英文论文标准格式范文

英文论文标准格式范文第1篇英文论文标准格式范文第1篇英文论文致谢

Acknowledgements:

Iwouldliketograntoceansofthankstoallmyrespectedteachersandfriendswhohaveofferedmecordialassistanceduringthetwoandahalfyears.

Firstandforemost,IoweaspecialdebtofgratitudetomyrespectedsupervisorProfessorLiChangbao,forhispatientguidance,insightfulsuggestionsandthroughthewholeprocessofmythesis.Withouthisandinvaluablesuggestions,itwouldreallybeadifficulttaskformetocompletethisthesisbymyself.

Specialthanksshouldalsogotoalltheexcellentprofessorswhohavetaughtmeinthisuniversityoverthepasttwoyears,forleadingmeintothefieldofresearchwork,andgivingmetremendousinspiration,courageandconfidenceduringmystudyhere.Theirinsightfullectureshavemademystudydelightfulandenjoyable.

Finally,IamalsodeeplyindebtedtoallmyfamilymembersandfriendsfortheirencouragementwhichinspiresmeeverytimewhenIhavenomotivationtocontinue.

Imustmentionallmyroommates,whogivemeacomfortableatmospheretostudyanddomealotoffavorwhenIneedhelp.

Acknowledgements:

Iwouldliketoextendmydeepgratitudetoallthosewhohaveofferedmealotofhelpandsupportintheprocessofmythesiswriting.

Firstandforemost,mysincerethanksgotoProfessorLiChangbao,mysupervisor,whohasofferedmenumerousvaluablecommentsandsuggestionswithandencouragedmeprofoundlythroughoutmypostgraduatestudy.Withouthispainstakingteachingandinsightfuladvice,thecompletionofthisthesiswouldhavebeenimpossible.

Also,Iowemanythankstoalltheprofessorswhohavetaughtmeduringmypreviousstudyinthisuniversity,forleadingmeintoachallengingyetfascinatingfieldofacademicresearch.TheprofitthatIgainedfromthemwillbeoftomyfutureresearch.

Lastbutnotleast,Iamdeeplyindebtedtomyfamilyandfriends,whohavehelpedmeandsharedwithmemyworries,frustrations,andhappiness.

Acknowledgements:

ThewritingofaPhDdissertationisnotaneasytask,especiallyforsomeonewhohasjustbegunheracademicjourney.Duringtheevolutionofthisdissertation.Iamdeeplyindebtedtoanumberofpeoplewhohaveguidedandsupportedmeinmanyways.

Iwouldliketoexpressmyutmostgratitudetomyresearchsupervisor.ProfessorShenLiforhersincereandselflesssupport,promptandusefuladviceduringmyresearch.Shegivesmealifetimeunforgettablememoryofherbenevolence,patience,intelligence,diligenceanderudition.

MygratitudealsogoestoProfessorChuXiaoquan,QuWeiguoandShenYuanoftheDepartmentofEnglish,CollegeofForeignLanguagesandLiterature,FudanUniversity.Theygavemesubstantialsuggestionsfortherefinementofthisdissertationduringmypre-oraldefense.

IwouldalsoliketothankProfessorZhangChunbaioftheCollegeofForeignLanguages,EastChinaNormalUniversity.ProfessorHuangGuowenoftheCollegeofForeignLanguages,ZhongshanUniversityandProfessorWangTongshunoftheCollegeofForeignLanguages,ShanghaiJiaotongUniversity,forcarefulreviewofmydissertationandtheirvaluablecomments.

IwouldliketoextendmyspecialthankstoProfessorWuZhongweiofInternationalCulturalExchangeSchool.FudanUniversity.BeingmysupervisorduringtheMAstudies,heawakenedmyinterestinSLAandTCSOLinparticular.ThesamegratitudealsogoestoProfessorChenLiangminoftheDepartmentofFrench,CollegeofForeignLanguagesandLiterature,FudanUniversity.HeintroducedmetheeleganceoftheFrenchlanguagewhichIchoseasmymajorforbachelor'sstudyandIwouldneverforgetwhatIhavelearntfromhim.

