文化差异对涉外商务谈判的影响
文化差异对涉外商务谈判的影响
在世界经济日趋全球化的今天,国际间商务交往活动愈来愈频繁与密切。如何促进商务谈判的实际效果？在国际商务谈判中，显然仅有流畅的语言功底是远远不够的。所以，如何正确的与其他国家的商务人士进行谈判，已经成为影响商务谈判结果的关键性因素。众所周知，在国际商务谈判中，不同的人代表着不同的国家，他们有不同的社会与政治背景、价值观、行为方式、谈话风格、肢体语言等，正式这些不同之处使得国际间的谈判显得尤为复杂，同时也会引起一些不必要的麻烦。本论文试从文化差异中找到突破点，搭建中外交流桥梁。近而为我国从事国际谈判人员提供良好的沟通基础，提高我国对外经贸企业谈判的有效性。最大程度地开拓国际市场，以实现企业和国家利益最大化。
关键词: 文化差异 商务谈判 国际谈判 策略
Abstract - iii -
摘要 - iv -
Introduction - 1 -
I. Background and meaning - 1 -
II. Main contents and methods - 1 -
Chapter1 The importance of international business negotiation - 2 -
1.1 The globalization of international trade - 2 -
1.2 Main influences during the international business negotiation - 2 -
1.2.1 The influence of cultural ethics - 2 -
1.2.2 The influence of different language behaviors - 3 -
Chapter 2 Specific performances of cross-cultural differences - 5 -
2.1 Different symbolic meanings - 5 -
2.1.1 Figures - 5 -
2.1.2 Body languages - 5 -
2.2 Etiquette - 6 -
2.2.1 Dress etiquette - 6 -
2.2.2 Greeting etiquette - 6 -
2.2.3 Presents exchange etiquette - 7 -
2.3 Different values - 8 -
2.3.1 Time value - 8 -
2.3.2 Equivalence - 8 -
2.3.3 Objectivity - 9 -
2.4 Social customs and habits - 9 -
2.4.1 Negotiating styles - 10 -
2.4.1.1 Negotiating methods - 10 -
2.4.1.2 Ways to express emotions and appreciation - 10 -
2.4.2 Dietary culture - 11 -
Chapter 3 Some strategies in the cross-cultural business negotiation - 12 -
3.1 Understand the importance of cross-cultural consciousness and develop a sense of cross-cultural sensitivity - 12 -
3.1.1 Make a good preparation - 13 -
3.1.2 Get ready for the targeted counter strategies - 13 -
3.2 Deal with the cross-cultural differences correctly - 14 -
3.2.1 Improve the language competence and overcome the cross-cultural barriers. - 14 -
3.2.2 Show respect to different cultures - 15 -
3.3 Enhance the legal consciousness, and strengthen the legal ideas - 16 -
3.4 Have a broad mind and tolerant attitude - 16 -
Conclusion - 18 -
Bibliography - 19 -
Acknowledgements - 21 -
I. Background and meaning
In recent years, with the rapid development of world economy, international business is becoming more and more common in our life, especially between the west and the east countries. As a special form of foreign exchange, international business negotiation must involve different social patterns, different nationalities, different beliefs, different customs and so on, which can be called cross-cultural differences. In order to improve our negotiation quality, when we prepare to begin an international negotiation, we have to master some similarities and differences between the two parties which play a very significant role in the international business, then you can realize the idiom “know yourself as well as your enemy”. Only in this way, can we have our own target and strategy to meet the other party and then we can maximize the interests of our company even our country. Thus, we can see the study of cross-cultural difference really does a very important part in our negotiation.
II. Main contents and methods
This article can be divided into three parts: the importance of cross-cultural diversities, its main means of expressions, and some targeted counter strategies. It mainly aims to let people know the importance of this study. Then let them have a good understanding of the cross-cultural differences and enhance their international negotiation ability.
And in this article, it mainly adopts three methods: data access method, comparative analysis method, and some specific examples, which can help the readers understand and remember the importance of the article easily.
Chapter1 The importance of international business negotiation
1.1 The globalization of international trade
Under the background of economic globalization, international or cross-border trade has been developing with a very rapid speed and has become the hard core of it. “The Belt and Road” strategy also gives impetus to the international trade to a great extent.
The economic globalization makes a very close tie among most of the countries, including our country—China. With the reform and open-up policy in 1978, our country has been trying to be one part of the world economy. There has no doubt that we have took part in this circle and have also promoted the development of our country. In the recent years, with the frequent business intercourse, business negotiations among different countries are becoming more and more important.It not only plays an important role in the international economic cooperation but also in the communication among different countries. So having a good sense of cross-cultural differences will help you a lot in your success.
