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1、中国某某某某学校学生毕业设计(论文) 题 目：How to Deal with the Problems of Cultural Differences in Sino-U.S. Business Negotiation姓 名： 000000 班级、学号： 000000000000 系 (部)： 经济管理系 专 业： 商务英语 指导教师： 0000000000 开题时间： 2009-4-10 完成时间： 2009-10-22 2009 年 10 月 22 日22目 录毕业设计任务书1毕业设计成绩评定表2答辩申请书3-5正文6-24答辩委员会表决意见25答辩过程记录表26课 题How to De
2、al with the Problems of Cultural Differences in Sino-U.S. Business Negotiation一课题(论文)提纲0. 引言1. 文化的理解2. 商务谈判理论3. 中美两国之间的文化差异3.1 时间和习惯的差异3.2 文化价值观的差异3.3 文化意识的差异3.4 谈判风格的差异4. 文化对中美商务谈判的影响4.1 文化差异引起误解4.2 文化差异促使谈判无法进行4.3 文化差异导致谈判破产5. 对中国谈判手有效谈判的建议5.1 提高文化意识5.2 谈判的准备工作5.3 谈判过程中的策略5.3.1 营造氛围策略5.3.2 多方案策略5.
3、3.3 拖延策略5.3.4 弹性承诺策略5.3.5 实用语言策略5.3.6 简约礼节策略6. 结束语二、内容摘要 不同文化价值体系的分歧加深了双方在国际商务谈判问题上的冲突。各国间的文化差异显得格外的重要,稍不注意就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。因此，在跨文化商务交流中，懂得和尊重文化差异才能在国际商务谈判中占据优势。所以，本文选用中国和美国为研究对象，讨论了两国的文化差异及其对中美商务谈判的影响，并探讨如何正确处理在国际商务谈判中出现的文化差异的问题，使国际商务谈判能顺利进行。三、 参考文献1 蒋春堂.蒋冬梅.谈判学M.武汉大学出版社2004.2 刘欣.对外商务谈判
4、基本策略研究M.经济体制改革2003.3 全英.国际商务谈判M.北方交通大学出版社2003.4 杨柳.中美文化价值观在文化风俗上的投影J.当代教育论坛2005.5 周桂英.中西思维模式差异对中美商务谈判的影响J.江苏商论2007.How to Deal with the Problems of Sino-U.S. Cultural Differences in Sino-U.S. Business Negotiation0000000Abstract: Conflicts of international business negotiation are often intensified b
5、y cultural differences. Cultural differences seem to be very important, otherwise they could cause unnecessary misunderstanding, even affecting the result of the business negotiation. Therefore, in an international business environment, understanging and respecting of cultural differences can have a
6、 large advantage at the international bargaining table. So, this paper studies the cultural differences between China and America, and the influences in Sino-U.S. business negotiation. Finally it analyzes how to deal with the problems of the cultural differences correctly in negotiation process in o
7、rder to make the negotiation smoothly.Keywords: cultural difference; Sino-U.S. business negotiation; influence; deal with.0. Introduction Nowadays the cooperation and relationship between countries have become closer and closer because of the worlds economy globalization. With the ongoing of Chinas
8、opening and reform policy and success in entering WTO, our foreign trade business has expanded greatly during recent years. Especially for the Sino-US business, the amount of trade is increasing day by day，so is the negotiation problem. As the negotiators are from two different kinds of cultural bac
9、kground, they will certainly held different value views and thinking patterns. Sometimes, although both sides wish to cooperate sincerely, the result of the negotiation is not as good as we expected. Therefore, it is very important for us to learn the cultural differences in Sino-US business negotia
10、tion and the ways to avoid the cultural conflicts in the international business negotiation. In addition，it is believed that study on the impact of cultural differences in Sino-US business negotiation will greatly help the negotiators to have a better understanding of them, so as to avoid the confli
11、cts caused by cultural differences, and to promote bilateral trade cooperation and achieve mutual benefits and common development. 1. Understanding of culture Culture is a set of core values, beliefs, standards, knowledge, morals, laws, and behaviors shared by individuals and societies that determin
12、es how an individual acts, feels, and views oneself and others. A societys view of authority, morals and ethics will eventually manifest itself in how an individual does business, negotiates a contract or deal with a potential business relationship. Understanding the cultural context and mind of a p
13、otential foreign business partner or competitor can help in developing sound strategy for negotiation and deal-making. What once seemed mysterious may become more predictable and can ultimately be used to your advantage. Greet Hofsted, the Holland professor who is engaged in the study of intercultur
14、al, once vividly described the culture as the “mental software” and “the collective programming”. It is just the “mental software” and “the collective programming” that makes people become the products of our own culture environment. The person who is not sensitive to the cultural differences will j
15、udge peoples behaviors, views, and custom of the other culture according to his own cultural mode, which will always lead to cultural conflicts. By studying of culture, it shows the deep level causes of the cultural conflicts in the process of Sino-US business negotiation, which immensely help us to deal with the vario