MyspecialthanksalsogotomymentorProfessorShenXiaoxiaoofInternationalCulturalExchangeSchool.FudanUniversity.Heprovidedmetremendousguidanceandsupportformyadministrativeworkasmasterstudents'counselorandbuiltaperfectmodelofateacher,anadvisorandaleader.

IamalsogratefultoMmeZhangShiyu'LiLin.ShenAnyiandHeShijinfortheirspiritualsupportduringmyproject.Iamalwaysindebtedtotheencouragementstheygaveme.

Lastlyandmostimportantly.Iwouldliketoacknowledgetheendlesssupport,encouragementpatienceandunderstandingofmyfamily.TheygavemetheincentivetodothisworkandhaveputupunquestioninglywiththedifficultpersonthatIhadbecomeinthelastfewcriticalmonthsoffinalizingthisdissertation.Ilovethemforever.

Acknowledgements:

Firstandforemost,IwouldliketosendmysinceregratitudetomysupervisorProfessorLiChangbao.Withouthisdevotedguidanceduringthewholecoursefromtheselectionofthetopictothefinalmanuscriptandtheeffortshehasmadetorevisethemanuscript,thisthesiswouldnotbewhatitisnow.Meanwhile,duringthepasttwoandhalfyears,healsoprovidedmewithvaluablesuggestionsaboutstudyandlifewhichmaybenefitmeinmywholelife.

Hightributeshallalsobepaidtoalltheteacherswhohavetaughtmeduringmygraduatestudy.Profoundandintelligent,theyendowedmewithnewinsightstowardsmystudy.Amongthoseteachers,IamreallygratefultoMr.TengChaoandMs.ChenXianghongwhoaresogentleandconsideratetosharewithmetheimportantmaterialsIneedwhenwritingthethesis.

Finally,Iamindebtedtomyparentsandfriendswhohavealwayssupportedmeandencouragedmeduringthecourseofthethesiswriting.

Acknowledgements:

Theacconq)lishmentofthisthesisisowingtotheunreservedinstructionandpersistentendeavourfromalotofpeople,towhomIwouldexpressmysinceregratitude,forthisthesiscan'tcomeintobeingwithouttheirjointeffort.

Firstandforemost,mysincerestthanksgotomydistinguishedsupervisor,ProfessorShaoZhihong,whoisalwaysgrantingmeconstantinstruction,andshowingmeanenlightmentwhenI'minconfusion.Fromthethesisproposal,structuretothecontent,hehasgivenpreciousinspiration.Iamdeeplyencouragedbyhisprofoundknowledge,insightfulteachingandconscientiousmodification.

Secondly,mysincereappreciationalsogoestoallcourseinstructorswhoseexcellentprofessionandgoodvirtuehavepresentedmewithwisdomandintuition.Thanksfortheirgeneroussharingwhichhaspreparedmeforthethesis.

Finally,I'dliketoextendmythankstomyparentsandmyfriendswhooftengivemecareandencouragementintheprocessofmystudy.Undertheirlove,IcangowithstrongmotivationandpowerandthatnowIcanbehere,completingmypostgraduatestudysmoothly.

Acknowledgements:

Beforeconcludingthisthesis,Iwouldliketotakethepreciousopportunitytoextendmywholeheartedgratitudetoallwhohavebeenhelpingmewithmyaccomplishmentofthispaper.

Firstandforemost,Iowemydeepestgratitudetomydistinguishedsupervisor,ProfessorYanJinglan,whoempoweredmewithinspirationandinstruction,guidedmeincollectionofabundantmaterials,andenlightenedmewhileinconfusion.Iamdeeplygratefulforthecontinuoussupportthroughoutmypost-graduatestudy,especiallyduringthetimeIstudiedatImperialCollegeLondon.Withoutherdedicatedassistanceandinsightfiilsupervision,IwouldnothavethecouragetopursueforanothermasterdegreeatImperial,letalonethisthesis.

MysincereappreciationalsogoestomyprestigiousmasterprogrammeteamatEastChinaUniversityofScienceandTechonlogy,justtonameafew,ProfessorYuYuguo,ProfessorShaoZhihong,ProfessorWangJianguo,ProfessorYangHuimin,Ms.ZhangPan,Ms.LinMei,etc.,whosethought-provokinginstructionimpartedprofoundknowledgeandmoralityandwhoaccreditedmetheopportunitytostudyabroadandexperienceintheglobalcontextwithinmypost-graduatestudy.

