英語本科畢業(yè)論文ImpactsofCulturalDifferencesonInternational

1、學(xué)學(xué) 士士 學(xué)學(xué) 位位 論論 文文 impacts of cultural differences on international 姓姓 名：名： 學(xué)學(xué) 號(hào)：號(hào)： 指指導(dǎo)導(dǎo)教教師師： 學(xué)校代碼：10904 學(xué)學(xué) 院院： 專專 業(yè)：業(yè)： 完完成成日日期期： 學(xué)學(xué) 士士 學(xué)學(xué) 位位 論論 文文 impacts of cultural differences on international 姓姓 名：名： 學(xué)學(xué) 號(hào)：號(hào)： 指指導(dǎo)導(dǎo)教教師師： 學(xué)學(xué) 院院： 專專 業(yè)：業(yè)： 完完成成日日期期： 摘 要 不同文化條件下的商務(wù)談判就是跨文化談判。在世界經(jīng)濟(jì)日趨全球化的今 天，隨著國(guó)際間商務(wù)交往活動(dòng)的頻繁

2、和密切，各國(guó)間的文化差異就顯得格外的 重要，否則將會(huì)引起不必要的誤會(huì)，甚至可能直接影響商務(wù)交往的實(shí)際效果。 這意味著如何化解各國(guó)不同文化背景在國(guó)際商務(wù)談判中是非常重要的。文章從 文化差異的類型入手，然后解釋了這些文化差異對(duì)國(guó)際商務(wù)談判的影響，最后 分析了如何正確解決談判過程中文化差異的問題。文章強(qiáng)調(diào)了這樣一個(gè)觀點(diǎn)， 在不同國(guó)家商務(wù)談判中，談判員應(yīng)該接受對(duì)方的文化，并試圖使自己被對(duì)方所 接受，然后在有效溝通的幫助下做出正確評(píng)估，并找出它們之間的真正利益。 此外，我們應(yīng)該盡可能的清楚的了解并發(fā)現(xiàn)對(duì)方的文化。這對(duì)文化談判的成功 至關(guān)重要。 關(guān)鍵詞：文化；文化差異；商務(wù)談判；影響 abstract t

3、he business negotiations under different cultural conditions come to cross- cultural negotiations. with the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of th

4、e business negotiations. this means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. the article commences from the types of culture differences, then it explains the impacts of these cul

5、ture differences on international business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. such a standpoint is emphasized: in the business negotiations between different countries, negotiators should accept the other par

6、tys culture, and try to make him be accepted; then make a correct evaluation with the help of valid communication and discover their real benefits between them. besides, we should know clearly and try to accept the culture differences as possible as we can. it is very important for the success of cu

7、lture negotiations. key words: culture; cultural differences; business negotiation; impact contents 1. types of cultural differences.1 1.1 value view.1 1.2. negotiating style.1 1.3. thinking model.1 2. impact of cultural differences on international business negotiations.3 2.1 impact of value views

8、differences on international business negotiations.3 2.1.1 impact of time view difference on negotiation.3 2.1.2 impact of equality view difference on negotiation.4 2.1.3 impact of objectivity difference on negotiation.5 2.2 impact of negotiating style differences on international business negotiati

9、ons.5 2.3 impact of thinking model differences on international business negotiation.7 3. coping strategy of negotiating across cultures.8 3.1 making preparations before negotiation.8 3.2 overcoming cultural prejudice.8 3.3 conquering communication barriers.9 conclusion.10 bibliography.11 acknowledg

10、ement.12 impacts of cultural differences on international 1. types of culture differences the east countries and west countries have produced different cultures on the different continents. among the different cultures, value views, negotiating style and thinking model appear more obvious. 1.1value

11、view value view is the standard that people use to asses objective things. it includes time view, equality view and objectivity. people may draw a different or even contradictory conclusion about the same thing. value view is one of the most important differences among the many factors. it can influ

12、ence the attitude, needs and behavior of people. the value view varies from nation to nation, people know that the eastern person focus on collectivism, while the western people pay more attention to individualism. 1.2. negotiating style negotiating style refers to the tolerance and graces which the

13、 negotiator shows in the negotiation. the negotiators show their negotiating style through behavior, manners and the method of controlling negotiation process during the negotiation. the negotiators negotiating style has a bearing on their culture background. according to the culture differences, ne

14、gotiating style falls into two types: the east negotiating style pattern and the west negotiating style pattern. 1.3. thinking model thinking model reflects the culture. because of the influences of history background, continents, words and living method, different nations generate different thinkin

15、g models. surely, there is more than one thinking model of a nation, but one is more obvious compared with others. as a whole, east people, especially chinese have strong comprehensive thinking, image thinking and curved thinking, while analytical thinking, abstract thinking and direct thinking are

