跨文化谈判(英文).doc

CONTENTS 1 Introduction 1 2 Cultural differences Between China and Germany 3 2.1 Cultural Differences and Cross-Cultural Negotiation 3 2.2 Hofstedes Five Dimensions 3 2.3 Halls Cultural Factors 6 3 China-Germany Cutural Differences in Negotiation Process 7 3.1 Preparation and Planning 7 3.2 Definition of Groud Rules 9 3.3 Clarification and Justification 9 3.4 Bargaining and Problem Soving 10 3.5 Closure and Implementation 11 4 Case Analysis and Recommendations 13 4.1 The Negotiation Between CNR and SIEMENS 13 4.2 Case Analysis 15 4.3 Recommendations for Cross-Cultural Negotiations 16 5 Conclusion 18 References 19  1 Introduction As two of the major economies in the East and West, there is a dramatic increase in the business trade between China and Germany. According to the latest data provided by the Federal Statistical Office of Germany, the total value of import and export between China and Germany climbed to 153.8 billion Euro in 2014, which created a new record. Due to this rapid increase in the business trade between China and Germany, people who are engaged in Sino-German business negotiation have realized how important their responsibilities are. Business negotiators are supposed to maximize the benefits of their groups by bargaining with other sides. And the responsibilities of cross-cultural negotiator are more complex. Since the quality of experiences of international negotiators are critical for the influence and the outcome of negotiation, there is a great significance in studying the cultural differences between China and Germany. This study aims to reveal the most effective and optimal negotiation strategies to improve the quality of the Sino-German negotiation, so as to help people who are involved in negotiations to reach an agreement and maximize their benefits. Hofstede’s five Dimensions and Hall’s Cultural Factors served as theoretical supports throughout this study. Furthermore, this study is supposed to answer the research questions: (