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1、河 南 科 技 大 学学 年 论 文题目 Analysis and Countermeasures of Cultural Barrier in Intenational Business Negotiation浅析商务谈判中文化障碍现象及解决对策姓 名 院 系 外国语学院专 业 英 语指导教师 2011 年 6 月 17 日Abstractwith the advent of economic globalization, international economic and trading contacts are continuously increasing and negotiati
2、on has become an essential part of business activities. International business negotiation is not only communication and cooperation in ecnomic field, but also exchanges and communication between different cultures. Corporations and units are faced with more and more business negotiations after our
3、accession to the WTO.In terms of the current situation, this essay firstly gives a brief introduction to business negotiation, culture and the impact of culture on business negotiation. Then, it makes a list of three manifestations of cultural barriers in internatioan business negotiation ，namely wa
4、ys of thinking barriers, language expression barriers and business values barriers of negotiators, and makes them more concrete through examples. Next, the essay gives three main reasons of the emergency of cultural barriers in business negotiation: differences on interpersonal negotiation, the conc
5、ept of time and values. Finally, based on the analysis above, the essay puts forward two countermeasures,that is, flexibly utilizing chinese traditional culture and correctly handling differences between western and chinese culture.Key words: cultural background, cultural barrier, values. 摘 要随着经济全球化
6、时代的到来，国际间的经济贸易往来与日俱增，谈判已成为国际商务活动的重要环节。国际商务谈判不仅是经济领域的交流与合作，也是文化之间的交流与沟通，而且文化因素的作用至关重要。我国加入世贸组织后，企业和单位所面临的国际商务谈判越来越多.本文就这一现状，首先对商务谈判和文化以及文化对商务谈判的影响作了简单介绍。接着列举了文化障碍在国际商务谈判中的三中表现形式，即谈判者的思维方式障碍，语言表达方式障碍和商业价值观障碍，并通过例子使其更加具体鲜明。然后本文又分析出文化障碍产生的原因，主要有三点：人际交往差异，中西方时间观念差异和价值观念差异。最后基于以上原因分析，提出两点对策：灵活运用中国传统文化和正确处
7、理中西方文化差异。关键词：文化背景；文化障碍；价值观OutlineIntroductionInternational business negotiation is actions and process performed by the parties who strive for reaching consensus through information exchange and consultation in order to meet respective needs. The main negotiation parties belong to two or more countr
8、ies or regions. IA brief introduction to business negotiation and culture1.1 The introduction to business negotiation1.2 The introduction to culture1.3 The impact of culture on business negotiationsII. The manifestations of cultural barrier in international business negotiation2.1 Ways of thinking b
9、arrier of negotiators2.2 Means of language expression barrier of negotiators2.3 Business values barrier of negotiators2.4.Case study of international business negotiation barrierIII. Analysis of the reason of the emergence of cultural barrier in international business negotiation 3.1 Difference on i
10、nterpersonal communicating ideas3.2 Difference on the concept of time between westerners and easterners3.3 Difference on the concept of values between westerners and oriental peopleThe countermeasures to overcome the cultural barrier in international business negotiation4.1 Flexibly making use of ch
11、inese culture4.2 Correctly handling differences between chinese and western culture. ConclusionAll in all, people have realized that the reason of the failure of the cross-cultural negotiation mainly lies in the a lack of understanding of each others cultural backgrounds and the ignorance of the inf
12、luence of cultural difference on the negotiation. IntroductionInternational business negotiation is actions and process performed by the parties who strive for reaching consensus through information exchange and consultation in order to meet respective needs. The main negotiation parties belong to t
13、wo or more countries or regions. I. A brief introduction to business negotiation and culture1.1 The introduction to business negotiation International business negotiation is actions and process performed by the parties who strive for reaching consensus through information exchange and consultation
14、in order to meet respective needs. The main negotiation parties belong to two or more countries or regions. The negotiators represente the interests of different countries or regions. At the same time, international business negotiation is cross cultural. Negotiators from different countries or regi
15、ons possess different cultural backgrounds, values, ways of thinking, behaviors, communication modes, languages and customs, which will directly determine whether the international business negotiation is successful.1.2 The introduction to cultureSince cross cultural communication plays such an impo
16、rtant part in international business negotiation, then what is culture? Culture is “a knd of mind programming that differs from a class of people from another class of people”. And it is the so-called “heart software, or “collective program” that makes each person become the product of its own culture and makes mens behaviors restricted by their own culture, and at the same time culture is reflected through mens behavior,which, on the other hand, rest
