商务英语毕业论文范文
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Hunan Information Science
Vocational College
Graduation Thesis
Subject：Impacts of Cultural Differences on International
Business Negotiation
Name：
Student No.:
Specialty and Class:
Department:
Supervisor:
Date: 2011-3-02
Contents
Introduction1
1. Types of Cultural Differences2
1.1Value View2
1.2. Negotiating Style2
1.3. Thinking Model2
2. Impact Of Cultural Differences on International Business Negotiations4
2.1Impact of Value Views Differences on International Business Negotiations4
2.1.1Impact of Time View Difference on Negotiation. ...................................... 4
2.1.2Impact of Equality View Difference on Negotiation. ................................ 5
2.1.3 Impact of Objectivity Difference on Negotiation. .................................... 6
2.2 Impact of Negotiating Style Differences on International Business
Negotiations.7
2.3 Impact of Thinking Model Differences on International Business
Negotiation.8
3. Coping Strategy Of Negotiating Across Cultures. ................................................ 9
3.1 Making Preparations before Negotiation.9
3.2 Overcoming Cultural Prejudice.10
3.3 Conquering Communication Barriers.10
Conclusion11
Bibliography12
Acknowledgements13
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得格外的重要，否则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。这味着如何化解各国不同文化背景在国际商务谈判中是非常重要的。文章从文化差异的类型入手，然后解释了这些文化差异对国际商务谈判的影响，最后分析了如何正确解决谈判过程中文化差异的问题。文章强调了这样一个观点，在不同国家商务谈判中，谈判员应该接受对方的文化，并试图是自己被对方所接受，然后在有效沟通的帮助下做出正确评估，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化。这对文化谈判的成功至关重要。
关键词：文化；文化差异；商务谈判；影响
Abstract
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; 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 commences 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 business negotiations
between different countries, negotiators should accept the other party’s 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 culture differences as possible as we can. It is very
important for the success of culture negotiations.
Key words: Culture; Culturaldifferences; Business negotiation; ImpactIntroduction
Along with the advancement globalization and China’s WTO entry,
businessenterprises in 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 negotiators.
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 culture 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.
1. Types of Culture Differences
The 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.
1.1Value View
Value view is the standard that people use to asses objective things. It includes
timeview, 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 nation, people know that
the eastern person focus on collectivism, while the western people pay more attention
to individualism.
1.2. Negotiating Style
