文化差异对中美商务谈判的影响商务英语毕业论文.docx
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文化差异对中美商务谈判的影响商务英语毕业论文.docx
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文化差异对中美商务谈判的影响商务英语毕业论文
中国某某某某学校
学生毕业设计(论文)
题目:
文化差异对中美商务谈判的影响
姓名:
0000000
班级、学号:
系(部):
经济管理系
专业:
商务英语
指导教师:
0000000
开题时间:
2009-4-10
完成时间:
2009-10-29
2009年10月29日
毕业设计任务书…………………………………………………1
毕业设计成绩评定表……………………………………………2
答辩申请书……………………………………………………3-6
正文……………………………………………………………7-33
答辩委员会表决意见……………………………………………34
答辩过程记录表…………………………………………………35
课题文化差异对中美商务谈判的影响
一、课题(论文)提纲
0.引言
1.对中美商务谈判的研究
1.1谈判和文化
1.2中美商务谈判目前面临的情形
2.文化差异对中美商务谈判的影响
2.1中美商务谈判的语言与非语言差异
2.1.1语言差异
2.1.2非语言差异
2.2中美商务谈判的价值观的差异
2.2.1谈判目标
2.2.2平等观念
2.2.3时间观念
2.3中美商务谈判中的风俗习惯差异
2.4中美商务谈判中的谈判方式
3.对中美谈商务判的建议
3.1创立和谐的氛围
3.2加强文化意识
3.3克服交流的障碍
结论
二、容摘要
不同文化条件下的商务文化活动就是跨文化商务谈判。
文化是跨文化交际的基础。
随着全球一体化的进程不断加快,国际间的商务交往活动日趋频繁。
由于文化的差异而引起的误会可能会直接影响商务交往的实际效果,因此了解各国间的文化背景在商务谈判中是非常重要的。
目前,中国和美国之间的经济往来日趋频繁,因此两国之间的商务谈判也逐渐增多。
然而,由于中美两国之间存在着巨大的文化差异,中美两国谈判者之间很可能会在谈判中出现文化冲突以及不必要的误解,因此两国谈判者了解中美文化的差异是非常必要的。
中美双方在商务谈判中必须增强文化差异,了解在语言与非语言行为、价值观、风俗习惯、谈判风格上的差异,为达成协议打下良好的基础。
本文通过研究文化差异对中美国际商务谈判的影响,对中美谈判者提出了利于和谐交际的意见和策略,从而使两国的商务谈判能够顺利进行。
关键词:
文化差异;商务谈判;影响;策略
Abstract
Businessnegotiationunderdifferentculturalconditionsiscross-culturalnegotiations.Cross-culturecommunicationisonthebasisofculture.Withtheremarkablegrowthofindicatorsofglobalintegrationandfrequentbusinesscontacts,theunnecessarymisunderstandingswhicharecausedbyculturaldifferencesmayaffecttheresultofthebusinessnegotiations.Soit’sveryimportantforpeopletoknowthedifferentculturesindifferentcountriesintheinternationalbusinessnegotiations.Inrecentyears,thetradebetweenChinaandUnitedStateshasdevelopedveryfast,sothenegotiationsbetweenthembecomemorefrequentthanbefore.However,thehugeculturaldifferencesbetweenthetwocountriesmaycauseculturalconflictsandunnecessarymisunderstandings.SoitisimperativethatnegotiatorsshouldlearntheculturaldifferencesinSino-U.S.businessnegotiation.Thethesispresentsculturaldifferencesbetweenthetwocountriesfromverbalandnonverbalactions,values,customsandnegotiationstyles.It’sessentialforthenegotiatorstotakeculturalsensitivitiesintoconsiderationduringbusinessnegotiationinordertomakepreparationsforcomingtoanagreement.ThisthesisresearchestheimpactsofculturaldifferencesonSino-U.S.businessnegotiationandputsforwardsomesuggestionsinnegotiationprocessinordertomakethenegotiationsmoothly.
