商务谈判中的文化适应_英语论文

Cultural Adaptions in Business Negotiation

摘要

伴随着经济一体化的不断发展，各国家之间的商务来往也更加密切。商务谈判是跨文化交际中极为重要的一部分，不同类型、不同层次的商务谈判也愈加挥其在经济生活以及社会生活中的巨大作用。中西方文化之间的显著差异以及双方谈判人员在商务谈判中所使用的不同谈判方式常常会使得商务洽谈产生误解和交流障碍。因而是否能正确认识中西方的文化差异以及应对文化差异的方法——文化适应，是决定商务谈判能否成功的关键。

本文通过总结相关的商务谈判知识和文化理论知识，为理解分析商务谈判中的文化适应打下了扎实的理论根基。本文研究了文化、文化差异、文化适应以及商务谈判之间的关系，提出了如何应对文化差异——即文化适应的重要性,最后总结本研究对于促成商务谈判的作用。

关键词：文化差异；文化适应；商务谈判

Abstract

With the continuous development of economic and cultural integration, business contacts between countries become observably increased. Business negotiation is of extremely importance in ehhyconomic activities. Various kinds of international business negotiations act an important role in both economic life and social life. Chinese culture is quite different form western countries and the different negotiation styles often lead to misunderstanding and communicative barriers. So, cultural adaptions——the way to cope with cultural differences, is a key factor to guarantee a successful business negotiation.

This paper gives a comprehensive overview of theories of business negotiation and culture. These theories are conducted to provide a staunch theoretical basis for further research. The research presents the relationships between cultural differences and cultural adaptions. Finally, the author puts forward the significance of cultural adaptions in dealing with cultural differences in business negotiation and concludes the influence of the study to business negotiation.

Key words: cultural differences；cultural adaptions；business negotiation

Contents

Acknowledgments i

Abstract&Key words in English ii

Abstract&Key words in Chinese iii

Introduction 4

1. Overview of business negotiation 5

1.1 Definition of business negotiation 5

1.2 Stages of business negotiation 6

2. The influence of cultural differences on business negotiation 8

2.1 Introduction to cultural differences 8

2.2 The relationship between culture and business negotiation 10

2.3 The influence of cultural differences on business negotiation 11

2.3.1 The influence of cultural threat on business negotiation 11

2.3.2 The influence of cultural aesthetics on business negotiation 11

2.3.3 The influence of social customs on business negotiation 12

3. Cultural adaptions in business negotiation 12

3.1 Introduction to cultural adaptions 12

3.1.1 Definition 12

3.1.2 Kinds of cultural adaptions 13

3.1.3 Stages of cultural adaptions 14

3.2 Suggestions to cultural adaptions 15

3.2.1. Strengthening cross-cultural awareness 15

3.2.2. Trying to understand foreign culture with inclusiveness 15

3.3.3. Getting out of misunderstanding 16

Conclusion 16

References 17