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1、毕业论文（设计）TheImpactofCulturalDifferencesonInternationalBusinessNegotiationStyleTheImpactofCulturalDifferencesonInternationalBusinessNegotiationStyle1.Introduction2.Culturedifferences2.1Thedefinitionofculture2.2Theroleofcultureinbusinessnegotiation2.3.2Individualismandcollectivism2.3.3Cr
2、oss-culturalcommunication2.3.4Differentdecisionsinmakingapproaches3.1NegotiationstyleofUnitedStates3.2NegotiationstyleofUnitedKingdom3.3NegotiationstyleofJapan3.4NegotiationstyleofKorea3.5NegotiationstyleofChina4.Achievingeffectivenegotiationsthrougheffectivenegotiationstrategies4.1Be
3、awareofculturaldifferences4.2Suggestionsfordevelopingeffectivebusinessnegotiationstrategies5.ConclusionReferences25毕业论文（设计）1.IntroductionWiththedevelopmentofeconomyandtheenteringintotheWorldTradeOrganization,companiesandenterprisesinChinahavebeentakingpartininternationalbusinessnegoti
4、ations.Whatdoesnegotiationmean?Doesitonlymeantocommunicateorbargainwithotherpeople?Theanswerisnotcomplete.Negotiationistheprocessbywhichatleasttwopartieswithcommonorconflictingintereststrytoreachanagreementofmutualbenefit.Thisdefinitionindicatesthatnegotiationstakeplacewithinthecontex
5、tofthefourCs:commoninterests,conflictinginterests,compromise,andcriteria(MoranandStripp,1991).Fromthedefinition,peopleknowthatnegotiationisoneofthemostimportantprocessesinbusinesstrade.Itdirectlyrelatestotheresultofthebusiness.Asuccessfulnegotiationmayhelppeoplegetthebusiness,orevenge
6、tmuchprofitthantheyhaveexpected.Onthecontrary,itmayalsomakepeoplelosethechance.So,businessnegotiationplaysanimportantroleinbusinesstrade.While,incross-culturalbusinessnegotiation,negotiationteamsoftenencounterconflictsbetweenbothsides’benefitsandcultures,whicharemainlycausedbycultured
7、ifferences.Assomebusinessnegotiationstylesareaffectedbyculturestosomeextent,negotiationteamsfromdifferentculturalbackgroundsadoptdifferentnegotiationstrategiesaccordingtodifferentculturalviews,valuesandbehaviors,etc..Theseimages,assumptions,values,beliefsandexpectationsdifferacrosscul
8、tures
