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1、Implication of Cultural Differences on International Business Negotiations文化差异对国际商务谈判的启示Name: Number: Major: Business English 专业：商务英语Tutor: Date: 2016-3-15 日期：2016-3-15Contents 内容Abstract (English).3 摘要（英文）. 3Abstract (Chinese).4 摘要（中文）. 41. Introduction.5 1。介绍. 52. Cultural difference.5 2。文化差异. 52.
2、1 The definition of culture.5 2.1文化的定义. 52.2 The causes of cultural differences.5 2.2文化差异产生的原因. 52.2.1 Geographical differences.5 2.2.1地理差异. 52.2.2 Political differences.6 2.2.2政治分歧. 62.2.3 Economic differences6 2.2.3经济差异. 62.2.4 National differences.6 2.2.4国家差异. 62.2.5 The concept of difference.7 2
3、.2.5不同.概念72.3 Importance of international business negotiations on Cultural differences .7 2.3重要的国际商务谈判的文化差异. 73. Cultural differences on the impact of international business negotiations.8 3。在国际商务谈判中文化差异的影响. 83.1 Cultural value.8 3.1文化价值. 83.2 Relationships10 3.2关系. 103.3 Ways of making decisions.1
4、1 制定决策的3.3种方式. 114. How to deal with international business negotiations and cultural differences.12 4。如何应对国际商务谈判中文化差异. 124.1 Understand the cultural differences that may arise.12 4.1了解. 12可能出现的文化差异4.2 To correctly handle the cultural differences.13 4.2正确处理文化差异. 134.3 To do a good job of follow-up f
5、or the exchange of cultural difference13 4.3做一个良好的后续工作，交流文化差异，134.4 Pay attention to the language barriers14 4.4注重语言障碍. 144.4.1 Employing a consultant.14 4.4.1聘请顾问. 144.4.2 Using an interpreter.15 4.4.2使用翻译的. 154.4.3 Learning the targeted language.15 4.4.3学习目标语言. 155. Conclusion.15 5。结论. 15Bibliogra
6、phy.15 Acknowledgements.16 参考书目. 15致谢. 16Implication of Cultural Differences on International Business Negotiations 文化差异对国际商务谈判的启示Abstract: International business negotiations the business negotiation that under different cultural conceptions. With convenient world travel, multinational corporations
7、, and WTO, the world has become much smaller and closer. This means that it is very important to know the different culture in different countries and find the ways to avoid the culture conflicts in the international business negotiation. The article commences from the definition of the culture, ana
8、lyzing the causes of cultural differences. Then from several aspects of personal value, relationships, way of negotiations, etc; it explains the influence of cultural differences of international business negotiation. Finally it analyzes how to deal with the problem of the cultural differences corre
9、ctly in negotiation process. 翻译后摘要：国际商务谈判，根据不同的文化理念的商务谈判。方便的世界旅行，跨国企业，WTO，世界已成为电子要小得多。这意味着，它是非常重要的是要知道在不同的国家不同的文化和找到避免在国际商务谈判中的文化冲突的方法分化。文章从文化的定义入手，分析了文化差异产生的原因。然后从几个方面的个人价值、关系、谈判方式等；阐述了国际商务谈判文化差异对国际商务谈判的影响。最后分析了如何正确处理谈判过程中的文化差异问题。Keywords: culture, cultural differences, negotiation, influence 关键词：文
10、化差异，文化差异，谈判，影响中美文化差异对国际商务谈判的影响 中美文化差异对国际商务谈判的影响摘要：不同文化条件下的商务谈判就是国际商务谈判。随着世界旅行的日趋方便，多国公司的合作，以及加入世界贸易组织，世界变得越小越紧密了。这就意味着了解不同国家的不同文化，以及找到如何避免在国际商务谈判中文化差异的方法是非常重要的。文章从文化的定义入手，剖析了文化差异产生的原因，并从价值观，人际关系，谈判方式等几个方面来阐述文化差异对谈判的影响，最后分析如何正确处理在谈判过程中出现的文化差异的问题。 摘要：不同文化条件下的商务谈判就是国际商务谈判。随着世界旅行的日趋方便，多国公司的合作，以及加入世界贸易组织
11、，世界变得越小越紧密了。这就意味着了解不同国家的不同文化，以及找到如何避免在国际商务谈判中文化差异的方法是非常重要的。文章从文化的定义入手，剖析了文化差异产生的原因，并从价值观，人际关系，谈判方式等几个方面来阐述文化差异对谈判的影响，最后分析如何正确处理在谈判过程中出现的文化差异的问题。关键词：文化，文化差异，谈判，影响 关键词：文化，文化差异，谈判，影响 1. Introduction 1 景区简介One of the largest influences that affect each and every person in the world is culture. It helps
12、to shape concepts of reality, time, values, and etiquette. There is no escaping culture, nor should anyone try to escape being influenced by culture. It would be impossible to do so. Instead, it is to a persons advantage to know and understand their own culture and what effect it has had on them. Th
