Impacts of Cultural Differences on International Business Negotiation

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1、淮阴工学院毕业论文作者:张平学号：10319116系(院):外语系专业:英语Title:ImpactsofCulturalDifferencesonInternationalBusinessNegotiation题目:文化差异对国际商务谈判的影响左广明讲师指导者：(姓名)(专业技术职务)吴延平副教授评阅者：(姓名)(专业技术职务)2007年6月毕业论文中文摘要随着世界政治经济一体化程度的不断加深，国际贸易的速度随之加快，商务谈判也变得越来越频繁，但由于国家或地区之间存在着较大的文化差异，往往会引起谈判者

2、之间不必要的误会，进而影响商务谈判的进程，甚至直接影响商务谈判的结果。因此，学习、研究并掌握文化差异是国际商务谈判中不可或缺的组成部分。本文探讨了文化差异内涵及其引起差异的原因，并从沟通过程、思维方式、谈判结构、谈判风格、决策过程等五个方面讨论了文化差异对国际商务谈判的影响，最后对谈判者如何进行跨文化的商务谈判提出了一些合理的建议，旨在培养谈判者的跨文化的交际意识和能力，提高谈判者语言综合运用能力，促使商务谈判的成功。关键词文化差异，国际商务谈判，影响毕业论文外文摘要TitleImpactsofCult

3、uralDifferencesonInternationalBusinessNegotiationAbstractWithpoliticalandeconomicglobalization,internationaltradeisaccelerating,andthebusinessnegotiationisbecomingmoreandmorefrequent.However,becauseoftheculturaldifferencesindifferentnationsorregions,some

4、unnecessarymisunderstandingsbetweennegotiatorsfrequentlyappear,whichinfluencesthebusinessnegotiationprocessandeventheoutcomesofnegotiation.Asaresult,studyingtheculturaldifferenceshasbecomeanindispensablepartinbusinessnegotiation.Atfirst,thethesisintroduc

5、estheculturaldifferencesandthecausesleadingtothedifferences,andthendealswiththeimpactsofculturaldifferencesoninternationalbusinessnegotiationfromfiveaspects:communicationprocess,thinkingpattern,negotiationstructure,negotiationstyleanddecision-makingproce

6、ss.Atlast,thethesisgivessomereasonablesuggestionstonegotiatorsonhowtomakeacross-culturalbusinessnegotiation.Theobjectiveistocultivatenegotiator’scross-culturalawarenessandability,toimprovenegotiator’scomprehensiveabilityoflanguage,andtomakebusinessnegoti

7、ationsuccessful.Keywordsculturaldifference，internationalbusinessnegotiation，impacts淮阴工学院毕业论文第Ⅰ页共Ⅰ页Contents1Introduction…………………………………………………………………………………………………………12CulturalDifferences……………………………………………………………………………………………22.1TheDefinitionofCulture…………………………………

8、…………………………………………………22.2CausesofCulturalDifferences……………………………………………………………………………23ImpactsofCulturalDifferencesonInternationalBusinessNegotiation………………………43.1CommunicationProcess……………………………………………………………………………………43.2ThinkingPa