毕业论文 毕业设计 商务英语 impacts of cultural differences on international business negotiation.doc

Xinyang Normal University Graduate Graduation Thesis Subject： Name： Student No: 130211200373 ID number: Department: henan poly-technic institute Tel: Supervisor: Li jiajia Date: 2012-10-29 Contents Introduction 1 1. Types of Cultural Differences 2 1.1Value View 2 1.2. Negotiating Style 2 1.3. Thinking Model 2 2. Impact Of Cultural Differences on International Business Negotiations 4 2.1 .1Environmental Factors ................................................................................. 5 2.1.2 Personal Factors in Business Negotiation .................................................... 5 2.1.3 Impact between USAChina Difference on Negotiation . 6 2.2 Impact of Negotiating Style Differences on International Business Negotiations. 7 2.3 Impact of Thinking Model Differences on International Business Negotiation. 8 3. Coping Strategy Of Negotiating Across Cultures. 9 3.1 Making Preparations before Negotiation. 9 3.2 Overcoming Cultural Prejudice. 10 3.3 Conquering Communication Barriers. 10 Conclusion 11 Bibliography............................................................................................................... 21 Acknowledgements.................................................................................................... 22 摘 要 在现代商业的快速发展过程中，文化一直都起着非常重要的作用。同样地， 文化对商务谈判的影响也不可小觑。影响谈判的因素有很多，其中文化差异的存 在尤为重要，甚至会直接影响到商务谈判的结果。只有正确认识并妥善把握中西 方文化差异，才能不断提高自己的谈判技巧，强化自身优势，推进商务谈判的顺 利进行。然而，目前在商务谈判过程中，对文化差异的存在而产生的影响，人们 并没有给予足够的重视。本文通过对商务谈判相关内容的分析研究，找出文化差 异在商务谈判中的重要性之所在；通过对比分析各因素对商务谈判的影响，从而 寻求文化差异对商务谈判的作用以及与各因素间的关系；最后研究得出结论，文 化差异对商务谈判有很大的影响，只有正确认识并妥善把握中西方文化差异，才 能不断提高自己的谈判技巧，强化自身优势，推进商务谈判的顺利进行。 关键词：商务谈判；文化差异；提高；谈判技巧 Abstract Culture has been playing a very important role in the rapid development of modern business. Similarly, the impact it has on business negotiation is also very great. There are many factors i