noon是什么意思Cultural Differences in Business Negotiation

2021年1月19日发(作者：punch是什么意思)





学年论文（设计）



题




目


Cultural
Differences
in
Business
Negotiation
系




别








外语系

















专




业








英语（商务方向）






年




级



09
届















层




次








本科



















学




号








2











姓




名








李玉姿


















指导老师








曹凤婷




















2011
年
8
月
22
日


广东培正学院教务
Abstract
：
This article deals with the curltural differences in business ,
i
t’s
about
the
introduction.
Second,
it
presents
some
central
cultural
differences
in
international
business
,
it
focuses
on
the
methods
of
dealing
with
cultural
differences
in
y,
it
concludes
the
whole
essay
and
summarizes the importance of having a good understanding of those differences.

Key words:
Cultural differences;Business Negotiation;Methods;


中文摘要：
该论文主要讲述商务谈判中的文化差异。
首先整体介绍一下整篇 论文；
其次具体介绍在商务谈判中主要的文化差异；
第三探究如何去解决谈判中的文化
差异；最后总结全文。

关键词：
文化差异；商务谈判；方法；



















1. Introduction

International business negotiation is playing a more and more important role in
modem
society.
We
can
see
clearly
that
there
are
great
differences
in
international
business
negotiation.
Specially,
culture
can
influence
negotiating
styles
in
different
ways, because negotiators who may come from another nation is different from us in
language, beliefs, behaviors manners, privacy, food custom, time, thinking, value and
attitudes and so on. Different cultures express different ways of doing business. Even
though
negotiators
are
well
prepared,
it
is
not
so
easy
to
reach
a
satisfactory
agreement
between
negotiators
across
cultures.
Negotiations
can
be
easily
broken
down
due
to
a
lack
of
mutual
understanding
of
the
cultures.
Culture
affects
negotiation
even
before
negotiators
meet
with
face
to
face.
Therefore,
learning
the
opponent's culture and having a good understanding of how cultural differences affect
negotiation
will
be
critically
important
if
one
wants
to
succeed
in
cross-cultural
negotiations.

2. Cultural Differences in International Business Negotiation

In international business settings, the development of the negotiation process and
how
parties
perceive
the
relationship
are
crucial.
And
this
process
is
influenced
by
al
differences
create
a
challenge
to
the
negotiators
involved,
and
demand understanding as well as flexibility. An ability to assess these differences and
properly
handle
the
consequences
is
essential
for
success
in
international
business
negotiations. Some central differences are as follows.
2.1 Personal space
A
culture’s
use
of
space
is
directly
linked
to
its
value
system.
In
some
Asia
cultures,
for
example,
students
do
not
sit
close
to
their
teachers
or
stand
near
their
bosses;
the
extended
distance
demonstrates
deference
and
esteem.
In
Germany,
private space is sacred. You cannot go inside your neighbor’s fence to get your ball,
which
was
thrown
in
by
accident.
But
in
Greek,
African,
Italian,
and
Arab
where
privacy is less important, people demands less space.

In Western countries husband and wife share their personal space, they walk side
by side in the street, but in Arab countries, husband always walk ahead of their wives,
even at the dinner stable, husband and wife do not sit together. In those countries, a
man’s personal space is his alone.

In
some
Middle
Eastern
and
Asia
countries,
you
will
see
it
is
very
crowed
in
buses,
banks
and
other
public
places,
for
these
cultures
demand
very
little
society
distance. They have unique orientations towards space and privacy. A mixing of these
orientations can cause communication problems. In China, many public places such
as
bank
has
“one
meter
line”,

but
Chinese
don’t
always
pay
attention
to
it.
If
a
Western is in front of you in a bank, you pass the “one meter line” and are close to
him or her. You may cause a misunderstanding, you will be said to invade his personal
space.

2.2 Time orientation