中西文化差異對我國跨文化商務談判的影響和對策

國際貿易論文編號:GM218    包括:開題報告及任務書,論文字數:13296,頁數:14

目  錄

1   緒論 ......................................................2
1.1 選題背景 ..................................................2
1.2 談判與文化的綜述 ..........................................2
2   中國奧康與意大利GEOX公司案例 ..............................4
2.1 談判案例背景 ..............................................4
2.2 從談判案例中看中西文化的差異 ..............................5
2.3 從談判案例中看中西文化差異對談判方式及風格的影響 ..........6
2.4 從談判案例中分析談判策略 ..................................8
3   從談判案例中得到的啟示 ....................................10
3.1 談判的成功之路是“準備、準備、再準備” ....................10
3.2 談判人員應各盡其責 ........................................11
3.3 懂得談判對方的語言是有益的 ................................11
3.4 跨越語言的障礙 ............................................11
3.5 有效地利用時間 ............................................12
參考文獻 ......................................................13
致   謝 .......................................................14

摘  要

   當今世界經濟全球化的趨勢日益加強，國與國之間的交往與聯系日益密切。隨著中國改革開放的不斷深入和成功加入WTO，我國與世界各國的聯系也將越來越密切。各種類型的跨文化談判日益頻繁，而跨文化談判中的文化差異就越來越受到矚目了。只有正確認識中西文化沖突才能更好的探討商務談判的策略，為我國社會主義市場經濟建設服務。
首先，本文介紹了選題背景，并對談判與文化進行了綜述。接著，對中國奧康與意大利GEOX公司案例進行了分析。從談判案例中看中西文化的差異，并探討這種差異對談判方式及風格的影響。然后圍繞談判案例來分析采用的談判策略。最后是從談判中獲得的有關跨文化商務談判的啟示。

【關鍵詞】文化差異 商務談判 談判對策
Abstract

Nowadays the cooperation and relationship between countries have become closer and closer because the tendency of the world’s economy globalization becomes stronger and stronger. With the ongoing policy of opening and reforming in China, and the success in entry of the WTO, relationship between our country and other countries in the world will also become closer and closer. Various inter-cultural negotiation activities become more and more frequent, so attention to different cultures’ impact on negotiation is paid by business men. Only when we make a good understanding and correct recognition about the different cultures between our country and western countries can we have a better policy in business negotiation, and serve the socialist market economy.
First, this paper introduces the topics background, as well as negotiations with the culture reviewed. Then, this paper analyzes the Chinese Aokang company and the Italian GEOX company case. This paper analyzes the cultural differences from the negotiation cases and talks about the impact from the difference of the manner and style of negotiation. Then surround the negotiation cases to analyze the negotiation strategy. Finally, we get the cross-cultural business negotiations inspiration from the negotiations.

【Key words】Culture Difference;  Business Negotiation;  Negotiation Countermeasure