Culture Difference in Business Negotiation

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二〇一〇年度第二学期

《商务礼仪与谈判》

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班 级:商务英语082 姓 名:*********** 学 号:08203241 联系方式:*********** 论文标题:文化差异对商务谈判的影响

2010年6月

Title:the influence of cultural difference on business negotiation 【Abstract】International business negotiation is playing a more and more important role in modem society. We can see clearly that there are great differences in international business negotiation. Specially, culture can influence negotiating styles in different ways, because negotiators who may come from another nation is different from us in language, beliefs, behaviors manners, Privacy, Food custom, time, thinking, value and attitudes and so on. Different cultures express different ways of doing business. Even though negotiators are well prepared, it is not so easy to reach a satisfactory agreement between negotiators across cultures. Negotiations can be easily broken down due to a lack of mutual understanding of the cultures. Culture affects negotiation even before negotiators meet with face to face. Therefore, learning the opponent's culture and having a good understanding of how cultural differences affect negotiation will be critically important if one wants to succeed in cross-cultural negotiations. CONTENTS PART I Cultural Differences 1 The difference of Privacy 2 The difference Of Time 3 Food practices difference …………..and so on PART II The reasons of the different culture 1 Value Differences 2. Political Differences 3 .Economic Differences ………..and so on Part IV Negotiation Skills: correctly to deal with the cultural differences Part V How to negotiation and to deal with cultural differences in negotiation Part VI

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