商务英语毕业论文范文

1、5/17Hunan In format i on Sc i enceVocationaI Col IegeGraduat i on Thes i sSubject :acts of CuIturaI Differences on InternationaIBus i ness Negot i at i onName :Student No.SpecialtyClass:Department:Superv i sor:Date: 2011-3-02ContentsIntroduct i on11. Types of CuIturaI D i fferences21.1. aIue Vi ew21

2、.2. Negot i at i ng Sty Ie21.3. Thinking Mode 122. Impact Of CuIturaI Differences on International Bus i ness Negot i at i ons42.1. Impact of VaIue Views Differences on Internat ionaI Bus i nessNegot i at i ons42. 1. 1 Impact of Time View Difference on Negot iat i on43. 1.2 Impact of EquaIi ty Vi ew

3、 Difference on Negot i at ion5.4. 1.3 Impact of Objectivity Difference on Negotiation6.2.2. Impact of Negot i at i ng Sty Ie D i fferences on Internat i onaI Bus i ness Negot i at i ons. 72.3. 3 Impact of Th i nk i ng Mode I D i fferences on Internat i onaI Bus i ness Negot i at i on. 83. Cop i ng S

4、trategy Of Negot i at i ng Across Cu I tures 93.1. Mak i ng Preparat i ons before Negot i at i on. 93.2. 2 Overcoming CuIturaI Prejudice.103.3. Conquer i ng Commun i cat i on Barr i ers. 10Cone I us i on11Bibi iography12Acknow Iedgementsl 3摘要不同文化条件下的商务谈判就是跨文化谈判。在世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

5、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；商务谈判；影响AbstractThe bus i ness neg

6、ot i at i ons under d i fferent cultural conditions come to cross-cuIturaI negot i at i ons. With the economic global ization and the frequent bus i ness contacts, cuIturaI d i fferences seem to be very important; otherwi se they couId cause unnecessarymi sunderstand i ng, even affect the result of

7、the bus i ness negot i at i ons. Th i s means it i s very important to know the d i fferent culture i n d i fferent countr i es and the ways to avoid the culture conf I i cts i n the i nternat i onaI bus i ness negot iat ions. The art icIe commences from the types of culture differences, then it exp

8、 Iains the impacts of these culture d ifferences on i nternat i onaI bus i ness negotiation and final Iy it ana Iyzes how to deaI with the problem of the cuIturaI d i fferences correct Iy i n negot i at i on process. Such a standpo i nt i s emphas i zed: In the bus i ness negot i at i ons between di

9、fferent countr ies, negot iators should accept the other party ,csuIture, and try to make him be accepted; then make a correct evaIuat i on with the he Ip of valid commun i cat i on and d i scover the i r reaI benefits between them. Bes i des, we shouId know cI ear Iy and try to accept the culture d

10、ifferences as poss i b I e as we can. It i s very important forthe success of culture negotiations.Key words: Culture; CuIturaId i fferences; Bus i ness negotiation; ImpactIntroduct i onAlong with the advancement global ization and Ch i na1s WTO entry,bus i nessenterpr i ses i n Ch i na have to face

11、 more and more bus i ness negot i at i ons with foreign enterpr i ses, espec i a I Iy withAmer i canenterpr i ses. In these negot i at i ons, Ch i nesenegot i ators sometimesand the alike, because ofby Amer i can negot i ators.same situation. Cult ruraIcouId cause many prob Iems.fee I uncomfortabIe,

12、 puzzIed, lost, i rr itated unfami I i ar custom and behaviors demonstratedMeanwh i IeT Amer i can negot i ators confront the d i fferences between Ch i na and west countr iesTherefore, understanding cuIturaI differences and overcoming them i s cruc i a I i n i nternat i onaI bus i ness negot i at i

13、 ons.Although the def ini t ion of culture i s numerous and vague, it i s common Iy Recogn i zed that culture i s a shared system of symboIs, be Ii efs, vaIues, att i tudes and expectat ions. Culture i s a major determinant in bus i ness negot i at i on. So have a cI ear p i cture of culture d i ffe

14、rences i f of great significance.1 / 171. Types of Culture DifferencesThe east countr ies and west countr ies have produced different cultures on the different cont i nents. Among the different cultures, vaIue v i ews, negot i at i ng sty Ie and th i nk i ng mode I appear more obv i ous.1.1 VaIue Vi

