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毕业设计 Cultural Influences on Sino-US Business Negotiation，共15页，5328字
Abstract
In recent years, international business develops very rapidly throughout the world. International business negotiation plays an important role in this kind of business. Negotiation is a process of information exchange between two sides, it is the key segment for the surviving of multinational companies and foreign enterprises. Sino-US business negotiation deals with the businesses not only cross borders, but also cross cultures. Cultures influence the way of people thinking, communicating and behavior and they also affect the way people’s negotiating. The great diversity of the two countries’ culture makes it impossible for any negotiator, no matter how skilled and experienced he is, to understand fully all the cultures that may be encountered. Grasping different cultures will enable negotiator to understand his counterpart better and to anticipate possible misunderstandings. So the success in foreign trade will depend on how flexible one is in recognizing and respecting the culture of other people. In a business context, culture is a set of rules that govern the way in which commercial transactions are conducted between people of different nations. There are many factors contributing to a certain type of negation, but cultural factors should be one of the most important. The essay is a comparative study of the different cultures between China and America. It discusses the cultural impact factors of Sino-US business negotiations through the process and the values of negotiation. The objective is to improve the knowledge and understanding of negotiation-related cultural differences and furnish some recommendations for Chinese negotiators involved in Sino-American business negotiations.
Key words: business; negotiation; culture; difference; Sino-US
Outline
I. Brief introduction on Sino-US business negotiation…………………………………………1
II. Culture influence on the negotiation…………………………………………………2
A. Cultural influence on the process of business negotiation…………………………………2
1. Influence on setting negotiation goals……………………………………………………2
2. Influence on making decision……………………………………………………………3
3. Influence on resolving negotiation dispute………………………………………………4
B. Cultural influence on values of negotiators…………………………………………………5
1. Influence on sensitivity to time……………………………………………………………5
2. Influence on taking risks…………………………………………………………………6
3. Influence on using languages……………………………………………………………7
4. Influence on communication styles………………………………………………………8
III. Suggestions for Chinese negotiators…………………………………………………………9
A. Sufficient preparations……………………………………………………………………9
B. A good command of the target language…………………………………………………10
C. Emphasis on non-verbal communication…………………………………………………11
Conclusion………………………………………………………………………………………12
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