英语专业--毕业设计--中西文化差异在商务谈判中的弊端

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ITHTHEHELPOFVALIDCOMMUNICATIONANDDISCOVERTHEIRREALBENEFITSBETWEENTHEMBESIDES,WESHOULDKNOWCLEARLYANDTRYTOACCEPTTHECULTURALDIFFERENCESASPOSSIBLEASWECANITISVERYIMPORTANTFORTHESUCCESSOFCULTURENEGOTIATIONSKEYWORDSCULTURECULTURALDIFFERENCE；BUSINESSNEGOTIATION；NEGATIVEEFFECTS第一章绪论课题背景WHATISBUSINESSNEGOTIATIONSDIDYOUNOTICEANYPARTICULARCONNECTIONBETWEENBUSINESSNEGOTIATIONSANDDIFFERENTCULTURALCONDITIONSBUSINESSNEGOTIATIONSUNDERDIFFERENTCULTURALCONDITIONSCOMETOTRANSCULTURALNEGOTIATIONSWITHTHEECONOMICGLOBALIZATIONANDTHEFREQUENTBUSINESSCONTACTS,CULTURALDIFFERENCESSEEMTOBEVERYIMPORTANT,OTHERWISETHEYCOULDCAUSEUNNECESSARYMISUNDERSTANDING,EVENAFFECTTHERESULTOFBUSINESSNEGATIONSWITHTHEADVENTOFECONOMICGLOBALIZATION,INCREASINGINTERNATIONALBUSINESSNEGOTIATIONSINTERNATIONALBUSINESSNEGOTIATIONISNOTONLYECONOMICEXCHANGESANDCOOPERATION,BUTALSOCULTURALEXCHANGESANDCOMMUNICATION,ANDCULTURALFACTORSPLAYACRUCIALROLEBUSINESSCONTACTSINTRADENEGOTIATIONSASASPECIALMEANS,NECESSARILYINVOLVESDIFFERENTGEOGRAPHICAL,ETHNIC,SOCIALANDCULTURALEXCHANGESANDCONTACTS,RESULTINGINCROSSCULTURALNEGOTIATIONSINCROSSCULTURALNEGOTIATIONS,DIFFERENTGEOGRAPHICAL,ETHNIC,CULTURALANDPOLITICALSYSTEMWILLAFFECTTHENEGOTIATIONSBETWEENTHOSEWHOTHOUGHT,NEGOTIATIONSTYLEANDBEHAVIOR,THUSAFFECTINGTHEENTIRENEGOTIATIONPROCESSTHEREFORE,BUSINESSACTIVITIESESPECIALLYININTERNATIONALBUSINESSMUSTUNDERSTANDANDMASTERTHELINKSBETWEENDIFFERENTCULTURESANDDIFFERENCESPREPARATIONANDORGANIZATIONDURINGNEGOTIATIONS,THEBETTERTOUNDERSTANDTHEIMPACTOFCULTURALDIFFERENCESONNEGOTIATIONS,ANDONLYPOSITIVELYIMPACTTHEFACEOFTHISORDERTOACHIEVETHEDESIREDGOALSINTHEINCREASINGLYGLOBALIZEDWORLDECONOMY,WITHINTERNATIONALBUSINESSACTIVITIES,FREQUENTANDCLOSECONTACTS,THECULTURALDIFFERENCESBETWEENCOUNTRIESITISPARTICULARLYIMPORTANT,LITTLECARELESSNESSWILLCAUSEUNNECESSARYMISUNDERSTANDING,OREVENDIRECTLYAFFECTTHEACTUALBUSINESSCONTACTSEFFECTFORTHISREASON,HOWTORESOLVECROSSCULTURALBACKGROUNDININTERNATIONALBUSINESSNEGOTIATIONSISVERYIMPORTANTTHISBYSTUDYINGTHECROSSCULTURALDIFFERENCESANDTHEIMPACTONBUSINESSNEGOTIATIONS,ONHOWTOCORRECTLYHANDLETHENEGOTIATIONSTHATOCCURDURINGCROSSCULTURALDIFFERENCESINISSUESOFINTERNATIONALBUSINESSNEGOTIATIONSCANPROCEEDSMOOTHLYCROSSCULTURALDIFFERENCESIMPACTONINTERNATIONALBUSINESSNEGOTIATIONS主要研究的内容ININTERNATIONALBUSINESSACTIVITIES,BECAUSEOFCULTURALDIFFERENCESANDNATIONALPSYCHOLOGY,OFTENAFFECTINGTHEMANAGEMENTOFTHEDECISIONMAKINGDIFFERENTCULTURALBACKGROUNDSMAKEDIFFERENTSTYLEOFBUSINESS,SUCHASTHEAMERICANSAREMAINLYINTERESTEDINPROFITS,WHILETHECHINESEPEOPLEAREINTERESTEDINMARKETSHAREALSO,THEUSEOFDIFFERENTLANGUAGESWILLHAVEDIFFERENTWAYSOFTHINKINGSTRINGENTGERMANANDFLEXIBLEAMERICANS,CALMTHEFRENCH,THESPANIARDSENTHUSIASMISCATCHINGMOBUTOUTHEJAPANESEANDSOON,ANDTHEYAREALLCLOSELYRELATEDTOTHELANGUAGETHEREFORE,ININTERNATIONALBUSINESSACTIVITIES,NOTONLYTOBEFAMILIARWITHTHEBUSINESSACTIVITIESOFTHERULES,BUTALSOTOUNDERSTANDEACHOTHERSSOCIALHABITSANDCULTURALCHARACTERISTICSBUSINESSCONTRACTSINTHECULTURALDIFFERENCESTHEPAPERPRESENTSCULTURALDIFFERENCEBETWEENCOUNTRIESFROMVALUESANDNEGOTIATIONSTYLEANDEMPHASIZESTHEIMPORTANCEOFTAKINGCULTURALSENSITIVITIESINTOCONSIDERATIONDURINGBUSINESSNEGOTIATIONTOMAKEPROPERNEGOTIATIONTACTICSSUCHASTANDPOINTISEMPHASIZEDINTHEBUSINESSNEGOTIATIONSBETWEENDIFFERENTCOUNTRIES,NEGOTIATORSSHOULDACCEPTTHEOTHERPARTYSCULTURE,ANDTRYTOMAKEHIMBEACCEPTEDTHENMAKEACORRECTEVALUATIONWITHTHEHELPOFVALIDCOMMUNICATIONANDDISCOVERTHEIRREALBENEFITSBETWEENTHEMBESIDES,WESHOULDKNOWCLEARLYANDTRYTOACCEPTTHECULTURALDIFFERENCESASPOSSIBLEASWECANITISVERYIMPORTANTFORTHESUCCESSOFCULTURENEGOTIATIONS第二章CULTURALDIFFERENCES文化差异BUSINESSNEGOTIATIONININTERPERSONALCOMMUNICATIONASASPECIALFORM,WILLINEVITABLYINVOLVEDIFFERENTREGIONS,ETHNIC,SOCIAL,CULTURALEXCHANGESANDCONTACTS,WHICHOCCURREDINTHECROSSCULTURALNEGOTIATIONSINCROSSCULTURALNEGOTIATIONS,THEDIFFERENTGEOGRAPHICAL,ETHNICANDCULTURALDIFFERENCESWILLAFFECTTHETHINKINGOFTHOSENEGOTIATIONS,NEGOTIATIONSTYLESANDBEHAVIORS,WHICHAFFECTTHEENTIRENEGOTIATIONPROCESSTHEREFORE,BUSINESSACTIVITIES,ESPECIALLYCROSSBORDERBUSINESSACTIVITIESMUSTUNDERSTANDANDMASTERTHEDIFFERENTCONNECTIONSANDDIFFERENCESBETWEENCULTURESNOTONLYSHOULDWEMAKEPREPARATIONSFORNEGOTIATIONSWITHTHEORGANIZATION,BUTALSOUNDERSTANDTHEIMPACTOFCULTURALDIFFERENCESONNEGOTIATIONSONLYPOSITIVELYIMPACTTHEFACEOFTHISORDERTOACHIEVETHEDESIREDOBJECTIVES1、文化的定义1THEDEFINITIONOFCULTURECULTUREISTHECONCEPTOFANATIONANDAPARTICULARVALUESYSTEM,THESECONCEPTSOFPEOPLELIVE,WORKBEHAVIORNATIONSOFTHEWORLDDUETOSPECIFICHISTORICALANDGEOGRAPHICALREGIONGRADUALLYFORMEDITSOWNUNIQUECULTURALTRADITIONSANDCULTURALPATTERNSASCUSTOMARYINTHEWESTERNTRADITION,VALUES,RELIGIOUSBELIEFS,DIFFERENTWAYSOFTHINKING,MAKINGTHESHOWALOTOFDIFFERENCEINWESTERNCULTURE2、文化差异产生的原因2,THECAUSESOFCULTURALDIFFERENCESCAUSEDBYMANYREASONSTHEWORLDSCULTURALDIVERSITY,SUMUP,THEMAINSOURCEOFCULTURALDIFFERENCESARETHEFOLLOWINGS1REGIONALDIFFERENCESREGIONALDIFFERENCESTHATDIFFERENTGEOGRAPHICREGIONSDUETOGEOGRAPHICAL,ECONOMICDEVELOPMENTANDTRADITIONALPRACTICESAREDIFFERENT,PEOPLETENDTOHAVEDIFFERENTLANGUAGES,LIFESTYLESANDHOBBIESANDTHESEWILLAFFECTTHEIRBEHAVIORFOREXAMPLE,SOMECOUNTRIESOFWESTERNANDAMERICANPEOPLEWOULDSEETHEHEAVYCHRISTMAS,BUTNOSNOWALLYEARROUNDNEARTHEEQUATORINAREASBUTPEOPLEINSOMEAFRICANCOUNTRIESMAYNOTHAVETHECONCEPTOFCHRISTMAS,BECAUSETHEBESTCHRISTMASMODIFIEDSNOW,BUTNOSNOWINTHEAREAALLYEARROUNDNATURALFEELINGOFCHRISTMASISNOTSOSTRONGAMERICANCOUNTRIES2ETHNICDIFFERENCESETHNICDIFFERENCESBETWEENTHEDIFFERENTETHNICGROUPSINTHELONGPROCESSOFDEVELOPMENT,THEFORMATIONOFTHEIROWNLANGUAGE,CUSTOMS,PREFERENCES,ANDHABITSTHEIRFOOD,CLOTHING,HOUSING,HOLIDAYS,RITUALS,ANDMATERIALANDCULTURALLIFEOFTHEIROWNCHARACTERISTICSTAKETHEHISTORYOFOURCOUNTRYANDOURHUNHAN,THEHUNSSTURDYTEMPERAMENT,THETYPICALNOMADICCHARACTERISTICSWHILEHANHAVEGENTLEPERSONALITYANDTHETYPICALCHARACTERISTICSOFFARMINGPEOPLESWHICHLEDTOTHEHUNSINTHEDIET,CLOTHING,HOUSING,HOLIDAYS,RITUALS,ANDMATERIALANDCULTURALLIFEAREABIGGAPWITHTHEHAN3POLITICALDIFFERENCESPOLITICALDIFFERENCESAREDUETOTHEPOLITICALSYSTEM,POLICIESANDREGULATIONSONTHEBEHAVIOROFPEOPLEINTHEROLEOFASTANDARDIZED,MAKINGTHECONCEPTOFPEOPLESINTHEPOLITICALDIFFERENCESEXISTTAKETHEUNITEDSTATESANDFRANCEASANEXAMPLE,THEUSPRESIDENTSPOWERUNDERTHECONSTITUTIONSTRICTLYLIMITEDAUTHORITY,OTHERCONGRESSANDTHESUPREMECOURTTWOSTRONGCONSTRAINTSWHILETHEFRENCHROYALISTSHADTOBEDEVELOPEDTHERESTORATIONOFTHEMONARCHYREADYTOSLIGHTLYMODIFYTHECONSTITUTIONOFTHETHIRDREPUBLICFORFURTHEREXPANDING4ECONOMICDIFFERENCESECONOMICDIFFERENCESAREDUETOECONOMICFACTORSAREFLECTIONOFCULTURALDIFFERENCESFOREXAMPLE,AFFLUENTLIFEFORPEOPLEINWESTERNDEVELOPEDCOUNTRIESWITHHIGHLEVELSOFEDUCATION,PEOPLEPAYMOREATTENTIONTOTHEQUALITYOFLIFE,SAFETYMEANSAREGENERALLYSTRONGTHEECONOMICBACKWARDNESSOFTHETHIRDWORLD,PEOPLEAREMORECONCERNEDABOUTFOODANDCLOTHINGTHEPOWERSOFTHEPRESIDENTFACES（5RELIGIOUSDIFFERENCESRELIGIONISTHEDEVELOPMENTOFHUMANSOCIETYTOACERTAINSTAGEOFHISTORICALPHENOMENAANDVERYPOPULARINWESTERNEUROPEANDSOUTHAMERICATHEMIDDLEEASTANDNORTHAFRICAINGENERALISTHESCOPEOFISLAMBUDDHISMISMOREPREVALENTINASIANCOUNTRIESTHEREARETHREEMAJORWORLDRELIGIONSCHRISTIANITY,BUDDHISMANDISLAMCHRISTIANPROTESTANTMAINLYPOPULARINNORTHERNEUROPE,NORTHAMERICAANDAUSTRALIAPEOPLEINMANYPARTSOFASIAISBUDDHISTDIFFERENTRELIGIONSHAVEDIFFERENTCULTURALTENDENCIESANDPRECEPTS,WHICHAFFECTSTHEWAYPEOPLEUNDERSTANDTHINGS,BEHAVIORALNORMSANDVALUES6THECONCEPTOFDIFFERENCEVALUESAREOBJECTIVETHINGSTHATPEOPLEONTHEEVALUATIONCRITERIAITINCLUDESTHECONCEPTOFTIME,WEALTH,IDEAS,ATTITUDESTOWARDLIFE,ATTITUDETOWARDSRISKTHESAMETHINGSANDPROBLEMSOFPEOPLEINDIFFERENTSOCIETIESWILLCOMETODIFFERENTANDEVENOPPOSITECONCLUSIONSREGIONALDIFFERENCES,ETHNICDIFFERENCES,POLITICALDIFFERENCES,ECONOMICDIFFERENCES,RELIGIOUSDIFFERENCESANDDIFFERENCESINTHECONCEPTOFTHEIMPACTONPEOPLESPENETRATIONINTHEFOOD,CLOTHING,HOUSING,HOLIDAYS,RITUALS,ANDMATERIALANDCULTURALLIFEINALLASPECTSTHUSAFFECTINGPEOPLESBEHAVIOR,VALUES,RELIGIOUSBELIEFSANDWAYSOFTHINKINGOFTHEMANYDIFFERENCES,CULMINATINGINTHECULTURALDIFFERENCESAMONGCOUNTRIESANDREGIONS3、文化差异对国际商务谈判的重要性3THEIMPORTANCEOFCULTURALDIFFERENCESPRACTICEINTHENEGOTIATIONS,MANYNEGOTIATORSAREOFTENNOTUNDERSTOOD,ATTENTIONORNOTETHEIMPORTANCEOFCULTURALINFL