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1、1 1 Hunan Information Science Vocational College Graduation Thesis Subject Impacts of Cultural Differences on International Business Negotiation Name Student No Specialty and Class Department Supervisor Date 2011 3 02 1 1 Contents Introduction 1 1 Types of Cultural Differences 2 1 1Value View 2 1 2
2、Negotiating Style 2 1 3 Thinking Model 2 2 Impact Of Cultural Differences on International Business Negotiations 4 2 1Impact of Value Views Differences on International Business Negotiations 4 2 1 1Impact of Time View Difference on Negotiation 4 2 1 2Impact of Equality View Difference on Negotiation
3、 5 2 1 3 Impact of Objectivity Difference on Negotiation 6 2 2 Impact of Negotiating Style Differences on International Business Negotiations 7 2 3 Impact of Thinking Model Differences on International Business Negotiation 8 3 Coping Strategy Of Negotiating Across Cultures 9 3 1 Making Preparations
4、before Negotiation 9 3 2 Overcoming Cultural Prejudice 10 3 3 Conquering Communication Barriers 10 Conclusion 11 Bibliography 12 Acknowledgements 13 1 1 摘摘 要要 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
5、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 1 Abstract The business negotiations under different cultural conditions come to cross cultural negotiat
6、ions 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 the business negotiations This means it is very important to know the different culture in differen
7、t 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 culture differences on international business negotiation and finally it analyzes how to deal with the
8、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 party s culture and try to make him be accepted then make a correct evaluation with the help of valid comm
9、unication 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 culture negotiations Key words Culture Cultural differences Business negotiation Impact 1 1 Introduction Alon
10、g with the advancement globalization and China s WTO entry business enterprises in China have to face more and more business negotiations with foreign enterprises especially with American enterprises In these negotiations Chinese negotiators sometimes feel uncomfortable puzzled lost irritated and th
11、e alike because of unfamiliar custom and behaviors demonstrated by American negotiators Meanwhile American negotiators confront the same situation Cult rural differences between China and west countries could cause many problems Therefore understanding cultural differences and overcoming them is cru
12、cial in international business negotiations Although the definition of culture is numerous and vague it is commonly Recognized that culture is a shared system of symbols beliefs values attitudes and expectations Culture is a major determinant in business negotiation So have a clear picture of cultur
13、e differences if of great significance 1 1 1 Types of Culture Differences The east countries and west countries have produced different cultures on the different continents Among the different cultures value views negotiating style and thinking model appear more obvious 1 1Value View Value view is t
14、he standard that people use to asses objective things It includes time view equality view and objectivity People may draw a different or 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 a
15、nd behavior of people The value view varies from nation to nation people know that the eastern person focus on collectivism while the western people pay more attention to individualism 1 2 Negotiating Style Negotiating style refers to the tolerance and graces which the negotiator shows in the negoti
16、ation The negotiators show their negotiating style through behavior manners and the method of controlling negotiation process during the negotiation The negotiator s 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 1 1 1 3 Thinking Model Thinking model reflects the culture Because of the influences of history background continents words