13、is helps to avoid mistakes in communication when they are involved in a cross-cultural setting such as international trade and negotiation. In the article, several cultural factors that affect the negotiation process and its outcome will be examined. Special emphasis will be placed on Chinese cultur
14、e as a benchmark from which to view pitfalls and difficulties in dealing with other cultures. 影响世界上每一个人的最大的影响之一就是文化。它有助于塑造现实，时间，价值观和礼仪的概念。没有逃避的文化，也不应该有一个任何人试图逃避不受文化的影响。这样做是不可能的。相反，它是一个人的优势，知道和了解他们自己的文化和什么样的影响，它已经对他们。THI有助于避免交际中的错误，当他们在跨文化的设置，如国际贸易和谈判。在这篇文章中，影响谈判的文化因素分化的过程和结果将被检查。特别强调的是中国文化，作为一个基准，从中
15、查看陷阱和困难，在处理其他文化。2. Cultural differences 2。文化差异The definition of culture 文化的定义National culture is a country-specific concepts and value systems, which constitute the concept of peoples lives and work behavior. The nations of the world as a result of specific historical and geographical and gradually
16、formed its own unique cultural traditions and cultural patterns. As the difference of Chinese and Western traditional customs, values, religious beliefs, different ways of thinking, etc, make the different performance of Chinese and Western cultures. 民族文化是一个国家特定的观念和价值体系，它构成了人们生活和工作行为的概念。由于特定的历史和地理的结
17、果，世界各国图形化，逐步形成了自己独特的文化传统和文化模式。作为中西传统习俗、价值观、宗教信仰、不同方式的差异国王等，使中西文化的不同表现。2.2 The causes of cultural differences 2.2文化差异的成因Cultural diversity caused by many reasons, to sum up, the main source of cultural differences are in the following areas: 文化多样性造成的诸多原因，归结起来，文化差异的主要来源有以下几个方面：2.2.1 Geographical diffe
18、rences 2.2.1地理差异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 language, lifestyle and hobbies. And these will affect their behavior. For
19、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 Christmas because the best modified Christmas is snow, as to the people i
20、n the region that are not long-term snow, there is little concentration of Christmas than American States. 不同地理区域的地理差异是指由于地理环境、经济发展水平和传统习惯上的差异，人们往往会有不同的语言、生活方式和爱好。这些都会影响他们的行为。例如，一些国家的西方和美国人民把圣诞节的重要，但在附近的地区，如赤道没有一年四季都下雪，有些非洲国家的人可能没有圣诞的概念，因为最好的圣诞礼物是雪，因为人们在这一地区的人都有不是长期的雪，圣诞节的浓度比美国少。2.2.2 The political
21、differences 2.2.2政治分歧Political differences are due to the political system and the policies and regulations on peoples 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,
22、 the United States by the Constitution the powers of the President of 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
23、to amend the Constitution a little further expand the powers of the president. 政治分歧是由于政治体制和政策法规对人们行为的作用的规范化，使各民族在政治方面的观念上存在的差异。以美国和法国为例，美国通过宪法对总统权力的严厉限制，对两家主要权力的限制第二，国会和最高法院的强大的约束。而法国也不得不把准备好的第三共和国的君主立宪保皇恢复修改宪法执行一点进一步扩大总统的权力。2.2.3 Economic disparities 2.2.3经济差距Economic differences are result of the
24、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 more generally. And economic backwardness of the Third World, people
25、care more about food and clothing. 经济差异是反映文化差异的经济因素的结果。例如，西方发达国家的人民有丰富的生活和高水平的教育，人们将更加注重生活质量，安全手段更普遍。和经济落后的第三世界，人们更关心粮食和服装。2.2.4 National differences 2.2.4国家差异Ethnic differences are the different ethnic groups in the development of long-term process, the formation of their own language, customs and
26、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. And we tame the Han character, the typ
27、ical 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. 民族差异是不同民族在长期发展过程中，形成自己的语言、风俗习惯和偏好的习惯。他们的饮食，衣服，住宿，女estivals和仪式，如材料和独具特色的文化生活。以我国的历史和我们的匈奴汉，匈奴人是勇敢的，典型的游牧民族特点我们驯服了汉族的性格，
28、是农耕民族的典型特征。这导致在饮食上，匈奴人的服装、住宿、节日、礼仪等物质和文化生活的一个与汉族不同。2.2.5 The concept of Values difference 2.2.5值差异的概念Values are means of objective evaluation criteria of things. It includes the concept of time, wealth, the attitude towards life, the attitude to risk and so on. Different societies people to the same
