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1、商务英语谈判课程论文系别：外语系班级：09商务英语班：学号：完成日期：2011-12-12打分：Cross-cultural Problems in International Business NegotiationSun Zhongguang, No.26(Class 1 Grade 2009 of Business English Major)Abstract:It is argued that relating negotiation to communication skills and cultural knowledge is essential. However, negoti
2、ation is not just a single skill or even a group of skills, To be more exact, negotiation is a process that takes place in a particular context. IN terms of subject matter, the context is the culture of the parties involved and the degree of formality, detemines the particular skills required in any
3、 specific negotiation situation. Some of these skills are common to all forms of negotiation while others are specific to a particular context. IntroductionCulture is the influence people negotiations, the mode of thinking, the values, such as the habit language mode of decision-making of the import
4、ant factors that different culture background of international businessAffairs that negotiations with the influence of different. The international business negotiations of the cultural differences, which helps improve their cultural literacy, and helpSolution each others culture, and to wipe out th
5、e negotiation process, which laid the foundation of the cultural barriers to trade.Key words:business negotiation; cross-cultural problems; cultural factors. The differences between Chinese and western culture in business negotiations influence:China is an big country, usually from the perspective o
6、f ethics to consider problem, consider how to win the support of the public opinion around, used to throughtheorganization,through the public opinion play the role of moral standardization, think legal means to be cautious with at solving problems.and the west, on the contrary, most of them haveIs t
7、he concept of law. Like the consideration on the problem from the law. And the western cultural difference mainly reflects in ethics and legal theoretics, way of thinking and others on the attitude, through the analysis of these differences, and points out that the cultural difference to the interna
8、tional business negotiations influence in China and some countermeasures that should be adopted. Westerners like to think that all the problems on the legal framework to solve, because the law in their psychological reason is the embodiment of justice, and elusive through the role of the conscience
9、and morality is not enough to correctly solved the problem. Therefore, in the west have many individuals and companies engage have special legal adviser and a lawyer. In case of dispute, by their to solve.National character of the Chinese one of the characteristics. Is is very serious about the face
10、 or. Decent. in negotiations with each other, they would rather choose in decent win, and sacrifice interest . Chinese negotiations should be timely adjust to psychology, strengthen their own advantages, avoid using their own shortcomings. The Chinese people in international business negotiations is
11、 to make peace with your attention to, like to maintain friendly environment, even in the negotiations would not have a direct conflict with each other, they think that conflict through competition and cooperation, can compromise, withdrawal and reconciliation methods to solve. If both sides in the
12、conflict in the negotiations. The Chinese are emphasized the success of the cooperation of both sides at once. This conflict resolution of goodwill to the negative influence, and avoid conflicts exaggerated. On Cross-Cultural Strategies in International Business Negotiation:People think that negotia
13、tion and communication technology and cultural knowledge about and talk about xiang is not just a person skills or group skills. Say from broad sense, the negotiation is happened in the process of a certain environment, in a single culture environment, the negotiation process is predictable, is accu
14、rate, because the negotiators cant care about language and the challenge of his nets. Negotiation behavior is the culture of the internal coordination, all kinds of every culture has its own different negotiation. In the negotiation, the negotiators of traditional morality behavior by words and deed
15、s, which affects and attitude, customs relevant, the same cultural background people willing to negotiate the same thinking mode negotiations feelings, reflecting their culture. Cross-cultural negotiations under the environment of culture than a single negotiations and more challenging, cross-cultur
16、al negotiation is a belong to different culture of different forms of thought, feeling way and behavior negotiations. The negotiation process complex, because the negotiation process involved in different cultural norms is not aware of the power, and the consciousness of the different cultural norms
17、 to the strength may weaken the effective communication. In the negotiation process, the communication between human beings is main behavior, it is in the words, the words, the scene context level occurs, the conversation can help to overcome the negotiator language boundary and understanding. Thus
18、in cross-cultural negotiations, in addition to the basic negotiation skills, understand the cultural differences and determined the tent should negotiation skills are important.In some cultures, people tolerate differences and unstable, and some culture are not tolerate this, not tolerance culture s
19、afety and security, avoid bluntTu. People have a need, and that is consistent. Life is not inherent in the stable to life in this culture of the holiday is a threat. Tolerance of differences of culture to more tolerant, people willing to take risks to the different opinions of much tolerance, saliva
20、ry l axon was watching a constructive tong, useful, and people have different opinions.The Influence of Cultural Differences on Win-win:After Chinas accession to the WTO. There will be more enterprise have independent foreign trade import and export, the face I more and more clients was chosenChoose
21、, the opportunity and the unexpected risks. The differences between Chinese and western culture has become the enterprise to international market competition ability is the key to success. According to notComplete count, for cultural differences foreign business negotiation for as long as a year of
22、above 30%, less than half of 10%, the enterprise foreign trade is win-win technical support, the technical support is the deep understanding of the differences between Chinese and western culture and its application. The differences between Chinese and western culture in the form looks be like simpl
23、e, essentially influence enterprise foreign trade win-win, embodied in two-way communication. Business negotiation first cut from the semantic is particularly important to the people, the semantics of word meaning into concept meaning (Conceptual meaning), emotional significance (Affective meaning),
24、 style meaning (style Social meaning and color Associative meaning Associative meaning) and lead including significance (Connotative meaning). Concept meaning (Conceptual meaning) is the vocabulary of a language meaning (1 anguage meaning), vocabulary, style the emotional significance of the meaning
25、 and the figurative meaning is refers to the meaning of culture (cultural meaning) Llj. The meaning of culture of a culture group is the evaluation, its evaluation different can produce interference, affect the normal communication. Some English vocabulary in long-term use process, accumulated the r
26、ich cultural significance, and so in foreign trade especially have to pay attention to the cultural significance.Traditional culture is a national customary habit, cant use a kind of cultural habits to set another culture, but we should respect the different nationalitys cultural basis master or dis
27、tinguish. Otherwise, because of cultural differences affect enterprises to participate in the international market competition ability that many trade opportunities wasted. Some foreign enterprises using not reasonable profit rate or financial index evaluation of our enterprise, lead to enterprise d
28、amage, or is it because the cultural difference and increase the risk of international trade. Therefore, business light or a technical key point is to grasp the differences between Chinese and western culture for enterprises, and foreign trade win-win has the important practical significance.Summary
29、：Business negotiation, is not only based on the interests of all parties economic exchanges and cooperation, and is also the parties have different cultural collisions between and communication. Culture is a complex problem, it includes knowledge and belief, art, morals, customs and other social all
30、 aspects of life. Cultural differences should be as a challenge, not as a tough question. It takes time and money, but can help produce capable work team, systems and products. Culture to be successful in helping countries to enter the international market, it also helps to develop the quality consc
31、iousness and customers deep friendship, and formed the national product features, filled with commercial incentive atmosphere. People in every day through the interaction with others learning culture. People began to learn from the youth culture, and these culture often associated with their lifetim
32、e. And again they consciously or unconsciously through the culture in words and deeds to others, especially his own offspring. The study of transnational business negotiation the cultural differences, which helps improve their cultural literacy, and help us to understand each others culture, and to wipe out the negotiation process, which laid the foundation of the cultural barriers.References1.浅谈国际商务谈判中的跨文化问题与对策 郁，泳 20042.中西文化差异对商务谈判的影响 夏卓超 20103.论影响国际商务谈判的文化因素 王雅梅，谭晓钟 20024.跨国商务谈判文化差异对双赢的影响 景东 20065.实用商务英语谈判：策略与技巧 立玉，王红卫 20077 / 7