16、possessed by the west people. 2. impact of cultural differences on international business negotiations with the rapid development of economy, we need to do business with businessmen under different culture background, so in order to reach trade agreement, it is necessary for us to study the impact o

17、f culture differences on international negotiation in global business activities. the impact of culture differences on international negotiation is extensive and deeply. different cultures divide the people into different group and they are also the obstacles of peoples communication. accordingly, i

18、t is required that the negotiator should accept the culture of each other. furthermore, through culture differences, it is important that the negotiator reveal and understand the other partys goal and behavior and make him or herself be accepted by the opponent to reach agreement finally 2.1 impact

19、of value views differences on international business negotiations value views differences on international business negotiations fall into three types: time view, negotiation style, thinking model. each has big influences on business negotiation 2.1.1 impact of time view difference on negotiation. t

20、he time view which affects the negotiators behavior varies from east countries to west countries. the oriental or the chinese negotiators are usually cautious and patient. they need to go through the phrases of coming up with proposes, bringing up objections and ending the trade which takes a longer

21、 time. and they hope to arrange rich time to go on a negotiation, thus knowing more about the opponent .they are good at long and continuous battle. while west people or we could say american people, consider time is precious. they tend to resolve problems swiftly. so, in business negotiation, ameri

22、can businessmen often complain about the delay and the lack of efficiency of negotiators from other countries, while these countries also make a complaint that the americans lack patience. there is a popular saying among american negotiators and businessmen: it is prohibited to steal time. that show

23、s the time view of americans. to them, time means money. the time view of chinese is cyclic. they use long-term and systematic viewpoints to value the importance of the topic. a famous people classify the time view into two kinds: straight-line time viewand cyclic time view. the former pay more atte

24、ntion to concentration and speed, and the later stress doing many things at one time. that they insist on different time view leads to different negotiating style and method. the american people represent the straight-line time view and they have a strong awareness of modern competition. they look f

25、or speed and efficiency. so they value time badly and consider time as a special commodity whose value could be assessed. they often use minute to calculate time .they hope to reduce negotiation time at every phrase and want to complete the negotiation quickly. but the chinese time view is cyclic an

26、d they place emphasis on unity. moreover, it is necessary to be punctual at negotiations. west people have a strong time view, if you dont comply with the appointment time, they may give you a punishment and they will regard you as unreliable and irresponsible person. being late for negotiation will

27、 give the west businessmen opportunities to exert pressure onyou, and then you will lose the status of being initiative. 2.1.2 impact of equality view difference on negotiation america went through the bourgeoisie revolution of striving for the equality and freedom, so they take equality into their

28、heart. americans stick to equality and fairness in business, and hope that both could gain benefit. when introducing the topic or situation, the west people would like to use concrete method, particularly data. their negotiating method is that they will describe their viewpoint and propose at the be

29、ginning in order to get initiative. under this principle, they would come up with a reasonable resolution which they think is very fair. in business relationship, the sellers from america regard the buyer as a counterpart. americans are fairer than japanese is sharing benefits. a lot of american man

30、agers think fair division of profits is more important than how much they could get. at this point, the east people are different. because of the deeply influence of class view, they dont pay much attention to equality. they usually adopt single-win strategy in business negotiations. when involving

31、economic benefits they think much about their own benefits and profits and dont give so much attention to the benefit of their partners. the market economic system of developed countries is quite mature, so west countries take win-win strategy more in negotiation; basically, they could take the bene

32、fits of both into consideration. 2.1.3 impact of objectivity difference on negotiation the objectivity in international business negotiation reflects the degree to which people treat any things. west people especially americans have a strong objectivity on the understanding of issues. at negotiation

33、 table, americans dont care much about relationship between people. they dont care if the status of the opponent is equal to theirs. they make decision based on facts and data, not people. the saying that public things use public ways is a reflection of american objectivity. therefore，americans emph

34、asize that businessmen should distinguish people and issues, what they are really interested in is the actual problems. but in the other parts of the world, it is impossible for them to distinguish people and issues. 2.2 impact of negotiating style differences on international business negotiations

35、the impacts of negotiating style differences on international business negotiation mainly exist in negotiating method and negotiating structure. take the negotiation between america and china as a example, since the oriental care more about unity in thinking, they method they adopt in negotiation is

36、 from unity to parts, from the big to little, from the abstract to the concrete, that is to say they should each agreement on general terms, then begin to talk about the concrete terms. and usually not until the end of the negotiation do they make compromise and promise based on all the items, and t