Lastbutnotleast,IamsogratefialtotheprogrammeteamatImperialCollegeBusinessSchool,whichallowedmegettingaccesstothefacilitiesanddatapolls,representedbyMarcoMongiello,MBAprogrammeseniordirectorandFrankieGalati,seniorandassociateprofessorSankalpChaturvedi,supportingmewithdirectdataandkeyfactsaboutcoursedesignsthroughpersonalemailsandinterviews.Withouttheirkindestassistance,thisstudywouldhavegonenowhere.

英文论文标准格式范文第2篇一、英语论文的标题

打印时,如无特殊要求,每一行均需doublespace,即隔行打印,行距约为(论文其他部分行距同此)。

就学生而言,如果英语论文篇幅较短,亦可不做标题页(及提纲页),而将标题页的内容打在正文第一页的左上方。

接下来便是论文标题及正文(日期与标题之间及标题与正文第一行之间只需隔行打印,不必留出更多空白)。

二、英语论文提纲

英语论文提纲页包括论题句及提纲本身,其规范格式如下:先在第一行(与打印纸顶端的距离仍为左右)的始端打上Thesis一词及冒号,空一格后再打论题句,回行时左边须与论题句的第一个字母上下对齐。

主要纲目以大写罗马数字标出,次要纲目则依次用大写英文字母、阿拉伯数字和小写英文字母标出。

各数字或字母后均为一句点,空出一格后再打该项内容的第一个字母;处于同一等级的纲目,其上下行左边必须对齐。

需要注意的是,同等重要的纲目必须是两个以上,即:有Ⅰ应有Ⅱ,有A应有B,以此类推。

如果英文论文提纲较长,需两页纸,则第二页须在右上角用小写罗马数字标出页码,即ii(第一页无需标页码)。

三、英语论文正文

有标题页和提纲页的英语论文,其正文第一页的规范格式为:论文标题居中,其位置距打印纸顶端约5cm,距正文第一行约。

段首字母须缩进五格,即从第六格打起。

英文论文标准格式范文第3篇1、内容要求：

2、格式要求：

图、表、公式均应有编号，编号使用阿拉伯数字编排，从“图1”、“表1”和“(1)”连续编号顺延到“主要参考文献”之前。图、表、公式较多时，可分章编号。

图、表均应有文字标题，图、表的编号与文字标题之间用冒号隔开，图的编号和标题应位于图的下方居中，表的编号和标题应位于表的上方居中，表的编排建议采用国际通行的`三线表。

公式应另起行并左缩进若干字符，与周围文字留出足够的空间区分开。如有两个以上的公式，应用从“1”开始的阿拉伯数字进行编号，并将编号置于括号内。公式的编号应右端对齐，标注于该式所在行(当有续行时，应标注于最后一行)。

较长的公式需要转行时，只能在+，-，×，÷，处转行。上下式尽可能在等号“=”处对齐。公式中分数线的横线，其长度应等于或略大于分子和分母中较长的一方。如正文书写分数，应尽量将其高度降低为一行，如将分数线书写为“/”，将根号改为负指数。

英文论文标准格式范文第4篇Abstract

Businessnegotiationsunderdifferentculturalconditionsareculturalnegotiations.Withthedevelopmentofeconomicglobalizationandfrequentbusinesscontacts,culturaldifferenceshavebecomeveryimportant.Iftheyareneglected,theycouldcauseunnecessarymisunderstanding,orevenunderminetheresultofbusinessnegations.Therefore,itisofgreatsignificancetoknowdifferentculturesofdifferentcountriesaswellaswaystoavoidculturalconflictsinthecontextofinternationalbusinessnegotiations.Thepaperbeginswiththedefinitionofculture,analyzesthecausesofculturaldifferencesandexplainstheimpactofculturaldifferencesoninternationalbusinessnegotiationsfromthreeperspectivesofcommunicationprocess,negotiationstyleandvaluesconcept.Finally,itanalyzeseffectivewaystodealwiththeproblemarisingfromculturaldifferencesinthenegotiationprocess.Thepaperstressesthatinbusinessnegotiationsbetweendifferentcountriesnegotiatorsshouldaccepttheotherpartysculture,trytomakehimbeacceptedandmakeacorrectevaluationwithhelpofeffectivecommunications.Inaword,forsuccessfulculturalnegotiations,culturaldifferencesneedtobeperceived,acceptedandmostimportantlyplayeddown.

