文化差異對(duì)國(guó)際商務(wù)談判的影響英文

1、畢業(yè)論文Implication of Cultural Differences on International Business Negotiations題目 文化差異對(duì)國(guó)際商務(wù)談判的影響 人文 系 商務(wù)英語(yǔ) 專業(yè)學(xué) 號(hào) 學(xué)生姓名 XXXXXXXX 指導(dǎo)教師 起迄日期 設(shè)計(jì)地點(diǎn) 六安職業(yè)技術(shù)學(xué)院人文樓 Abstract Business negotiations under different cultural conditions are cultural negotiations. With the development of economic globalization and fr

2、equent business contacts, cultural differences havebecome very important. If they are neglected, they could cause unnecessary misunderstanding, or even undermine the result of business negations. Therefore, it is of great significance to knowdifferent cultures of different countries as well as ways

3、to avoid cultural conflicts in the contextof international business negotiations. The paper begins with the definition of culture, analyzesthe causes of cultural differences and explains the impact of cultural differences on internationalbusiness negotiations from three perspectives of communication

4、 process, negotiation style andvalues concept. Finally, it analyzes effective ways to deal with the problem arising from culturaldifferences in the negotiation process. The paper stresses that in business negotiations between different countries negotiators should accept the other party's cultur

5、e, try to make him beaccepted and make a correct evaluation with help of effective communications. In a word, forsuccessful cultural negotiations, cultural differences need to be perceived, accepted and mostimportantly played down. Key words: culture cultural difference business negotiation impactCo

6、ntents1. Cultural difference.41.1 The definition of culture.41.2 The causes of cultural differences.41.2.1 Geographical differences.41.2.2 Ethnic differences.41.2.3 Political differences.41.2.4 Economic differences.41.2.5 Religious differences.41.2.6 The concept of difference.51.3 Importance of inte

7、rnational business negotiations on Cultural differences.52. Cultural differences on the impact of international business negotiations.52.1 Communication process.52.2 Negotiating style.82.3 Values.82.3.1 Ethics.82.3.2 Sense. .82.3.3 Concept of Collective.82.3.4 Concept of time.83. How to deal with in

8、ternational business negotiations and cultural differences.93.1 To learn more about the former in the negotiations of the cultural differences that may arise.93.2 In the negotiations necessary to correctly handle the cultural differences.93.3 Negotiations to do a good job of follow-up for the exchan

9、ge of cultural differences.104. References.11Business negotiation in interpersonal relationships as a special form, relate to different geographical, ethnic, social and cultural exchanges and contacts, which have taken place in cross-cultural negotiations. In cross-cultural negotiations, the differe

10、nt geographical, ethnic, cultural differences will affect the thinking of those negotiations, the negotiation style and behavior, thus affecting the entire negotiation process. Therefore, to engage in business activities, especially for the cross-border business activities must understand and master

11、 the links between different cultures and differences. Conducting negotiations with the organization, also have to understand that cultural differences impact on the negotiations, only the face of such a positive impact on the desired objectives can be achieved1. Cultural differences1.1 the definiti

12、on of cultureNational culture is a country-specific concepts and value systems, which constitute the concept of people's lives and work behavior. The nations of the world as a result of specific historical and geographical and gradually formed its own unique cultural traditions and cultural patt

13、erns. As the difference of Chinese and Western traditional customs, values, religious beliefs , different ways of thinking, etc, making the different performance of Chinese and Western cultures.1.2 the causes of cultural differences Cultural diversity caused by many reasons, To sum up, the main sour

14、ce of cultural differences are in the following areas: 1.2.1 geographical differences Refers to the geographical differences in different geographic regions due to the geographical environment, the level of economic development and traditional differences in habits, people often have different langu

15、age, lifestyle and hobbies. And these will affect their behavior. For example, the West and the American people in some countries treat Christmas important, but in areas such as near the equator do not have snow all the year round, the people of some African countries may not have the concept of Chr

16、istmas because the best modified Christmas is snow, as to the people in the region that are not long-term snow ,there is little concentration of Christmas than American States. national differences Ethnic differences is the different ethnic groups in the development of long-term process, the formati

17、on of their own language, customs and preferences, habits. Their diet, clothing, accommodation, festivals and rituals, such as material and cultural life of their own characteristics. Take the history of our country and our Hun Han, the Xiongnu people are valiant, characteristics of typical nomads.