在世界经济日趋全球化的今天,国际间商务交往活动愈来愈频繁与密切。如何促进商务谈判的实际效果？在国际商务谈判中，显然仅有流畅的语言功底是远远不够的。所以，如何正确的与其他国家的商务人士进行谈判，已经成为影响商务谈判结果的关键性因素。众所周知，在国际商务谈判中，不同的人代表着不同的国家，他们有不同的社会与政治背景、价值观、行为方式、谈话风格、肢体语言等，正式这些不同之处使得国际间的谈判显得尤为复杂，同时也会引起一些不必要的麻烦。本论文试从文化差异中找到突破点，搭建中外交流桥梁。近而为我国从事国际谈判人员提供良好的沟通基础，提高我国对外经贸企业谈判的有效性。最大程度地开拓国际市场，以实现企业和国家利益最大化。
关键词: 文化差异 商务谈判 国际谈判 策略
Abstract - iii -
摘要 - iv -
Introduction - 1 -
I. Background and meaning - 1 -
II. Main contents and methods - 1 -
Chapter1 The importance of international business negotiation - 2 -
1.1 The globalization of international trade - 2 -
1.2 Main influences during the international business negotiation - 2 -
1.2.1 The influence of cultural ethics - 2 -
1.2.2 The influence of different language behaviors - 3 -
Chapter 2 Specific performances of cross-cultural differences - 5 -
2.1 Different symbolic meanings - 5 -
2.1.1 Figures - 5 -
2.1.2 Body languages - 5 -
2.2 Etiquette - 6 -
2.2.1 Dress etiquette - 6 -
2.2.2 Greeting etiquette - 6 -
2.2.3 Presents exchange etiquette - 7 -
2.3 Different values - 8 -
2.3.1 Time value - 8 -
2.3.2 Equivalence - 8 -
2.3.3 Objectivity - 9 -
2.4 Social customs and habits - 9 -
2.4.1 Negotiating styles - 10 -
2.4.1.1 Negotiating methods - 10 -
2.4.1.2 Ways to express emotions and appreciation - 10 -
2.4.2 Dietary culture - 11 -
Chapter 3 Some strategies in the cross-cultural business negotiation - 12 -
3.1 Understand the importance of cross-cultural consciousness and develop a sense of cross-cultural sensitivity - 12 -
3.1.1 Make a good preparation - 13 -
3.1.2 Get ready for the targeted counter strategies - 13 -
3.2 Deal with the cross-cultural differences correctly - 14 -
3.2.1 Improve the language competence and overcome the cross-cultural barriers. - 14 -
3.2.2 Show respect to different cultures - 15 -
3.3 Enhance the legal consciousness, and strengthen the legal ideas - 16 -
3.4 Have a broad mind and tolerant attitude - 16 -
Conclusion - 18 -
Bibliography - 19 -
Acknowledgements - 21 -
I. Background and meaning
In recent years, with the rapid development of world economy, international business is becoming more and more common in our life, especially between the west and the east countries. As a special form of foreign exchange, international business negotiation must involve different social patterns, different nationalities, different beliefs, different customs and so on, which can be called cross-cultural differences. In order to improve our negotiation quality, when we prepare to begin an international negotiation, we have to master some similarities and differences between the two parties which play a very significant role in the international business, then you can realize the idiom “know yourself as well as your enemy”. Only in this way, can we have our own target and strategy to meet the other party and then we can maximize the interests of our company even our country. Thus, we can see the study of cross-cultural difference really does a very important part in our negotiation.
II. Main contents and methods
This article can be divided into three parts: the importance of cross-cultural diversities, its main means of expressions, and some targeted counter strategies. It mainly aims to let people know the importance of this study. Then let them have a good understanding of the cross-cultural differences and enhance their international negotiation ability.
And in this article, it mainly adopts three methods: data access method, comparative analysis method, and some specific examples, which can help the readers understand and remember the importance of the article easily.
Chapter1 The importance of international business negotiation
1.1 The globalization of international trade
Under the background of economic globalization, international or cross-border trade has been developing with a very rapid speed and has become the hard core of it. “The Belt and Road” strategy also gives impetus to the international trade to a great extent.
The economic globalization makes a very close tie among most of the countries, including our country—China. With the reform and open-up policy in 1978, our country has been trying to be one part of the world economy. There has no doubt that we have took part in this circle and have also promoted the development of our country. In the recent years, with the frequent business intercourse, business negotiations among different countries are becoming more and more important.It not only plays an important role in the international economic cooperation but also in the communication among different countries. So having a good sense of cross-cultural differences will help you a lot in your success.
版权保护: 本文由 hbsrm.com编辑，转载请保留链接: www.hbsrm.com/wgy/yy/40.html