Keywords:cultureculturaldifferencebusinessnegotiationimpact

Contents

1.Culturaldifference…….………..……...…………...…......4

Thedefinitionofculture……..............….....4

Thecausesofculturaldifferences……………..………......4

Geographicaldifferences………..………………....….....4

Ethnicdifferences…………..………………....................4

Politicaldifferences…………..………….………….…...4

Economicdifferences…………………..….……….…....4

Religiousdifferences……..………….......4

Theconceptofdifference…………………...……….......5

ImportanceofinternationalbusinessnegotiationsonCulturaldifferences…………….…..5

2.Culturaldifferencesontheimpactofinternationalbusinessnegotiations…………………..………...........5

Communicationprocess……………...…...……...…....…..5

Negotiatingstyle…...…..……..……………...……….…...8

Values………………...…………....….……..…….......…..8

Ethics………..……..………………...…..8

Sense………..……………..……….…....8

ConceptofCollective…………………....8

Conceptoftime……….....8

3.Howtodealwithinternationalbusinessnegotiationsandculturaldifferences……..…………........9

Tolearnmoreabouttheformerinthenegotiationsoftheculturaldifferencesthatmayarise………...…..……………….…..9

Inthenegotiationsnecessarytocorrectlyhandletheculturaldifferences………………...9

Negotiationstodoagoodjoboffollow-upfortheexchangeofculturaldifferences…………...…………......……10

4.References…...………….………….……....11

Businessnegotiationininterpersonalrelationshipsasaspecialform,relatetodifferentgeographical,ethnic,socialandculturalexchangesandcontacts,whichhavetakenplaceincross-culturalnegotiations.Incross-culturalnegotiations,thedifferentgeographical,ethnic,culturaldifferenceswillaffectthethinkingofthosenegotiations,thenegotiationstyleandbehavior,thusaffectingtheentirenegotiationprocess.Therefore,toengageinbusinessactivities,especiallyforthecross-borderbusinessactivitiesmustunderstandandmasterthelinksbetweendifferentculturesanddifferences.Conductingnegotiationswiththeorganization,alsohavetounderstandthatculturaldifferencesimpactonthenegotiations,onlythefaceofsuchapositiveimpactonthedesiredobjectivescanbeachieved.

1.Culturaldifferences

thedefinitionofculture

Nationalcultureisacountry-specificconceptsandvaluesystems,whichconstitutetheconceptofpeopleslivesandworkbehavior.Thenationsoftheworldasaresultofspecifichistoricalandgeographicalandgraduallyformeditsownuniqueculturaltraditionsandculturalpatterns.AsthedifferenceofChineseandWesterntraditionalcustoms,values,religiousbeliefs,differentwaysofthinking,etc,makingthedifferentperformanceofChineseandWesterncultures.

thecausesofculturaldifferences

Culturaldiversitycausedbymanyreasons,Tosumup,themainsourceofculturaldifferencesareinthefollowingareas:

geographicaldifferences

Referstothegeographicaldifferencesindifferentgeographicregionsduetothegeographicalenvironment,thelevelofeconomicdevelopmentandtraditionaldifferencesinhabits,peopleoftenhavedifferentlanguage,lifestyleandhobbies.Andthesewillaffecttheirbehavior.Forexample,theWestandtheAmericanpeopleinsomecountriestreatChristmasimportant,butinareassuchasneartheequatordonothavesnowalltheyearround,thepeopleofsomeAfricancountriesmaynothavetheconceptofChristmasbecausethebestmodifiedChristmasissnow,astothepeopleintheregionthatarenotlong-termsnow,thereislittleconcentrationofChristmasthanAmericanStates.

