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1、商务英语写作论文学 院： 外 国 语 学 院 专 业： 商 务 英 语 年 级： 2 0 1 2 级 姓 名： 论文题目： Implication of Cultural Differences on International Business Negotiations 指导教师： 职称： 副教授 成 绩： 2014 年 6 月 19 日ContentsAbstract.3Key words3摘 要3关键词41.Introduction42. Types of Culture Differences42.1 Value View42.2. Negotiating Style52.3. Thi
2、nking Model53. Impact of Cultural Differences on International Business Negotiations53.1Impact of Value Views Differences on International Business Negotiations63.2 Impact of Negotiating Style Differences on International Business Negotiations63.3 Impact of Thinking Model Differences on Internationa
3、l Business Negotiation74. Coping Strategy of Negotiating across Cultures74.1 Making Preparations before Negotiation.84.2 Overcoming Cultural Prejudice84.3 Conquering Communication Barriers85. Conclusion9Bibliography10Implication of Cultural Differences on International Business Negotiations Abstract
4、: 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 unnecessary misunderstanding, even affect the result of
5、 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
6、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
7、partys 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
8、 culture negotiations.Key words: Culture; Cultural differences; Business negotiation; Impact 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
9、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1.Introduction Along with the advancement globalization and Chinas WTO entry, business enterprises in China have to face more and more business negotiations with foreign enterp
10、rises, especially with American enterprises. In these negotiations, Chinese negotiators 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.
11、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
12、 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.2. Types of Culture DifferencesThe east countries and west countries have produced different culture
13、s on the different continents. Among the different cultures, value views, negotiating style and thinking model appear more obvious.2.1 Value ViewValue view is the standard that people use to asses objective things. It includes time view, equality view and objectivity. People may draw a different or
14、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 t
15、he western people pay more attention to individualism.2.2. Negotiating StyleNegotiating style refers to the tolerance and graces which the negotiator shows in the negotiation. The negotiators show their negotiating style through behavior, manners and the method of controlling negotiation process dur
16、ing the negotiation. The negotiators negotiating style has a bearing on their culture background. According to the culture differences, negotiating style falls into two types: the east negotiating style pattern and the west negotiating style pattern.2.3. Thinking ModelThinking model reflects the cul
17、ture. Because of the influences of history background, continents, words and living method, different nations generate different thinking models. Surely, there is more than one thinking model of a nation, but one is more obvious compared with others. As a whole, east people, especially Chinese have
18、strong comprehensive thinking, image thinking and curved thinking, while analytical thinking, abstract thinking and direct thinking are possessed by the west people. 3. Impact of Cultural Differences on International Business NegotiationsWith the rapid development of economy, we need to do business
19、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 negotiation in global business activities. The impact of culture differences on international negotiation is extensive and dee
20、ply. Different cultures divide the people into different group and they are also the obstacles of peoples communication. Accordingly, it is required that the negotiator should accept the culture of each other. Furthermore, through culture differences, it is important that the negotiator reveal and u
21、nderstand the other partys goal and behavior and make him or herself be accepted by the opponent to reach agreement finally.3.1Impact of Value Views Differences on International Business NegotiationsValue Views Differences on International Business Negotiations fall into three types: time view, nego
22、tiation style, thinking model. Each has big influences on business negotiation The objectivity in international business negotiation reflects the degree to which people treat any things. West people especially Americans have a strong objectivity on the understanding of issues. At negotiation table,
23、Americans dont care much about relationship between people. They dont 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 emphasize th
24、at Businessmen should distinguish people and issues, what they 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.3.2 Impact of Negotiating Style Differences on International Business NegotiationsThe impact
25、s of negotiating style differences on international business negotiation mainly exist in negotiating method and negotiating structure. Take the negotiation between America and China as a example, since the oriental care more about unity in thinking, they method they adopt in negotiation is from unit
26、y to parts, from the big to little, from the abstract to the concrete, that is to say they should each agreement on 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 the items, and then to rea
27、ch agreement. The west people are influenced by analytic thinking, so pay more attention to logical relations between things. 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 a
28、nd issuance respectively at first. And they may make compromise at every 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 business negotiation, the
29、foreign delegation is usually composed by 3-5 people, while the Chinese one could be more 15 people. 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 b
30、ack for discussion. That because their admire individualism and hard working. They have strong independence. They would carry on according to the best ways after knowing their goals. Whats more, most west people think that they have the ability to deal with the negotiation situation on their own. An
31、d truly, they are brave enough to take responsibility.3.3 Impact 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 accus
32、tomed to talking about general principles at first and then move onto 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
33、negotiators. But west businessmen, especially Americans are likely 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 in
34、negotiation. As a matter of fact, many facts show that General principles 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 Chinas territory. In the important diplomatic negotiations such
35、as Entering into relationship with America, Hong Kongs and Macaos Coming back into their motherland. It is under such principle that we established the tone of the negotiation and controlled the skeleton of the negotiation, thus we get the advantage and prompt the success of negotiation. 4. Coping S
36、trategy of Negotiating across CulturesThe culture differences in cross-cultural communication have various impacts on operation of enterprises. These differences will influence negotiation and management of transnational operation; whats more, it may have bad effects on the harmonious relationship b
37、etween our country and foreign countries. Maybe that will lead to the missing of market opportunities, the increase of trade cost and the low efficiency of company management. So, it is really necessary for us all to eliminate and avoid disadvantageous effects.4.1 Making Preparations before Negotiat
38、ion. The negotiators must make good preparations if they want control 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 int
39、ernational business negotiation involves extensive aspects, more preparations 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 negotiati
40、on when necessary. When making preparations, you should try to know the opponents while you analyze yourselves. Analyzing yourselves mainly refers to studying if the project is feasible. To knowing about the opponents means understanding their strength such as credit status, the policy、 business cus
41、toms and regulations of their countries and the conditions of their negotiating members and so on.4.2 Overcoming Cultural PrejudiceTolerating different cultures and overcoming cultural prejudice contribute to better communicating with each other and understanding each other. West people often think
42、that they are powerful, capable and experienced, so sometimes, we need to recognize 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 matte
43、r of course and hope that their culture could be recognized and accepted.4.3 Conquering Communication Barriers Two 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 wo
44、nt be communications if people go ahead according to their own ways. Trains will collide with each other if they run on the same railway at the opposite direction. But if we measure by the objective of peoples communication, only we meet each other, can we have communication and friendship. In negot
45、iation, sometimes we cant make much progress although we have talked for 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
46、 so, we must overcome them. Generally speaking, we should pay more attention to the following three communication barriers in cross-cultural negotiation: the communication barriers caused by culture background of both; the ones caused by misunderstanding of the contents and information from the part
47、ner; the ones caused by not being willing to accept the opponents contents and ideas.5. Conclusion“Social Customs varies in different countries”. In a word, cross- cultural communication will meet the problem of culture differences surely. In turn, culture differences also influence all aspects of i
48、nternational business communication. To avoid or to resolve the culture differences is a huge task in international business negotiation. In order to step into the international market successfully, we must have the awareness of culture differences, acknowledge culture differences and understand different cultures. Try to know yourself and know them. Whats more, we should respect differe