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論中美文化差異對國際商務談判的影響

時間:2019-05-22 13:06來源:英語論文
An Analysis on the Influences of Sino-US Cultural Differences on International Business Negotiations英語論文論中美文化差異對國際商務談判的影響

摘 要在國際商務談判中,由于中美兩國存在著巨大的文化差異,很可能會出現誤解和文化沖突,這直接影響到談判的實際效果。因此,如何正確處理中美文化差異是非常重要的。本文在分析中美文化差異—語言行為和非語言行為的差異,思維方式的差異以及價值觀的差異的基礎上,探討了這些文化差異對中美商務談判的影響,并提出了相應的對策,即使用務實語言、簡化禮儀、作出彈性承諾、解決方案多樣化等,以期有利于促進中美貿易的順利發展。35644
畢業論文關鍵詞: 中美文化差異;商務談判;影響;對策
Abstract In international business negotiations, the huge cultural differences between China and the U.S. may give rise to misunderstandings and potential cultural conflicts, which directly affects the actual effect of business negotiations. Therefore, how to solve the Sino-US cultural differences in business negotiations is very important. This paper firstly makes a comparative analysis on the cultural differences between China and the US, such as different verbal and nonverbal behaviors, different thinking modes and different values. Then it explores the influences of cultural differences on Sino-US business negotiations, and finally proposes some countermeasures which include using pragmatic language, simplifying etiquette, making an elastic commitment, proposing persified solutions and so on, so as to help promote the smooth development of Sino-US trades.
Key words: Sino-US cultural differences; business negotiations; influences; countermeasures
 An Analysis on the Influences of Sino-US Cultural Differences on International Business Negotiations
 Contents
摘 要    i
Abstract    ii
I. Introduction    1
II. The Cultural Differences Between China and the United States    2 源¥自%六:維;論-文'網=www.aftnzs.live
2.1 Different Verbal and Non-verbal Behaviors.    3
2.2 Different Thinking Modes    4
2.3 Different Values    5
III. The Influences of Sino-US Cultural Differences on Business Negotiations    5
3.1 The Influence of Different Verbal and Nonverbal Behaviors on Business Negotiations    6
3.2 The Influence of Different Thinking Modes on Business Negotiations    7
3.3 The Influence of Different Values on Business Negotiations    8
IV. Countermeasures to Cultural Barriers in Sino-US Business Negotiations    9
4.1 Making a Sufficient Plan    9
4.2 Being a Good Listener.    10
4.3 Using Pragmatic Language.    10
4.4 Propsing Diversified Solutions.    10
4.5 Elastic Commitment    11
4.6 Etiquette Simplification    11
4.7 Tolerance and Understanding    11
V. Conclusion    11
Bibliography    14
Acknowledgments    15
I. Introduction

With the development of international trades, commercial negotiation between China and the US has become increasingly frequent. To make bilateral negotiations more fluent, a research on Sino-American cultural differences is very necessary. In business negotiations, the two sides need to enhance sensitivity to differences of culture such as the different values between the two nations, negotiating styles, negotiation strategies in order to achieve a double-win agreement. Studying the influence of Sino-US cultural differences on international business negotiations is helpful to promote the development of China’s foreign trade.           
Researches on the impact of cultural differences on international business negotiations have already been done by many scholars. Wang Qingnan(185)analyzed the influences of cultural differences on international commercial negotiations and proposed some countermeasures. Wang Tengning(46)studied the influences of Sino-Western cultural differences on business negotiations. Lin Hai(110)explored the influence of cultural differences on Sino-US business negotiations. Liu Yuan(8)conducted a research on the cultural obstacles in international business negotiations and its countermeasures, and so on. However, these studies are not systematic and deep-going enough. Therefore, the author attempts to conduct a comprehensive study on the influences of cultural differences on Sino-US business negotiations and then put forward some specific countermeasures, so as to help reduce misunderstandings in international business negotiations. 論中美文化差異對國際商務談判的影響:http://www.aftnzs.live/yingyu/20190522/33677.html
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