商务英语毕业论文-ImpactsofCulturalDifferencesonInternation

XinyangNormalUniversityGraduateGraduationThesisSubject：ImpactsofCulturalDifferencesonInternationalBusinessNegotiationMajor:BusinessEnglishName：yangzisaiStudentNo:IDnumber:Department:henanpoly-technicinstituteTel:Supervisor:Date:2012-10-29ContentsIntroduction..................................................................................................................11.TypesofCulturalDifferences.................................................................................21.1ValueView..........................................................................................................21.2.NegotiatingStyle..............................................................................................21.3.ThinkingModel................................................................................................22.ImpactOfCulturalDifferencesonInternationalBusinessNegotiations...........42.1.1EnvironmentalFactors.................................................................................52.1.2PersonalFactorsinBusinessNegotiation....................................................52.1.3ImpactbetweenUSA&ChinaDifferenceonNegotiation...............................42.2ImpactofNegotiatingStyleDifferencesonInternationalBusinessNegotiations.52.3ImpactofThinkingModelDifferencesonInternationalBusinessNegotiation....63.CopingStrategyOfNegotiatingAcrossCultures.................................................83.1MakingPreparationsbeforeNegotiation...........................................................83.2OvercomingCulturalPrejudice.........................................................................93.3ConqueringCommunicationBarriers................................................................9Conclusion..................................................................................................................10Bibliography...............................................................................................................21Acknowledgements....................................................................................................22摘要在现代商业的快速发展过程中，文化一直都起着非常重要的作用。同样地，文化对商务谈判的影响也不可小觑。影响谈判的因素有很多，其中文化差异的存在尤为重要，甚至会直接影响到商务谈判的结果。只有正确认识并妥善把握中西方文化差异，才能不断提高自己的谈判技巧，强化自身优势，推进商务谈判的顺利进行。然而，目前在商务谈判过程中，对文化差异的存在而产生的影响，人们并没有给予足够的重视。本文通过对商务谈判相关内容的分析研究，找出文化差异在商务谈判中的重要性之所在；通过对比分析各因素对商务谈判的影响，从而寻求文化差异对商务谈判的作用以及与各因素间的关系；最后研究得出结论，文化差异对商务谈判有很大的影响，只有正确认识并妥善把握中西方文化差异，才能不断提高自己的谈判技巧，强化自身优势，推进商务谈判的顺利进行。关键词：商务谈判；文化差异；提高；谈判技巧AbstractCulturehasbeenplayingaveryimportantroleintherapiddevelopmentofmodernbusiness.Similarly,theimpactithasonbusinessnegotiationisalsoverygreat.Therearemanyfactorsinfluencingbusinessnegotiation,amongthem,culturaldifferencesareofspecialimportance.Theresultmightbechangedduetothedifferencesinculture.Aslongasweknowaboutthedifferencesincultureandfurthermoremakefulluseofthem,theprocessofnegotiationcangoesonsmoothly.However,nowadays,enoughattentionhasnotbeenpaidtotheimpactofculturaldifferencesonbusinessnegotiation.Thisthesispointsouttheimportanceofculturaldifferencesexistinginnegotiationbycollectingandstudyingconnectedinformation,triestofindouttherelationshipbetweenbusinessnegotiationandallfactorsthatinfluencenegotiation,andfinallycometotheconclusionthataslongaswehaveagoodknowledgeofculturaldifferences,whichhasgreatimpactonthebusinessnegotiation,wecanimproveournegotiationskillsandpromotetheprocessofnegotiation.Keywords:businessnegotiation;culturaldifferences;improve;negotiationskills1IntroductionAlongwiththeadvancementglobalizationandChina’sWTOentry,businessenterprisesinChinahavetofacemoreandmorebusinessnegotiationswithforeignenterprises,especiallywithAmericanenterprises.Inthesenegotiations,Chinesenegotiatorssometimesfeeluncomfortable,puzzled,lost,irritatedandthealike,becauseofunfamiliarcustomandbehaviorsdemonstratedbyAmericannegotiators.Meanwhile,Americannegotiatorsconfrontthesamesituation.CultruraldifferencesbetweenChinaandwestcountriescouldcausemanyproblems.Therefore,understandingculturaldifferencesandovercomingthemiscrucialininternationalbusinessnegotiations.Althoughthedefinitionofcultureisnumerousandvague,itiscommonlyRecognizedthatcultureisasharedsystemofsymbols,beliefs,values,attitudesandexpectations.Cultureisamajordeterminantinbusinessnegotiation.Sohaveaclearpictureofculturedifferencesifofgreatsignificance.21.TypesofCultureDifferencesTheeastcountriesandwestcountrieshaveproduceddifferentculturesonthedifferentcontinents.Amongthedifferentcultures,valueviews,negotiatingstyleandthinkingmodelappearmoreobvious.1.1ValueViewValueviewisthestandardthatpeopleusetoassesobjectivethings.Itincludestimeview,equalityviewandobjectivity.Peoplemaydrawadifferentorevencontradictoryconclusionaboutthesamething.Valueviewisoneofthemostimportantdifferencesamongthemanyfactors.Itcaninfluencetheattitude,needsandbehaviorofpeople.Thevalueviewvariesfromnationtonation,peopleknowthattheeasternpersonfocusoncollectivism,whilethewesternpeoplepaymoreattentiontoindividualism.1.2.NegotiatingStyleNegotiatingstylereferstotheto