15、ewVaIue v i ew i s the standard that peopIe use to asses object i ve th i ngs. It i ncIudes t imev i ew, equaI ity v i ew and objectivity. PeopIe may draw a d i fferent or even contrad i ctory cone I us i on about the same th i ng. VaIue v i ew i s one of the most important d i fferences among the m

16、any factors. It can i nfIuence the att i tude, needs and behav i or of peopIe. The vaIue v i ew var i es from nat i on to nat i on, peopIe know that the eastern person focus on co I Iect i v i sm, while the western peopIe pay more attent i on to individual i sm.1.2 . Negot i at i ng Sty IeNegot i at

17、 i ng sty Ie refers to theto I erance and graces which thenegot i ator shows i n the negot i at i on.The negotiators show thei rnegotiatingsty Ie through behav i or,manners and the method of controI I i ngnegotiationprocess dur i ng the negot i at i on. The negot i ator1s negot i at i ngsty Ie has a

18、bear ing on thei r culture background. Accordi ng to the cultured i fferences,negot i at i ng sty Ie falls i nto two types: the east negot i at i ngsty Ie pattern and the west negot i at i ng style pattern.1.3. Thinking Mode ITh i nk i ng mode I ref Iects the culture. Because of the i nfIuences of h

19、 i story background, cont i nents,wordsand living method, different nat i ons abstract th i nk i ng and d i rect th i nk i ng are possessed by the west peopIe.generate different th i nk i ng mode Is.Sure Iyf there i s more than oneth i nk i ng mode I of a nation, but onei s more obvi ous compared wi

20、th others.As a whole, east people, especiallyCh i nese have strong comprehens i vethinking, image th i nk i ng and curvedth i nk i ng, while ana lytical th i nk i ng,2. Impact of CuIturaI D i fferences on Internat i onaI Bus i nessNegot i at i onsWith the rapid deveIopment of economy, we need to do

21、bus i ness with bus i nessmen under d i fferent cuIturebackground, so i n order to reach trade agreement, it i s necessary for us to study the impact of cuIture d i fferences on i nternat i onaI negot i at i on i n gIobaI bus i ness activities. The impact of culture d ifferences on internat ionaI ne

22、got i at ion i s extensi ve and deep Iy. Different cultures divide the peopIe into d ifferent group and they are a I so the obstacles of peopIe's communication. Accordingly, it i s requ i red that the negot i ator shouId accept the culture of each other. Furthermore, through culture differences,

23、 it i s important that the negotiator reveaI and understand the other party's goaI and behav i or and make h im or herseIf be accepted by the opponent to reach agreement final Iy2.1 mpactof VaIue Views D i fferences on Internat i onaI Bus i ness Negot i at i onsVaIue Views D i fferences on Inter

24、nat i onaI Bus i ness Negot i at i ons fa I I i nto three types: time v i ew, negot i at i on sty Ie, th i nk i ng mode I. Each has b i g i nfIuences on bus i ness negot i at i on2.2 1 Impact of Time View Difference on Negot i at i on.The time view which affects the negotiator's behavior var ies

25、 from east countr i es to west countr i es. The or i entaI or the Ch i nese negot i ators are usuaI Iycaut i ous and pat i ent. They need to go through the phrases of coming up with proposes, br i ngi ng up object i ons and end i ng the trade4/17which takes a longer time. And they hope to arrange r

26、ich time to go on a negot iat ionf thus knowing more about the opponent .They are good at Iong and cont i nuous battle. While west people or we couId say Amer i can peopIe, cons i der time i s prec i ous. They tend to resoIve prob Iems swi ft Iy. So, i n bus i ness negot i at i on, Amer ican bus i n

27、essmen often comp lain about the de I ay and the I ack of eff i c i ency of negot i ators from other countr i es, whilethese countr i es a I so make a comp I a i nt that the Amer i cans I ack pat i ence.There i s a popuI ar say i ng among Amer i can negot i ators and bus i nessmen: It i s prohibited

28、 to steaI time. That shows the time v i ew of Amer i cans.Tothem, time means money.Iong-term and systemat i cA famous peopIe cI ass i fyv i ewand eye I i c time view.and speed, and the Iaterinsist on different timeThe time v i ew of Ch i nese i s eye I i c. They useviewpoints to vaIue the importance

29、 of the topic.the time v i ew i nto twok i nds: straight-1 ine timeThe former pay more attent i on to concentrat i onstress doing many things at one time. That they v i ew Ieads to different negot i at i ng sty Ieand method. TheAmer i can peopIe represent the straight-line t ime v i ew and they have

