商務(wù)英語畢業(yè)論文范文

1、Hunan Information ScienceVocational CollegeGraduation ThesisSubject: Impacts of Cultural Differences on InternationalBusiness NegotiationName: Student No.: Specialty and Class:Department:Supervisor: Date: 2011-3-02ContentsIntroduction 11. Types of Cultural Differences21.1. alue View21.2. Negotiating

2、 Styl.e21.3. Thinking Mode.l32. Impact Of Cultural Differences on International Business Negotiatio.n.s42.1Impact of Value Views Differences on International Business Negotiations .42.1.1Impact of Time View Difference on Negotiation5.2.1.2Impact of Equality View Difference on Negotiation6.2.1.3 Impa

3、ct of Objectivity Difference on Negotiation7.2.21 mpact of Negotiating Style Differences on International Business Negotiations. 72.22 Impact of Thinking Model Differences on International Business Negotiation93. Coping Strategy Of Negotiating Across Cultures103.1 Making Preparations before Negotiat

4、io.n103.2 Overcoming CulturalPrejudice113.3 Conquering Communication Barrier.s11Conclusion12Bibliography 1314Acknowledgements摘要不同文化條件下的商務(wù)談判就是跨文化談判。在世界經(jīng)濟日趨全球化的今天， 隨著國際間商務(wù)交往活動的頻繁和密切，各國間的文化差異就顯得格外的重要， 否則將會引起不必要的誤會，甚至可能直接影響商務(wù)交往的實際效果。這味著如何化解各國不同文化背景在國際商務(wù)談判中是非常重要的。文章從文化差異的類型入手，然后解釋了這些文化差異對國際商務(wù)談判的影響，最后分析了如

5、何正確解決談判過程中文化差異的問題。文章強調(diào)了這樣一個觀點，在不同國家商務(wù)談判中，談判員應(yīng)該接受對方的文化，并試圖是自己被對方所接受，然后在有效溝通的幫助下做出正確評估，并找出它們之間的真正利益。此外， 們應(yīng)該盡可能的清楚的了解并發(fā)現(xiàn)對方的文化。這對文化談判的成功至關(guān)重要。關(guān)鍵詞：文化；文化差異；商務(wù)談判；影響整理范本AbstractThe business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic globalization

6、and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding,even affect the result of the businessnegotiations.This meansit is very important to know the different culture in different countries and the ways to avoid the

7、 culture conflicts in the international businessnegotiations.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 c

8、orrectly in negotiation process. Such a standpoint is emphasized:In the business negotiations between different countries, negotiators should accept the otherparty s culture, and try to make him be accepted; then make a correct evaluation with the help of valid communication and discover their real

9、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 successof culture negotiations.Key words: Culture; Cultural differences; Business negotiation; ImpactIntroductionAlong with the advancementglobalizatio

10、n and China s WTO entry, business enterprisesin China have to face more and more businessnegotiations with foreign enterprises, especially with American enterprises. In these negotiations, Chinese negotiators sometimes feel uncomfortable, puzzled, lost, irritated and the alike, because of unfamiliar

11、 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 bu

12、siness negotiations.Although the definition of culture is numerous and vague, it is commonly Recognizedthat culture is a shared system of symbols, beliefs, values, attitudes and expectations.Culture is a major determinant in businessnegotiation. So have a clear picture of culture differences if of g

13、reat significance.1. Types of Culture DifferencesThe 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.1.1. alue ViewValue view is the standard that peopl

14、e use to asses objective things. It includes time view, 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 p

15、eople. 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 StyleNegotiating style refers to the tolerance and graces which the negotiator shows in the negotiation. The ne

16、gotiators show their negotiating style through behavior, manners and the method of controlling negotiation process during the negotiation. The negotiator s negotiating style has a bearing on their culture background. According to 整理范本the culture differences,negotiating style falls into two types: th

17、e eastnegotiating style pattern and the west negotiating style pattern.1.3. Thinking ModelThinking model reflects the culture. Because of the influences of history background, continents, words and living method, different nations generatedifferent thinking models. Surely, there is more than one thi

18、nking model of a nation, but one is more obvious compared with others. As a whole, east people, especiallyChinesehave strong comprehensivethinking, image thinking and curved thinking, while analytical thinking, abstract thinking and direct thinking are possessed by the west people.整理范本2. Impact of C