nationaldifferences

Ethnicdifferencesisthedifferentethnicgroupsinthedevelopmentoflong-termprocess,theformationoftheirownlanguage,customsandpreferences,habits.Theirdiet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeoftheirowncharacteristics.TakethehistoryofourcountryandourHunHan,theXiongnupeoplearevaliant,characteristicsoftypicalnomads.AndwetametheHancharacter,thetypicalcharacteristicsoffarmingnation.WhichledtotheHunsinthediet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifearedifferentwithHan.

thepoliticaldifferences

Politicaldifferencesareduetothepoliticalsystemandthepoliciesandregulationsonpeoplesbehaviorwiththeroleofastandardized,sothatallpeoplesinthepoliticalaspectsontheconceptoftheexistencearedifferences.TaketheUnitedStatesandFranceasexample,theUnitedStatesbytheConstitutionthepowersofthePresidentofthesevererestrictionsonthetwomajorpowerswithotherinstitutionsofCongressandtheSupremeCourtofstrongconstraints.WhileFrancealsohadtosetwasreadytoroyalistrestorationofthemonarchyoftheThirdRepublictoamendtheConstitutionalittlefurtherexpandthepowersofthepresident.

economicdisparities

Economicdifferencesareresultoftheeconomicfactorsofareflectionofculturaldifferences.Forexample,thepeopleintheWesterndevelopedcountriesarerichlivesandhighlevelofeducation,peoplewillpaymoreattentiontothequalityoflife,securitymeansmoregenerally.AndeconomicbackwardnessoftheThirdWorld,peoplecaremoreaboutfoodandclothing.

religiousdifferences

Religionisthedevelopmentofhumansocietytoacertainstageofhistoricalphenomenon,Religionhasitsown(Catholic)MajorepidemicinWesternEuropeandSouthAmerican;IslamisthescopeofthewholeoftheMiddleEastandNorthAfrica.BuddhismismoreprevalentinAsiancountries.Theworldhasthreemajorreligions:Christianity,BuddhismandIslam.Christian(Protestant)ismajorepidemicinNorthernEurope,NorthAmericaandAustralia;peopleinmanypartsofAsiabelieveinBuddhist.Differentreligionshavedifferentculturaltendenciesandprecepts,whichaffectthewayofpeopleunderstandthings,codesofconductandvalues.

theconceptofValuesdifference

Valuesaremeansofobjectiveevaluationcriteriaofthings.Itincludestheconceptoftime,wealth,theattitudetowardslife,theattitudetoriskandsoon.Differentsocieties’peopletothesamethingsandproblemswillcometodifferentandevenoppositeconclusions.

Geographicaldifferences,ethnicdifferences,politicaldifferences,economicdifferences,religiousdifferencesanddifferencesinconceptshavetheimpactonpeoplespenetrationinthefood,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeinallitsaspects.Thusaffectingpeoplesbehavior,values,religiousbeliefsandmodesofthoughthavealotofdifference,Finallyhasformedthevariouscountriesandareasofculturaldifferences.

culturaldifferencesontheimportanceofinternationalbusinessnegotiations

Practiceinthenegotiations,manynegotiatorsoftendonotunderstand,ortooknoteoftheculturalimportanceofthesignificantimpactonnegotiations.Negotiatingpartiesforforeignculture,somenegotiatorsmayhavenoticedsomeoftheothernegotiations,“different”or“hardtounderstand”theconcretemanifestationofnegotiations,butthatisnotimportant.Somepeopleblindlybelievethatnegotiationistheuseofforeign-relatedfactsandfigurestospeak,andthefactsanddataarecommon.Similarly,someforeigncountries’negotiatorstonegotiationswitheachothertomaintainharmoniousrelations,theywillnoticethesimilaritiesbetweenbothcultures,whileignoringtheirdifferences.Letslookatanexample.

