The-Culture-Differences-in-Bussiness-Negotiation-between-China-and-the-West-商英.doc

中国某某某某学校

学生毕业设计(论文)

题 目：The Culture Differences in Bussiness Negotiation between China and the West
姓 名 ： 000000000
班级、学号 ： 0000000000
系 (部) ： 经济管理系
专 业 ： 商务英语
指导教师 ： 00000000
开题时间： 2009-04-10
完成时间： 2009-11-2

2009 年 11月 2 日

18

目 录

毕业设计任务书…………………………………………………1
毕业设计成绩评定表……………………………………………2
答辩申请书……………………………………………………3-5
正文……………………………………………………………6-20
答辩委员会表决意见……………………………………………21
答辩过程记录表…………………………………………………22

课 题 The Culture Differences in Business Negotiation between China and the West
一、 课题(论文)提纲
0.引言
1.商务谈判及文化的定义
2.中西方谈判中的文化差异的六种形式
 2.1交流的不同意义
2.2面对冲突时的矛盾
2.3完成任务的不同方法
2.4决策
2.5透露信息的方式
2.6信任基础
3.处理文化差异的方法
3.1换位思考
3.2不要太个人化
3.3坦诚的承认误会
3.4创造双嬴
3.5用客观的标准解决利益的冲突
4.处理与西方国家谈判中产生的文化差异的具体策略
5. 结论

二、内容摘要
由于我国成功加入WTO进入，我们得到越来越多的与外国人做生意的机会。如今，各种项大型跨国经济活动中，国际商务谈判的作用越来越大,不可忽视。一般的谈判我们通常将集中在谈判的战略层面,集中讨论双方的商务关系，策略，讨价还价的技巧，应变情形等等．但是在某一文化中判断一位优秀的谈判人员的标准在另一种文化领域中可能不起什么作用．众所周知，文化是复杂的，因为文化形成的价值观，宗教和习俗，没有人不承认文化影响着人的行为．所以当谈判人员来自不同的文化背景有自己独特的方法和风格，文化差异正成为国际商业谈判中更为重要的因素．本文试图做商业谈判中的文化差异的积极的研究。
三、 参考文献

