defines it as a process in which two or more parties, who have both common interests and conflicting interests, put forth and discuss explicit proposals concerning specific terms of a possible agreement (1979:15). What Wall and Ways Max say essentially have no differences. It is a kind of communicative process of economical activity. The primary objective may be an agreement or any other outcome indigenous to or resulting from the ongoing exchange; its core lies in the interplay of two phrases, “common interests”and “conflicting interests”.Negotiation parties must have common interests and conflict interests. Common interests mean that they jointly prefer certain outcomes to other possible outcomes. Conflicting interests mean that some of the jointly preferred outcomes are better for one party, whereas others are better for the other party. Unless both are present, in either an overt or a latent way, negotiation makes no sense. Negotiated accords are actually specific and not intended to abolish all the conflicts between the parties. Self-interest and mutual interest increases the aggregate of contracts, some of which are negotiated. A negotiator’s common interests versus his competing interests exactlycreate the fundamental tension.Business negotiation is one of economic activities, with its attributes and principles. However, there is some differences between negotiation and bargaining. Negotiation is a more general category composed of bargaining and debate. Bargaining can be succinctly defined as moved by the negotiator to alter the opponent’s behavior, whereas debate is the problem-solving portion of a negotiation. Debate entails discussions, explications, interpolation syntheses, and proposals undertaken jointly by the negotiator and opponent in order to decide upon an agreement that are acceptable to both sides.3.2 The Emergence and Development of the Business NegotiationsNegotiation is a basic human activity as well as a process people undertake every day to manage their relationships such as between a husband and wife, children and parents, employers and employees, buyers and sellers and business associates. As the stakes in some of the negotiations are not so high, people need not have to get preplans for the process and the outcome. But there are other cases like international business negotiations in which the stakes are too high to be ignored people have to get prepared in a more careful way. This thesis intends to deal with business relationships. The word “negotiation” is from its verb “negotiate”, which derives from the Latin word negotiar with the meaning “of to trade or do business”. This verb itself was derived from another word, negare, means “deny” and a noun, otium, means “leisure”.Thus the ancient Roman business person would mean, “Deny leisure” until the deal had been settled. A modern definition of negotiation is two or more parties with common and conflicting interests who enter into a process of interaction with the goal of reaching an agreement.3.3 Business Negotiation on the InternetBusiness activity on the Internet is currently limited to publicizing the business opportunity and catalog based sales, but it will rapidly expand to include the negotiations conducted to settle the price of the goods or commodities being traded. These negotiations are currently conducted by human intermediaries through various forms of auctions, bidding systems for awarding contracts, and brokerages. The role of the intermediaries can now be performed by Internet trading applications at a fraction of the cost. Trading on the Internet allows a business to reach a larger number of potential customers and suppliers in a shorter time and a lower cost than possible by other modes of communication, and to settle business transactions with lower cost overhead in a shorter time. Hence the emergence of Internet based trading applications is imminent. Lee discusses the factors behind the success of Internet auction of second hand automobiles in Japan supporting our belief.Auctioned or brokered sales are the norm in business world for negotiating trades of large monetary value. But consumer sales and small scale purchases have used the fixed price mode, perhaps because of the high overhead cost of using the auction or brokerage method. The new economics of the Internet will make auctions popular in consumer and small business transactions also. Lee and Clark present economic forces underlying this transition. Several success stories about Internet auctions are cited by Turban. Auctions are just one form of business negotiations. Other examples are competitive bids for procurement, brokerages/exchanges/cartels, and two party negotiations.While these negotiation techniques appear to be fundamentally different from each other, from the business process modeling or work flow point of view, they can be strikingly similar. In the first section of this paper we model each of these processesin a way that brings out this similarity. Auctions can be of many different kinds: Dutch auctions, regular open cry auctions, sealed bid auctions, etc. Each type of auction can further have many variations such as reserve prices, information available to the bidders, tie breaking rules etc. We present a taxonomy for auctions needs to optimize different business objectives such as best price, guaranteed sale, minimize The auction types discussed above are actually practiced in different real world situatioollusion possibility, etc. Ralph Cassady presents an extensive survey of auction practices around the world. Game theoretic treatment of the different kinds of auctions can be found in while some experimental results are reported.In this paper we describe the design of an Internet auction system that can support most of the auction types and other business negotiation models.3.4 Business Negotiations of the Cultural DifferencesAs international negotiation is carried out by negotiators from a certain culture or cultures, it is naturally a cultural interaction. International negotiations not only cross national boundaries, they also cross cultures. Culture is a powerful factor shaping how people think, communicate and behave. It also affects negotiating styles. The way one negotiates is colored by his own cultural assumptions. In addition, culturally conditioned negotiating styles are largely operating at an unconscious level. When negotiating within our own culture, it is often truly possible to expedite communication by making reasonable cultural assumptions. However, the situation reverses when two cultures are involved. In this case, there are no longer shared values, interests, goals, ethical principles or cultural assumptions between the negotiating patties. The negotiating style you use so effectively at home can be ineffective and inappropriate when dealing with people from another cultural background.Different cultures have different values, attitudes, morals, behaviors and linguisticstyles, all of which can greatly affect the process and outcome of negotiations. Making assumptions another is often counter productive since it can lead to misunderstandings. In fact, its use can often result in more harm than gain. So an ability to assess cultural differences and properly handle the consequence is essential for success international business negotiations.Different cultures will form different negotiating styles. Some cultures are likely to search for compromise, while others will strive for consensus, and still others will fight until surrender is achieved. Some cultures prefer a deductive approach: first agree on principles and later theses principles can be applied to particular issues. Other cultures think inductively: deal with problems at hand and principles will