impact of the differences between chinese and western culture on business negotiation

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1、毕业论文(设计)ImpactoftheDifferencesbetweenChineseandWesternCultureonBusinessNegotiation1.Introduction22.Hownegotiationworks32.1Conceptofnegotiation32.2Fundamentalprinciplesofnegotiation42.2.1Separatingthepeoplefromtheproblem42.2.2Focusingoninterestsbutnotpositions52.2.3Inventingoptionsformutual

2、gain52.2.4Insistingonobjectivecriteria63.Cultureanditsimpactsonnegotiations73.1ComparisonbetweenChineseandwesterncultures73.1.1Values73.1.2Individualismandcollectivism83.1.3“ShowingYourself”and“BeingModest”93.1.4Family103.1.5Nationalism103.2Generalimpactofcultureonbusinessnegotiation113.2.

3、1Negotiationgoal113.2.2Sensitivitytotime143.2.3Formofagreement163.2.4Decision-making183.2.5Willingnesstotakerisk204.RecommendationforChinesenegotiators214.1Cultivatingculturalawarenessandsensitivity214.2Makingsufficientpreparations224.3Havingagoodcommandofthetargetlanguage225.Conclusion23R

4、eferences2526毕业论文(设计)1.IntroductionDuringthepastdecade,Chineseeconomyhasbeengrowingrapidly.AfterenteringintotheWorldTradeOrganization,Chinabecameoneofthemajorinternationalbusinessplayers.ThebusinessnegotiationamongChinaandthewesterncountriesisthekeypointfordevelopingbusinessrelationshipofC

5、hinaandtheWest.Asthemostactivefactorinbusinessaction,internationalbusinessnegotiationisregardedasmoreandmoreimportant.Therearevariousfactorsthathaveimpactoninternationalbusinessnegotiationsuchasinternational economic factors, political environment,pluralismoflegalsystem,culture,etc.Culture

6、isoneofthemostimportantfactorswhichcannotbeneglected.Culturalfactorhasbeenthemostactiveoneinaffectingonthebusinessnegotiationprocess.Thegreatdiversityofculturemakesnegotiatingstyledifferent.Theycouldcauseunnecessarymisunderstanding,evenaffecttheresultofthebusinessnegotiations.Itisimpossibl

7、eforanynegotiatorwholacksculturalbackgroundknowledgetosucceedininternationalbusinessnegotiationnomatterhowskilledandexperiencedheis.ThisthesisfocusesonthedifferentculturesbetweenChinaandtheWest,andhowdotheyinfluenceonbusinessnegotiation.26毕业论文(设计)2.Hownegotiat