Impacts of Cultural Differences on West-Eastern Business Negotiation-商务英语专业毕业论文.docx

Impacts of Cultural Differences on West-Eastern Business Negotiation-商务英语专业毕业论文.docx

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Impacts of Cultural Differences on West-Eastern Business Negotiation课题(论文)提纲0.引言1.文化和文化差异1.1文化的定义1.2 文化差异极其根源2.文化差异对东西方商务谈判的影响 2.1 不同的交谈风格 2.2 无目的性的谈判 2.3 决策机制3.总结二、内容摘要当今世界正处于一个全球经济一体化加速发展的时代。各国间的经济联系不断加强,商务活动日益频繁。经济上的相互依赖大大促进了各国公司的合作。合作的成功与否很大程度上取决于能否达成圆满的协议。要达成协议,双方必须进行协商、谈判。谈判是商业领域里非常频繁而重要的一项活动,是双方或多方为了达成互利的协议而就共同和冲突的利益进行讨论、磋商的一个过程。同时,他们也带来了不同的文化。文化决定人的价值观、宗教信仰,从而影响人的思想和行为。因此,不同文化背景的谈判者运用不同的方式、策略进行谈判。要想取得有效的谈判,谈判者不仅要了解对手的文化及与己的文化差异,更重要的是应该了解文化因素如何影响谈判。这样,有助于谈判者预见谈判的进程,及时调整谈判策略,最终达成圆满的协议。参考文献[1] Donald W. Hendon, Rebecca Angeles Hendon &Paul Herbig.Cross-culturalBusiness Negotiation [M]. London: Quorum Books. 1996.[2] Guy Olivier Faure &Jeffrey Z.Rubin.Culture and Negotiation: The Resolutionof Water Disputes[M]. UNESCO. 2001.[3] Larry A. Samovar, Richard E .Porter &Lisa A.Stefani.Communication between Cultures (3rd Ed) [M]. Beijing: Foreign Language Teaching andResearch Press. 2003.[4] LillianH. Chaney &Jeanette S.Martin.International Business Communication.[M].New Jersey: Prentice Hall Career and Technology Englewood Cliffs. 1995.[5] Raymond Cohen.Negotiating across Cultures International Communication in an Interdependent World [M]. Washington .D.C.: Institute of Peace Press 1997.[6]. 贾玉新. 跨文化交际[M], 上海:上海外语教育出版社, 2002[7]. 林大津,跨文化交际研究—与英美人交往指南[M],福建:福建人民出版社, 1996Impacts of Cultural Differences onWest-Eastern Business NegotiationAbstract:Today, the world is fast developing in the age of rapid economic globalizing. Business contacts among nations are getting more and more close, and have brought more and more opportunities to commercial activities. The successful businesscorporation, to a great extent, depends on achieving the mutually beneficial agreement. To reach an agreement, two parties need to negotiate. Negotiation, a very common and important activity in the business world, can be understood as a process in which two or more parties come together to discuss common and conflicting interests in order to reach an agreement of mutual benefit. Meanwhile, the

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