文化差异对商务谈判的影响开题报告

1、approach to cultural differences in sino-us negotiations and the impacts introduction my research focuses on the cultural differences in sino-us negotiations and their impacts. with the strengthening of economic and cultural exchanges between china and the us, culture is playing a more and more impo

2、rtant role in bilateral relations and has become a crucial factor in the development of foreign relations with other countries in the world. however, sino-us cultural differences may bring some obstacles. business negotiations between chinese enterprises and american enterprises are very likely to b

3、ecome more intricate and difficult because of the cultural differences in behaviors, attitudes and values. chinese negotiators sometimes feel puzzled, uncomfortable or even irritated because of unknown or unfamiliar behaviors and ways of expressions demonstrated by american negotiators. american neg

4、otiators are sometimes faced with the same problems. these cultural obstacles may prevent the negotiations from going on smoothly, which may even eventually affect bilateral business ties. having taken part in many cross-cultural activities, i have encountered some problems caused by cross-cultural

5、differences and i come to realize the necessity of studying cultural differences in international exchanges. i have a great interest in studying the differences and their impacts on business negotiations and hope to find plausible strategies to deal with these problems. i have studied the internatio

6、nal economy and trade as my second major in which ive had the course of international business negotiations and some other courses on business negotiations as well. this presents me with the convenience of further studying this topic and qualifies me to write my paper on this topic. literature revie

7、w culture is commonly recognized as a shared system of symbols, beliefs, attitudes, values, expectations and norms for behaviors. different cultures have their own defining properties and features that distinguish them exquisitely. the crucial thing for us to do is study the properties and features

8、of different cultures and try to apply them to our practices. many researchers both home and abroad have conducted further studies on international communication and cultural differences. some of them make a general analysis while some focus on one specific point. in his work negotiating across cult

9、ures, raymond cohen analyzed the main features of cross-cultural negotiations. he stressed the importance of nurturing a sense of cultural differences in cross-cultural business negotiations. a sense of cultural sensation is also needed when experiencing cross-cultural issues. geert hofstede, a famo

10、us researcher in this field, has delved into the impacts of cross-cultural differences in his work cultures consequences . he emphasizes the crucial impact of cultural differences on the development of foreign relations especially in economy . he also analyzes the impacts on the further development

11、of bilateral relations in some other aspects such as technology, education etc. t. j.griffin and w. r. daggatts work the global negotiator analyzes the differences between chinese negotiators and american negotiators in details. they compare the thinking patterns, cultural values and non-verbal comm

12、unication of chinese and american negotiators. the work is arranged in a relatively systematic way and in great details. dynamics of culture written by j. z. namenwith and r.b.weber, focuses on the changes and dynamics of different cultures, which presents the reader with an overall picture of detai

13、led information of sino-us cultural differences. however, this work doesnt analyze the main reasons that have caused those differences in a moderately systematic way . i intend to arrange my thesis in a systematic way i.e. the writing pattern of problem-cause-strategy , which can give the readers a

14、rather full-scale understanding of sino-us cultural differences and the strategies to deal with the existing cross-cultural obstacles. in this way it can help better solve the problems in business negotiations and make the negotiations go more smoothly and steadily. research questions what is cultur

15、e? what are the sino-us cultural differences? what are the causes of sino-us cultural differences ？what are the impacts of sino-us cultural differences on business negotiations? what can we do to deal with sino-us cultural obstacles in business negotiations? expected results my working thesis focuse

16、s on the study of cultural differences in sino-us business negotiations and their impacts. the advancement of global economic has brought china and the us closer and closer. both countries have encountered many problems in economy , politics and of course culture. the culture obstacles are becoming

17、more and more crucial to bilateral development in cooperative relations. so the specific study of culture differences and cross-cultural communication is of high priority . this thesis is based on a lot of related works and studies and careful thinking of the detailed information. through this thesi

18、s, i intend to show the readers the main causes of the sino-us cultural differences, their manifestations and impacts on actual business negotiations. i hope the arguments in this thesis are convincing and can give the readers a better understanding of the sino-us cultural differences and their impa

19、cts on business negotiations. this thesis gives a general analysis on the sino-us cultural differences which can be better put into practice in actual business situations. thus it can help business negotiators to better solve cross-cultural problems, reduce the affects of cross-cultural obstacles an

20、d ensure the smooth development of business negotiations as well as the deepening of mutual cooperation in both economy and culture. t. j.griffin and w. r. daggatt s work the global negotiator analyzes the differences between chinese negotiators and american negotiators in details. they compare the

21、thinking patterns, cultural values and non-verbal communication of chinese and american negotiators. the work is arranged in a relatively systematic way and in great details. outline 1. cultural differences in sino-us negotiations 1.1 the definition of culture 1.2 the cause of sino-us cultural diffe

22、rences 1.2.1 the influence of historical and geographical factors 1.2.2 the influence of traditional thoughts 1.2.3 the influence of cognitive system 2. the manifestations and impact of cultural differences on business negotiations 2.1 thinking patterns 2.2 negotiating styles 2.3 non-verbal communic

23、ation 2.4 cultural values 2.4.1 ethics 2.4.2 concept of time 2.4.3 concept of collectivism 3. strategies to deal with sino-us cultural differences in business negotiations3.1 increasing the awareness of cross-culture communication 2.2 commanding home culture and respecting foreign culture 3.3 streng

24、thening cross-cultural exchanges and mutual understanding 3.4 preparing ourselves for possible problems in negotiations working bibliography campbell, c.p. (1998).rhetorical: a bridge between high-context and low-context cultures. john benjamin publishing company . casse, p.,s. delo. (1991). managin

25、g intercultural negotiationsm. washington d,c.: sietar, e.a. hobel & e.l. frost, (1976).cultural and social anthropology. new york: mcgraw hill. feng, a. (2002).int ernational communication. in lee, et al, an it students guide to business and technical communication, singapore: prentice hall. fo

26、ster, d. (2000).the global etiquette guide to asia. new york: john wiley & sons, inc. foster, dean allen, (1992). bargaining across cultures: how to negotiate business successfully anywhere in the worldm. boston: mc graw-hill. gibson, r. (2000).international business communication. oxford: oxfor

27、d university press. geert hofstede, (1984).cultures consequences: international differences in work related values, beverly hills, ca: sage. graham, john l. across the negotiating table from the japanese, international business review, autumn, 1986. griffin , t.j.& daggatt, w.r. (1990).the global negotiator. harper business. hendon, d.w., hendon, r.a. & herbig, p. (1999). cross-cultural business negotiationsm. london: praeger publishers. liu wenqi. (2006). sino-us cultural differences in business and cross-cultural communication. hubei: journal of hubei university of sciences. mead,