19、ultural Differences on International Business NegotiationsWith the rapid development of economy, we need to do business with businessmen under different culture background, so in order to reach trade agreement, it is necessary for us to study the impact of culture differences on international negoti

20、ation in global businessactivities. The impact of culture differences on international negotiation is extensive and deeply. Different cultures divide the people into different group and they are also the obstacles of people s communication. Accordingly, it is required that the negotiator should acce

21、pt the culture of each other. Furthermore, through culture differences, it is important that the negotiator reveal and understand the other par tys goal and behavior and make him or herself be accepted by the opponent to reach agreement finally2.1Impact of Value Views Differences on International Bu

22、siness NegotiationsValue Views Differences on International Business Negotiations fall into three types: time view, negotiation style, thinking model. Each has big influences on business negotiation2.1.1 Impact of Time View Difference on Negotiation.The time view which affects the negotiator s behav

23、ior varies from east countries to west countries. The oriental or the Chinese negotiators are usually cautious and patient. They need to go through the phrases of coming up with proposes, bringing up objections and ending the trade which takes a longer time. And they hope to arrange rich time to go

24、on a negotiation, thus knowing more about the opponent .They are good at long and continuous battle. While west people or we could say American people, consider time is precious. They tend to resolve problems swiftly. So, in business negotiation, American businessmenoften complain about the delay an

25、d the lack of efficiency of negotiators from other countries, while these countries also make a complaint that the Americans lack patience. There is a popular saying among American negotiators and businessmen: It is prohibited to steal time. That shows the time view of Americans. To them, time means

26、 money. The time view of Chinese is cyclic. They use long-term and systematicviewpoints to value the importance of the topic. A famous people classify the time view into two kinds: straight-line time viewand cyclic time view. The former pay more attention to concentration and speed,and the later str

27、essdoing many things at one time. That they insist on different time view leads to different negotiating style and method. The American people represent the straight-line time view and they have a strong awarenessof modern competition. They look for speed and efficiency. So they value time badly and

28、 consider time as a special commodity whose value could be assessed. They often use minute to calculate time .They hope to reducenegotiation time at every phrase and want to complete the negotiation quickly. But the Chinese time view is cyclic and they place emphasis on unity. Moreover, it is necess

29、ary to be punctual at negotiations. West people have a strong time view, if you d ont comply with the appointment time, they may give you a punishment and they will regard you as unreliable and irresponsible person. Being late for negotiation will give the west businessmen opportunities to exert pre

30、ssure onyou, and then you will lose the status of being initiative.2.1.2 Impact of Equality View Difference on NegotiationAmerica went through the bourgeoisie revolution of striving for the equality and freedom, so they take equality into their heart. Americans stick to equality and fairness in busi

31、ness, and hope that both could gain benefit. When introducing the topic or situation, the west people would like to use concrete method, particularly data.Their negotiating method is that they will describe their viewpoint and propose at the beginning in order to get initiative. Under this principle

32、, they would come up with a reasonableresolution which they think is very fair. In business relationship, the sellers from America regard the buyer as a counterpart.Americans are fairer than Japanese is sharing benefits. A lot of American managersthink fair division of profits is more important than

33、 how much they could get. At this point, the east people are different. Because of the deeply influence of class view, they dotnpay much attention to equality. They usually adopt single-win strategy in business negotiations. When involving economic benefits they think much about their own benefits a

34、nd profits and dont giveso much attention to the benefit of their partners. The market economic system of developed countries is quite mature, so west countries take win-win strategymore in negotiation; basically, they could take the benefits of both into consideration.2.1.3 Impact of Objectivity Di

35、fference on NegotiationThe objectivity in international businessnegotiation reflects the degreeto which people treat any things. West people especially Americans have a strong objectivity on the understandingof issues.At negotiation table, Americans don t care much about relationship between people.

