Impacts of Cultural Differences on West-Eastern Business Negotiation--文化差异对东西方商务谈判的影响

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1、ImpactsofCulturalDifferencesonWest-EasternBusinessNegotiation文化差异对东西方商务谈判的影响一、课题(论文)提纲0.引言1.文化和文化差异1.1文化的定义1.2文化差异极其根源2.文化差异对东西方商务谈判的影响2.1不同的交谈风格2.2无目的性的谈判2.3决策机制3.总结二、内容摘要当今世界正处于一个全球经济一体化加速发展的时代。各国间的经济联系不断加强，商务活动日益频繁。经济上的相互依赖大大促进了各国公司的合作。合作的成功与否很大程度上取决于能否达成圆满的协议。要达成协议，双方必须进行协商、谈判。谈判是商业领域里非常频繁

2、而重要的一项活动，是双方或多方为了达成互利的协议而就共同和冲突的利益进行讨论、磋商的一个过程。同时，他们也带来了不同的文化。文化决定人的价值观、宗教信仰，从而影响人的思想和行为。因此，不同文化背景的谈判者运用不同的方式、策略进行谈判。要想取得有效的谈判，谈判者不仅要了解对手的文化及与己的文化差异，更重要的是应该了解文化因素如何影响谈判。这样，有助于谈判者预见谈判的进程，及时调整谈判策略，最终达成圆满的协议。21ImpactsofCulturalDifferencesonWest-EasternBusinessNegotiationAbstract:Today,theworldisf

3、astdevelopingintheageofrapideconomicglobalizing.Businesscontactsamongnationsaregettingmoreandmoreclose,andhavebroughtmoreandmoreopportunitiestocommercialactivities.Thesuccessfulbusinesscorporation,toagreatextent,dependsonachievingthemutuallybeneficialagreement.Toreachanagreement,twopartiesneed

4、tonegotiate.Negotiation,averycommonandimportantactivityinthebusinessworld,canbeunderstoodasaprocessinwhichtwoormorepartiescometogethertodiscusscommonandconflictinginterestsinordertoreachanagreementofmutualbenefit.Meanwhile,theybringdifferentculturestothenegotiatingtable.Cultureforgesvaluesandr

5、eligiousbeliefthatdefineone’sthinkingandbehavior.21Therefore,negotiatorswithdifferentculturalbackgroundsemploydifferentnegotiatingstrategies.Thus,tonegotiateeffectively,negotiatorsshouldhaveagoodunderstandingofcultureandculturaldifferences.Moreimportantly,theyshouldknowhownegotiationisaffected

6、byculture.Indoingso,negotiatorscanpredicttheprocessandadjuststrategiesinordertoreachasatisfactoryagreement.Keywords:West-easternculture;Culturaldifferences;Businessnegotiation;Impacts0.IntroductionModernsocietywithitsadvancedtechnologyhasbroughtbusinessmenconsiderablycloserandmoreopportunities

7、fordoingbusinesswitheachother.PeopleinEasterncountrieswatchthemoviesproducedbytheWest;whiletheWesternconsumerswearclothesmadeintheEasterncountries.Theenhancedglobalizationofeconomynecessitatesanincreaseintransactionsacrossborders.Asacon