毕业论文：中美文化差异对国际商务谈判的影响

1、implication of cultural differences oninternational business negotiationsname:zhang lunumber:2009111015major:business englishtutor:duan juandate:2011-9-14contentsabstract (english)3abstract (chinese)4l introduction52 cultural difference52.1 the definition of culture52.2 the causes of cultural differ

2、ences52.2.1 geographical differences52.2.2 political differences6223 economic differences62.2a national differences62.2.5 the concept of difference72.3 importance of international business negotiations on cultural differences71 cultural differences on the impact of international business negotiation

3、s8cultural value8relationships10ways of making decisions112 how to deal with international business negotiations and cultural differences12understand the cultural differences that may arise12to correctly handle the cultural differences13to do a good job of follow-up for the exchange of cultural diff

4、erence13pay attention to the language barriers14employing a consultant14using an interpreter15learning the targeted language153 conclusion15bibliography15acknowledgements16implication of cultural differences on international businessnegotiationsabstract: international business negotiations the busin

5、ess negotiation that under different cultural conceptions. with convenient world travel, multinational corporations, and wto, the world has become much smaller and close匚 this means that it is very important to know the different culture in different countries and find the ways to avoid the culture

6、conflicts in the international business negotiation. the article commences from the definition of the culture, analyzing the causes of cultural differences. then from several aspects of personal value, relationships, way of negotiations, etc; it explains the influence of cultural differences of inte

7、rnational business negotiation. finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process.keywords: culture, cultural differences, negotiation, influence中美文化差异对国际商务谈判的影响摘要：不同文化条件下的商务谈判就是国际商务谈判。随着世界旅行的口趋方便，多国公 司的合作，以及加入世界贸易组织，世界变得越小越紧密了。这就意味着了解不同国家的

8、 不同文化，以及找到如何避免在国际商务谈判中文化差界的方法是非常重要的。文章从文 化的定义入手，剖析了文化差异产生的原因，并从价值观，人际关系，谈判方式等儿个方 面来阐述文化差异对谈判的影响，最后分析如何止确处理在谈判过程屮岀现的文化差异的 问题。关键词：文化，文化并异，谈判，影响l introductionone of the largest influences that affect each and every person in the world is culture it helps to shape concepts of reality, time, values, and

9、etiquette. there is no escaping culture, nor should anyone try to escape being influenced by culture. it would be impossible to do so. instead, it is to a person's advantage to know and understand their own culture and what effect it has had on them. this helps to avoid mistakes in communication

10、 when they are involved in a cross-cultural setting such as international trade and negotiation. in the article, several cultural factors that affect the negotiation process and its outcome will be examined. special emphasis will be placed on chinese culture as a benchmark from which to view pitfall

11、s and difficulties in dealing with other cultures.2. cultural differencesthe definition of culturenational culture is a country-specific concepts and value systems, which constitute the concept of people's lives and work behavior. the nations of the world as a result of specific historical and g

12、eographical and gradually formed its own unique cultural traditions and cultural patterns. as the difference of chinese and western traditional customs, values, religious beliefs, different ways of thinking, etc, make the different performance of chinese and western cultures-the causes of cultural d

13、ifferencescultural diversity caused by many reasons, to sum up, the main source of cultural differences are in the following areas:2.2.1 geographical differencesrefers to the geographical differences in different geographic regions due to the geographical environment, the level of economic developme

14、nt and traditional differences in habits, people often have different language, lifestyle and hobbies. and these will affect their behavior. for example, the west and the american people in some countries treat christmas important, but in areas such as near the equator do not have snow all the year

15、round, the people of some african countries may not have the concept of christmas because the best modified christmas is snow, as to the people in the region that are not long-term snow, there is little concentration of christmas than american states.222 the political differencespolitical difference

16、s are due to the political system and the policies and regulations on peopled behavior with the role of a standardized, so that all peoples in the political aspects on the concept of the existence are differences. take the united states and france as example, the united states by the constitution th

17、e powers of the president of the severe restrictions on the two major powers with other institutions of congress and the supreme court of strong constraints. while france also had to set was ready to royalist restoration of the monarchy of the third republic to amend the constitution a little furthe

18、r expand the powers of the presiden匚2.2.3 economic disparitieseconomic differences are result of the economic factors of a reflection of cultural differences. for example, the people in the western developed countries are rich lives and high level of education, people will pay more attention to the

19、quality of life, security means more generally. and economic backwardness of the third world, people care more about food and clothing.2.2.4 national differencesethnic differences are the different ethnic groups in the development of long-term process, the formation of their own language, customs an

