How to Deal with the Problems of Cultural Differences in Sino-U.S. Business Negotiation 英语专业毕业论文

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1、HowtoDealwiththeProblemsofCulturalDifferencesinSino-U.S.BusinessNegotiation一．课题(论文)提纲0.引言1.文化的理解2.商务谈判理论3.中美两国之间的文化差异3.1时间和习惯的差异3.2文化价值观的差异3.3文化意识的差异3.4谈判风格的差异4.文化对中美商务谈判的影响4.1文化差异引起误解4.2文化差异促使谈判无法进行4.3文化差异导致谈判破产5.对中国谈判手有效谈判的建议5.1提高文化意识5.2谈判的准备工作5.3谈判过程中的策略5.3.1营造氛围策略5.3.2多方案策略5.3.3拖延策略5.3.4弹性承诺策略

2、5.3.5实用语言策略5.3.6简约礼节策略6.结束语二、内容摘要18不同文化价值体系的分歧加深了双方在国际商务谈判问题上的冲突。各国间的文化差异显得格外的重要,稍不注意就会引起不必要的误会，甚至可能直接影响商务交往的实际效果。因此，在跨文化商务交流中，懂得和尊重文化差异才能在国际商务谈判中占据优势。所以，本文选用中国和美国为研究对象，讨论了两国的文化差异及其对中美商务谈判的影响，并探讨如何正确处理在国际商务谈判中出现的文化差异的问题，使国际商务谈判能顺利进行。三、参考文献[1]蒋春堂.蒋冬梅.谈判学[M].武汉大学出版社2004.[2]刘欣.对外商务谈判基本策略研究[M].经济体制改革2

3、003.[3]全英.国际商务谈判[M].北方交通大学出版社2003.[4]杨柳.中美文化价值观在文化风俗上的投影[J].当代教育论坛2005.[5]周桂英.中西思维模式差异对中美商务谈判的影响[J].江苏商论2007.18HowtoDealwiththeProblemsofSino-U.S.CulturalDifferencesinSino-U.S.BusinessNegotiationAbstract:Conflictsofinternationalbusinessnegotiationareoftenintensifiedbyculturaldifferences.Culturaldi

4、fferencesseemtobeveryimportant,otherwisetheycouldcauseunnecessarymisunderstanding,evenaffectingtheresultofthebusinessnegotiation.Therefore,inaninternationalbusinessenvironment,understangingandrespectingofculturaldifferencescanhavealargeadvantageattheinternationalbargainingtable.So,thispaperstudies

5、theculturaldifferencesbetweenChinaandAmerica,andtheinfluencesinSino-U.S.businessnegotiation.Finallyitanalyzeshowtodealwiththeproblemsoftheculturaldifferencescorrectlyinnegotiationprocessinordertomakethenegotiationsmoothly.Keywords:culturaldifference;Sino-U.S.businessnegotiation;influence;dealwith.

6、0.IntroductionNowadaysthecooperationandrelationshipbetweencountrieshavebecomecloserandcloserbecauseoftheworld’seconomyglobalization.WiththeongoingofChina’sopeningandreformpolicyandsuccessinenteringWTO,ourforeigntradebusinesshasexpandedgreatlyduring18recentyears.EspeciallyfortheSino-USbusiness,thea

7、mountoftradeisincreasingdaybyday，soisthenegotiationproblem.Asthenegotiatorsarefromtwodifferentkindsofculturalbackground,theywillcertainlyhelddifferentvalueviewsandthinkingpatterns.Sometimes,althoughbothsideswisht