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1、Impacts of Cultural Differences on International Business Negotiation ContentsINTRODUCTION11. TYPES OF CULTURAL DIFFERENCES21.1Value View21.2. Negotiating Style21.3. Thinking Model22. IMPACT OF CULTURAL DIFFERENCES ON INTERNATIONAL BUSINESS NEGOTIATIONS42.1Impact of Value Views Differences on Intern
2、ational Business Negotiations42.1.1Impact of Time View Difference on Negotiation.42.1.2Impact of Equality View Difference on Negotiation.52.1.3 Impact of Objectivity Difference on Negotiation.62.2 Impact of Negotiating Style Differences on International Business Negotiations.72.3 Impact of Thinking
3、Model Differences on International Business Negotiation.83. COPING STRATEGY OF NEGOTIATING ACROSS CULTURES.93.1 Making Preparations before Negotiation.93.2 Overcoming Cultural Prejudice.103.3 Conquering Communication Barriers.10CONCLUSION11BIBLIOGRAPHY12ACKNOWLEDGEMENTS13 / 摘 要不同文化条件下的商务谈判就是跨文化谈判。在世
4、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
5、判；影响AbstractThe business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessarymisunderstanding, even affect the
6、result of the business negotiations. This means it is very important to know the different culture in different 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
7、of these culture differences on international business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept t
8、he other partys culture, and try to make him be accepted; then make a correct evaluation with the help of valid communication 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 s
9、uccess of culture negotiations.Key words: Culture; Culturaldifferences; Business negotiation; ImpactIntroductionAlong with the advancement globalization and Chinas WTO entry, businessenterprises in China have to face more and more business negotiations with foreign enterprises, especially with Ameri
10、canenterprises. In these negotiations, Chinesenegotiators sometimes feel uncomfortable, puzzled, lost, irritated and the alike, because of unfamiliar custom and behaviors demonstrated by American negotiators. Meanwhile, American negotiators confront the same situation. Cult rural differences between
11、 China and west countries could cause many problems. Therefore, understanding cultural differences and overcoming them is crucial 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, bel
12、iefs, values, attitudes and expectations. Culture is a major determinant in business negotiation. So have a clear picture of culture differences if of great significance.1. Types of Culture DifferencesThe east countries and west countries have produced different cultures on the different continents.
13、 Among the different cultures, value views, negotiating style and thinking model appear more obvious.1.1Value ViewValue view is the standard that people use to asses objective things. It includes timeview, equality view and objectivity. People may draw a different or even contradictory conclusion ab
14、out the same thing. Value view is one of the most important differences among the many factors. It can influence the attitude, needs and 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 atten
15、tion to individualism.1.2. Negotiating StyleNegotiating style refers to the tolerance and graces which the negotiator shows in the negotiation. The negotiators show their negotiating style through behavior, manners and the method of controlling negotiation process during the negotiation. The negotia
16、tors 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.1.3. Thinking ModelThinking model reflects the culture. Because of the influences of history backg
