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1、广东外语外贸大学商务英语本科毕业论文( 2012 届 )论文题目 Impacts of Cultural Differences on International（英文） Business Negotiation论文题目文化差异对国际商务谈判的影响（中文） 专 业学院 继教（公开）学院商务英语准考证号班级自考作者姓名指导老师 完稿时间 2012/11/6成绩 Impacts of Cultural Differences on International Business Negotiation Abstract: International negotiations refer to the
2、 negotiations which between the rivals from the different cultural backgrounds or different countries. International business negotiations are affected by the political、economic、cultural and other factors of their respective countries .While the most difficult to grasp is the cultural factors. Cultu
3、ral differences lead to a collision on the international negotiations and even conflict, a considerable part of the negotiations fail, a direct impact on the smooth progress of the international business activities. This paper mainly discusses the reason on the difference of culture and which certai
4、n aspects do cultural differences on international business negotiations produced .Meanwhile, it proposes the practical and feasible strategies for cultural differences on international negotiations influence based on these respects.Key words：Cultural difference；International Business Negotiations；
5、Impacts of cultural differences文化差异对国际商务谈判的影响 摘要：来自不同文化背景或不同国家的对手之间的谈判，即国际谈判。国际谈判都受到各自国家的政治，经济，文化等因素的影响，而最难以把握的是文化因素。而在国际商务谈判中各国文化难免会产生碰撞和冲突，有相当一部分的谈判因此而失败，这种碰撞和冲突将会直接影响国际商务谈判的顺利进行。本文主要探讨造成文化差异的原因以及文化差异会对国际商务谈判带来哪些方面的影响。同时就文化差异对国际谈判的影响的这些方面的问题，提出切实可行的策略。关键词：文化差异；国际商务谈判；文化差异的影响Contents1 .Introduction
6、22. Cultural Differences.22.1 The Definition of Culture.22.2The Causes of Cultural Differences.32.2.1Thinking Modes Differences.32.2.2Religious Differences.33. Impacts of cultural differences on international business negotiation.43.1Differences of Non-verbal communication.43.2Differences of value o
7、n negotiations.53.3Impacts of Cultural Differences on Negotiation Teams73.4Impacts of Cultural Differences on Negotiation Style.74. Strategies of Cross-cultural Business Negotiation.104.1 Prepare Fully before Negotiations.104.2 Recognize and Respect Cultural Differences114.3 Conquering the communica
8、tion obstacles.115. Conclusion.126. Works Cited13Impacts of Cultural Differences on International Business Negotiation 1. Introduction Along with the international economy globalization trend is becoming more and more obvious, increasing of inter-state in politics，economy，culture and science and tec
9、hnology dominating contacts and cooperation. China has attracted the attention of the world with its rapid economic growth and huge market potential. More and more foreigners started to do business in China. Hence, intercultural business negotiations also increase along with the international econom
10、ic and trade exchanges increasingly frequent, international business negotiation is an exchange process of multinational and cross-culture. In this process, there are some differences exist in the way of thinking, habits and customs, language and way of expression, values, moral and legal aspects of
11、 the negotiation of both sides. In order to carry out the negotiation smoothly, the two negotiating parties are required to recognize and understand the existent cultural differences in international business negotiations. Therefore, its crucial for grasping correctly the cultural factors in interna
12、tional business negotiations.2. Cultural differences2.1 The definition of cultureAnthropologists define culture as any human behavior that is learned than genetically transmitted. They believe that is not necessarily high or low; it exists in any type or stage of civilization. In addition, the cultu
13、ral patterns those are typical of a certain group of people from another. Culture is all pervasive, including not only customs and habits, ideas and beliefs but also artifacts made by humans.Culture has two major components: the material and nonmaterial. While the former refers to tangible items suc
14、h as cars, watches, television sets and houses, the latter is comprised of intangible elements such as value, beliefs and customs .both the material and nonmaterial components of culture play a major role in influencing peoples perception of reality, thought and behavior patterns.2.2 The cause of Cu
15、ltural DifferencesAs we all know， people of different nationalities, due to the differences of its geographical location, economic environment and their thinking modes and so on, there are many aspects of difference resulting in its way of thinking, values, life habit, cultural background and many o
16、ther areas.2.2.1Thinking Modes DifferencesWay of thinking is the inner program in the brain activity; it plays a decisive role in peoples words and deeds. Mode of thinking is a perspective of something. People with the different nationality and cultural background look on things differently, which i