Keywords:
culturaldifference;businessnegotiation;impact;suggestion
Introduction
三、参考文献
[1]安冬风.论文化差异对国际商务谈判的影响.商场现代化[M]4:
25-26.2006
[2]顺发,波.国际商务谈判[M].:
教育.2001
[3]邓姝琍如何跨越中美国际商务谈判中的文化障碍.科技信息(科学·教研)[M](3):
17.2007
[4]白玉文化差异对国际商务谈判的影响.商场现代化[M](9):
103-104.2005
[5]佳.国际商务谈判中的文化差异及对策分析.商场现代化[M](4):
203.2008.
[6]莉芳.2006.文化差异对国际商务谈判的影响.科技情报开发与经济[M](9):
153-154.
[7]庞彦杰.中美商务谈判风格差异的文化渊源.JournalofYunnanFinance&EconomicsUniversity[J](6):
116-1182006
[8]王正元.国际商务文化[M]:
教育.2001.
[9]晓慧,严旭.中美文化差异对商务谈判的影响及其对策.
090102/16180661.html.3/13/2009
[10]对外开放三十年:
中国与美区经贸关系稳步发展.
/roll/20081221/.shtml.3/12/2009
TheImpactofCulturalDifferencesonSino-USBusinessNegotiations
00000
中文摘要:
不同文化条件下的商务文化活动就是跨文化商务谈判。
文化是跨文化交际的基础。
随着全球一体化的进程不断加快,国际间的商务交往活动日趋频繁。
由于文化的差异而引起的误会可能会直接影响商务交往的实际效果,因此了解各国间的文化背景在商务谈判中是非常重要的。
目前,中国和美国之间的经济往来日趋频繁,因此两国之间的商务谈判也逐渐增多。
然而,由于中美两国之间存在着巨大的文化差异,中美两国谈判者之间很可能会在谈判中出现文化冲突以及不必要的误解,因此两国谈判者了解中美文化的差异是非常必要的。
中美双方在商务谈判中必须增强文化差异,了解在语言与非语言行为、价值观、风俗习惯、谈判风格上的差异,为达成协议打下良好的基础。
本文通过研究文化差异对中美国际商务谈判的影响,对中美谈判者提出了利于和谐交际的意见和策略,从而使两国的商务谈判能够顺利进行。
关键词:
文化差异;商务谈判;影响;策略
Abstract:
Businessnegotiationunderdifferentculturalconditionsiscross-culturalnegotiations.Cross-culturecommunicationisonthebasisofculture.Withtheremarkablegrowthofindicatorsofglobalintegrationandfrequentbusinesscontacts,theunnecessarymisunderstandingswhicharecausedbyculturaldifferencesmayaffecttheresultofthebusinessnegotiations.Soit’sveryimportantforpeopletoknowthedifferentculturesindifferentcountriesintheinternationalbusinessnegotiations.Inrecentyears,thetradebetweenChinaandUnitedStateshasdevelopedveryfast,sothenegotiationsbetweenthembecomemorefrequentthanbefore.However,thehugeculturaldifferencesbetweenthetwocountriesmaycauseculturalconflictsandunnecessarymisunderstandings.SoitisimperativethatnegotiatorsshouldlearntheculturaldifferencesinSino-U.S.businessnegotiation.Thethesispresentsculturaldifferencesbetweenthetwocountriesfromverbalandnonverbalactions,values,customsandnegotiationstyles.It’sessentialforthenegotiatorstotakeculturalsensitivitiesintoconsiderationduringbusinessnegotiationinordertomakepreparationsforcomingtoanagreement.ThisthesisresearchestheimpactsofculturaldifferencesonSino-U.S.businessnegotiationandputsforwardsomesuggestionsinnegotiationprocessinordertomakethenegotiationsmoothly.
Keywords:
culturaldifference;businessnegotiation;impact;suggestion
Introduction
SinceChinaenteredintotheWTO,itseconomyandtradewithcountriesaroundtheworldhavebeenincreasingrapidly.Sonegotiationplaysanimportantroleinthesocio-economiclife.Internationalbusinessnegotiationisnotonlytheexchangeandcooperationofeconomy,butalsotheexchangeandcommunicationofculture.However,themostimportantfactorisculture.Thuspeoplebegintopaymuchattentiontoculturalconflictsincross-culturalcommunication.
