文化差異對中美商務(wù)談判的影響

英語論文編號:YY468  論文字?jǐn)?shù):5597.頁數(shù):19

CONTENTS

1. Culture and Business Negotiations 5
1.1 Culture 5
1.2 Business Negotiations. 6
2. Core Values of Chinese Culture 7
2.1 High Context 7
2.2 Collectivism 7
3. Core Values of US culture 8
3.1 Low Context 8
3.2 Individualism 8
4. The Influence of Cultural Difference on Sino-US Negotiations 9
4.1 The member of Negotiation Team 9
4.2 Forms of Agreement 10
4.3 Pace of Negotiation Process 12
5. How to reach a desired agreement? 13
5.1 Awareness of cultural difference 13
5.2 Try to be well prepared 14
5.3 Improving communication competence 14
5.4 Be patient 16
6. Conclusion 17
Bibliography 20

Abstract: After entering into the World Trade Organization, China has established many economic relations with other nations, meanwhile, business contacts among nations get increasingly close, which has brought more and more opportunities to do business. US, serve as the biggest economic country, is our main trade partner. However, the huge cultural differences between the two countries may give rise to potential cultural conflicts and unnecessary misunderstandings. Thus, in order to negotiate effectively, negotiators should have a good understanding of culture and cultural differences. More importantly, they should know how negotiation is affected by culture. In doing so, negotiators can predict the process and adjust strategies in order to reach a satisfactory agreement. The thesis presents an in-depth analysis of the cultural difference in the process of business negotiation. It then put forward some tentative suggestions and strategies for successful negotiations.

Key Words: cultural differences; Sino-US business negotiations; influence 
 
 
摘  要：中國加入世界貿(mào)易組織以后，與世界的融合越來越密切，對外貿(mào)易往來也與日俱增.美國,作為世界上最大的經(jīng)濟實體,是我國最大的貿(mào)易伙伴。兩國之間經(jīng)濟與文化往來的日趨頻繁使兩國之間的商務(wù)談判也隨著增多。然而，由于中美兩國存在著巨大的文化差異，因而兩國的談判者之間很可能出現(xiàn)文化沖突，甚至是不必要的誤解。因此，要想取得有效的談判，談判者不僅要了解對方的文化及與己的文化差異，更重要的是應(yīng)該了解文化因素如何影響談判。這樣，有助于談判者預(yù)見談判的進程，及時調(diào)整談判策略，最終達成圓滿的協(xié)議。本文通過研究中美兩國存在的文化差異，進而分析了文化差異在商務(wù)談判中的具體體現(xiàn)，提出了進行有效溝通的策略和技巧。

關(guān)鍵詞： 文化差異；中美商務(wù)談判；影響