17、s the different ways of thinking. On one hand, way of thinking and culture are closely related that is the cultural psychology characteristic centralism reflection. On the other hand, way of thinking and language are closely related which is the generation and the deep mechanism in development of la
18、nguages, and also promote it to form and develop. Eastern culture is skilled at things for a comprehensive analysis. Western culture analyze item on details, when to analyze the problem, they like to separate detailed thing from a whole then proceed to analyze the essence.2.2.2 Religious Differences
19、Oriental religious culture of secular tendency is obvious, while the Western religious culture with distinctive cultural characteristics of supermarket. At east most people believe in Buddhism which is one of the three major religions. Viewing world religions, never have a religious leader who is no
20、t Superman to the God as the case，except for Buddhism . The dharma is suitable for the world. Buddhism did not have exclusiveness. Thailand people believe in Buddhism, who value very much the head, its think that the head is sacred and inviolable. It considered a great insult if the hand touches Tha
21、iland peoples head. Thailand also is a taboo to cross their legs and feet towards others. Thailand people always sleep toward the head to the west, because of the Sunset Western symbol of death, only the dead body will head toward to the west.While Western people are Christian: Christianity is a fai
22、th in Jesus as Savior of the monotheistic religions. The Christian doctrine is that: First ，God is a true God；Second， God is the creator of all things of heaven and earth; Third，God is the master of history ；Fourth， God will save his people, forgive their iniquity, to make them as his children; Fift
23、h， God will judge the world at the end of the world.；Sixth， God treats people preciously. We must note that Christians are forbidden to eat animal blood.Islam is not only the bishop of Arab countries, also one of the three world religions, which original intention is obedience, peace. It followed th
24、e teachings of the Koran. Advocating green in Islam, it can see that Islam a religion from comprehensive peace that the Muslim is the hope of peaceful of Islam the ones who believe the basic creed God, only God, Mohammed is the messenger of Allah. We must note that Muslims are considered not bloodle
25、tting animal for contraband, fasting pork dog cat. They usually think the left hand is dirty, taboo left transmission goods, especially food. (王春阳 鲍平平 Intercultural Business Communication 2007 09)3. Impacts of cultural differences on international business negotiation 3. 1. Differences of Non-Verb c
26、ommunication Business negotiation is essentially the process of negotiators language negotiation, in order to seek the same purpose. Most people in the same cultural background to understand speech content still has the error, let alone the communication between the different cultural backgrounds ,
27、may be would be understand with the greater difficulties. Non-verbal communication also plays a vital role in human social communication .Nonverbal communication refers to the communication process need not go through the language to convey information, but through sound (including the tone quality
28、level, the speed of sound, and the level of pitch), facial expressions (such as eye contact, smile), gestures, body posture as well as space for communication. People often say that most of the meanings of communication do not embody inner language, while they generated external language.Non-languag
29、e communication with its rich connotation, changeful form and language to express the incomparable superiority which holds information expression of important space . For example, in Chinese culture, wink and make signs to one another are considered to be a profligate behavior, especially the female
30、 shows to male, it can almost be a flirty behavior. But in the United States, this kind of behavior which represents the nice and warm . And such as, the vast majority of countries are to nod to say yes, but in Sri Lanka, India, Nepal and other countries is nodded his head to express affirmation neg
31、ation. Moreover, the Arabs, Russians, French and Eastern European and Mediterranean countries, the two men met to hug, kiss cheeks are welcome; the Italians like kept patting and touch to show kindness and friendly. The people of Burma will sniff each others cheek in greeting. And less talk about wo
32、mens issues in the relation with the Arabia state rivals, let alone to send women as business representatives. But also we can not come to the point of beginning negotiations with women topics; it will lead to negative performance. Due to these cultural restrictions, the language information in the