Nowadays,theUnitedStatesistheleaderofeconomyintheworld.ItisalsooneofthemostimportanttradingpartnersofChina.ButtheculturaldifferencesbetweenChinaandtheUnitedStateshaveahugeimpactonthenegotiationswhichcannotproceedsmoothly.Soweneedtohaveacorrectunderstandingofculturesindifferentcountriesandregions,anddevelopareasonablestrategyfornegotiationtoavoidtheconflicts.Therefore,itisnecessaryforustoresearchtheimpactsofculturaldifferencesonSino-U.S.businessnegotiation.
TheresearchabouttheimpactsofculturaldifferencesonSino-U.S.businessnegotiationwasmainlyputforwardbythescholarsinNorthAmerican,particularlyinFrance,Netherlands,Sweden,ArgentinaandRussia.Inthe1990s,thestudyhadfocusedonseveralissues:
theimpactofcultureonthenegotiationprocessandresult,relationsbetweencultureandthesituationofnegotiations,theactualrecommendationsforprofessionalsandquestionsonresearchandmethodology.Inresentyears,thestudyforinternationalbusinessnegotiationshasbeenextendedtoChinaandNepal.However,therearehugeculturaldifferencesbetweenChinaandtheUnitedStates,andcultureisoneofthemostimportantfactorsininternationalbusinessnegotiations,sotheresearchwillcontinuetodevelopinthefuture.
1ASurveyofSino-U.SBusinessNegotiation
1.1Negotiationandculture
Negotiationisaspecialcommunicationtask.Itoccurswhentwoormorepartieshavecommoninterestsandthereforehaveareasontoworktogether,whoalsohaveconflictsabouttheirgoalsandhowtoaccomplishthem.Negotiationisthecommunicationthattakesplaceinordertoreachagreementabouthowtohandlebothcommonandconflictinginterestsbetweentwoormoreparties.
Internationalbusinessnegotiationreferstotwodifferentpartiesdiscussingonbusinessaffairs.Infact,businessnegotiationisnotonlythecooperationandexchangeofeconomicbenefits,butalsoisthecollisionandcommunicationofdifferentcultures.Internationalbusinessnegotiationisinfluencedbytherespectivecountry,thenation’spolitics,economy,cultureandothervarietyoffactors.However,cultureisthemostdifficultfactortograsp.
Cultureisanabstractconcept,involvingthevariousaspectsofhumanlife.Itincludesbeliefs,knowledge,arts,customs,moralsandvariousaspectsofsociallife.Peoplelearncultureinthecourseofeverydaylivingbycommunicatingwiththosearoundthem.Learningculturestartsatanearlyageandgenerallystayswithpeopleforthewholeoftheirlives.Inturn,peopletransmitculturetoothers,especiallyfortheiroffspring,throughdirectinstructionandthebehaviorstheyconsciouslyandunconsciouslyencourageanddiscourage.
Culturaldifferencesmeanthatdifferentcountries,regionsandethnicgroupshavemanydifferencesinhistory,politics,economy,culturaltraditionandcustom.Internationalbusinessnegotiationisnotonlyacross-bordernegotiation,butalsoisacross-culturalnegotiation.Negotiatorsfromdifferentcountrieshavedifferentsocial,cultural,economic,politicalbackgrounds.Thusculturaldifferencesexistobjectivelyininternationalbusinessnegotiations.Thehugeculturaldifferencesbetweentwocountriesmaycausesomeunnecessarymisunderstandingsandmakethemlosetheopportunitiestosucceedinnegotiations.Therefore,thenegotiationsmayproceedsmoothlyifthenegotiatorshaveacorrectunderstandingofculturaldifferencesandovercomethebarrierofculturaldifferencesininternationalbusinessnegotiations.
1.2PresentsituationofSino-U.S.businessnegotiations
TheformalestablishmentofdiplomaticrelationsbetweenChinaandtheUnitedStatesbeganin1979.Sino-U.S.economicandtraderelationshavenormalizedsince1979.Lookingbacktomorethan20-year’sdevelopment,thoughtherearemanyfrictionsanddisputesintradebetweenthetwocountries,wecanseethatthetradebetweenthemisstilldevelopingveryfast.AccordingtothestatisticsofChinesecustoms,thetotalamountofSino-U.S.bilateraltradewas2.45billiondollarsin1979.AndthetotalamountofSino-U.S.bilateraltradewas80.48billiondollarsin2001.Thelateris32.8timesthantheformer.Theaverageann
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