37、hen to reach agreement. the west people are influenced by analytic thinking, so pay more attention to logical relations between things. they consider more about concrete things than integrity. and they tend discuss the concrete items at the beginning of negotiation, so they often resolve the price,

38、delivery and issuance respectively at first. and they may make compromise at every detail, so the final contract is the combination of many little agreements. the negotiating structure is linked with cultures. negotiating structure mostly refers to the number of the participants. in business negotia

39、tion, the foreign delegation is usually composed by 3-5 people, while the chinese one could be more 15 people. the foreign negotiators not only need to negotiate with their counterparts but also need to discuss with related person in charge or the government. when making the final decisions, the chi

40、nese negotiators often discuss the results repeatedly from the workers to the board to avoid being decided by a single person. that results from the influence of collectivism. so they often said to their partners: let us think about it. let us discuss it. but the west negotiators could make the fina

41、l decision without going back for discussion. that because their admire individualism and hard working. they have strong independence. they would carry on according to the best ways after knowing their goals. whats more, most west people think that they have the ability to deal with the negotiation

42、situation on their own. and truly, they are brave enough to take responsibility. 2.3 impact of thinking model differences on international business negotiation the thinking model of chinese tends to be comprehensive, concrete and curved, while the americans are usually analytic, abstract and straigh

43、t-line. we chinese are accustomed to talking about general principles at first and then move onto details. to chinese negotiators, the core is the general guideline, and the details are subject to the guideline. after figuring out the big picture, other problems are easier to resolve. it is the most

44、 obvious feature of chinese negotiators. but west businessmen, especially americans are likely to discuss the details first and try to avoid the principle. they value details very much and think noting about the unity. accordingly, they want to discuss the details at the beginning of negotiation. th

45、ey are direct and simple in negotiation. as a matter of fact, many facts show that general principles first have impact of constriction on the parts and details. for instance, our government insists on the principle that hong kong and macao are undivided parts of chinas territory. in the important d

46、iplomatic negotiations such as entering into relationship with america, hong kongs and macaos coming back into their motherland. it is under such principle that we established the tone of the negotiation and controlled the skeleton of the negotiation, thus we get the advantage and prompt the success

47、 of negotiation. 3. coping strategy of negotiating across cultures the culture differences in cross-cultural communication have various impacts on operation of enterprises. these differences will influence negotiation and management of transnational operation; whats more, it may have bad effects on

48、the harmonious relationship between our country and foreign countries. maybe that will lead to the missing of market opportunities, the increase of trade cost and the low efficiency of company management. so, it is really necessary for us all to eliminate and avoid disadvantageous effects. 3.1 makin

49、g preparations before negotiation. the negotiators must make good preparations if they want control the development of negotiation successfully in the complex situation. only do they make good preparations can they make changes freely according to the situation of negotiation and avoid the happening

50、 of conflicts. because the international business negotiation involves extensive aspects, more preparations are needed. the preparations often include the analysis of the negotiators themselves and the opponents; the constitution of negotiation group, elaborating the negotiating goal and strategy an

51、d going on imitation negotiation when necessary. when making preparations, you should try to know the opponents while you analyze yourselves. analyzing yourselves mainly refers to studying if the project is feasible. to knowing about the opponents means understanding their strength such as credit st

52、atus, the policy、 business customs and regulations of their countries and the conditions of their negotiating members and so on. 3.2 overcoming cultural prejudice tolerating different cultures and overcoming cultural prejudice contribute to better communicating with each other and understanding each

53、 other. west people often think that they are powerful, capable and experienced, so sometimes, we need to recognize then and give then some good comments. we should learn about the foreign cultures before negotiation and accept and understand their cultures in negotiation, because every country rega

54、rd their own cultures as a matter of course and hope that their culture could be recognized and accepted. 3.3 conquering communication barriers two trains running at different railways in the opposite direction will collide with each other; maybe this is the best arrangement for trains. but to commu

55、nication between people, there wont be communications if people go ahead according to their own ways. trains will collide with each other if they run on the same railway at the opposite direction. but if we measure by the objective of peoples communication, only we meet each other, can we have commu

56、nication and friendship. in negotiation, sometimes we cant make much progress although we have talked for long time. and sometimes both parties are not satisfied. after thinking, that is caused by communication barriers which happen easily in cross- cultural negotiation. we should make sure if there

57、 appear communication barriers, if so, we must overcome them. generally speaking, we should pay more attention to the following three communication barriers in cross-cultural negotiation: the communication barriers caused by culture background of both; the ones caused by misunderstanding of the contents and information from the partner; the ones caused by not being willing to accept the opponents contents and ideas. conclusion “social customs varies in different countries”. in a word, cross- cultural communication wi