商务英语谈判课程论文
系别：外语系
班级：09商务英语⑴班
姓名：
学号：[1**********]
完成日期：2011-12-12
打分：
Cross-cultural Problems in International Business Negotiation
Sun Zhongguang, No.26
(Class 1 Grade 2009 of Business English Major)
Abstract:It is argued that relating negotiation to communication skills and cultural knowledge is essential. However, negotiation is not just a single skill or even a group of skills, To be more exact, negotiation is a process that takes place in a particular context. IN terms of subject matter, the context is the culture of the parties involved and the degree of formality, detemines the particular skills required in any specific negotiation situation. Some of these skills are common to all forms of negotiation while others are specific to a particular context.
Ⅰ. Introduction
Culture is the influence people negotiations, the mode of thinking, the values, such as the habit language mode of decision-making of the important factors that different culture background of international business Affairs that negotiations with the influence of
different. The international business negotiations of the cultural differences, which helps improve their cultural literacy, and help Solution each other's culture, and to wipe out the negotiation process, which laid the foundation of the cultural barriers to trade.
Key words:business negotiation; cross-cultural problems; cultural factors
Ⅱ. The differences between Chinese and western culture in business negotiations influence:
China is an big country, usually from the perspective of ethics to consider problem, consider how to win the support of the public opinion around, used to through the
the western cultural difference mainly reflects in ethics and legal theoretics, way of
thinking and others on the attitude, through the analysis of these differences, and points out that the cultural difference to the international business negotiations influence in China and some countermeasures that should be adopted. Westerners like to think that all the
problems on the legal framework to solve, because the law in their psychological reason is the embodiment of justice, and elusive through the role of the conscience and morality is not enough to correctly solved the problem. Therefore, in the west have many individuals and companies engage have special legal adviser and a lawyer. In case of dispute, by their to solve.
National character of the Chinese one of the characteristics. Is is very serious about the
compromise, withdrawal and reconciliation methods to solve. If both sides in the conflict in the negotiations. The Chinese are emphasized the success of the cooperation of both sides at once. This conflict resolution of goodwill to the negative influence, and avoid conflicts exaggerated.
Ⅲ. On Cross-Cultural Strategies in International Business Negotiation:
People think that negotiation and communication technology and cultural knowledge about and talk about xiang is not just a person skills or group skills. Say from broad sense, the negotiation is happened in the process of a certain environment, in a single culture
environment, the negotiation process is predictable, is accurate, because the negotiators can't care about language and the challenge of his nets. Negotiation behavior is the culture of the internal coordination, all kinds of every culture has its own different negotiation. In the negotiation, the negotiators of traditional morality behavior by words and deeds, which affects and attitude, customs relevant, the same cultural background people willing to
negotiate the same thinking mode negotiations feelings, reflecting their culture.
Cross-cultural negotiations under the environment of culture than a single negotiations and more challenging, cross-cultural negotiation is a belong to different culture of different forms of thought, feeling way and behavior negotiations. The negotiation process complex, because the negotiation process involved in different cultural norms is not aware of the power, and the consciousness of the different cultural norms to the strength may weaken the effective communication. In the negotiation process, the communication between
human beings is main behavior, it is in the words, the words, the scene context level occurs, the conversation can help to overcome the negotiator language boundary and
understanding. Thus in cross-cultural negotiations, in addition to the basic negotiation skills, understand the cultural differences and determined the tent should negotiation skills are important.
In some cultures, people tolerate differences and unstable, and some culture are not tolerate this, not tolerance culture safety and security, avoid blunt
Tu. People have a need, and that is consistent. Life is not inherent in the stable to life in this culture of the holiday is a threat. Tolerance of differences of culture to more tolerant, people willing to take risks to the different opinions of much tolerance, {salivary l axon was watching a constructive tong, useful, and people have different opinions.
Ⅳ. The Influence of Cultural Differences on Win-win:
After China's accession to the WTO. There will be more enterprise have independent foreign trade import and export, the face I more and more clients was chosen
Choose, the opportunity and the unexpected risks. The differences between Chinese and western culture has become the enterprise to international market competition ability is the key to success. According to not
Complete count, for cultural differences foreign business negotiation for as long as a year of above 30%, less than half of 10%, the enterprise foreign trade is win-win technical
support, the technical support is the deep understanding of the differences between Chinese and western culture and its application. The differences between Chinese and western culture in the form looks be like simple, essentially influence enterprise foreign trade
win-win, embodied in two-way communication. Business negotiation first cut from the semantic is particularly important to the people,
concept meaning (Conceptual meaning), emotional significance (Affective meaning), style meaning (style Social meaning and color Associative meaning Associative meaning) and lead including significance (Connotative meaning). Concept meaning (Conceptual
meaning) is the vocabulary of a language meaning (1 anguage meaning), vocabulary, style the emotional significance of the meaning and the figurative meaning is refers to the meaning of culture (cultural meaning)
communication. Some English vocabulary in long-term use process, accumulated the rich cultural significance, and so in foreign trade especially have to pay attention to the cultural significance.