30、 a strong awareness of modern competition. They Iook for speed and eff i c i ency. So they vaIue time bad Iy and cons i der time as a spec i a I commodity whose vaIue couId be assessed. They often use minute to caIculate time .They hope to reduce negot i at i on time at every phrase and want to comp

31、 Iete the negot i at i on qu i ckIy. But the Ch i nese time v i ew i s eye I i c and they pI ace emphas i s on unity.Moreover, it i s necessary to be punctuaI at negotiations. Westpeople have a strong time view, if you don't comp Iy with the appo i ntment time, they may give you a pun i shment a

32、nd they wi I I regard you as unreI i abIe and i rrespons i bI eperson. Be i ng I ate for negot i at i on wi I I give the west bus i nessmen opportunities to exert pressure onyou, and then you wi I I Iose the status of being initiative.2.2.21 pact of EquaI ity View Difference on Negot iat ionAmer i c

33、a went through the bourgeo i s i e revoIut i on of str i v i ng for the equaI ity and freedom, so they take equaIity i nto the i r heart. Amer icans stick to equaIi ty and fa i rness i n bus i ness, and hope that both could ga i n benefit. When introducing the topic or situation, the west peopIe wou

34、Id Ii ke to use concrete method, part i cuI ar Iydata.The i r negot i at i ng method i s that they wi I I descr i be the i r v i ewpo i nt and propose at the beg inn ingin order to get initiative. Under th i s principle, they wouId come up with a reasonabIe resoIution which they th i nk i s very fai

35、r. In bus i ness relationship, these I Iers from Amer ica regard the buyer as a counterpart. Amer i cans are fa i rer than Japanese i s shar i ng benefits. A lot of Amer i can managers th i nk fa i r division of profits i s more important than how much they couId get. At th i s point, the east peopI

36、e are d i fferent. Because of the deep Iy i nfIuence of cI ass v i ew, they do'nt pay much attention to equaI ity. TheyusuaI Iy adopt single-win strategy i n bus i ness negot i at i ons. When i nvoIv i ng economic benefits they th i nk much about the i r own benefits and profits and don't gi

37、ve so much attent ion to the benef it of thei r partners. The market economic system of deveI oped countr i es i s quite mature, so west countr i es take win-win strategy more i n negot i at i on;bas i caI Iy, they couId take the benefits of both i nto cons i derat i on.2.2.22 Impact of Objectivity

38、Difference on NegotiationTheobjectivity i n i nternat ionaI bus i nessnegot iat ionrefIects the degree to wh i ch peopIe treat any th i ngs. West peopIe espec i a I Iy Amer i cans have a strong objectivity on the understand i ng of i ssues. At negot i at i on tab Ie, Amer i cans don't care much

39、about re I at i onsh i p betweenpeopIe. They don't care i f the status of the opponent i s equaI to the i rs. They make dec i s i on based on facts and data, notpeopIe. The say i ng that pub I i c th i ngs use pub I i c ways i s a ref Iect i on of Amer icanobjectivity.Therefore , Amer icans emph

40、as i ze that Bus i nessmen shouId d i st i ngu i sh peopIe and i ssues, what they are reaI Iy i nterested i n i s the actuaI prob Iems. But i n the other parts of the worId, i t i s impossible for them to d i st i ngu i sh peopIe and i ssues.2.3 Impact of Negot i at i ng Sty Ie D i fferences on Inte

41、rnat i onaI Bus i ness Negot i at i onsThe impacts of negot i at i ng sty Ie d i fferences on i nternat i onaI bus i ness negot i at i on mainly exist i n negot i at i ng method and negot i at i ng structure. Take the negot i at i on between Amer i ca and Ch i na as a examp Ie, s i nee the or i enta

42、I care more about unity i n th i nk i ng, theymethod they adopt i n negot iat ion i s from uni ty to parts, from the big to little, from the abstract to the concrete, that i s to say they shouId each agreement on genera I terms, thenbegi n to taIk about the concrete terms. AndusuaIly not unt i I the

43、 end of the negot i at i on do they make compromi se and promi se based on a I I the items, and then to reach agreement. The west people are i nfIuenced by ana lytic th i nk i ng, so pay more attent i on to logical re I at i ons between th i ngs. They cons i der more about concrete th i ngs than int

44、egr i ty. And they tend di scuss the concrete items at the beginning of negot i at i on, so they often resoIve the pr i ce, de Ii very and i ssuance respect i veIy at f i rst. And they may make compromise at every deta i I, so the final contract i s the comb i nat i on of many I i ttIe agreements. T

