on the styles of international business negotiation

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1、毕业论文（设计）OntheStylesofInternationalBusinessNegotiation——FromaCulturalPerspective1.Introduction12.BriefIntroductiontoInternationalBusinessNegotiation22.1Definitionofinternationalbusinessnegotiation22.2Theaimofinternationalbusinessnegotiation33.CulturalDiffere

2、ncesandInternationalBusinessNegotiation43.1Definitionofculture43.2Culturalfactorsininternationalbusinessnegotiation53.2.1Time53.2.2Space63.2.3Bodylanguage63.2.4Individualandcollectivebehavious73.2.5Patternofcommunication73.2.6Emphasisonpersonalrelations84.P

3、ersonalstylesandtheiroptimalapplication84.1Passive94.2Intimidating104.3Technical114.4Financial134.5Legalistic145.Conclusion151.IntroductionInternationalcommercialnegotiationisazero-sumgamethatpitseverygainagainstaloss.Andwhensuccessfullycompleted,losersbeli

4、evethey'vewonandwinnersgiveeveryindicationofbearingupunderdefeat.Languageandfortitudeareusedtocreateabeliefthateveryonewillwalkawayfromthetablewith“enough”evenifoneside'sportion(hopefullytheopponent'sside)isfarlessthanforecasted.Eachnegotiatormustchooseasty

5、lethatwillbestservetheirgoal.Thesamestylewillnotworkineverysituation,norwilleverysituationpermiteveryStyle.Negotiatorsmustbeflexible,abletochangestyleaseasilyastheychangelocale.Thesameresearchskillsthathavebeenfocusedoutwardshouldnowbeturnedinward,ashonesta

6、nd16毕业论文（设计）thoroughself-assessmentwillpermitthemostappropriatechoiceofpersonalstyles.Thisthesisisgoingtotalkaboutthestylesofinternationalbusinessnegotiationfromtheculturalperspective.Combiningwiththecurrentsituationofinternationalbusinessnegotiation,thisth

7、esisanalyzeshowtheculturalfactorsaffectthestylesofnegotiationandtheinfluence.2.BriefIntroductiontoInternationalBusinessNegotiationBeforestartingtotalkaboutthestylesofinternationalbusinessnegotiation,itisnecessarytounderstandthedefinitionofinternationalbusin

8、essnegotiationandwhatitaims.2.1DefinitionofinternationalbusinessnegotiationFirstofall,thedefinitionandaimofnegotiationisofgreatimportance,alsotheproblemneedstobefoundoutinbusinessnegotiation.JamesWall(