不同文化对商务谈判的影响_英语论文.doc

不同文化对商务谈判的影响 PAGE 2 不同文化对商务谈判的影响 论文题目：Influences of Different Cultures on International Business Negotiation Contents Abstract(English)1 Abstract(Chinese)2 Introduction3 Different cultures5 Definition of culture5 Cultural differences6 International business negotiation7 3.1 General Introduction of Negotiation7 3.2 Definition of international business negotiation8 3.3 General process of negotiation9 4. Influences of different cultures on international business negotiation9 4.1 High-context and Low-context communication9 4.2 Individualism versus collectivism11 4.3 Results versus relationships12 4.4 Time orientation14 5. Achieving effective negotiations Through effective negotiation strategies18 6. Conclusion23 Works Cited25 Abstract With the constant development of the economic globalization, business cooperation between companies is dramatically increased. Negotiators from different countries come together and discuss their common and conflicting interests: meanwhile, they bring different cultures to the negotiating table. Culture is one of the factors that have important impacts on international business negotiation. Culture forges values and religious belief that define one’s thinking and behavior. Therefore, negotiators with different cultural backgrounds employ different negotiating strategies. Cultural differences will certainly result in cultural factors. Thus, to negotiate effectively, negotiators should have a good understanding of culture and cultural differences. More importantly, they should know how negotiation is affected by culture. In doing so, negotiators can predict the process and adjust strategies in order to reach a satisfactory agreement. Therefore, the research on how culture influences negotiation is in the need of social developing, and is of practical significance. Key words: Influences, Different Cultures, International Business Negotiation. 内容摘要 随着经济全球化的不断