中西文化差异对国际商务谈判的影响_英语论文

A Case Study on the Impact of Cultural Differences in International Business Negotiations

摘要

经济全球化的趋势下，随着我国经济的发展，合作伙伴遍布全球，国际间的贸易往来愈加频繁，在国际商务谈判中必然会面对不同的文化交流和碰撞，文化上的差异导致了不同的谈判风格和行为方式。本文试图通过具体的商务谈判案例来探讨中西文化差异对国际谈判的影响，分析中西文化的差异所在，以及商务谈判采用的策略，并提出相应的建议。

关键词：文化差异；国际商务谈判；影响

Abstract

With the trend of economic globalization, China’s cooperation with her partners around the world in international trade becomes more and more frequent. In international business negotiations, it is inevitable to face cultural impacts in cultural exchanges, which leads to different negotiating styles and ways. This thesis attempts to explore the impact of Chinese and Western cultural differences on international negotiations through specific case of business negotiations, and analyze the differences between Chinese and Western cultures, the strategies adopted in business negotiation, then put forward corresponding suggestions. 

Keywords: cultural differences; international business negotiations; impact

Contents

1. Introduction 1

2. Literature Review 1

2.1 Culture differences in international business negotiations 1

2.2 The Chinese and Western cultural differences 2

3. A Case Study of the Impact of Cultural Differences 5

3.1 Differences in values 6

3.2 Differences in understanding objective things 7

3.3 Differences in the settlement of disputes 8

4. Suggestions to Cope with Cultural Differences 9

4.1 Raising awareness of cultural differences 9

4.2 Developing effective business negotiation strategies 10

5. Conclusion 11

References 12