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,moralstandardsand

2、soon.Allthosefactorsareplayingcrucialrolesinnegotiations.Thekeytoeffectivecross-culturalcommunicationisknowledge.Sowemustlearnandknowasmuchknowledgeaswecan.KnowingtheseculturaldifferencescanhelpussolvetheproblemsandreducethemisunderstandingsinInternationalbusinessnegoti

3、ations.Duetotheseculturaldifferences,negotiatorswhocomefromdifferentpartoftheworldcanformdifferentnegotiationstyles.Therelationbetweencultureandnegotiationstyleshasbeenthetopicofmuchinvestigationandresearchinrecenttimes.Beingfamiliarwithdifferentculturaldifferencescanhe

4、lpusgetacloseviewofdifferentnegotiationstyles,andallthesepreviouseffortscanmaketheInternationalbusinessnegotiationsmooth.Thethesiswillelaborateontheculturalfactorsandtheirinfluencesonnegotiationstylesindifferentcountries.2.CulturalInfluencesandTypes2.1CulturalInfluences

5、Whentwogroupsfromthesamecountryaredoingbusiness,itisoftenpossibletoexpeditethewholenegotiationprocedure.Becausetheyhavethesameculturalbackground,themutualcommunicationsareeasytounderstand.Thisdoesnotmeantheyhavenoobstacleduringthewholenegotiationprocedure,butcomparewith

6、peoplewhodobusinessfromdifferentcultures,theydonothavetheimpactofculturaldifferences,sothecontradictionsseemtobeeasysolved.Iftwodifferentculturesareinvolved,onepartywithoutarealknowledgeofanotherculture,itmayleadtomisunderstandings.Theinternationalnegotiatorsmustbecaref

7、ulwhenhandletheseculturaldifferencesanddonotusethesamewaylikenegotiatewithlocalbusinesspersons.Agreatnumberofrealcasesshowthatduetomisunderstandings,manybusinesseswerelost.Forexample,anAmericanbusinessmanoncepresentedaclocktothedaughterofhisChinesecounterpartontheoccasi

8、onofhermarriage,notknowingthatclocksareinappropriategiftsinChinabecausetheyareassociatedwithdeath.Hisinsultled