商务英语-跨文化谈判.doc

Hunan Information Science Vocational College Graduation Thesis Subject： Name： Student No.: 0 8 5 1 0 3 4 0 Specialty and Class: Business English, Class 3 Department: Department of Humanities and Arts Supervisor: Lin Mifan Date: 2011-3-02 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 2.1Impact of Value Views Differences on International Business Negotiations 4 2.1.1Impact of Time View Difference on Negotiation. 4 2.1.2Impact of Equality View Difference on Negotiation..................................5 2.1.3 Impact of Objectivity 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 12 Acknowledgements 13 摘 要 不同文化条件下的商务谈判就是跨文化谈判。在世界经济日趋全球化的今天，随着国际间商务交往活动的频繁和密切，各国间的文化差异就显得格外的重要，否则将会引起不必要的误会，甚至可能直接影响商务交往的实际效果。这味着如何化解各国不同文化背景在国际商务谈判中是非常重要的。文章从文化差异的类型入手，然后解释了这些文化差异对国际商务谈判的影响，最后分析了如何正确解决谈判过程中文化差异的问题。文章强调了这样一个观点，在不同国家商务谈判中，谈判员应该接受对方的文化，并试图是自己被对方所接受，然后在有效沟通的帮助下做出正确评估，并找出它们之间的真正利益。此外，们应该尽可能的清楚的了解并发现对方的文化。这对文化谈判的成功至关重要。 关键词：文化；文化差异；商务谈判；影响 Abstract The business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the business negotiations. This means it is