《【精品】商务英语毕业论文范文.doc》由会员分享，可在线阅读，更多相关《【精品】商务英语毕业论文范文.doc（18页珍藏版）》请在三一文库上搜索。
1、【精品】商务英语毕业论文范文 Hunan Information Science Vocational College Graduation Thesis Subject Name Student No 0 8 5 1 0 3 4 0 Specialty and Class Business English Class 3 Department Department of Humanities and Arts Supervisor Liu Mifan Date 2011-3-02ContentsIntroduction11 Types of Cultural Differences211Va
2、lue View212 Negotiating Style213 Thinking Model22 Impact Of Cultural Differences on International Business Negotiations421Impact of Value Views Differences on International Business Negotiations4211Impact of Time View Difference on Negotiation4212Impact of Equality View Difference on Negotiation5213
3、 Impact of Objectivity Difference on Negotiation622 Impact of Negotiating Style Differences on International Business Negotiations723 Impact of Thinking Model Differences on International Business Negotiation83 Coping Strategy Of Negotiating Across Cultures931 Making Preparations before Negotiation9
4、32 Overcoming Cultural Prejudice1033 Conquering Communication Barriers10Conclusion11Bibliography12Acknowledgements13摘 要不同文化条件下的商务谈判就是跨文化谈判在世界经济日趋全球化的今天随着国际间商务交往活动的频繁和密切各国间的文化差异就显得格外的重要否则将会引起不必要的误会甚至可能直接影响商务交往的实际效果这味着如何化解各国不同文化背景在国际商务谈判中是非常重要的文章从文化差异的类型入手然后解释了这些文化差异对国际商务谈判的影响最后分析了如何正确解决谈判过程中文化差异的问题文章
5、强调了这样一个观点在不同国家商务谈判中谈判员应该接受对方的文化并试图是自己被对方所接受然后在有效沟通的帮助下做出正确评估并找出它们之间的真正利益此外们应该尽可能的清楚的了解并发现对方的文化这对文化谈判的成功至关重要关键词文化文化差异商务谈判影响AbstractThe business negotiations under different cultural conditions come to cross- cultural negotiations With the economic globalization and the frequent business contacts cult
6、ural differences seem to be very important otherwise they could cause unnecessary misunderstanding even affect the result of the business negotiations This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international
7、 business negotiations The article commences from the types of culture differences then it explains the impacts of these culture differences on international business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process Such a
8、standpoint is emphasized In the business negotiations between different countries negotiators should accept the other partys culture and try to make him be accepted then make a correct evaluation with the help of valid communication and discover their real benefits between them Besides we should kno
9、w clearly and try to accept the culture differences as possible as we can It is very important for the success of culture negotiationsKey words Culture Cultural differences Business negotiation ImpactIntroductionAlong with the advancement globalization and Chinas WTO entry business enterprises in Ch
10、ina have to face more and more business negotiations with foreign enterprises especially with American enterprises In these negotiations Chinese negotiators sometimes feel uncomfortable puzzled lost irritated and the alike because of unfamiliar custom and behaviors demonstrated by American negotiato
11、rs Meanwhile American negotiators confront the same situation Cult rural differences between China and west countries could cause many problems Therefore understanding cultural differences and overcoming them is crucial in international business negotiationsAlthough the definition of culture is nume
12、rous and vague it is commonly Recognized that culture is a shared system of symbols beliefs values attitudes and expectations Culture is a major determinant in business negotiation So have a clear picture of culture differences if of great significance1 Types of Culture DifferencesThe east countries
13、 and west countries have produced different cultures on the different continents Among the different cultures value views negotiating style and thinking model appear more obvious11Value ViewValue view is the standard that people use to asses objective things It includes time view equality view and o
14、bjectivity People may draw a different or even contradictory conclusion about the same thing Value view is one of the most important differences among the many factors It can influence the attitude needs and behavior of people The value view varies from nation to nation people know that the eastern
15、person focus on collectivism while the western people pay more attention to individualism12 Negotiating StyleNegotiating style refers to the tolerance and graces which the negotiator shows in the negotiation The negotiators show their negotiating style through behavior manners and the method of cont
16、rolling negotiation process during the negotiation The negotiators negotiating style has a bearing on their culture background According to the culture differences negotiating style falls into two types the east negotiating style pattern and the west negotiating style pattern13 Thinking ModelThinkin
17、g model reflects the culture Because of the influences of history background continents words and living method different nations generate different thinking models Surely there is more than one thinking model of a nation but one is more obvious compared with others As a whole east people especially
18、 Chinese have strong comprehensive thinking image thinking and curved thinking while analytical thinking abstract thinking and direct thinking are possessed by the west people 2 Impact of Cultural Differences on International Business NegotiationsWith the rapid development of economy we need to do b
19、usiness with businessmen under different culture background so in order to reach trade agreement it is necessary for us to study the impact of culture differences on international negotiation in global business activities The impact of culture differences on international negotiation is extensive an
20、d deeply Different cultures divide the people into different group and they are also the obstacles of peoples communication Accordingly it is required that the negotiator should accept the culture of each other Furthermore through culture differences it is important that the negotiator reveal and un
21、derstand the other partys goal and behavior and make him or herself be accepted by the opponent to reach agreement finally21Impact of Value Views Differences on International Business NegotiationsValue Views Differences on International Business Negotiations fall into three types time view negotiati
22、on style thinking model Each has big influences on business negotiation 211 Impact of Time View Difference on Negotiation The time view which affects the negotiators behavior varies from east countries to west countries The oriental or the Chinese negotiators are usually cautious and patient They ne
23、ed to go through the phrases of coming up with proposes bringing up objections and ending the trade which takes a longer time And they hope to arrange rich time to go on a negotiation thus knowing more about the opponent They are good at long and continuous battle While west people or we could say A
24、merican people consider time is precious They tend to resolve problems swiftly So in business negotiation American businessmen often complain about the delay and the lack of efficiency of negotiators from other countries while these countries also make a complaint that the Americans lack patience Th
25、ere is a popular saying among American negotiators and businessmen It is prohibited to steal time That shows the time view of Americans To them time means money The time view of Chinese is cyclic They use long-term and systematic viewpoints to value the importance of the topic A famous people classi