36、 They don t care if the status of the opponent is equal to theirs. They make decision based on facts and data, not people. The saying that public things use public ways is a reflection of American objectivity. Therefore， Americans emphasizethat Businessmenshould distinguish peopleand issues, whatthe

37、y 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.2.2 Impact of Negotiating Style Differences on International Business NegotiationsThe impacts of negotiating style differences on international businessn

38、egotiation mainly exist in negotiating method and negotiating structure. Take the negotiation between America and China as aexample, since theoriental care more about unity in thinking, they method they adopt in negotiation is from unity to parts, from the big to little, from the abstract to the con

39、crete,that is to say they should each agreementon general terms, then begin to talk about the concrete terms. And usually not until the end of the negotiation do they make compromise and promise based on all theitems, and then to reach agreement.The west people are influenced by analytic thinking, s

40、o pay more attention to logical relations betweenthings. They consider more about concrete things than integrity. And they tend discuss the concrete items at the beginning of negotiation, so they often resolve the price, delivery and issuancerespectivelyat first.And they may make compromise at every

41、 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 number of the participants. In businessnegotiation, the foreign delegation isusually composed by3-5 people, while the Chineseone

42、could be more 15 people. The foreign negotiators not only need to negotiate with their counterparts but also need to discuss with related person in charge or the government. When making the final decisions, the Chinese negotiators often discuss the results repeatedly from the workers to the board to

43、 avoid being decided by a single person. 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 negotiators could make the final decision without going back for discussion.That becausetheir admire individualism an

44、d hard working. They have strong independence.They would carry on according to the best ways after knowing their goalsW. hat s more, most west people thinthkat they have the ability to deal with the negotiation situation on their own. And truly, they are brave enough to take responsibility.2.3 Impac

45、t of Thinking Model Differences on International Business NegotiationThe thinking model of Chinese tends to be comprehensive,concrete and curved, while the Americans are usually analytic, abstract and straight-line. We Chinese are accustomed to talkingabout general principlesat first and then move o

46、nto 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

47、 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 discuss the details at the beginning of negotiation. They are direct and simple innegotiation. As a matter of fact, many facts show that General prin

48、ciples first have impact of constriction on the parts and details. For instance, our government insists on the principle that Hong Kong and Macao are undivided parts of Chin a s territory. In the important diplomatic negotiations such as Entering into relationship with America, Hong Kong s and Macao

49、 sComing back into their motherland. It is under such principle that we establishedthe tone of the negotiation and controlled the skeleton of the negotiation, thus we get the advantage and prompt the success of negotiation.3. Coping Strategy of Negotiating across CulturesThe culture differences in c

50、ross-culturalcommunication have various impacts on operation of enterprises. These differences will influence negotiation and management of transnational operation; what s more, it may have bad effects on the harmonious relationship between our country and foreign countries. Maybe that will lead to

51、the missing of market opportunities, the increaseof trade cost and the low efficiency of company management.So, it is really necessaryfor us all to eliminate and avoid disadvantageous effects.3.1. Making Preparations before Negotiation.The negotiators must make good preparations if they want control

52、 the development of negotiation successfully in the complex situation. Only do they make good preparations can they make changes freely according to the situation of negotiation and avoid the happening of conflicts. Because the international business negotiation involvesextensive aspects,more prepar

53、ations are needed. The preparations often include the analysis of the negotiators themselves and the opponents; the constitution of negotiation group, elaborating the negotiating goal and strategy and going on imitation negotiation when necessary. When making preparations, you should try to know the

54、 opponents while you analyze yourselves. Analyzinygourselves mainly refersto studying if the project is feasible. To knowing about the opponents means understanding their strength such as credit status, the polic、y business customs and regulations of their countries and the conditions of their negot

55、iating members and so on.3.2. Overcoming Cultural PrejudiceTolerating different cultures and overcoming cultural prejudice contribute to better communicating with each other and understanding each other. West people often think that they are powerful, capableand experienced,so sometimes,we need to r

56、ecognize then and give then some good comments. We should learn about the foreign cultures before negotiation and accept and understand their cultures in negotiation, because every country regard their own cultures as a matter of course and hope that their culture could be recognized and accepted.3.

57、3. Conquering Communication BarriersTwo trains running at different railways in the opposite direction will collide with each other; maybe this is the best arrangement for trains. But to communication between people, there won t be communications if people go ahead according to their own ways. Train

58、s will collide with each other if they run on the same railway at the opposite direction. But if we measure by the objective of peop les communication, only we meet each other, can we have communication andfriendship. In negotiation, sometimes we can t make much progress although we have talked for

59、long time. And sometimes both parties are not satisfied. After thinking, that is caused by communication barriers which happen easily in cross-cultural negotiation. We should make sure if there appear communication barriers, if so, we must overcome them. Generally speaking, we should pay more attention to the