Traditional culture is a national customary habit, can't use a kind of cultural habits to set another culture, but we should respect the different nationality's cultural basis master or distinguish. Otherwise, because of cultural differences affect enterprises to participate in the international market competition ability that many trade opportunities wasted. Some foreign enterprises using not reasonable profit rate or financial index evaluation of our enterprise, lead to enterprise damage, or is it because the cultural difference and increase the risk of international trade. Therefore, business light or a technical key point is to grasp the differences between Chinese and western culture for enterprises, and foreign trade win-win has the important practical significance.
Ⅴ.Summary：
Business negotiation, is not only based on the interests of all parties economic exchanges and cooperation, and is also the parties have different cultural collisions between and communication. Culture is a complex problem, it includes knowledge and belief, art, morals, customs and other social all aspects of life. Cultural differences should be as a challenge, not as a tough question. It takes time and money, but can help produce capable work team, systems and products. Culture to be successful in helping countries to enter the international market, it also helps to develop the quality consciousness and customers deep
friendship, and formed the national product features, filled with commercial incentive atmosphere. People in every day through the interaction with others learning culture. People began to learn from the youth culture, and these culture often associated with their lifetime. And again they consciously or unconsciously through the culture in words and deeds to others, especially his own offspring. The study of transnational business
negotiation the cultural differences, which helps improve their cultural literacy, and help us to understand each other's culture, and to wipe out the negotiation process, which laid the foundation of the cultural barriers.
References
1.《浅谈国际商务谈判中的跨文化问题及对策》 李郁，张泳 2004
2.《中西文化差异对商务谈判的影响》 夏卓超 2010
3.《论影响国际商务谈判的文化因素》 王雅梅，谭晓钟 2002
4.《跨国商务谈判文化差异对双赢的影响》 蒋景东 2006
5.《实用商务英语谈判：策略与技巧》 张立玉，王红卫 2007
商务英语谈判课程论文
系别：外语系
班级：09商务英语⑴班
姓名：
学号：[1**********]
完成日期：2011-12-12
打分：
Cross-cultural Problems in International Business Negotiation
Sun Zhongguang, No.26
(Class 1 Grade 2009 of Business English Major)
Abstract:It is argued that relating negotiation to communication skills and cultural knowledge is essential. However, negotiation is not just a single skill or even a group of skills, To be more exact, negotiation is a process that takes place in a particular context. IN terms of subject matter, the context is the culture of the parties involved and the degree of formality, detemines the particular skills required in any specific negotiation situation. Some of these skills are common to all forms of negotiation while others are specific to a particular context.
Ⅰ. Introduction
Culture is the influence people negotiations, the mode of thinking, the values, such as the habit language mode of decision-making of the important factors that different culture background of international business Affairs that negotiations with the influence of
different. The international business negotiations of the cultural differences, which helps improve their cultural literacy, and help Solution each other's culture, and to wipe out the negotiation process, which laid the foundation of the cultural barriers to trade.
Key words:business negotiation; cross-cultural problems; cultural factors
Ⅱ. The differences between Chinese and western culture in business negotiations influence:
China is an big country, usually from the perspective of ethics to consider problem, consider how to win the support of the public opinion around, used to through the
the western cultural difference mainly reflects in ethics and legal theoretics, way of
thinking and others on the attitude, through the analysis of these differences, and points out that the cultural difference to the international business negotiations influence in China and some countermeasures that should be adopted. Westerners like to think that all the
problems on the legal framework to solve, because the law in their psychological reason is the embodiment of justice, and elusive through the role of the conscience and morality is not enough to correctly solved the problem. Therefore, in the west have many individuals and companies engage have special legal adviser and a lawyer. In case of dispute, by their to solve.
National character of the Chinese one of the characteristics. Is is very serious about the
compromise, withdrawal and reconciliation methods to solve. If both sides in the conflict in the negotiations. The Chinese are emphasized the success of the cooperation of both sides at once. This conflict resolution of goodwill to the negative influence, and avoid conflicts exaggerated.