In1992,negotiatorsfromChinaandother12expertsofdifferentprofessionstoformadelegationtotheUnitedStatespurchasesabout30million.dollarsofchemicalequipmentandtechnology.TheUSnaturallydoeseverythingpossibletosatisfythem.Oneofthemisnegotiationsinthefirstroundofthedelegationsenttoeachofthemasmallsouvenir.TheSouvenirspackagingisveryparticularisabeautifulredbox,redforadvanced.Butwhenthedelegationwaspleasedtoopentheboxwhenface-to-faceinaccordancewiththeAmericans,Everyonesfaceappearsverynotthenatureactually--thereisagolfcap,butthecolorisgreen.Americanbusinessmansintentionis:aftersigningthecontract,andeveryonetoplaygolf.Buttheydon’tknowthe“beacuckold”isthebiggesttabooinChinesemen.Finallythedelegationdidnotsignthecontract,notbecausetheAmericans“insult”people,butbecausetheyworkcareless,andevendon’tknowthecommonsensethatChinesementaboo“beacuckold”.Howcanwefeelfreetotensofmillionsofdollarsprojecttothem?ItcanbeseenthatthefailureoftheAmericansnegotiationisduetotheydonotunderstandtheChineseculture.

Fromtheaboveexamples,wecanlearninbusinessnegotiations,ifwedonotattachimportancetoeachothersculturaldifferences,thenegotiationsarelikelytoleadtofailure.

2.Culturaldifferencesontheimpactofinternationalbusinessnegotiations

Theimpactofcultureonnegotiationsisextensiveandprofound,anddifferentcultureswillnaturallydividedpeopleintodifferentgroups,thisregion,thedifferencebetweentheirrespectivegroupsarebringingpeopleofdifferentculturalgroupstendtoalienateeachother;Ontheotherhand,differentculturalcommunicationandexchangesbetweenpeoplearealsoobstacles.Therefore,therequirementsofthenegotiatorstoaccepteachothersculture,butalsobyculturaldifferences,unmistakablyrevealsthatthepurposeofunderstandingofeachothersbehavior,andtheyhavebeenacceptedbytheotherparty,andultimatelyreachaconsensusagreement.

Overall,theimpactonculturenegotiationsareinfollowingseveralaspects:

thecommunicationprocess

Culturaldifferencesonthecommunicationprocessofthenegotiations,firstofallistheperformanceofthecommunicationlanguageinthenegotiationprocess.Languageisabridgeofanycountry,anyregionandanynation.Statescompanies,individualstoconductbusinessnegotiations,wemustfirsthavethelanguagetothis.Thedifferenceslanguageofinternationalbusinessactivitiesisthemostdirectandclear.SuchasChinas“whiteelephant”brandbatteries,totheEnglish“WhiteElephant”itwouldcausebadassociations.

Becausethe“WhiteElephant”Inadditiontothenameofanimalsthathavetwomeanings:“Theownerdidnotuse,butmaybeusefultoothers;donotreusethings.”Solvethelanguageproblemisverysimple,youcanhireatranslatororuseacommonthirdlanguagetotalk.Whilethenegotiatorsofthelanguageusedinavarietyofcultureswithhigherfitness,butnomatterwhat,thedifferenceisobvious.SuchasJapan,BrazilandFranceCulture,theJapanesestyleofbusinesscommunicationisthemostpolite,morepositivecommitmenttotheuseofrecommendedandguarantees,andlessuseofthreats,commandsandwarningsoffreedomofspeech,theirmannersofspeechstyle,Themostprominentisthattheydonotoftenuse“no”,“you”andfacialgaze,buttomaintainaperiodofsilence;Brazilianbusinessmentouse“no”and“you”atthehigherfrequency,theirnegotiationstyleseemsmorepresumptuous,anditseemsnotlonelyinthenegotiations,togazeateachotherandtoucheachotherfromtimetotime;Frenchbusinessmennegotiatingstyleisallthemostpresumptuous,inparticular,theiruseofthreatsandwarningsatthehighestfrequency,inaddition,theyarestillveryfrequentuseofinterrupted,facialgaze,aswellas“no”and“you”.Itcanbeseen,onlytoclarifythesedifferencesthatcanavoidthereticentJapanese,BrazilianoverenthusiasmortheFrench’smisunderstandingofthethreat,whichachievedthesuccessofinternationalbusinessnegotiations.