20、d preferences, habits their diet, clothing, accommodation, festivals and rituals, such as material and cultural life of their own characteristics. take the history of our country and our hun han, the xiongnu people are valiant, characteristics of typical nomads- and we tame the han character, the ty

21、pical characteristics of farming nation. which led to the huns in the diet, clothing, accommodation, festivals and rituals, such as material and cultural life are different with han.2.2.5 the concept of values differencevalues are means of objective evaluation criteria of things. it includes the con

22、cept of time, wealth, the attitude towards life, the attitude to risk and so on. different societies5 people to the same things and problems will come to different and even opposite conclusions-geographical differences, ethnic differences, political differences, economic differences, religious diffe

23、rences and differences in concepts have the impact on people's penetration in the food, clothing, accommodation, festivals and rituals, such as material and cultural life in all its aspects. thus affecting people's behavior, values, religious beliefs and modes of thought have a lot of differ

24、ence, finally has formed the various countries and areas of cultural differences.cultural differences on the importance of international business negotiationspractice in the negotiations, many negotiators often do not understand, or took note of the cultural importance of the significant impact on n

25、egotiations- negotiating parties for foreign culture, some negotiators may have noticed some of the other negotiations/'differenf" orchard to understand5' the concrete manifestation of negotiations, but that is not important. some people blindly believe that negotiation is the use of fo

26、reign-related facts and figures to speak, and the facts and data are common. similarly, some foreign countries9 negotiators to negotiations with each other to maintain harmonious relations, they will notice the similarities between both cultures, while ignoring their differences. lets look at an exa

27、mple.in 1992, negotiators from china and other 12 experts of different professions to form a delegation to the united states purchases about 30 million u.s. dollars of chemical equipment and technology. the us naturally does everything possible to satisfy them. one of them is negotiations in the fir

28、st round of the delegation sent to each of them a small souvenir. the souvenirs packaging is very particular is a beautiful red box, red for advanced. but when the delegation was pleased to open the box when face-to-face in accordance with the americans, everyone face appears very not the nature act

29、uallythere is a golf cap, but the color is green. american businessman's intention is: after signing the contract, and everyone to play golf. but they don't know thebe a cuckold，' is the biggest taboo in chinese men. finally the delegation did not sign the contract, not because the ameri

30、cans insult people, but because they work careless and even don't know the common sense that chinese men taboo "be a cuckold”. how can we feel free to tens of millions of dollars project to them? it can be seen that the failure of the americans negotiation is due to they do not understand t

31、he chinese culture.from the above examples, we can learn in business negotiations, if we do not attach importance to each other's cultural differences, the negotiations are likely to lead to failure.3 cultural differences on the impact of international business negotiationsthe impact of culture

32、on negotiations is extensive and profound, and different cultures will naturally divided people into different groups, this region, the difference between their respective groups are bringing people of different cultural groups tend to alienate each other; on the other hand, different cultural commu

33、nication and exchanges between people are also obstacles. therefore, the requirements of the negotiators to accept each other's culture, but also by cultural differences, unmistakably reveals that the purpose of understanding of each othefs behavior, and they have been accepted by the other part

34、y, and ultimately reach a consensus agreement. overall, the impact on culture negotiations is in following several aspects:3.1 cultural valuecultural values is measure the consequences of peopled behavior and standards. they affecting the way of people understanding the problems and will give rise t

35、o a strong emotional impact. in different cultures, values will be very different. culture in a very appropriate behavior in another culture may be seen as immoral. for example, americans believe that nepotism is immoral, however it as an obligation at the majority of latin american culture. therefo

36、re, the understanding of a certain society in popular as well as these ideas in the personal behavior the degree which respects is very important. our discussions here will focus on those activities is essential to understand the socio-economic values, more specifically, is these for promote the cro

37、ss-cultural communicative competence and the values is worth noting.china has heavier ethics- acquaintance and relationship has its own special meaning and significance, once the relations have been established, the two sides have become acquaintances or friends, and generous concessions to help the

38、 situation appear, and the degree of trust and tolerance will be improved, so the chinese people have more oral agreement. americans is not the case, they do not pay attention to cultivating the feelings of both sides, and attempts to separate business and friendship. to deal with the problem, often

39、 used the legal means, lawyers come forward to solve the problem is common, it is flexible and not rigid, we should clearly recognize this point. however, once sign the contract, they are very much focused on the legal contract, the performance of the contract is highe匚 the chinese delegation to the

