商务英语毕业设计论文范文

1、 Hunan Information Science Vocational College Graduation ThesisSubject： ：Impacts of Cultural Differences on InternationalBusiness Negotiation Name： ：Chen XiujuanStudent No.: 0 8 5 1 0 3 4 0Specialty and Class:Business English, Class 3Department:Department of Humanities and Arts Supervisor: Liu Mifan

2、Date: 2011-3-02ContentsIntroduction11. 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 International Business Negotiations4 2.1.1Impact of Time View

3、 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 Model Differences on International Business Negotiat

4、ion.83. Coping Strategy Of Negotiating Across Cultures.93.1 Making Preparations before Negotiation.93.2 Overing Cultural Prejudice.103.3 Conquering munication Barriers.10Conclusion11Bibliography12Acknowledgements13摘要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，各国间的文化差异就显得格外的重要，否则将会引起不必要的误会，

5、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 business negotiations under different cultu

6、ral conditions e 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 result of the business negotiations. This means it is very imp

7、ortant to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article mences from the types of culture differences, then it explains the impacts of these culture differences on international business negotiatio

8、n 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 the other partys culture, and try to make him be accepted; then ma

9、ke a correct evaluation with the help of valid munication 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 success of culture negotiations.Key words: Culture; Culturaldifferenc

10、es; Business negotiation; Impact IntroductionAlong with the advancement globalization and Chinas WTO entry, businessenterprises in China have to face more and more business negotiations with foreign enterprises, especially with Americanenterprises. In these negotiations, Chinesenegotiators sometimes

11、 feel unfortable, 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 China and west countries could cause many problems. Therefore, unders

12、tanding cultural differences and overing them is crucial in international business negotiations.Although the definition of culture is numerous and vague, it is monly Recognized that culture is a shared system of symbols, beliefs, values, attitudes and expectations. Culture is a major determinant in

13、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. Among the different cultures, value views, negotiating style and thinking m

14、odel 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 about the same thing. Value view is one of the most important differences amon

15、g 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 attention to individualism.1.2. Negotiating StyleNegotiating style refers to the

16、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 negotiators negotiating style has a bearing on their culture background. According

17、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 background,continents,words and living method, different nations

18、generate different thinking models. Surely, there is more than one thinking model of a nation, but one is more obvious pared with others. As a whole, east people, especially Chinese have strong prehensive thinking, image thinking and curved thinking, while analytical thinking, abstract thinking and

19、direct thinking are possessed by the west people. 2. Impact of Cultural Differences on International Business NegotiationsWith the rapid development of economy, we need to do business with businessmen under different culturebackground, so in order to reach trade agreement, it is necessary for us to

20、study the impact of culture differences on international negotiation in global business activities. The impact of culture differences on international negotiation is extensive and deeply. Different cultures divide the people into different group and they are also the obstacles of peoples munication.

21、 Accordingly, it is required that the negotiator should accept the culture of each other. Furthermore, through culture differences, it is important that the negotiator reveal and understand the other partys goal and behavior and make him or herself be accepted by the opponent to reach agreement fina

22、lly2.1Impactof Value Views Differences onInternationalBusiness NegotiationsValue Views Differences onInternationalBusiness Negotiations fall into three types: time view, negotiation style, thinking model. Each has big influences on business negotiation 2.1.1Impact of Time View Difference on Negotiat

23、ion.The time view which affects the negotiators behavior varies from east countries to west countries. The oriental or the Chinese negotiators are usuallycautious and patient. They need to go through the phrases of ing up with proposes, bringing up objections and ending the trade which takes a longe

24、r time. And they hope to arrange rich time to go on a negotiation, thus knowing more about the opponent .They are good at long and continuous battle. While west people or we could say American people, consider time is precious. They tend to resolve problems swiftly. So, in business negotiation, Amer

25、ican businessmen often plain about the delay and the lack of efficiency of negotiators from other countries, while these countries also make a plaint that the Americans lack patience. There is a popular saying among American negotiators and businessmen: It is prohibited to steal time. That shows the