33、process of intercultural communication has generated much ambiguity, the ones who do not take care may enter the misunderstanding and then occur a serious misunderstanding and conflict inevitably.3.2 Differences of value on negotiationsValue refers to a person with general evaluation and general vie
34、w on the surrounding objects (including people, things, object) meaning, importance of objects. In different era and different social environment, the forms of values are different. The most obvious between Chinese and Western values orientation focus on individualism and collectivism .Individualist
35、ic cultures stress on individual goals. On the contrary, collectivist cultures emphasize collective goal. For example, in individualistic orientation, the East and the West are much different in term of individualistic orientations. Individualism ranks the first in American society, especially male,
36、 who thinks that he is a separate individual, not used to establish close social network; and all things would like to be made by their own decisions, and they convinced everyone is similar what they do. Italy belongs to the specific culture, they were very clear on the relation between work and pri
37、vate communication interpersonal relationships, and personal space is very small. But Chinese culture is a typical collectivistic culture; Chinese advocates everything to take the family, social, national interests as first. Chinese always like the relationships on mutual dependence, mutual cooperat
38、ion, and mutual progress. Sometimes unnecessary barriers come out during communication because of the mutual penetration that Chinese in dealing with private and official business problem. As shown in the following illustration; the same essence between individual interests and collective interests,
39、 with the two interdependent promote each other. But if both sides are not properly balanced, the contradiction existed will not be eased. The following diagram will be well explanation of the close relationship between these two items. Individual interest and collective interest arent only interdep
40、endent and mutually contradictory, but also maintain the essential consistency. ( source : Graph from internet） 3.3 Impacts of Cultural Differences on Negotiation TeamsCulture is an important factor affecting the composition of negotiating teams, and different counties are different in selection cri
41、teria, quantity and division of labor of negotiators. Wanted negotiation to be success, the negotiation teams influence is also indispensable .what about selection criteria of negotiation teams? This is the first issue of negotiation. “Harvard University economist Graham (1983, 1985) compared with t
42、he different standard choose negotiator teams in the United States, Japan, China Taiwan and Brazil.” ( 靳娟 CROSS-CULTURAL BUSSINESS COMMUNICATION 2010, P157)Although Japan and the United States, Brazil also have the same attention to oral expression ability, but also pay attention to listening abilit
43、y. At the same time, Japan is a large power distance country, where status symbol is crucial importance, so the choice of the negotiators in addition to have certain social skills also need to have a certain position and function .China Taiwan attaches importance to the negotiators have interesting
44、and perseverance and determination, it is other countries do not have. Different aspects on cultural differences also affect the number of the teams in negotiations. Such as, the United States negotiators have the innate self-confidence and sense of superiority, so they set up a fully keen-witted an
45、d capable principle in negotiations for determining the quantity, with negotiating team is relatively small; only compose of a few individuals. While the Japanese team is compared commonly big, to express emphasis, also to facilitate division . Team number is small; the Japanese view that its not en
46、ough attention that means lack of negotiations sincerity. While for Americans that capacity is insufficient, lack of confidence. (刘园 尹庆双 国际商务谈判北京：中国人民大学出版社 2007 05)3.4 Impacts of Cultural Differences on Negotiation Style. Negotiation style refers to the negotiators in the negotiation process through
47、 demeanor show characteristics which its culture on the basis of the negotiations with each other officers were significantly different on negotiation strategy, thought and behavior. This concept includes the following several kinds of meaning: first, negotiating style is words and deeds that embodied in process and situation of negotiation ；Secondly, negotiating style is to reflect and refract the cultural accumulation of team members; third, negotiating style has its own characteristic
