浅析跨文化商务谈判的中西方思维方式差异学位论文.doc

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1、AbstractAsChineseeconomyshinesonthestage,especiallyafterenteringtheWTO,manyofChinaimportandexportinternationalbusinesscompaniesfacemoreandmorebusinessnegotiations.Duringanegotiation,bothsideshopetoobtainthemaximumbenefit,withminimumconflictandinterest.Therefore,inordertoeffectthenegotiationeff

2、ectivelyandgainthewin-winsituationforbothparties,wemusthaveathoroughunderstandingofdifferentcultures.Throughanalyzingthedifferencesincross-culturemodesofthinking,wecandistinguishthenegotiationstylesandskillsofdifferentcultures.Byelaboratingtheimportanceofmodesofthinkingonthecross-culturalnegot

3、iationandanalyzingthedifferentmodesofthinkingbetweenChinaandtheWestandtheircauses,thisthesistriestoputforwardsomecountermeasurestoimprovetheefficiencyincross-culturalbusinessnegotiation,suchasfullpreparationforthenegotiation,cultivationofcross-culturalawarenessandsoon.Keywords:cross-culturalbu

4、sinessnegotiation;modesofthinking;strategies中文摘要随着中国的经济在世界大舞台上越来越活跃，尤其是在中国加入世贸组织之后，许多中国进出口国际企业面临了越来越多的商务谈判了。在谈判的过程中，双方都希望以最少的冲突和成本，获得最大的利益。因此，为了使谈判更有效地进行并让双方都达到了双赢的局面。我们必须对不同的文化有一个全面的了解，分析在商务谈判中跨文化思维方式的差异，区别各种文化的谈判方式和技巧。本文通过阐释思维方式对跨文化商务谈判的重要性，分析中西各种思维方式的差异及其产生的原因，提出相应的对策来提高跨文化对谈判的充分准备，培养跨文化的意识

5、等。关键词：跨文化商务谈判；思维方式；策略1.Introduction1.1Thedefinitionofmodeofthinkingincross-culturalbusinessnegotiationModeofthinkingisthegeneralizationofobjectiverealityandtheindirectreflectionwiththehelpofhumanbeing’swordsandactivities.Modeofthinkingreflectsthesubstantivecharacteristicsandtheconnectionwithth

6、ings.Generalityandindirectionarethefeaturesofmodeofthinking.Thegeneralityofmodeofthinkingisthereflectiontotheintrinsicqualityandtheregularconnectionwiththethings.Inotherwords,theprocessofconnectingthethingswiththesamefeatures.Theindirectionofmodeofthinkingisthehumanbrainreflectionoftheobjectiv

7、ethingsbymeansofotherthings,namely,thehumanbrainreflectsthethingwhichcouldnotbesawdirectlywiththehelpofsomemediumandthebrainprocessing.Withthehelpofmodeofthinking,humanbeingscouldnotonlyknowthepresent,butalsogobacktothehistoryandforesee