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1、论文题目：Influences of Different Cultures on International Business Negotiation ContentsAbstract(English)-1Abstract(Chinese)-21. Introduction-32. Different cultures-52.1 Definition of culture-52.2 Cultural differences-63. International business negotiation-73.1 General Introduction of Negotiation-73.2 D
2、efinition of international business negotiation-83.3 General process of negotiation-94. Influences of different cultures on international business negotiation-9 4.1 High-context and Low-context communication-9 4.2 Individualism versus collectivism-11 4.3 Results versus relationships-12 4.4 Time orie
3、ntation-145. Achieving effective negotiations Through effective negotiation strategies-186. Conclusion-23Works Cited-25 Abstract With the constant development of the economic globalization, business cooperation between companies is dramatically increased. Negotiators from different countries come to
4、gether and discuss their common and conflicting interests: meanwhile, they bring different cultures to the negotiating table. Culture is one of the factors that have important impacts on international business negotiation. Culture forges values and religious belief that define ones thinking and beha
5、vior. Therefore, negotiators with different cultural backgrounds employ different negotiating strategies. Cultural differences will certainly result in cultural factors. Thus, to negotiate effectively, negotiators should have a good understanding of culture and cultural differences. More importantly
6、, they should know how negotiation is affected by culture. In doing so, negotiators can predict the process and adjust strategies in order to reach a satisfactory agreement. Therefore, the research on how culture influences negotiation is in the need of social developing, and is of practical signifi
7、cance.Key words: Influences, Different Cultures, International Business Negotiation.内容摘要随着经济全球化的不断发展，各公司之间的商业合作的机会急剧增加。不同国家的谈判者在同一张谈判桌上就共同和冲突的利益进行协商。同时，他们也带来了不同的文化。文化是影响国际商务谈判的重要因素之一。文化决定人的价值观、宗教信仰，从而影响人的思想和行为。因此，不同文化背景的谈判者运用不同的方式、策略进行谈判。文化的差异必然会引起文化冲突，谈判的成功与否大多可以用文化因素来解释。因此，要想取得有效地谈判，谈判者不仅要了解对手的文化及
8、与己的文化差异，更重要的是应该了解文化因素如何影响谈判。这样，有助于谈判者预见谈判的进程，及时调整谈判策略，最终达成圆满的协议。可见，这一课题的研究顺应时代的发展，具有积极的现实意义。关键词：影响；不同文化；国际商务谈判。1. IntroductionAs international negotiation increasingly involves cultural factors, the relationship between culture and negotiation has attracted more and more academic attention. Research
9、 on international negotiation concerning cultural variables has developed only several decades, and is still largely expected in the future .In 1976,scholars,like Deshler, Sato, Clapp carried out a research on the different outcomes of a series of the U.S-Japanese negotiations resulted from cultural
10、 differences. Then in 1980, it is Fisher who worked out the theory from practice. He argued, “The greater the cultural differences, the more likely barriers to communication and misunderstandings become.”(Hendon et al x) After that, some scholars in 1990s made further exploration on the of culture i
11、n international negotiations exclusively from the cross-cultural perspective. In this thesis, attention is focused on influences of different cultures on international business negotiations. And the Sino-American business negotiation cases are mainly selected. The negotiating styles of the United St
12、ates and China, to a large extent, represent that of most negotiators from the world. Meanwhile, these two cultures are quite different, or even opposing. For example, Americans value individualism while Chinese emphasize collectivism. Americans negotiate a contract while the latter negotiate a rela
13、tionship.Over two-thirds of U.S-Chinese negotiation efforts fail though both sides want to reach a successful business agreement. In fact, the member holds true for most cross-cultural meetings. Often barriers to a successful agreement are of a cultural nature rather than an economical or legal natu
14、re, besides, with Chinas entry into WTO, China is becoming more and more important in todays economic field. China is the country with a long history in which a very important religious belief Confucianism originated. It is typical representative of Oriental Culture. It is my intent, in this thesis, to present an exploration on the relationship between culture and negotiation across borders. In addition, I will give some recommendation to the negotiat
