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时间:2017-07-11
《Impacts of Cultural Differences on Sino-U.S. Business Negotiations20》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、ImpactsofCulturalDifferencesonSino-U.S.BusinessNegotiationsCONTENTSAbstract……………………………………………………………1Introduction………………………………………………………2Chapter1AnalysisofCulturalDifferenceBetweenChinaAndAmerica……………………………………………………………51.1Individualismvs.Collectivism……………………
2、…………51.2InductiveThoughtvs.DeductiveThought……………………61.3Low-contextvs.High-context………………………………71.4ViewofTime……………………………………………8Chapter2TheImpactofCulturalDifferenceonSino-AmericanBusinessNegotiation……………………………………………112.1ImpactonGoals:ContractorRelationship
3、?…………………112.2ImpactonCommunicationStyle:Directvs.Indirect………122.3ImpactonConflictResolution……………………………132.4ImpactonAgreementBuilding:Bottle-upvs.Top-down……142.5ImpactonRisk-takingPropensity…………………………152.6ImpactonDecision-making:OneLeadervs.Concensus……16C
4、hapter3SuggestionsforEffectiveCross-culturalNegotiation3.1EnhancingCulturalAwareness……………………………173.2PreparingWellbeforeNegotiation…………………………183.3OvercomingCommunicationObstaclesinBusiness…………18Conclusion………………………………………………………20Notes……………………………………………………………
5、…22Bibliography……………………………………………………2322Acknowledgements………………………………………………24Abstract:WiththerapiddevelopmentofeconomictradebetweenchinaandAmerica,thebusinesscontactsofthetwocountriesbecomemoreandmorefrequent,theimportanceofbusinessnegotiationgetsobviousgr
6、adually.However,thehugeculturaldifferencesbetweenthetwocountriesmaygiverisetopotentialculturalconflictsandunnecessarymisunderstandings.SoitisimperativethatnegotiatorsshouldlearntheculturalfactorsinSino-U.S.businessnegotiation.Thethesisemphasizestheimport
7、anceoftakingculturalsensitivitiesintoconsiderationduringbusinessnegotiationtomakepropernegotiationtactics.Inviewofsuchasituation,thisthesismakesanefforttohighlighttheculturalimpactsonnegotiationandputsforwardseveralsuggestionsinreconcilingculturaldiffere
8、ncesinordertomakethenegotiationdevelopsmoothly.Keywords:culturaldifferences;Sino-U.S.businessnegotiation;impact摘要:中美两国间经济贸易飞速发展,双方商务交往活动越来越频繁,商务谈判的重要性也日渐显现。然而,由于中美两国之间存在着巨大的文化差异,中美两国谈判者之间很可能出现文化冲突以及不必要的误解。因此,两国商务谈判者了解中美文化的
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