The Impact of Cultural Difference on Sino-American Business Negotiation-英语专业毕业论文

《The Impact of Cultural Difference on Sino-American Business Negotiation-英语专业毕业论文》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、TheImpactofCulturalDifferenceonSino-AmericanBusinessNegotiationCONTENTSAbstract……………………………………………………………1Introduction………………………………………………………2Chapter1AnalysisofCulturalDifferenceBetweenChinaAndAmerica……………………………………………………………51.1Individualismvs.Collectivism………………………………51.2Inducti

2、veThoughtvs.DeductiveThought……………………61.3Low-contextvs.High-context………………………………71.4ViewofTime……………………………………………8Chapter2TheImpactofCulturalDifferenceonSino-AmericanBusinessNegotiation……………………………………………112.1ImpactonGoals:ContractorRelationship?…………………112.2ImpactonCommunication

3、Style:Directvs.Indirect………122.3ImpactonConflictResolution……………………………132.4ImpactonAgreementBuilding:Bottle-upvs.Top-down……142.5ImpactonRisk-takingPropensity…………………………152.6ImpactonDecision-making:OneLeadervs.Concensus……1628Chapter3SuggestionsforEffectiveCross-culturalNegotia

4、tion3.1EnhancingCulturalAwareness……………………………173.2PreparingWellbeforeNegotiation…………………………183.3OvercomingCommunicationObstaclesinBusiness…………18Conclusion………………………………………………………20Notes………………………………………………………………22Bibliography……………………………………………………23Acknowledgements……………………………………………

5、…24Abstract：WiththerapiddevelopmentofeconomictradebetweenchinaandAmerica,thebusinesscontactsofthetwocountriesbecomemoreandmorefrequent,theimportanceofbusinessnegotiationgetsobviousgradually.However,thehugeculturaldifferencesbetweenthetwocountriesmaygiverisetopotentialcultu

6、ralconflictsandunnecessarymisunderstandings.SoitisimperativethatnegotiatorsshouldlearntheculturalfactorsinSino-U.S.businessnegotiation.Thethesisemphasizestheimportanceoftakingculturalsensitivitiesintoconsiderationduringbusinessnegotiationtomakepropernegotiationtactics.Invi

7、ewofsuchasituation,thisthesismakesanefforttohighlighttheculturalimpactsonnegotiationandputsforwardseveralsuggestionsinreconcilingculturaldifferencesinordertomakethenegotiationdevelopsmoothly.Keywords:culturaldifferences;Sino-U.S.businessnegotiation;impact28摘要:中美两国间经济贸易飞速发展

8、，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