Culturaldifferencesimpactonthenegotiationprocessnotonlyintheprocessoflanguagecommunication,butalsointheprocessofnon-verbalcommunication.Culturaldifferenceswillleadtodifferentcountriesorregionsinthebodylanguageofnegotiations,theuseofactionlanguagesignificantlydifferent,oreventhesamelanguageofactionisdiametricallyopposedtothetransferofinformation.Forexample,thevastmajorityofcountriesareinfavorofnodhisheadforagree.ButinIndia,Nepalandothercountriesthatarecertainlyshakinghishead,thatis,shakinghisheadandsmiling,thatispositivemeaning,somepeoplejustdoitdiagonallyontheriseisstillagoodway,somepeopleareapopulationfrequencysaid“Youareright!Youareright!”butacontinuouslyshakinghishead,oftenmakeothersdonotknowitstruepsychologicalandfullofdoubt.Butnegotiatorsshape,movement,language,awarenessanduseofthedifferences,alsocreateanobstacleforthenegotiationsincommunication.

Culturaldifferencesalsocanleadtothenegotiatorsofthedifferencesincommunication.Peopleofdifferentcultureshavetheirpreferencesandhabitsofcommunicationandcross-culturalnegotiationsinthenegotiatingpartiesoftenbelongtodifferentcultures,havetheirowncustomarymeansofcommunication.Accustomedtodifferentmeansofcommunicationbetweenthepartiestoconductamoredepthincommunication,oftencauseawiderangeofissues.Fromcountrieswithahighcultureofthenegotiatorsandthosefromcountrieswithlowcultureofthenegotiatorsmaybeindifferentwaysofexpressionduringthenegotiationprocess.Fromcountrieswithahighcultureofthenegotiatorsmaybechoseneuphemism,indirectwaystoexpresstheirmeaning.Whilefromlowcultureofthenegotiatorspreferenceforusingoralexpressiontonegotiate,directorreceiveaclearmessage,straightforwardmeanstoexpressthemselves.Thesetwonegotiatorsfromdifferentculturesduringthenegotiations,thepartythinktheothersideisoftentoorough,whiletheothermaythinkthattheothersidelackofgoodfaithinnegotiations,ormisunderstandingthesilenceofeachothersconditionsforitsapproval.

thenegotiationstyle

Thenegotiationstyleisthemainbearingandtheattitudewhichdisplaysinthenegotiationsactivities.thestyleofnegotiationsinthecourseofnegotiators’behavior,conductandcontrolofthenegotiationprocessofthemethodandmeans.NegotiatorsnegotiationsStylewithadeepculturalstigma.CulturenotonlydeterminestheEthicsCodeofEthicsfornegotiators,butalsoaffectsthewayofthinkingnegotiators’behaviorandpersonality,sothatmakethenegotiatorsofdifferentculturalbackgroundsformaverydifferentstyleofnegotiation.Negotiatingstyleofthenegotiationprocessforthenegotiationsbetweenthetwosidesapproachtherelationship,contacts,andeventhestructureofthenegotiationshasadirectimpact.

Adheretoculturaldifferences,negotiatingstylescanbedividedintotwotypes:thenegotiationstyleofOrientalandWesternstylenegotiations.OrientalstyleisbasedonnegotiationsasthebackgroundoforientalcultureofAsiancountriesnegotiationstyles,withJapan,SouthKoreaforatypicalrepresentative:

Japanesebusinessmenareconservative,attentiontostatus-oriented,creditandtheinitialcooperation,co-dependentrelationshipbetweenstressandgoodatnegotiating.Japaneseattachedgreatimportancetothenegotiationsinthetransactiontoestablishharmoniousinterpersonalrelationships.IftherehadbeencontactswithJapanese,beforethenegotiationsshouldberecallthepastexchangesandfriendshipbetweenthetwosides,whichwillbebeneficialtothenextnegotiations.Theydidnotsupportandhabitthedirect,purelycommercialactivities.IfitisthefirsttimetoestablishtraderelationswithJapanese,thepartyresponsibleforhigherstatusinchargevisitsinoppositepartyenterpriseatthesamelevelstatuspersoninchargeisextremelyimportant,itattachedgreatimportancetoJapanesecompaniesandthetradingrelationshipwithyou.WhennegotiationswithJapan,it’sthebesttosendstaffrankandstatusathigh-levelthantheotherside.Thiswillfacilitatetheconductofthetalks.ItshouldalsobenotedthatJapanes