29、 things and problems will come to different and even opposite conclusions. 价值是客观评价标准的工具。它包括时间观念、财富观念、生活态度、风险态度等。不同社会的人相同事情和问题会出现不同的甚至相反的结论。Geographical differences, ethnic differences, political differences, economic differences, religious differences and differences in concepts have the impact on p
30、eoples penetration in the food, clothing, accommodation, festivals and rituals, such as material and cultural life in all its aspects. Thus affecting peoples behavior, values, religious beliefs and modes of thought have a lot of difference, finally has formed the various countries and areas of cultu
31、ral differences. 地域差异、民族差异、政治差异、经济差异、宗教差异和观念的差异对人们的影响渗透的食物，衣服吴，住宿，节日和仪式，如材料和文化生活在各方面。从而影响人们的行为、价值观、宗教信仰和思维方式有很多不同行政长官，终于形成了不同国家和地区的文化差异。2.3 Cultural differences on the importance of international business negotiations 2.3文化差异对国际商务谈判的重要性Practice in the negotiations, many negotiators often do not unde
32、rstand, or took note of the cultural importance of the significant impact on negotiations. 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 importan
33、t. Some people blindly believe that negotiation is the use of 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
34、cultures, while ignoring their differences. Lets look at an example. 在谈判实践中，很多谈判者往往不理解，或是注意到文化重要性对谈判的重大影响。外国文化的谈判各方，一些谈判者可能已经注意到一些其他谈判，“不同”或“难以理解”的具体表现的谈判，但这并不重要。有些人盲目相信谈判是利用涉外事实和数字说话，而事实和数据是共同的。类似地，一些外国的谈判代表谈判，以保持损害和谐关系，他们会注意到双方文化上的相似之处，而忽略了他们的差异。让我们看一个例子。In 1992, negotiators from China and other 1
35、2 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 the first round of the delegation sent to each of them
36、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, Everyones face appears very not the nature actually-there is a golf cap, but the color is gre
37、en. American businessmans 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 because the Americans ”insult” people, but because they work careless and eve
38、n 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 due to they do not understand the Chinese culture. 在1992，来自中国和其他12个不同行业的专家，代表团的谈判代表团到美国购买约3000万美元的化
39、工设备和技术。TH我们很自然地尽一切可能来满足他们。其中一人是在第一轮谈判中派来的每一个小纪念品。纪念品的包装很特别太阳是一个美丽的红色的盒子，红色的先进。但是当代表团高兴地打开盒子时，面对面地面对着美国人，每个人的脸上显得非常不自然有一个高尔夫球帽，但颜色是绿色的。美国商人的意图是：签订合同后，每个人都要打高尔夫球。但他们不知道“戴绿帽子”是最大的禁忌在中国男人。最后，代表团没有签合同，不是因为美国人“侮辱”人，而是因为他们工作粗心，甚至不知道中国男人的常识“戴绿帽子”。我们怎么能感觉到自由的数以百万计的项目给他们？可以看出，美国人的谈判失败是因为他们不了解中国文化。From the abo
40、ve examples, we can learn in business negotiations, if we do not attach importance to each others cultural differences, the negotiations are likely to lead to failure. 从上面的例子中，我们可以在商务谈判中学习，如果我们不重视对方的文化差异，谈判很有可能导致失败。3. Cultural differences on the impact of international business negotiations 3。文化差异对国
41、际商务谈判的影响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
42、hand, different cultural communication and exchanges between people are also obstacles. Therefore, the requirements of the negotiators to accept each others culture, but also by cultural differences, unmistakably reveals that the purpose of understanding of each others behavior, and they have been a
43、ccepted by the other party, and ultimately reach a consensus agreement. Overall, the impact on culture negotiations is in following several aspects: 文化对谈判的影响是广泛而深刻的，不同的文化将自然地分为不同的民族，这一地区，其不同群体之间的差异把不同文化群体的人们相互疏远的倾向；另一方面，人与人之间不同文化的沟通和交流也有障碍。因此，要求的谈判代表接受对方的文化要求，而且由于文化差异，明白无误地表明，相互理解对方的行为的目的，他们已经接受由对方，
44、最终达成共识协议。总体而言，文化谈判的影响是在以下几个方面：3.1 Cultural value 3.1 Cultural valueCultural values is measure the consequences of peoples behavior and standards. They affecting the way of people understanding the problems and will give rise to a strong emotional impact. In different cultures, values will be very different. Culture in a very appropriate behavior in another culture may be seen as immoral. For example, Americans believe that nepotism is immoral, however it as an