Cross-cultural Analysis and the Solution of Business Negotiation Deadlock_英语论文

摘要

如今，商人们并不满足于只在国内市场开展业务，越来越多的商人将眼光放到国外市场，所以造就了如今国际商务的迅猛发展，国际商务谈判和活动变得十分频繁。而国际商务谈判所面对的问题比国内商务谈判更加复杂。由于不同国家的文化存在差异，商务谈判中碰撞和冲突也将不可避免。这就是跨文化谈判中僵局出现的一个重要原因。这种僵局也许是良性的，让双方能更谨慎的思考此次的合作。但是更多的却是恶性的，双方无法在项目上达成一致，质疑此次的合作。本文主要研究文化差异引起的僵局，旨在通过分析商务谈判中的僵局寻求恰当的僵局化解技巧，这对跨文化谈判至关重要。

关键词：文化差异；僵局；商务谈判

Contents

摘  要 I

Abstract II

1 Introduction 1

2 The Causes of Cultural Differences 2

2.1 Agricultural Civilization and Commercial Civilization 2

2.2 Confucian Theory and Christian Theory 2

2.3 Official Culture and Civilian Culture 2

2.4 Different Enterprise Culture 3

3 The Impact of Cross-culture on Business Negotiation 3

3.1 Impact of Different Cultural Phenomena on Business Negotiation 3

3.1.1 Difference in Decision Making 3

3.1.2 Difference in Culture Context 4

3.1.3 Difference in Emphasizing on Time 5

3.1.4 Difference in Attitude 5

3.1.5 Difference in Communicative Style 5

3.1.6 Difference in Negotiation Goals 5

3.1.7 Difference in Risk Taking 6

3.1.8 Difference in Negotiating Style 6

3.1.9 Difference in Attitude towards Face 7

3.2 Typical Cases of Oriental Type and Western Type 7

3.2.1 Korean Negotiation 7

3.2.2 American Negotiation 8

3.2.3 British Negotiation 8

3.2.4 Japanese Negotiation 8

4 Ways to Resolve Deadlock Caused by Cultural Differences in Negotiation 8

4.1 Appropriate use of Language 9

4.2 Correct Use of Humor 9

4.3 Pre-planned Agenda 10

4.4 Temporary Recess 10

4.5 Making a Concession 10

4.6 Persistence 10

5 Conclusion 11

References 12