实用外经贸谈判英语教程课件廖瑛 ISBN9787811348095 PPT PPTLesson 5.ppt

Lesson 5. The Impact of Cultural Difference on International Business Negotiations 文化差异对国际商务谈判的影响 New Words and Expressions 1. formidable [??????????] a. 难对付的，艰难的 2. interact [??????????] vi. 互相影响；互相作用 3. compelling [?????????] a. 强制性的 4. orientation [????????????????] n. 方向；定向 5. stimulus [??????????] n. 刺激；刺激物 6. inherently [????????????] adv. 固有地；天性地；内在地 7. coincide with符合；与...相一致 8. consequence [???????????] n. 结果；推论 9. nepotism [??????????] n. 起用亲戚；裙带关系 10. Hispanic [?????????] a. 西班牙的 1. Introduction International business negotiations take place across national boundaries. Transcending cultural limits is a formidable but essential task if negotiations with foreign parties are to succeed. 国际商务谈判是跨国界发生的活动。 如果想取得同外方谈判的成功，超越文化的局限是一件艰巨而又至关重要的任务。 2. What is Culture? The general definition of Culture: Culture generally refers to the knowledge, beliefs, arts, laws, morals, customs, habits, and capabilities acquired by individuals who interact in a specific area of society. As culture is learned, shared, is compelling, interrelated and provides orientation, thus, understanding a culture can help to determine how group members might react in various situations. Most people, unconsciously, use their personal cultural background as a guide for judging the actions, view, customs, or manners of others. 3. The Relevant Cultural Factors Some elements of culture that are generally believed to have an important impact on international business negotiations: 1) Language and Communication 2) Values: a. Values towards time b. Values towards relationships 3) Decision-making Process Cultural factors’ influences on business behaviors in different countries: (1) In the United States ① Language and Communication Most Americans only speak English. Generally, Americans openly disagree and use aggressive persuasive tactics such as threats and warnings. Americans tend to make concessions throughout the negotiations, settling one issue, then proceeding to