18、And we tame the Han character, the typical characteristics of farming nation. Which led to the Huns in the diet, clothing, accommodation, festivals and rituals, such as material and cultural life are different with Han. the political differences Political differences are due to the political system

19、and the policies and regulations on people's behavior with the role of a standardized, so that all peoples in the political aspects on the concept of the existence are differences. Take the United States and France as example, the United States by the Constitution the powers of the President of

20、the severe restrictions on the two major powers with other institutions of Congress and the Supreme Court of strong constraints. While France also had to set was ready to royalist restoration of the monarchy of the Third Republic to amend the Constitution a little further expand the powers of the pr

21、esident. economic disparities Economic differences are result of the economic factors of a reflection of cultural differences. For example, the people in the Western developed countries are rich lives and high level of education, people will pay more attention to the quality of life, security means

22、more generally. And economic backwardness of the Third World, people care more about food and clothing. religious differences Religion is the development of human society to a certain stage of historical phenomenon, Religion has its own (Catholic) Major epidemic in Western Europe and South American;

23、 Islam is the scope of the whole of the Middle East and North Africa. Buddhism is more prevalent in Asian countries. The world has three major religions: Christianity, Buddhism and Islam. Christian (Protestant) is major epidemic in Northern Europe, North America and Australia; people in many parts o

24、f Asia believe in Buddhist. Different religions have different cultural tendencies and precepts, which affect the way of people understand things, codes of conduct and values. the concept of Values difference Values are means of objective evaluation criteria of things. It includes the concept of tim

25、e, wealth, the attitude towards life, the attitude to risk and so on. Different societies people to the same things and problems will come to different and even opposite conclusions.Geographical differences, ethnic differences, political differences, economic differences, religious differences and d

26、ifferences in concepts have the impact on people's penetration in the food, clothing, accommodation, festivals and rituals, such as material and cultural life in all its aspects. Thus affecting people's behavior, values, religious beliefs and modes of thought have a lot of difference, Finall

27、y has formed the various countries and areas of cultural differences. 1.3 cultural differences on the importance of international business negotiations Practice in the negotiations, many negotiators often do not understand, or took note of the cultural importance of the significant impact on negotia

28、tions. Negotiating parties for foreign culture, some negotiators may have noticed some of the other negotiations, "different" or "hard to understand" the concrete manifestation of negotiations, but that is not important. Some people blindly believe that negotiation is the use of

29、foreign-related facts and figures to speak, and the facts and data are common. Similarly, some foreign countries negotiators to negotiations with each other to maintain harmonious relations, they will notice the similarities between both cultures, while ignoring their differences. Let's look at

30、an example. In 1992, negotiators from China and other 12 experts of different professions to form a delegation to the United States purchases about 30 million U.S. dollars of chemical equipment and technology. The US naturally does everything possible to satisfy them. One of them is negotiations in

31、the first round of the delegation sent to each of them a small souvenir. The Souvenirs packaging is very particular is a beautiful red box, red for advanced. But when the delegation was pleased to open the box when face-to-face in accordance with the Americans, Everyone's face appears very not t

32、he nature actually-there is a golf cap, but the color is green. American businessman's intention is: after signing the contract, and everyone to play golf. But they dont know the "be a cuckold" is the biggest taboo in Chinese men. Finally the delegation did not sign the contract, not b

33、ecause the Americans "insult" people, but because they work careless, and even dont know the common sense that Chinese men taboo "be a cuckold". How can we feel free to tens of millions of dollars project to them? It can be seen that the failure of the Americans negotiation is du

34、e to they do not understand the Chinese culture.From the above examples, we can learn in business negotiations, if we do not attach importance to each other's cultural differences, the negotiations are likely to lead to failure.2. Cultural differences on the impact of international business nego

35、tiations The impact of culture on negotiations is extensive and profound, and different cultures will naturally divided people into different groups, this region, the difference between their respective groups are bringing people of different cultural groups tend to alienate each other; On the other

36、 hand, different cultural communication and exchanges between people are also obstacles. Therefore, the requirements of the negotiators to accept each other's culture, but also by cultural differences, unmistakably reveals that the purpose of understanding of each other's behavior, and they

37、have been accepted by the other party, and ultimately reach a consensus agreement. Overall, the impact on culture negotiations are in following several aspects:2.1 the communication process Cultural differences on the communication process of the negotiations, first of all is the performance of the

