The Impact of Cultural Differences on International Business Negotiation 英语毕业论文

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1、TheImpactofCulturalDifferencesonInternationalBusinessNegotiation1.IntroductionInternationalbusinessnegotiationsarefarmorecomplexthandomesticones.Thedifficultiesareduetothebigdifferencesbetweenthetwopartiesinanegotiationinlanguage,value,behaviorpatterns,moralstandardsandsoon.Alltho

2、sefactorsareplayingcrucialrolesinnegotiations.Thekeytoeffectivecross-culturalcommunicationisknowledge.Sowemustlearnandknowasmuchknowledgeaswecan.KnowingtheseculturaldifferencescanhelpussolvetheproblemsandreducethemisunderstandingsinInternationalbusinessnegotiations.Duetothesecultu

3、raldifferences,negotiatorswhocomefromdifferentpartoftheworldcanformdifferentnegotiationstyles.Therelationbetweencultureandnegotiationstyleshasbeenthetopicofmuchinvestigationandresearchinrecenttimes.Beingfamiliarwithdifferentculturaldifferencescanhelpusgetacloseviewofdifferentnegot

4、iationstyles,andallthesepreviouseffortscanmaketheInternationalbusinessnegotiationsmooth.Thethesiswillelaborateontheculturalfactorsandtheirinfluencesonnegotiationstylesindifferentcountries.2.CulturalInfluencesandTypes2.1CulturalInfluencesWhentwogroupsfromthesamecountryaredoingbusin

5、ess,itisoftenpossibletoexpeditethewholenegotiationprocedure.Becausetheyhavethesameculturalbackground,themutualcommunicationsareeasytounderstand.Thisdoesnotmeantheyhavenoobstacleduringthewholenegotiationprocedure,butcomparewithpeoplewhodobusinessfromdifferentcultures,theydonothavet

6、heimpactofculturaldifferences,sothecontradictionsseemtobeeasysolved.Iftwodifferentculturesareinvolved,onepartywithoutarealknowledgeofanotherculture,itmayleadtomisunderstandings.Theinternationalnegotiatorsmustbecarefulwhenhandletheseculturaldifferencesanddonotusethesamewaylikenegot

7、iatewithlocalbusinesspersons.Agreatnumberofrealcasesshowthatduetomisunderstandings,manybusinesseswerelost.Forexample,anAmericanbusinessmanoncepresentedaclocktothedaughterofhisChinesecounterpartontheoccasionofhermarriage,notknowingthatclocksareinappropriategiftsinChinabecausetheyar

8、eassociatedwithdeath.Hisinsultled