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ID:279503
大小:56.00 KB
页数:11页
时间:2017-07-17
《The Impact of Cultural Differences on International Business Negotiation 英语论文》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、TheImpactofCulturalDifferencesonInternationalBusinessNegotiation1.IntroductionInternationalbusinessnegotiationsarefarmorecomplexthandomesticones.Thedifficultiesareduetothebigdifferencesbetweenthetwopartiesinanegotiationinlanguage,value,behaviorpatterns,moralstandardsandsoon.Allt
2、hosefactorsareplayingcrucialrolesinnegotiations.Thekeytoeffectivecross-culturalcommunicationisknowledge.Sowemustlearnandknowasmuchknowledgeaswecan.KnowingtheseculturaldifferencescanhelpussolvetheproblemsandreducethemisunderstandingsinInternationalbusinessnegotiations.Duetothesec
3、ulturaldifferences,negotiatorswhocomefromdifferentpartoftheworldcanformdifferentnegotiationstyles.Therelationbetweencultureandnegotiationstyleshasbeenthetopicofmuchinvestigationandresearchinrecenttimes.Beingfamiliarwithdifferentculturaldifferencescanhelpusgetacloseviewofdifferen
4、tnegotiationstyles,andallthesepreviouseffortscanmaketheInternationalbusinessnegotiationsmooth.Thethesiswillelaborateontheculturalfactorsandtheirinfluencesonnegotiationstylesindifferentcountries.2.CulturalInfluencesandTypes2.1CulturalInfluencesWhentwogroupsfromthesamecountryaredo
5、ingbusiness,itisoftenpossibletoexpeditethewholenegotiationprocedure.Becausetheyhavethesameculturalbackground,themutualcommunicationsareeasytounderstand.Thisdoesnotmeantheyhavenoobstacleduringthewholenegotiationprocedure,butcomparewithpeoplewhodobusinessfromdifferentcultures,they
6、donothavetheimpactofculturaldifferences,sothecontradictionsseemtobeeasysolved.Iftwodifferentculturesareinvolved,onepartywithoutarealknowledgeofanotherculture,itmayleadtomisunderstandings.Theinternationalnegotiatorsmustbecarefulwhenhandletheseculturaldifferencesanddonotusethesame
7、waylikenegotiatewithlocalbusinesspersons.Agreatnumberofrealcasesshowthatduetomisunderstandings,manybusinesseswerelost.Forexample,anAmericanbusinessmanoncepresentedaclocktothedaughterofhisChinesecounterpartontheoccasionofhermarriage,notknowingthatclocksareinappropriategiftsinChin
8、abecausetheyareassociatedwithdeath.Hisinsultled
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