文化差异对跨文化商务谈判及其策略的影响
My deepest gratitude goes and foremost to Associate Prof., for her constant guidance and encouragement. She helped me to get through all the troubles I met and offered me profound suggestions and constructive advice during all the stages of the writing of this thesis. From the title to the draft, from the theme to the structure, with her great help and consistent instruction, here comes this optimized thesis. 33050
Next I would like to thank all the teachers of the School of Foreign Languages who gave me direct or indirect help throughout my college years, especially Yuan Bing, whose profound knowledge of background of Britain and America inspired me to make efforts in English learning.
I am also grateful to my parent and friends. During the writing courses of the thesis, they gave me help and suggestions materially and mentally. When the problems come, they are always by my side.
Last, I would like to express my heartfelt appreciation to my instructor who has helped me a lot during university study and campus life. Without his enlightenment, my college life may become a waste.
Abstract With the rapid development t of global economy, the international business communication has walked into a stable stage. At the same time, intercultural business negotiations have become a form of cross-cultural communication. The further economic globalization goes, the more prominent cultural conflicts and barriers become. In order to avoid cultural conflicts and barriers that cultural differences bring us, there is an urgent need for us to have a good command of the cultural differences between different countries and come up with useful strategies of intercultural business negotiations.
This paper mainly studies the influences of cultural differences on intercultural business negotiations and its strategies. The paper falls into six parts. The first part serves as an introduction. The second part discusses the definitions of business negotiation and culture. The third part probes into the cultural differences in intercultural business negotiations. The fourth part is an investigation of the influences of cultural differences upon intercultural business negotiations. The fifth part puts forward several effective strategies in intercultural business negotiations. The last part is the conclusion.
Key Words: cultural differences, intercultural business negotiation, negotiation strategies
摘要随着经济全球化的加速发展，国际商务交流已经进入稳步发展的阶段。同时，跨越国界和文化的商务谈判成了跨文化交流的一种表现形式。经济全球化越深入发展，文化上的摩擦和障碍就变得越突出。为了避免文化差异所带来的文化摩擦和障碍，我们迫切需要掌握不同国家间的文化差异，在跨文化商务谈判中采用有效的商务谈判策略。
本毕业论文主要研究文化差异对跨文化商务谈判造成的影响以及应对的策略。文章分为吹冰部分。第一部分为引言。第二部分探讨商务谈判及文化的定义。第三部分剖析跨文化商务谈判中的文化差异。第四部分调查文化差异对跨文化商务谈判的影响。第五部分提出了跨文化商务谈判中的谈判策略。最后一部分是结论。
关键词：文化差异，跨文化商务谈判，谈判策略
CONTENTS
Acknowledgments i
Abstract ii
摘要 iii
1 Introduction 1
2 Business Negotiations and Culture 2
2.1 The Definition of Business Negotiation and Intercultural Business Negotiation 2
2.2 The Relationship between Culture and Business Negotiation 3
3 Cultural Differences in Intercultural Business Negotiation 5
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