提高商务谈判社会文化竞争力的方法研究_英语论文

A Methodological Study of Enhancing Sociocultural Competence of Business Negotiation

摘要

商务谈判是企业之间的业务沟通活动,谈判人员的素质能力则直接关系到谈判的成败。本文从社会背景和文化背景两方面分别讨论了其功能性以及对商务谈判的影响。商务谈判社会背景涵盖了观念，情感，认知等社会心理因素以及政治、经济和法律等外延影响因素。文化背景上则强调言语和非言语行为、思维模式、习俗以及价值观对商务谈判的影响。商务谈判者可以通过提高对待文化差异的认识及跨文化敏感度，依据不同的文化价值观制定相应的谈判策略，恰当运用利益与关系策略，重视商务谈判情境下英语的实际使用，以及提高自身法律意识来提升自身社会文化竞争力，从而达到商务谈判的成功。

关键词：商务谈判；社会；文化；竞争力；策略

Abstract

Business negotiation is one of the forms of business communication activities among enterprises. The competence of the negotiators is directly related to the success or failure of the negotiation. This paper discusses respectively from the aspects of social background and cultural background with its function and influence on business negotiation. From a social psychological view, social context of business negotiation covers aspects of perception, emotion and cognitive factors. From a broader exterior perspective, it involves factors such as politics, economy and laws. Cultural context of business negotiation emphasizes the influence of language and non-language behaviors, thinking patterns, customs and values on business negotiation. Negotiators can enhance their sociocultural competence effectively by developing a right attitude towards cultures and cultural differences, developing business negotiation skills based on the different cultural values, analyzing the practical benefits and relationship benefits, being cautious on the use of English in practical situations as well as developing a sense of legal consciousness, so as to succeed in the business negotiation.

Key words：business negotiation; social;cultural; competence;strategy