38、communication language in the negotiation process. Language is a bridge of any country, any region and any nation. States companies, individuals to conduct business negotiations, we must first have the language to this. The differences language of international business activities is the most direct

39、 and clear. Such as China's "white elephant" brand batteries, to the English "White Elephant" it would cause bad associations. Because the "White Elephant" In addition to the name of animals that have two meanings: "The owner did not use, but may be useful to o

40、thers; do not reuse things." Solve the language problem is very simple, you can hire a translator or use a common third language to talk. While the negotiators of the language used in a variety of cultures with higher fitness, but no matter what, the difference is obvious. Such as Japan, Brazil

41、 and France Culture, the Japanese style of business communication is the most polite, more positive commitment to the use of recommended and guarantees, and less use of threats, commands and warnings of freedom of speech, their manners of speech style, The most prominent is that they do not often us

42、e "no", "you" and facial gaze, but to maintain a period of silence; Brazilian businessmen to use "no" and "you" at the higher frequency, their negotiation style seems more presumptuous, and it seems not lonely in the negotiations, to gaze at each other and tou

43、ch each other from time to time; French businessmen negotiating style is all the most presumptuous, in particular, their use of threats and warnings at the highest frequency, in addition, they are still very frequent use of interrupted, facial gaze, as well as "no" and "you". It

44、can be seen, only to clarify these differences that can avoid the reticent Japanese, Brazilian over enthusiasm or the Frenchs misunderstanding of the threat, which achieved the success of international business negotiations. Cultural differences impact on the negotiation process not only in the proc

45、ess of language communication, but also in the process of non-verbal communication. Cultural differences will lead to different countries or regions in the body language of negotiations, the use of action language significantly different, or even the same language of action is diametrically opposed

46、to the transfer of information. For example, the vast majority of countries are in favor of nod his head for agree. But in India, Nepal and other countries that are certainly shaking his head, that is, shaking his head and smiling, that is positive meaning, some people just do it diagonally on the r

47、ise is still a good way, some people are a population frequency said "You are right! You are right!" but a continuously shaking his head, often make others do not know its true psychological and full of doubt. But negotiators shape, movement, language, awareness and use of the differences,

48、 also create an obstacle for the negotiations in communication. Cultural differences also can lead to the negotiators of the differences in communication. People of different cultures have their preferences and habits of communication and cross-cultural negotiations in the negotiating parties often

49、belong to different cultures, have their own customary means of communication. Accustomed to different means of communication between the parties to conduct a more depth in communication, often cause a wide range of issues. From countries with a high culture of the negotiators and those from countri

50、es with low culture of the negotiators may be in different ways of expression during the negotiation process. From countries with a high culture of the negotiators may be chosen euphemism, indirect ways to express their meaning. While from low culture of the negotiators preference for using oral exp

51、ression to negotiate, direct or receive a clear message, straightforward means to express themselves. These two negotiators from different cultures during the negotiations, the party think the other side is often too rough, while the other may think that the other side lack of good faith in negotiat

52、ions, or misunderstanding the silence of each other's conditions for its approval.2.2 the negotiation style The negotiation style is the main bearing and the attitude which displays in the negotiations activities. the style of negotiations in the course of negotiators behavior, conduct and contr

53、ol of the negotiation process of the method and means. Negotiators negotiations Style with a deep cultural stigma. Culture not only determines the Ethics Code of Ethics for negotiators, but also affects the way of thinking negotiators behavior and personality, so that make the negotiators of differe

54、nt cultural backgrounds form a very different style of negotiation. Negotiating style of the negotiation process for the negotiations between the two sides approach the relationship, contacts, and even the structure of the negotiations has a direct impact. Adhere to cultural differences, negotiating

55、 styles can be divided into two types: the negotiation style of Oriental and Western style negotiations. Oriental style is based on negotiations as the background of oriental culture of Asian countries negotiation styles, with Japan, South Korea for a typical representative: Japanese business men ar

56、e conservative, attention to status-oriented, credit and the initial cooperation, co-dependent relationship between stress and good at negotiating. Japanese attached great importance to the negotiations in the transaction to establish harmonious interpersonal relationships. If there had been contacts with Japanese, before the negotiations should be recall the past exchanges and friendship between the two sides, which will be beneficial to the next negotiations. They did not support and habit the direct, purely commercial activities. If it is the first time to establish trade