1、汤秀莲.国际商务谈判[M].南开大学出版社.2005
2、井润田.席酉民.国际商务谈判[M].机械工业出版社.2007

The Cultural Difference in Negotiation between China and the West
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Abstract：Since our country successfully entered into WTO，we get more and more opportunities to do business with foreigners .Now in this large-scale cross-border economic activities, the function of international business negotiations are becoming more and more important .In regular negotiations, we usually focuses on the strategic dimension of the negotiation process, concentrating on business relationships between the concerned parties, tactics, bargaining strategies, contingency positions, and so on .However, what makes someone a good negotiator in one culture may not work well in another. We know that, culture is complex, and everyone agrees that cultures affect people’s behaviors, because cultures influence people’s values, religion and customs .So negotiators form different cultural backgrounds have own special methods and styles. Cultural difference is becoming a much more important element in international business negotiation .This thesis tries to make a positive study about the cultural differences in business negotiation.
Keywords: cultural differences; international business negotiations; China and the West
0. Introduction
International business negotiations are international business activities conducted for different purposes of interest, in order to achieve a particular transaction and are the process of consultation under the conditions of the transaction. Stakeholders in negotiations are usually foreign governments, enterprises or citizens; the other party is China's government, enterprises or citizens. International business negotiation is an important and indispensable part of foreign economy and trade .And International business negotiations between different countries in trade and commerce activities is much more complex than those in domestic business negotiations. Cultural factors are playing a very important role in international business negotiations. So far, people from different backgrounds have made a lot of definitions about culture but generally it refers to the sense of knowledge, customs, legal, ethical beliefs, arts and so on. It is culture that decides people` values and psychological qualities in a particular living environment. It is binding and influences the conduct of persons under the same cultural backgrounds. Different countries have their own unique cultural and historical practices .International business negotiations are across-border activities, and so it is very important to get a good knowledge of different cultural backgrounds and taking cultural differences into consideration while we are negotiating.
The thesis focuses on finding the particular cultural elements which function in business negotiation between China and the West.
1. The six basic forms of cultural differences
There are six basic forms of cultural differences in international negotiation between China and the West.
1.1Different means of communication
From the forms of communication, we are talking a different language, when we express something ,we Chinese like saying something else having nothing with the business they are discussing ,after that we just enter into our goal. But for the West they like to get into what they need to discuss right now.
1.2A contradiction facing conflicts
When a conflict arises, the other side most of the time is to resolve quickly, but we in our culture, we perform more caution and often step back and observe the position, but at this time, we tend to also not good at expressing this meaning and cause some misunderstanding that the other side think that we are not interested . so sometimes, in practice, we encounter such a problem.
For example, the United States is a highly developed country, the faster pace of life. This makes Americans pay particular attention to value his time and focus on activities more efficient. In negotiation, If the characteristics of each other's negotiations with them inconsistent or contrary, then they will feel not applied and often expressed their dissatisfaction directly out. But if the opponent is also negotiating with this style and be positive to solve problem, it will be very efficient.
1.3Different ways of completing the task
The way we work a task is to talk with others and conclude a collective decision, at last the decision is decided by the lead .But for them, that is to say who is responsible, who finalized, so it often requires a fast decision, because they caring all responsibility have the right to negotiate with you .If they do not have the right, they would not come to the negotiating rooms come to the negotiating table to negotiate with you. So too often our negotiators at the table are not the most important people to make decisions. So it has a large difference in the way of completing the task.
American negotiators often act in an impersonal way--“business is business” is their maxim. Besides, American negotiators are always mission-driven--anxious to bring parties concerned into agreement, and they have little interest in building up any relationship. Furthermore, American negotiators like to be openly challenged for the negotiation
1.4Decision-making
For us this is a great flexibility, and there is a lot of time extension, in the West, this is considered as not to make decisions.
Affected by the profound impact of Western culture, Westerners role hierarchy and coordination requirements is relatively low, often respect the individual's role and individuals in actual work performance. Decision-making in enterprises, often have features of making decisions by an individual or a small number and top-down manner and emphasized individual responsibility in decision-making. Their desire for self-expression is strong and happy to play "cowboy tough guy" or "hero" image. In the negotiations, they like to demonstrate self-confidence in power look like. In the Western negotiating teams, the delegation of the number of generally is not more than seven people, rarely seen large-scale delegation. Even if there are members of the group present,
Key decision makers in the negotiations are usually only one or two people, they tend to have the right to make a decision, "fait accompli" is common. But they are often very serious pre-negotiation, full, detailed and standardized information to make preparations for the negotiation process can be simply and flexibly to the decision-making.
1.5The way to disclose the information
