09国际商务文化-论文题签.doc

黑龙江外国语学院 2012-2013学年 第1学期Term 1 2012-2013 Academic Year Heilongjiang International University答卷封面(COVER)评阅结果Final mark评阅人Examiner课程名称（Subject）： 国际商务文化 编 号 (No.)： 12-13-1-011159 系 别 (Department): 外国语言文学系 专 业 (Major)： 姓 名 (Name)： 学 号 (Students Number)： 注意事项（Notes）1.考生需按题签将上述有关项目填写清楚2.字迹要清楚，保持卷面清洁。3.交卷时请将本答卷和题签一起上交，题签作为封面下一页装订。1、Candidates should fill in the information appropriately.2、Keep the handwriting clear and the paper tidy.3、Candidate should hand in this cover and paper together; the answer sheet should be attached to the cover.机密（Confidential） 编号（No.）：12-13-1-011159 试 题（Test）课程名称（Subject）：国际商务文化 考核类别（Type of test）： 考查 课程类别(Type of course) :专业任选课 考试形式(Test type) : 论文 使用范围（Target group）： 2009级英语专业本科 1. Topic List1) A Study on the Impact of Culture on the Globalization of Business2) A Study on Cultural Shock and Its Influence on International Business3) A Study on the Significance of Non-verbal Communication in International Business.4) A Study on the Strategy of Building the Cross-Cultural Team5) A Study on Cross-Cultural Marketing2. Words limit: 1500-2000 words3. Requirements：Each student is required to prepare a term paper on ONE of the topics relevant to the subjects covered in this class. The purpose of the term paper is to demonstrate that students can apply the analysis techniques learned in this class. The paper should be typewritten, paginated, in Time New Roman font, size 12, and must follow the outline shown below. 1) Cover page and test page 2) Abstract 3) Body text Sample (样张)Analysis of Value Difference Between China and AmericaAbstract: The thesis emphasizes the importance of taking cultural sensitivities into consideration during business negotiation to make proper negotiation tactics. In view of such a situation, this thesis makes an effort to highlight the cultural impacts on negotiation and puts forward several suggestions in reconciling cultural differences in order to make the negotiation develop smoothly.Key words: cultural differences；Sino-U.S. business negotiation； impact；valuesIntroduction: Nowadays, due to the rapid development and integration of global economy, international business contacts and activities are increasingly frequent and complex. The unprecedented growth of international business has resulted in an increased volume of face-to-face negotiation between members of different cultures. While pursing the success of international business negotiation, it is imperative for negotiators to know the cultural difference of negotiating parties. As we all know, China is one of the largest economic country in the world, and America is our biggest trade partner. Since the normalization of relations between China and America began 25 years ago, Sino-U.S. business relationships have been growing at a fast pace. Negotiations have often been a difficult process for both sides, for cultural and other reasons. Cultural differences of China and America constitute an enormous challenge for cross-border negotiation. Main body: As is known to all, China is a typical Eastern country, while America is a typical Western one. There is no doubt about their big cultural differences. In view of business negotiations, many researchers have found some core values concerning business cultures of China and the United States.Individualism-collectivism is the major dimension of cultural variability used to explain cross-cultural differences and similarities in communication across cultures Individualistic cultures emphasize personal rights and responsibilities privacy, voicing ones own opinion, freedom and self-expression. Collectivistic cultures emphasize community, collaboration, shared interests, harmony, tradition and public good. Chinese culture is collectivism-oriented. The Chinese people think that harmonious relationships are the basis of our society; they place high priority on collectivists interests and values. In their minds, a “we” consciousness prevails: identity is based on the social system; the individual is emotionally dependent on organizations and institutions; the culture highlights social organizations; organizations invade private life and the clans to which the individuals belong. Different from Americans, when in business negotiation, Chinese people always choose mutual self-benefits, seek to advance the interests of the group and group rewards. Obviously, individualism is highly prized in the United States. In American culture, individual achievement, sovereignty and freedom are the virtues most glorified and canonized. The value of the individual is supreme and it is the individual who has the capacity to shape his or her own destiny. They believe that “God always help those who help themselves”. In terms of business negotiation, American negotiators tend to be self-motivated and their business relationships are based on self-interest.Thinking patterns refer to forms of reasoning and approaches to problem solution. Thinking patterns differ from culture to culture, a logical, reasonable argument in one culture maybe considered as illogical and undemonstrated in another culture.Sino-U.S. differences of thinking patterns mainly reflected in the inductive and deductive thought. Deductive thought is observing and considering everything in the world as a whole, paying attention to the overall function, complex relationship and operation process but not care about the internal structure of something. Chinese peoples thinking patterns belong to this orientation. For a thing, they would like to consider from general to detail, from abstract to specific. Therefore, at the very beginning of a business negotiation, Chinese negotiators would like to discuss the general rules which both parties should obey and mutual interests. They think that, once the general rules and cooperation willingness are determined, all the other questions are no more questions. They always emphasize the details must come after general principles. American culture is towards inductive thought. It is a kind of thinking pattern that focuses on analyzing complicated things into several simple elements and then study one by one. As Americans are affected by linear thinking and analytical thinking patterns, they pay more attention to the logical connects of a thing, in their minds, details is far more important than those abstract rules. So at the start of a negotiation, they will not act just like Chinese negotiators. Instead, they attach importance to specific aspects. They treat contract just as a set of clauses with legally binding that should be comply, that is to say, only real specific issues can make negotiation go smoothly. Americans are pragmatists, from their perspective, the beginning of negotiation process is a form, the world is made up of facts but not some concepts.The success of international business negotiations is decided by a lot of factors, especially the negotiators consciousness of cultural difference. As in a cross-cultural business negotiation, negotiators are separated from each other not only by physical features, a totally different language and business etiquette, but also by a different way to perceive the world, to define business goals, to express feeling and thinking, to show invisible motivation and interests. Nowadays, with the growing development of cross-cultural business negotiation, more and more people begin to realize the importance of cultural differences. In my paper, I have mainly focused on six aspects to describe the cultural impacts on business negotiation. Conclusion: The purpose of this thesis is to confirm the great differences between negotiators from China and America through the comparative studies of Chinese and American culture. The final chapter showed some suggestions according to the different culture. Of course I should allege that it is quite difficult to discuss all the differences between China and America because culture can influence negotiating styles in numerous ways. So I just choose the main typical aspects to discuss in my paper. However, it should be mentioned that not all individuals in a culture behave the same way. Therefore, values and behaviors of particular culture may not be th