欢迎来到天天文库
浏览记录
ID:20369325
大小:121.30 KB
页数:10页
时间:2018-10-10
《theimportanceoftheculturefactorsinbusinessnegotiation文化因素在商务谈.》由会员上传分享,免费在线阅读,更多相关内容在学术论文-天天文库。
1、Theimportanceoftheculturefactorsinbusinessnegotiation文化因素在商务谈判中的重要性【摘要】随着经济全球化的趋势、国际商务活动的日益频繁,越来越显示川对多元文化理解的必要性和跨文化谈判能力的重要性。商务谈判中的文化因素引起了人们越來越多的关注。无庸S疑,在跨文化的商务谈判屮,除了基本的谈判技巧、理解不同地区的文化因素、汄识文化差异外,还要采取相应的策略和不断调整A己的谈判风格,这样将对成功的商务谈判起到至关重要的作用。【关键词】文化因素商务谈判I.IntroductionWiththeemergenceofeconomicglobaliz
2、ationandChina’sentryintoWTO,internationalbusinessbecomesincreasinglyintercultural.Asinternationalbusinessrelationsgrow,sodoesthefrequencyofbusinessnegotiationsamongpeoplefromdifferentcountriesandculturesthatcancreateconsiderablechallengesforbusinessrepresentativesunfamiliarwiththeculturesofdiffer
3、entgroups.Sotheinterculturalapproachtointernationalbusinessnegotiationhasattractedincreasingacademicattention.Negotiationscaneasilybreakdownbecauseofalackofunderstandingoftheculturalcomponentinthenegotiationprocess.Therefore,tothesuccessfulnegotiations,thetwosidesmustfirstunderstandtheculturaldif
4、ferences.Negotiatorswhotakethetimetounderstandtheapproachthattheotherpartiesarclikelytouseandtoadapttheirownstylestothatonearclikelytobemoreeffectivenegotiators.Thusinaninterculturalnegotiation,inadditiontothebasicnegotiationskills,itisimportanttounderstandtheculturaldifferences,andtomodifytheneg
5、otiationstyleaccordingly.Thispaperfocusonthefourdimensionsofcultureanddifferentnegotiatingstylestoillustratetheimportanceoftheculturefactorsinbusinessnegotiation.ILNegotiationandCultureTheverydefinitionofnegotiation,initsmodernsense,canvaryfromculturetoculture.Whatanegotiationisdesignedtoaccompli
6、shisseendifferentlybydifferentgroupsofpeople.Beforeoneevencomestothetable,suchdifferencesinthemeaningorpurposeofthenegotiationaffectthenegotiation,ashowonedefinestheprocessofnegotiatingisculturallydetermined.Someculturesseeitonlyasanopportunitytobargain,othersastheestablishmentofalifetimerelation
7、shipthatgoesbeyondtheoccasionalmeeting,stillothersasanopportunitytodemonstratetheircapacityforeloquenceanddebate.Somedonotseenegotiationasaprocessatall.Forinstance,AmericansandEuropeanstendtoseenegotiationsasacompetiti
此文档下载收益归作者所有