中西方文化差异对国际商务谈判的影响 毕业论文_论文化差异与国际精选.doc

1 论文化差异与国际商务谈判 ——中西方文化差异对国际商务谈判的影响 摘 要 中西方历史文化发展的差异性必然带给人们在商务谈判过程中的强烈反差尤其是中国加入世贸组织以后与各国的经济贸易越来越频繁商务谈判中文化差异带来的影响日益显现人们越来越意识到对中西方文化差异的了解对谈判商务谈判能否顺利进行起到了至关重要的作用中国商务谈判人员对此极为关注。中国商务谈判人员应该深入了解中西方文化差异分析文化差异对商务谈判的影响并制定与之相应的策略。 关键词文化差异 商务谈判 影响 策略 2 Abstract In the development of Western historical and cultural differences is bound to bring people to the process of business negotiations in a strong contrast especially after Chinas accession to the WTO with more frequent economic and trade business negotiations the impact of cultural differences become more and more people become more aware of cultural differences of Chinese and Western understanding of business negotiations in the negotiations can proceed smoothly and played a crucial role in business negotiations in China are extremely concerned about the staff. Chinese business negotiators should be a deeper understanding of Chinese and Western cultural differences analysis of cultural differences affect business negotiations and to develop corresponding strategies. Key words Cultural differences business negotiations impact strategy 3 目 录 1 绪论???????????????????????????????????????????????? 5 2 国际商务谈判与文化差异?????????????????????????????? 6 3 中西方文化对国际商务谈判的影响 ??????????????????????7 3.1 语言差异及非语言差异对国际商务谈判的影响???????? 7 3.2 价值观差异对国际商务谈判的影响?????????????????? 8 3.3 风俗习惯对国际商务谈判的影响????????????????????10 3.4 思维方式差异对国际商务谈判的影响????????????????11 3 应对国际商务谈判中文化差异的策略????????????????????13 4.1 谈判前做好充分的准备???????????????????????????? 13 4.2 克服沟通障碍???????????????????????????????????? 13 4.3 树立跨文化宽容意识学会换位思考???????????????? 14 4.4 发挥自身的文化优势?????????????????????????????? 14 4.5组建合理的谈判队伍?????????????????????????????? 14 结 论???????????????????????????????????????????????? 15 致 谢???????????????????????????????????????????????? 16 参考文献???????????????????????????????????????????? 17 4 论文化差异与国际商务谈判 ——中西方文化差异对国际商务谈判的影响 1 绪 论 文化差异对国际商务谈判影响方面的研究主要是由欧美学者进行的特别是法国、荷兰、瑞典、阿根廷和俄罗斯。在20世纪90年代有关的研究集中在几个问题上文化对谈判过程和谈判结果的影响程度、文化和谈判形势之间的联系、对专业人员的实际建议以及研究和方法论的问题。戈里和乌斯尼尔