Ⅲ. On Cross-Cultural Strategies in International Business Negotiation:
People think that negotiation and communication technology and cultural knowledge about and talk about xiang is not just a person skills or group skills. Say from broad sense, the negotiation is happened in the process of a certain environment, in a single culture
environment, the negotiation process is predictable, is accurate, because the negotiators can't care about language and the challenge of his nets. Negotiation behavior is the culture of the internal coordination, all kinds of every culture has its own different negotiation. In the negotiation, the negotiators of traditional morality behavior by words and deeds, which affects and attitude, customs relevant, the same cultural background people willing to
negotiate the same thinking mode negotiations feelings, reflecting their culture.
Cross-cultural negotiations under the environment of culture than a single negotiations and more challenging, cross-cultural negotiation is a belong to different culture of different forms of thought, feeling way and behavior negotiations. The negotiation process complex, because the negotiation process involved in different cultural norms is not aware of the power, and the consciousness of the different cultural norms to the strength may weaken the effective communication. In the negotiation process, the communication between
human beings is main behavior, it is in the words, the words, the scene context level occurs, the conversation can help to overcome the negotiator language boundary and
understanding. Thus in cross-cultural negotiations, in addition to the basic negotiation skills, understand the cultural differences and determined the tent should negotiation skills are important.
In some cultures, people tolerate differences and unstable, and some culture are not tolerate this, not tolerance culture safety and security, avoid blunt
Tu. People have a need, and that is consistent. Life is not inherent in the stable to life in this culture of the holiday is a threat. Tolerance of differences of culture to more tolerant, people willing to take risks to the different opinions of much tolerance, {salivary l axon was watching a constructive tong, useful, and people have different opinions.
Ⅳ. The Influence of Cultural Differences on Win-win:
After China's accession to the WTO. There will be more enterprise have independent foreign trade import and export, the face I more and more clients was chosen
Choose, the opportunity and the unexpected risks. The differences between Chinese and western culture has become the enterprise to international market competition ability is the key to success. According to not
Complete count, for cultural differences foreign business negotiation for as long as a year of above 30%, less than half of 10%, the enterprise foreign trade is win-win technical
support, the technical support is the deep understanding of the differences between Chinese and western culture and its application. The differences between Chinese and western culture in the form looks be like simple, essentially influence enterprise foreign trade
win-win, embodied in two-way communication. Business negotiation first cut from the semantic is particularly important to the people,
concept meaning (Conceptual meaning), emotional significance (Affective meaning), style meaning (style Social meaning and color Associative meaning Associative meaning) and lead including significance (Connotative meaning). Concept meaning (Conceptual
meaning) is the vocabulary of a language meaning (1 anguage meaning), vocabulary, style the emotional significance of the meaning and the figurative meaning is refers to the meaning of culture (cultural meaning)
communication. Some English vocabulary in long-term use process, accumulated the rich cultural significance, and so in foreign trade especially have to pay attention to the cultural significance.
Traditional culture is a national customary habit, can't use a kind of cultural habits to set another culture, but we should respect the different nationality's cultural basis master or distinguish. Otherwise, because of cultural differences affect enterprises to participate in the international market competition ability that many trade opportunities wasted. Some foreign enterprises using not reasonable profit rate or financial index evaluation of our enterprise, lead to enterprise damage, or is it because the cultural difference and increase the risk of international trade. Therefore, business light or a technical key point is to grasp the differences between Chinese and western culture for enterprises, and foreign trade win-win has the important practical significance.
Ⅴ.Summary：
Business negotiation, is not only based on the interests of all parties economic exchanges and cooperation, and is also the parties have different cultural collisions between and communication. Culture is a complex problem, it includes knowledge and belief, art, morals, customs and other social all aspects of life. Cultural differences should be as a challenge, not as a tough question. It takes time and money, but can help produce capable work team, systems and products. Culture to be successful in helping countries to enter the international market, it also helps to develop the quality consciousness and customers deep
friendship, and formed the national product features, filled with commercial incentive atmosphere. People in every day through the interaction with others learning culture. People began to learn from the youth culture, and these culture often associated with their lifetime. And again they consciously or unconsciously through the culture in words and deeds to others, especially his own offspring. The study of transnational business
negotiation the cultural differences, which helps improve their cultural literacy, and help us to understand each other's culture, and to wipe out the negotiation process, which laid the foundation of the cultural barriers.
References
1.《浅谈国际商务谈判中的跨文化问题及对策》 李郁，张泳 2004
2.《中西文化差异对商务谈判的影响》 夏卓超 2010
3.《论影响国际商务谈判的文化因素》 王雅梅，谭晓钟 2002
4.《跨国商务谈判文化差异对双赢的影响》 蒋景东 2006
5.《实用商务英语谈判：策略与技巧》 张立玉，王红卫 2007