develop.4 The Concrete Embodiment of Intercultural Barrier inBusiness NegotiationIn the fourth chapter, the author explains cultural barrier in the pro-negotiation phase, cultural barrier in the face-to-face negotiation, cultural barrier post-negotiation in phase, the effect of different culture to business negotiation, the details are mentioned as follows:4.1 Cultural Barrier in the Pro-Negotiation PhaseThe beginning phase involves all those initial activities that may be described as establishing a rapport or getting to know one another socially, often in an informal manner. Good relationship developed at this stage can be of great help. But Chinese and American negotiators always hold different opinions about the beginning phase. Chinese tend to emphasize establishing good relationship and spend much time on it whereas American regard it as a waste of time and prefer to go straight to the point. It is well-known that Chinese people are famous for the length of their negotiations. They spend much time in establishing relationships. They distrust fast talkers who want to make quick deals, which are manifested in expressions like good things come out of many tribulations and more haste results in less speed. They think it is better to allow time to get to know the American partners and give American partners time to know them rather than to rush straight into the formal negotiation. On the contrary, Americans tend to be quick negotiators. It is not uncommon for contracts to be signed in the first business meeting. In their eyes, time is regarded as a scarce resource not to be wasted. Time is money. Spending time on non-task related issues is regarded as a violation of their cultural norms. Therefore, they are likely to get impatient whenthings take too long because they intend to get down to business as quickly as possible.Monochromic and Pochronic Time Time has different meanings in different cultures. Some cultures take a strict view of scheduling and others are more tolerant. The attitude toward time influences the pace of negotiation and punctuality in meetings. As mentioned earlier, Edward Hall divides cultures into monochromic and polychronic time. Chinese culture typically views time as polychronic time while American culture often regard it as mononchronic time.4.2 Cultural Barrier in the Face-to-Face NegotiationThe middle phase of negotiation includes the exchange of information and persuasion. In this phase, negotiating parties acquire and provide information. At the same time, they try to use every possible tactic and proper communication skills to persuade the other into accepting their items. Both exchanging information and persuasion have a close link to communication. Discussions between negotiators tend to be more difficult and complex when involved persons with different cultures because methods of communication vary among cultures. Chinese people tend to rely on indirect and more complex methods while Americans tend to adopt direct and simple methods of communication.Communication is at the heart of the negotiating process. Without effective communication, both sides are unable to gain enough information about the real intention of the other side. Neither can they win their counterpart over by bargaining. Some scholars maintain that negotiation is a communication process by which two or more independent parties resolve some matter over which they are in conflict. Negotiators' strategies and goals are revealed in the content and form of their communication. Poor communication, on the other hand, kills deals.l9 Needless to say, communication is an essential factor to the success of negotiation. In view of itssignificance in negotiation, communication is the first to be discussed in this section and then followed by power distance, face concern and attitudes toward conflict.4.3 Cultural Barrier in the Post-Negotiation PhaseFinally the business negotiation is brought to the end phase, when the result of the negotiation will come up, whether there is an agreement or stalemate. The parties are supposed to deal with conflicts and narrow down their disagreement in an effort to reach an agreement. After completing stages of negotiation with an agreed solution, the drafting and signing of the agreement will be the next thing to do. However, due to the cultural factors involved in the business negotiation, form of agreement is preferred differently from culture to culture. Generally speaking, there are two forms of agreement. One is explicit, detailed, written contract that covers all the things that may happen in the future. Obligations are clearly stipulated and no modification can be made unless agreed within the contract. Agreements are expected to bind the parties through an outside enforcement mechanism.4.4 The Effect of Different Culture to Business NegotiationAs negotiators from certain cultures carry out international negotiations, their negotiations are naturally cultural interactions. International negotiations cross not only national boundaries, but also cultures. Culture, as we said in previous parts, is a powerful factor shaping how people think, communicate and behave as well as negotiating styles. One's negotiation style is colored by his self-cultural assumptions. And the negotiating styles are largely performed at an unconscious level. When negotiating within the culture, it is often truly possible to expedite communication by making reasonable cultural assumptions. However, when two cultures are involved, the situation reverses. Under such circumstances, there are no longer shared values, interests, goals, ethical principles or cultural assumptions between the negotiatingparties. The negotiating style once used so effectively at home can be ineffective and inappropriate when dealing with people from other cultures. Different cultures have different values, attitudes, morals, behaviors and linguistic styles, all of which can greatly affect the process and result of negotiations. It is often counterproductive to make assumptions about the other culture since it can lead to misunderstandings. In fact, the result is even worse. So the ability to assess cultural differences and properly handle the consequence is essential for success in international business negations.According to Hendon (1996: 18), culture impacts negotiation in four ways: by conditioning one's perception of reality; by blocking out information inconsistent or unfamiliar with culturally grounded assumption; by projecting meaning into the other party's words and actions; and by impelling the ethnocentric observer to an incorrect attribution of motive. To be more specific, culture influences international business negotiation in following four aspects: people’s perception of negotiation, negotiating goals, methods of communication and between the two sides. The difference may explain why Chinese negotiators give more time and effort to the beginning phase of negotiation, while Americans are usually eager to rush through the first phase. Therefore, it is important to determine how your counterparts view the purpose of negotiation.Culture also influences methods of communication. A major difference between Chinese and American cultures that may affect negotiation behaviors is high-context versus low-context communication Chinese culture tends to be high-context and information sharing is implicit and indirect. Conversely, American culture tends to be low-context and information sharing is explicit and direct. Additionally, in high-context cultures, persuasion makes appeals to emotions and affection; in low-context culture, persuasion makes appeals to rationality. For example, American negotiators use more analytical statements, relying on logic and reasoning to persuade.。
