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ID:11004246
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时间:2018-07-09
《the impact of cultural differences on international business negotiation 英语论文学位论文.doc》由会员上传分享,免费在线阅读,更多相关内容在学术论文-天天文库。
1、TheImpactofCulturalDifferencesonInternationalBusinessNegotiation1.IntroductionInternationalbusinessnegotiationsarefarmorecomplexthandomesticones.Thedifficultiesareduetothebigdifferencesbetweenthetwopartiesinanegotiationinlanguage,value,behaviorpatterns,moralstandardsandsoon.Allthosefactorsa
2、replayingcrucialrolesinnegotiations.Thekeytoeffectivecross-culturalcommunicationisknowledge.Sowemustlearnandknowasmuchknowledgeaswecan.KnowingtheseculturaldifferencescanhelpussolvetheproblemsandreducethemisunderstandingsinInternationalbusinessnegotiations.Duetotheseculturaldifferences,negot
3、iatorswhocomefromdifferentpartoftheworldcanformdifferentnegotiationstyles.Therelationbetweencultureandnegotiationstyleshasbeenthetopicofmuchinvestigationandresearchinrecenttimes.Beingfamiliarwithdifferentculturaldifferencescanhelpusgetacloseviewofdifferentnegotiationstyles,andalltheseprevio
4、useffortscanmaketheInternationalbusinessnegotiationsmooth.Thethesiswillelaborateontheculturalfactorsandtheirinfluencesonnegotiationstylesindifferentcountries.2.CulturalInfluencesandTypes2.1CulturalInfluencesWhentwogroupsfromthesamecountryaredoingbusiness,itisoftenpossibletoexpeditethewholen
5、egotiationprocedure.Becausetheyhavethesameculturalbackground,themutualcommunicationsareeasytounderstand.Thisdoesnotmeantheyhavenoobstacleduringthewholenegotiationprocedure,butcomparewithpeoplewhodobusinessfromdifferentcultures,theydonothavetheimpactofculturaldifferences,sothecontradictionss
6、eemtobeeasysolved.Iftwodifferentculturesareinvolved,onepartywithoutarealknowledgeofanotherculture,itmayleadtomisunderstandings.Theinternationalnegotiatorsmustbecarefulwhenhandletheseculturaldifferencesanddonotusethesamewaylikenegotiatewithlocalbusinesspersons.Agreatnumberofrealcasesshowthat
7、duetomisunderstandings,manybusinesseswerelost.Forexample,anAmericanbusinessmanoncepresentedaclocktothedaughterofhisChinesecounterpartontheoccasionofhermarriage,notknowingthatclocksareinappropriategiftsinChinabecausetheyareassociatedwithdeath.Hisinsultled
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