40、 west, maybe a long time no one could entertain, and this misunderstanding of the people are not interested in their visit; europeans come to china, no matter what they do may find that there are people who accompanied, and this misunderstanding of the people lack of trust in them of foreign visitor

41、s, a senior care too much, not to mention dinner, often mistakenly believe that this expressed his company9 s products or have a preference, this in fact is the chinese hospitality, this can lead to subsequent disappointment, and even complainin the course of the chinese and western cultural traditi

42、ons and different cultural values, on the negotiations issues tend to have a confrontation or misunderstanding china，s national character has a very remarkable phenomenon that is settles on the face or the dignity. at the negotiating table, if make a choice fromdecent and，'interest'： both th

43、e chinese people will often choose todecent/9 why do the chinese people want to save face at all costs? because of the ideological core of chinese culture is a group consciousness. in accordance with the sense that each one is not a separate person, but living in a certain social relations, and no f

44、ace will not the face of others, there is no face on the people and will not be able to live in the social and group life, and may even be abandoned by society and the groups. but not like westerners, they value the interests of negotiations; they will not hesitate to choose interest fromdecent andi

45、nteresf5 of the two. chinese people regarding negotiations result whether can bring honor for their face, looks extremely important, as well as some western negotiators in their works cautioned china in the talks, we must note that use of china's national character. it is clear that only a coite

46、ct understanding and properly grasps the existence of chinese and western differences in national character can effectively help us in a timely manner to correct our own shortcomings and strengthen our own advantages and use of other，s shortcomings to collapse of other，s strengths.china's concep

47、t of collective a stronger emphasis on collective responsibility, therefore the negotiations pattern basically is the collective, but to make the final decisions are a decisive one, and even the decisive one simply has not entered the stage. this is known as the cultural experts of，'high from th

48、e right to culture, in the event of difficult issues more complicated, the negotiators on the difficult decisions; and the western culture of jurists which was referred to as "low from the right to culture”, on the surface is one or two people out, negotiators have been given the appropriate pe

49、rmissions, or assisted in its decision-making think-tank, which in the negotiations, the sole responsibility of the negotiations were heavier, higher and more flexible.relationshipsamericans are characterized by making friends everywhere. but as the english proverb goes, "easily go, easily go&q

50、uot;those” instant friendships will not last long, which is quite typical of american culture. actually, not only american, but canadians and other western people as well follow the same way as americans do.as far as the relationship is concerned, chinese people follow a way that is quite different

51、from that of the westerners they are not in a hurry to build up a close relationship. for chinese, it takes time to get to know each other before they build up a relationship, though they are very hospitable when they treat people from other countries. but once such a relationship is built up they t

52、ake it in a serious way. what the chinese are seeking when they meet western business people is a long term relationship and a mutual trust between both sides. unfortunately, some foreign companies have little knowledge about this.here we may quote remarks from some personnel of the business industr

53、y on the cultural conflict between the western business people and their chinese counterparts: although price was still important relationshipsespecially personal relationships with the chineseseemed to be more important. we have to get to know the people who represent their companies personally bef

54、ore we feel comfortable doing business with foreign companies'： commented a chinese technical officer. "canadians, in general, are less willing to take the time to build or maintain the relationship they build disposable relationships, which will be cast off once the purpose is served, &quo

55、t;5said a chinese official who has negotiated deals with canadian companies 冷i have not seen r heard from them since we signed the contract last year, complained a chinese official into ministry of post and telecommunication.as far as the nature of business contact is concerned, the chinese are look

56、ing forward to long-term cooperation instead of short-tie partners. therefore those foreign companies intending to do business in china should have a clear concept as to what king of status they would like to obtain in china. besides, a good knowledge of the chinese culture and social customs will b

57、e more beneficial for them in their business contacts with the chinese there is one more thing for the westerners to understand, chinese cherish the sincere friendship and the long-term business relationship, and they will do whatever they can to take care of the good relationship with any foreign c

58、ompany. therefore, it is worth those foreign companies while to build up and develop a friendly relationship between both countries, which will certainly pay back to those contributors no matter who they are and from which country they come.ways of making decisionsdecision-making procedures differ f

59、rom culture to culture for example, business people from latin america prefer to have more discussions before they reach any agreement, while the americans and canadians like to make the decision as quickly as possible, as they give great priority to the efficiency in business. besides, decision-makers in the united states and canada are interested in reaching general agreements, with details left behind to be discussed by their subordinates. but countries like greece are