impacts of cultural differences on west-eastern business negotiation【商务英语专业毕业论文】

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1、ImpactsofCulturalDifferencesonWest-EasternBusinessNegotiation一、课题(论文)提纲0.引言1.文化和文化差异1.1文化的定义1.2文化差异极其根源2.文化差异对东西方商务谈判的影响2.1不同的交谈风格2.2无目的性的谈判2.3决策机制3.总结二、内容摘要当今世界正处于一个全球经济一体化加速发展的时代。各国间的经济联系不断加强，商务活动日益频繁。经济上的相互依赖大大促进了各国公司的合作。合作的成功与否很大程度上取决于能否达成圆满的协议。要达成协议，双方必须进行协商、谈判。谈判是商业领域里非常频繁而重要的一项活动，是双方或多

2、方为了达成互利的协议而就共同和冲突的利益进行讨论、磋商的一个过程。同时，他们也带来了不同的文化。文化决定人的价值观、宗教信仰，从而影响人的思想和行为。因此，不同文化背景的谈判者运用不同的方式、策略进行谈判。要想取得有效的谈判，谈判者不仅要了解对手的文化及与己的文化差异，更重要的是应该了解文化因素如何影响谈判。这样，有助于谈判者预见谈判的进程，及时调整谈判策略，最终达成圆满的协议。三、参考文献21[1]DonaldW.Hendon,RebeccaAngelesHendon&PaulHerbig.Cross-culturalBusinessNegotiation[M].London:

3、QuorumBooks.1996.[2]GuyOlivierFaure&JeffreyZ.Rubin.CultureandNegotiation:TheResolutionofWaterDisputes[M].UNESCO.2001.[3]LarryA.Samovar,RichardE.Porter&LisaA.Stefani.CommunicationbetweenCultures(3rdEd)[M].Beijing:ForeignLanguageTeachingandResearchPress.2003.[4]LillianH.Chaney&JeanetteS.Martin.

4、InternationalBusinessCommunication.[M].NewJersey:PrenticeHallCareerandTechnologyEnglewoodCliffs.1995.[5]RaymondCohen.NegotiatingacrossCulturesInternationalCommunicationinanInterdependentWorld[M].Washington.D.C.:InstituteofPeacePress1997.[6].贾玉新.跨文化交际[M],上海：上海外语教育出版社,2002[7].林大津，跨文化交际研究—与英美人交往

5、指南[M]，福建：福建人民出版社,1996ImpactsofCulturalDifferencesonWest-EasternBusinessNegotiationAbstract:Today,theworldisfastdevelopingintheageofrapideconomicglobalizing.Businesscontactsamongnationsaregettingmoreandmoreclose,andhavebroughtmoreandmoreopportunitiestocommercialactivities.Thesuccessfulbusiness

6、corporation,toagreatextent,dependsonachievingthemutuallybeneficialagreement.Toreachanagreement,twopartiesneedtonegotiate.Negotiation,averycommonandimportantactivityinthebusinessworld,canbeunderstoodasaprocessinwhichtwoormorepartiescometogethertodiscusscommonandconflictinginterestsinordertorea

7、chanagreementofmutualbenefit.Meanwhile,21theybringdifferentculturestothenegotiatingtable.Cultureforgesvaluesandreligiousbeliefthatdefineone’sthinkingandbehavior.Therefore,negotiatorswithdifferentculturalbackgroundsemploydifferentnegotiatingst