45、he negot i at i ng structure i s Ii nked with cultures. Negot i at i ng structure most Iy refers to the number of the participants. In bus i ness negot i at i on, thefore i gn de Iegat i on i s usuaI Iy composed by 3-5 peopIe, while theCh i nese one couId be more 15 peopIe. Thefore i gnnegot i ators

46、 not on Iy need to negot i ate with the i r counterparts but a I so need to d i scuss with re Iated person i n charge or the government. When mak i ng the final deci s ions, the Chi nese negot i ators often d i scuss the results repeated Iy from the workers to the board to avoid being decided by a s

47、ingle person. That results from the i nfIuence of co I Iect i v i sm. So they often sa i d to thei r partners: Let us thi nk about it. Let us d i scuss it. But the west negot iators couId make the final dec i s ion without goi ng back ford i scuss i on. Thatbecause the i r admi re i nd i v i duaIi s

48、m and hard work i ng. They have strong independence. They would carry on accord i ng to the best ways after knowing thei r goaIs. What' smore, most west peopIe think that they have the ab i I ity to deaI with the negot i at i on s i tuat i on on the i r own. AndtruIy, they are brave enough to ta

49、ke respons i b i Ii ty.2.4 Impact of Th i nk i ng Mode I D i fferences on Internat i onaI Bus i ness Negot i at i onThe th i nk i ng mode I of Ch i nese tends to be comprehens i ve, concrete and curved, while the Amer i cans are usuaI Iy ana lytic, abstract and straight- Ii ne. We Ch i nese are accu

50、stomed to talking about genera Ipr i nc i pIes at f i rst and then move onto deta iIs. To Ch i nese negot i ators, the core i s the genera I gu i de Ii ne, and the deta i Is are subject to the gu i de I i ne. After f i gur i ng out the b i g p i cture, other prob Iems are eas i er to resoIve. It i s

51、 the most obvious feature of Chi nese negot i ators. But west bus i nessmen,espec i a I Iy Amer i cans are Ii keIy to d i scuss the deta i Is first and try to avo i d the principle. They vaIue deta i Is very much and th i nk not i ng about the unity. Accordingly, they want to d i scuss the deta iIs

52、at the beginning of negot i at i on. They are d i rect and simple i n negot i at i on. As a matter of fact, many facts show that Genera I principles first have impact of constr ict ion on the parts and deta i Is. For i nstance, ourgovernment i ns i sts on the principle that Hong Kong and Macao are u

53、nd i vided parts of China 's terr itory. In the important d ipIomat ic negot i at i ons such as Enter i ng i nto re I at i onsh i p with Amer i ca, Hong Kong's and Macao' sComi ng back i nto the i r mother I and. It i s under such principle that we estab Ii shed the tone of the negot i a

54、t i on and controI Ied the skeI eton of the negot i at i on, thus we get the advantage and prompt the success of negot i at i on.9/173. Cop i ng Strategy of Negot i at i ng across CulturesThe culture differences in cross-cultural communicat ion have var ious impacts on operat ion of enterpr i ses. T

55、hese d i fferences wi I I i nfIuence negot i at i on and management of transnat i onaI operat i on; what ' smor i et , may have bad effects on the harmon i ous re I at i onsh i p between our country and foreign countr ies. Maybe that wi I I Iead to the missing of market opportunities, the i ncre

56、ase of trade cost and the Iow eff i c i ency of company management. So, it is reaI Iy necessaryfor us a I I to eIimi nate and avo i d d i sadvantageous effects.3.1 Mak i ng Preparat i ons before Negot i at i on.The negot iators must make good preparat ions if they want controI the deveIopment of neg

57、ot i at i on successfuI Iy i n the comp I ex situation. On Iy do they make good preparat i ons can they make changes free Iy accord i ng to the s i tuat i on of negot i at i on and avo i d the happen i ng of conf I i cts. Because the i nternat i onaI bus i ness negot i at i on i nvoIves extens i ve

58、aspects, more preparat i ons are needed. The preparat i ons often i ncIude the ana lysis of the negot i ators themseIves and the opponents; theconst i tut i on of negot i at i on group, eIaborating the negotiating goaI and strategy and going on imitation negot i at i on when necessary. When mak i ng

59、 preparat i ons, you shouId try to know the opponents while you ana Iyze yourseIves. Ana lyzing yourseIves mainly refers to study ing if the project i s feas ibIe. To knowing about the opponents means understanding thei r strength such as credit status, the pol icy 、 bus i ness customs and reguI at i ons of the i r countr i es and the conditions of the i r negot i at i ng members and