论商务谈判中的文化因素.doc

摘 要 随着中国加入世界贸易组织，中国与许多国家建立了经济联系，国际商务谈判也随之摆在越来越重要的位置。这要求商务谈判者不仅具有扎实的专业知识，而且应该重视自身文化学习和修养。本论文的课题是商务谈判中的文化因素研究 Abstract Along with its entering into the World Trade Organization, China has established economic relations with many nations. International business negotiation is regarded as more and more important, which requires that the members from business negotiating teams not only master specialized knowledge, but also attach importance to their cultural background knowledge. This thesis mainly aims to discuss a study of cultural factors in the business negotiation. Firstly, the thesis introduces some works related to the thesis and the significance of the thesis. Then it introduces the definition and characteristics of culture. The third chapter is an overview of business negotiation strategies. In chapter four I want to discuss the impacts of cultural factors on the business negotiation. In this section, the factors of pragmatic principles factors in language usage and a comparison between American and Chinese business negotiation strategies are discussed. At the end of the thesis, some suggestions are brought forth for developing effective business negotiation strategies. The conclusion of the thesis elaborates the significance of some main points. This thesis bases itself on cultural factors and cross-cultural communication theories, laying stress on business negotiation strategies. The subject in the thesis is analyzed by making a comparison between some Chinese and American business negotiation strategies which are affected by cultural factors, after reading works and articles in relation to this field of research, and collecting language usage materials concerning the topic area. Key words: culture; cultural factors; business negotiation Contents Chapter 1 Introduction 1 1.1 Some works related to the thesis 1 1.2 The significance of the thesis 1 Chapter 2 Culture and characteristics of culture 4 2.1 What is culture? 4 2.2 Characteristics of culture 4 Chapte