26、 time view of Americans. Tothem, time means money. The time view of Chinese is cyclic. They use long-term and systematic viewpoints to value the importance of the topic. A famous people classify the time view into twokinds: straight-line time viewand cyclic time view. The former pay more attention t

27、o concentration and speed, and the later stress doing many things at one time. That they insist on different time view leads to different negotiating styleand method. TheAmerican people represent the straight-line time view and they have a strong awareness of modern petition. They look for speed and

28、 efficiency. So they value time badly and consider time as a special modity whose value could be assessed. They often use minute to calculate time .They hope to reduce negotiation time at every phrase and want to plete the negotiation quickly. But the Chinese time view is cyclic and they place empha

29、sis on unity.Moreover, it is necessary to be punctual at negotiations. Westpeople have a strong time view, if you dont ply with the appointment time, they may give you a punishment and they will regard you as unreliable and irresponsibleperson. Being late for negotiation will give the west businessm

30、en opportunities to exert pressure onyou, and then you will lose the status of being initiative. 2.1.2Impact of Equality View Difference on NegotiationAmerica went through the bourgeoisie revolution of striving for the equality and freedom, so they take equality into their heart. Americans stick to

31、equality and fairness in business, and hope that both could gain benefit. When introducing the topic or situation, the west people would like to use concrete method, particularlydata. Their negotiating method is that they will describe their viewpoint and propose at the beginningin order to get init

32、iative. Under this principle, they would e up with a reasonable resolution which they think is very fair. In business relationship, thesellers from America regard the buyer as a counterpart. Americans are fairer than Japanese is sharing benefits. A lot of American managers think fair division of pro

33、fits is moreimportant than how much they could get. At this point, the east people are different. Because of the deeply influence of class view, they dont pay much attention to equality. Theyusually adopt single-win strategy in business negotiations. When involving economic benefits they think much

34、about their own benefits and profits and dont give so much attention to the benefit of their partners. The market economic system of developed countries is quite mature, so west countries take win-win strategy more in negotiation;basically, they could take the benefits of both into consideration. 2.

35、1.3 Impact of Objectivity Difference on NegotiationTheobjectivity in international businessnegotiation reflects the degree to which people treat any things. West people especially Americans have a strong objectivity on the understanding of issues. At negotiation table, Americans dont care much about

36、 relationship betweenpeople. They dont care if the status of the opponent is equal to theirs. They make decision based on facts and data, notpeople. The saying that public things use public ways is a reflection of Americanobjectivity. Therefore，Americans emphasize that Businessmen should distinguish

37、 people and issues, what they are really interested in is the actual problems. But in the other parts of the world, it is impossible for them to distinguish people and issues.2.2Impact of Negotiating Style Differences on International Business NegotiationsThe impacts of negotiating style differences

38、 on international business negotiation mainly exist in negotiating method and negotiating structure. Take the negotiation between America and China as a example, since the oriental care more about unity in thinking, theymethod they adopt in negotiation is from unity to parts, from the big to little,

39、 from the abstract to the concrete, that is to say they should each agreement on generalterms, thenbegin to talk about the concrete terms. Andusually not until the end of the negotiation do they make promise and promise based on all the items, and then to reach agreement. The west people are influen

40、ced by analytic thinking, so pay more attention to logical relations between things. They consider more about concrete things than integrity. And they tend discuss the concrete items at the beginning of negotiation, so they often resolve the price, delivery and issuance respectively at first. And th

41、ey may make promise at every detail, so the final contract is the bination of many little agreements. The negotiating structure is linked with cultures. Negotiating structure mostly refers to the number of the participants. In business negotiation, theforeign delegation is usually posed by 3-5 peopl

42、e, while the Chinese one could be more 15 people. Theforeignnegotiators not only need to negotiate with their counterparts but also need to discuss with related person in charge or the government. When making the final decisions, the Chinese negotiators often discuss the results repeatedly from the

