商务英语毕业论文-impacts of cultural differences on international business negotiation

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1、XinyangNormalUniversityGraduateGraduationThesisSubject：ImpactsofCulturalDifferencesonInternationalBusinessNegotiationMajor:BusinessEnglishName：yangzisaiStudentNo:IDnumber:Department:henanpoly-technicinstituteTel:Supervisor:Date:2012-10-29ContentsINTRODUCTION11.T

2、YPESOFCULTURALDIFFERENCES21.1ValueView21.2.NegotiatingStyle21.3.ThinkingModel22.IMPACTOFCULTURALDIFFERENCESONINTERNATIONALBUSINESSNEGOTIATIONS42.1.1EnvironmentalFactors.................................................................................52.1.2Persona

3、lFactorsinBusinessNegotiation....................................................52.1.3ImpactbetweenUSA&ChinaDifferenceonNegotiation.62.2ImpactofNegotiatingStyleDifferencesonInternationalBusinessNegotiations.72.3ImpactofThinkingModelDifferencesonInternationalBus

4、inessNegotiation.83.COPINGSTRATEGYOFNEGOTIATINGACROSSCULTURES.93.1MakingPreparationsbeforeNegotiation.93.2OvercomingCulturalPrejudice.103.3ConqueringCommunicationBarriers.10CONCLUSION11Bibliography.................................................................

5、..............................................21Acknowledgements....................................................................................................22摘要在现代商业的快速发展过程中，文化一直都起着非常重要的作用。同样地，文化对商务谈判的影响也不可小觑。影响谈判的因素有很多，其中文化差异的存在尤为重要，甚至会直接影响到商务谈判的结果。只有正确

6、认识并妥善把握中西方文化差异，才能不断提高自己的谈判技巧，强化自身优势，推进商务谈判的顺利进行。然而，目前在商务谈判过程中，对文化差异的存在而产生的影响，人们并没有给予足够的重视。本文通过对商务谈判相关内容的分析研究，找出文化差异在商务谈判中的重要性之所在；通过对比分析各因素对商务谈判的影响，从而寻求文化差异对商务谈判的作用以及与各因素间的关系；最后研究得出结论，文化差异对商务谈判有很大的影响，只有正确认识并妥善把握中西方文化差异，才能不断提高自己的谈判技巧，强化自身优势，推进商务谈判的顺利进行。关键词：商务谈判；文化

7、差异；提高；谈判技巧AbstractCulturehasbeenplayingaveryimportantroleintherapiddevelopmentofmodernbusiness.Similarly,theimpactithasonbusinessnegotiationisalsoverygreat.Therearemanyfactorsinfluencingbusinessnegotiation,amongthem,culturaldifferencesareofspecialimportance.Ther

8、esultmightbechangedduetothedifferencesinculture.Aslongasweknowaboutthedifferencesincultureandfurthermoremakefulluseofthem,theprocessofnegotiationcangoesonsmoothly.How