中西方文化差异对国际商务谈判的影响.docxVIP

The Influence of Chinese-western Cultural Differences in Business Negotiations Abstract International Business Negotiation as an important part of foreign economic and trade exchanges is the basis of it. The influence of Chinese-western cultural differences in business negotiation becomes more profound because of the negotiators comes from difference countries. This article clarified the characteristic of Chinese-western culture and researched on the style of business negotiations, language expression, ways of thinking, values and so on. At last, I give some suggestion and the terms of settlement to the people who work in the business negotiation between China and the west. Keywords: Chinese-western culture; cultural differences; business negotiation; negotiated skills 2 第 2 第 2 页 CONTENTS I The Cultural Difference between Chinese and Western 3 1.1 The Characteristics and Performance of Chinese Culture 3 1.2 The Characteristics and Performance of Western Culture 3 1.3 The Cultural Difference of Chinese-western in Business Negotiation 3 II Western Business Negotiation 4 2.1 Negotiation across Culture 4 2.2 The Style of Chinese-western Business Negotiation 4 2.2.1 Negotiating group 4 2.2.2 The Starting Point for Negotiations 5 2.2.3 Decision-making 5 2.2.4 Cooperative Attitude on the Final 6 2.3 Features and Performance about the Style of the Chinese-western negotiation 6 III The Influence of Cultural Difference on Business Negotiation 6 3.1 The Influence of the Description in Business Negotiation 6 3.2 The Influence of the Body Language in Business Negotiation 7 3.3 The Influence of the Attitude to the Business Negotiation 7 3.3.1 Objectivity 7 3.3.2 Concept of the Time 7 3.3.3 Equality 7 3.4 The Influence of the Ways of Thinking in Business Negotiation 8 3.5 The Influence of the 8 3.5.1 Right to Make Decision 8 3.5.2 Get Along