43、workers to the board to avoid being decided by a single person. That results from the influence of collectivism. So they often said to their partners: Let us think about it. Let us discuss it. But the west negotiators could make the final decision without going back for discussion. Thatbecause their

44、 admire individualism and hard working. They have strong independence. They would carry on according to the best ways after knowing their goals. Whats more, most west people think that they have the ability to deal with the negotiation situation on their own. Andtruly, they are brave enough to take

45、responsibility.2.3Impact of Thinking Model Differences on International Business NegotiationThe thinking model of Chinese tends to be prehensive, concrete and curved, while the Americans are usually analytic, abstract and straight-line. We Chinese are accustomed to talking about generalprinciples at

46、 first and then move onto details. To Chinese negotiators, the core is the general guideline, and the details are subject to the guideline. After figuring out the big picture, other problems are easier to resolve. It is the most obvious feature of Chinese negotiators. But west businessmen, especiall

47、y Americans are likely to discuss the details first and try to avoid the principle. They value details very much and think noting about the unity. Accordingly, they want to discuss the details at the beginning of negotiation. They are direct and simple in negotiation. As a matter of fact, many facts

48、 show that General principles first have impact of constriction on the parts and details. Forinstance, ourgovernment insists on the principle that Hong Kong and Macao are undivided parts of Chinas territory. In the important diplomatic negotiations such as Entering into relationship with America, Ho

49、ng Kongs and Macaos ing back into their motherland. It is under such principle that we established the tone of the negotiation and controlled the skeleton of the negotiation, thus we get the advantage and prompt the success of negotiation. 3. Coping Strategy of Negotiating across CulturesThe culture

50、 differences in cross-cultural munication have various impacts on operation of enterprises. These differences will influence negotiation and management of transnational operation; whatsmore, it may have bad effects on the harmonious relationship between our country and foreign countries. Maybe that

51、will lead to the missing of market opportunities, the increase of trade cost and the low efficiency of pany management. So, it is really necessary for us all to eliminate and avoid disadvantageous effects.3.1 Making Preparations before Negotiation.The negotiators must make good preparations if they

52、want control the development of negotiation successfully in the plex situation. Only do they make good preparations can they make changes freely according to the situation of negotiation and avoid the happening of conflicts. Because the international business negotiation involves extensive aspects,

53、more preparations are needed. The preparations often include the analysis of the negotiators themselves and the opponents; theconstitution of negotiation group, elaborating the negotiating goal and strategy and going on imitation negotiation when necessary. When making preparations, you should try t

54、o know the opponents while you analyze yourselves. Analyzing yourselves mainly refers to studying if the project is feasible. To knowing about the opponents means understanding their strength such as credit status, the policy、 business customs and regulations of their countries and the conditions of

55、 their negotiating members and so on.3.2OveringCultural PrejudiceTolerating different cultures and overing cultural prejudice contribute to better municating with each other and understanding each other. West people often think that they are powerful, capable and experienced, so sometimes, we need t

56、o recognize then and give then some good ments. We should learn about the foreign cultures before negotiation and accept and understand their cultures in negotiation, because every country regard their own cultures as a matter of course and hope that their culture could be recognized and accepted.3.

57、3Conquering munication BarriersTwo trains running at different railways in the opposite direction will collide with each other; maybe this is the best arrangement for trains. But to munication between people, there wont be munications if people go ahead according to their own ways. Trains will colli

58、de with each other if they run on the same railway at the opposite direction. But if we measure by the objective of peoples munication, only we meet each other, can we have munication and friendship. In negotiation, sometimes we cant make much progress although we have talked for longtime. And somet

59、imes both parties are not satisfied. Afterthinking, that is caused by munication barriers which happen easily in cross-cultural negotiation. We should make sure if there appear munication barriers, ifso, we must overe them. Generallyspeaking, we should pay more attention to the following three munication barriers in cross-cultural negotiation: the munication barriers caused by culture background of both; the ones caused by misunderstanding of the contents and information from the partner; the ones caused by not being willing to accept the opponents contents and ideas.Conclusion“Social Cust