文化差异对国际商务谈判的影响-论文.pdf
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1、中国某某信息学校( ) 00 0000 00 ( ) 00000 2009-4-10 2009-11-1 2009 11 1 毕业设计任务 书1 毕业设计成绩评定 表2 答辩申请 书3-5 正 文6-25 答辩委 员会表决意见 26 答辩过程 记录表 27 1 课 题 文化 差异对国际商务谈判的影响一、 课题 (论文 )提纲0.引言1. 文化差异产生的原因1.1 地域差异1.2 民族差异1.3 政 治差异1.4 经济差异1.5 宗教差异1.6 观念差异2.文化 差异与国际商务谈判的联系3.文化差异对国际商务谈判的 影响 3.1 谈判风格3.2 语言沟通3.3 面子问题3.4 时间 观念 4.如
2、何对待国际商务谈判中的文化差异4.1 做好谈判 前的准备工作4.2 谈判中正确处理文化差异4.3 谈判后因 文化差异搞好后续交流结论 二、内容摘要2 国际商务谈 判是对外经贸活动中普遍存在的经济活动,是调整和解决不 同国家和地区政府及商业机构间经济利益冲突的必要手段。 随着我国市场经济的推进和对外开放的进一步扩大,国际 商务谈判已越来越频繁地出现在经济活动中。成功的国际 商务谈判,除了谈判者的个人气质、谈判心理因素外,了解 各国间的文化差异也显得异常重要。若不加以重视将会引 起不必要的误会,甚至可能直接影响商务交往的实际效果。 本文从剖析文化差异产生的原因入手,接着分析了文化差 异对商务谈判的
3、影响,最后总结了对待文化差异影响国际商 务谈判的技巧。在经济全球化的趋势下,越来越多的商务 谈判已超越了国家的疆界,在跨文化的土壤里播种收获。 因此,作为国际商务谈判的参与者,不仅要对谈判内容本身 做深 层次的了解,同时还应对谈判所触及的跨文化范畴有 清醒的认识。三、参考文献1 曹菱 .商务英语谈判 M. 北 京:外语教学与研究出版社,2004 2 谢晓莺 .商务英语谈判 M 北京:中国商务出版社,2005 3 邱革加,杨国俊.双 赢现代商务英语谈判M. 北京:中国国际广播出版社, 2006 4 翁凤翔 .国际商务导论 M . 北京:清华大学出版社, 北京交通大学出版社,2006 5 王晓朝
4、.沟通中西文化 M. 南宁:广西师范大学出版社, 2006 3 HuangJun International Business Negotiation is an economic activity in foreign trade and also the necessary means to adjust and resolve the conflict of economic interests between the different country, regional government and commercial organization. With the advance
5、of China s market economy and opening up the further expansion, the international business negotiations have become frequent in economic activities. A Successful international business negotiation needs some factors, except of the individual temperament of the negotiators and the negotiation psychol
6、ogical. It is also important factor that understanding the cultural differences between countries. If we do not pay attention to it, it would be arouse the unnecessary misunderstandings, and even it may affect the results of business directly. In this paper, we started to analysis of the reasons of
7、cultural differences, and followed to analysis of cultural differences impact on business negotiations, and concluded the skills in dealing with cultural differences that affect international business negotiation. 4 cultural differences; commercial negotiations; influence As the world economic globa
8、lization and China s accession to the World Trade Organization, the International Business Negotiation has become China s commercial activities, it plays an important role in the import and export trade and international co-operation. In the cross-cultural negotiations, the different geographical, e
9、thnic and cultural will inevitably affect the thinking of the negotiators, negotiation style and behavior.Thus affect the entire negotiating process. Therefore, engaging in business activities, especially cross-border business activities need to understand and grasp the link between different cultur
10、es and differences. There are some reasons can cause the world s cultural diversity, in all, the main source of cultural differences are in the following aspects: 5 1.1 Regional differences Regional differences are that in different geographical, people tend to have different languages, lifestyles a
11、nd hobbies due to the different of geographical environment, level of economic development and traditional practices. These will affect their behavior. For example, some countries of Western and American people are very care about the Christmas, and it do not have snow year round near the equator su
12、ch as Africa, people in some countries may not have the concept of Christmas, because Christmas, the best decorate is the snow, so in the area of no snow for many years, to American States, the people have not a strong feeling on Christmas. 1.2 National differences National differences are that in d
13、ifferent ethnic groups, people formed their own language, customs and habits in a long-term development process. They have their own characteristics on food, clothing, accommodation, festivals, rituals, material and cultural life. Take the history of our country and our Hun Han, the Huns have sturdy
14、 temperament and a typical nomadic characteristics. Our Han have gentle character and a typical farming national identity. So leading 6 to the Huns have big different with Han peple in the diet, clothing, accommodation, festivals, rituals and cultural life. 1.3 Political differences Due to the polit
15、ical system and regulations of different countries, the political differences have unified and standardized effects on people s behaviors. consequently, different people have different views on the political ideal aspects. For example, the United States and France, the U.S. President s power under t
16、he Constitution strictly limits and other authority Congress and the Supreme Court, the two powerful constraints. The French people still have to readying to set the year royalist restoration of the constitutional monarchy of the Third Republic, slightly modified to expand the powers of the presiden
17、t scale. 1.4 economic differences Economic disparity is a embodiment beacusing the economic factors cause to the reflection of cultural differences. For example, the Western developed countries, people have a rich life and accept a high levels of education, people pay more attention to the quality o
18、f life, the safety means are generally stronger. But the economic backwardness of the Third World, people are more care about food and clothing. 7 1.5 Religion differences Religion is the development of society to a certain stage of the historical phenomenon, The scale of Muslim areas is popular wit
19、h Western Europe and South American countries; the Middle East and North Africa, Buddhism is more prevalent in Asian countries. The world has three great religions: Christianity, Buddhism and Islam. Christianity (Protestant) is most popular in Northern Europe, North America and Australia; However ma
20、ny Asian people in the region is Buddhist. Different religions have different cultural tendencies and precepts, thus affecting the way people s understanding of things, behavioral norms and values. 1.6 Concept differences Values refer to evaluation criteria that people evaluate objective things. It
21、includes the concept of time, wealth, ideas, life attitudes, risk attitudes. Face to the same things and problems, different people would get a different or even opposite conclusions. Regional differences, national differences, political differences, economic differences and concept differences are
22、impact on people s all aspect such as food, clothing, accommodation, festivals, rituals, material and cultural life. 8 And then they affect people s habits, values, religious beliefs and the ways of thinking. Eventually they formed the cultural differences between various countries and regions. Unde
23、r the trend of economic globalization, more and more business negotiations have transcended national boundaries and seed harvest in cross-cultural soil. Therefore, as participants in international business negotiations, not only they must have to understand the content of the negotiations in-depth,
24、but also have to know the areas of cross-culture negotiation in clear. For the concept of business negotiation, according to people generally understood, in order to the needs of oneself for the negotiating parties in their respective business activities. Because the resources already exist objectiv
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