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《the impact of cultural differences on international business negotiation 英語論文》由會員上傳分享，免費在線閱讀，更多相關(guān)內(nèi)容在學(xué)術(shù)論文-天天文庫。
1、TheImpactofCulturalDifferencesonInternationalBusinessNegotiation1.IntroductionInternationalbusinessnegotiationsarefarmorecomplexthandomesticones.Thedifficultiesareduetothebigdifferencesbetweenthetwopartiesinanegotiationinlanguage,value,behaviorpatter
2、ns,moralstandardsandsoon.Allthosefactorsareplayingcrucialrolesinnegotiations.Thekeytoeffectivecross-culturalcommunicationisknowledge.Sowemustlearnandknowasmuchknowledgeaswecan.Knowingtheseculturaldifferencescanhelpussolvetheproblemsandreducethemisund
3、erstandingsinInternationalbusinessnegotiations.Duetotheseculturaldifferences,negotiatorswhocomefromdifferentpartoftheworldcanformdifferentnegotiationstyles.Therelationbetweencultureandnegotiationstyleshasbeenthetopicofmuchinvestigationandresearchinre
4、centtimes.Beingfamiliarwithdifferentculturaldifferencescanhelpusgetacloseviewofdifferentnegotiationstyles,andallthesepreviouseffortscanmaketheInternationalbusinessnegotiationsmooth.Thethesiswillelaborateontheculturalfactorsandtheirinfluencesonnegotia
5、tionstylesindifferentcountries.2.CulturalInfluencesandTypes2.1CulturalInfluencesWhentwogroupsfromthesamecountryaredoingbusiness,itisoftenpossibletoexpeditethewholenegotiationprocedure.Becausetheyhavethesameculturalbackground,themutualcommunicationsar
6、eeasytounderstand.Thisdoesnotmeantheyhavenoobstacleduringthewholenegotiationprocedure,butcomparewithpeoplewhodobusinessfromdifferentcultures,theydonothavetheimpactofculturaldifferences,sothecontradictionsseemtobeeasysolved.Iftwodifferentculturesarein
7、volved,onepartywithoutarealknowledgeofanotherculture,itmayleadtomisunderstandings.Theinternationalnegotiatorsmustbecarefulwhenhandletheseculturaldifferencesanddonotusethesamewaylikenegotiatewithlocalbusinesspersons.Agreatnumberofrealcasesshowthatduet
8、omisunderstandings,manybusinesseswerelost.Forexample,anAmericanbusinessmanoncepresentedaclocktothedaughterofhisChinesecounterpartontheoccasionofhermarriage,notknowingthatclocksareinappropriategiftsinChinabecausetheyareassociatedwithdeath.Hisinsultled