26、fy the time view into two kinds straight-line time viewand cyclic time view The former pay more attention to concentration and speed and the later stress doing many things at one time That they insist on different time view leads to different negotiating style and method The American people represen
27、t the straight-line time view and they have a strong awareness of modern competition They look for speed and efficiency So they value time badly and consider time as a special commodity whose value could be assessed They often use minute to calculate time They hope to reduce negotiation time at ever
28、y phrase and want to complete the negotiation quickly But the Chinese time view is cyclic and they place emphasis on unity Moreover it is necessary to be punctual at negotiations West people have a strong time view if you dont comply with the appointment time they may give you a punishment and they
29、will regard you as unreliable and irresponsible person Being late for negotiation will give the west businessmen opportunities to exert pressure onyou and then you will lose the status of being initiative 212 Impact of Equality View Difference on NegotiationAmerica went through the bourgeoisie revol
30、ution of striving for the equality and freedom so they take equality into their heart Americans stick to equality and fairness in business and hope that both could gain benefit When introducing the topic or situation the west people would like to use concrete method particularly data Their negotiati
31、ng method is that they will describe their viewpoint and propose at the beginning in order to get initiative Under this principle they would come up with a reasonable resolution which they think is very fair In business relationship the sellers from America regard the buyer as a counterpart American
32、s are fairer than Japanese is sharing benefits A lot of American managers think fair division of profits is more important than how much they could get At this point the east people are different Because of the deeply influence of class view they dont pay much attention to equality They usually adop
33、t single-win strategy in business negotiations When involving economic benefits they think much about their own benefits and profits and dont give so much attention to the benefit of their partners The market economic system of developed countries is quite mature so west countries take win-win strat
34、egy more in negotiation basically they could take the benefits of both into consideration213 Impact of Objectivity Difference on NegotiationThe objectivity in international business negotiation reflects the degree to which people treat any things West people especially Americans have a strong object
35、ivity on the understanding of issues At negotiation table Americans dont care much about relationship between people They dont care if the status of the opponent is equal to theirs They make decision based on facts and data not people The saying that public things use public ways is a reflection of
36、American objectivity ThereforeAmericans emphasize that Businessmen should distinguish people and issues what they are really interested in is the actual problems But in the other parts of the world it is impossible for them to distinguish people and issues22 Impact of Negotiating Style Differences o
37、n International Business NegotiationsThe impacts of negotiating style differences on international business negotiation mainly exist in negotiating method and negotiating structure Take the negotiation between America and China as a example since the oriental care more about unity in thinking they m
38、ethod they adopt in negotiation is from unity to parts from the big to little from the abstract to the concrete that is to say they should each agreement on general terms then begin to talk about the concrete terms And usually not until the end of the negotiation do they make compromise and promise
39、based on all the items and then to reach agreement The west people are influenced by analytic thinking so pay more attention to logical relations between things They consider more about concrete things than integrity And they tend discuss the concrete items at the beginning of negotiation so they of
40、ten resolve the price delivery and issuance respectively at first And they may make compromise at every detail so the final contract is the combination of many little agreements The negotiating structure is linked with cultures Negotiating structure mostly refers to the number of the participants In
41、 business negotiation the foreign delegation is usually composed by 3-5 people while the Chinese one could be more 15 people The foreign negotiators not only need to negotiate with their counterparts but also need to discuss with related person in charge or the government When making the final decis
42、ions the Chinese negotiators often discuss the results repeatedly from the workers to the board to avoid being decided by a single person That results from the influence of collectivism So they often said to their partners Let us think about it Let us discuss it But the west negotiators could make t
43、he final decision without going back for discussion That because their admire individualism and hard working They have strong independence They would carry on according to the best ways after knowing their goals Whats more most west people think that they have the ability to deal with the negotiatio
44、n situation on their own And truly they are brave enough to take responsibility23 Impact of Thinking Model Differences on International Business NegotiationThe thinking model of Chinese tends to be comprehensive concrete and curved while the Americans are usually analytic abstract and straight-line
45、We Chinese are accustomed to talking about general principles at first and then move onto details To Chinese negotiators the core is the general guideline and the details are subject to the guideline After figuring out the big picture other problems are easier to resolve It is the most obvious featu
46、re of Chinese negotiators But west businessmen especially Americans are likely to discuss the details first and try to avoid the principle They value details very much and think noting about the unity Accordingly they want to discuss the details at the beginning of negotiation They are direct and si
47、mple in negotiation As a matter of fact many facts show that General principles first have impact of constriction on the parts and details For instance our government insists on the principle that Hong Kong and Macao are undivided parts of Chinas territory In the important diplomatic negotiations su
48、ch as Entering into relationship with America Hong Kongs and Macaos Coming back into their motherland It is under such principle that we established the tone of the negotiation and controlled the skeleton of the negotiation thus we get the advantage and prompt the success of negotiation 3 Coping Strategy of Negotiating across CulturesThe culture differences in cross-cultural communication have various impacts on operation of enterprises These differences will influence negotiation and management of transnational operation whats more it may have bad effects on the harmonious rela