We all knows in business talks, we need strategically in a planned way to disclose some information. Very few people on the negotiating table, as our culture is concerned, put all of our information on all light to each other. Often we want to achieve the greatest benefits by the way of a strategy, Then the information revealed in this process, it has a great difference in Eastern and Western cultures. Often some of us appear to be more hidden, or some more strategically. In Western society inside, he put all things that should let you know to tell you and then they wait for your decision.
1.6Our basis of trust
Our relationship-oriented culture, often as a kind of seclusion, say caring individuals especially the stranger, or is unexpected relationships, the lack of a certain trust. In the society in the United States do in order to comparing individual-based because it is the whole community, this free spirit is a core of their often speaking at this major event, like itself, then it said let us save the world. Well, In Western society, especially in the United States, inside the community, trust is very important. Failed to fulfill the contract it would avoid any legal conflicts arising, so the concept of a contract requires it specific. So in the negotiation process, we often encounter such problems, the terms of contract they propose are in detail, but we trend to discussing the above a lot of things in the future. We also have to understand the gap, sometimes we may even feel too much pressure, because we have not thought of that step
2. The methods of dealing with cultural differences and the samples
Facing cultural differences, we need deal with flexibly , because each of us want to enter negotiations ,to enter the work, its nature and contents are often not the same, in a word, we learn from other cultures as a conclusion but do not use it kinds of culture and a general conclusion to apply to everyone. we should have a better understanding of its culture, and appreciate the beauty of human diversity, then this requires that we not only understand its culture universal, then the actual operation of the process, but also understand the culture of each individual it personality, so it is also a challenge inside. So how to understand intercultural communication and exchange? To master a good, effective communication methods and communication skills needs a lot of practice, do not be afraid to make mistakes, does not matter. But we want to open our thinking and open our thinking to accommodate different kinds of cultural things, to enjoy it, and ultimately I believe we can be very effective and at the same time show our Chinese culture.
2.1Empathy
Let the Chinese people to become Western, Westerners to become the Chinese people. When we communication, because we are from different backgrounds, we must constantly ask ourselves, the so-called exchange of ideas is correct? So the most successful approach is used to the way of customers, or the way the other side can easily accept to share and build that trust and relationships. Speaking of the 18th century Pope Cardinal Pollina (Cardina de Polignac) diplomatic skills, said: "This young man has always agree with my (at the beginning of the negotiations), but in a later conversation, I found consistent with the views I had with him.” When the negotiators cleverly to each other to understand their own identity, they often easier to agree with each other, than try to make each other's position to one's own position should be much easier. International Business Negotiation is more need to be patient. Study each other's wishes, to overcome the habit of thinking because of different cultural backgrounds caused by prejudice, and hear more and ask more investigation, is the main way to achieve empathy.
2.2Donot personalize
When communication problems arise, we seek ways to enable the fluent of communication rather than balm that caused the problem we should not put too many things too personal; we focus to solve the problems in negotiations, communication barriers, with the ultimate aim to achieve successful negotiations. It is very important that we have courage to agree with other people's views on the matter. This point, in the Western culture there is a big difference between us. At the negotiating table, the other side made a very good point and we clearly recognize that it is very good, but we do not express it out. It played a role in delaying negotiation, because they do not know if you agree with him or disagree with this idea and If he was not sure the idea you have on this matter, the next step he will not be able to effectively achieve his objective.
2.3Acknowledge misunderstandings frankly
Frankly admitted that, due to cultural differences, misunderstandings occurred for effective communication is also very important, and at the same time treat it as a confidence-building banned often the beginning of this error, cause us some trouble, but through this process of changing wrong things, or a process of strengthening communication, we often achieve a more deep understanding and confidence-building purposes.
2.4Create a win-win solution
The negotiating parties must firstly establish a win-win concept. The outcome of a negotiation should make the negotiations between the parties have a "win-win" feeling. What kind of negotiable instruments, the principles of negotiation methods and the outcome of the negotiations beneficial to the negotiating parties is the substance of the pursuit of business negotiation? The negotiating parties should be able to recognize their common interests which means that business opportunities and to highlight common interests which can make the negotiations more smoothly.
2.5With objective criteria to resolve conflicts of interest
During the negotiations sometimes both sides on a particular interests loggerheads over and do not compromise. At this time the objective criteria used in business negotiations is playing a very important role. For the frequently encountered problems about the price when the two sides could not reach an agreement, they can refer to some objective criteria, such as market value, replacement cost, depreciation, book value and so on. During the actual negotiations it is very effective in this manner. You can quickly achieve a negotiated amicable outcome. But the basic principle should be the principle of fair and effective, scientific principles and the doctrine of precedent.
3. The specific strategies dealing with cultural differences of the negotiations in the different Western countries
The United States is the world's most technologically advanced economy in the world. National economic strength is also the most abundant. No matter the spoken language or the currency used by the Americans are in the world economy plays an important role.So le us discuss the specific strategies dealing with cultural differences of the negotiations between China and USA.In the Negotiations wit