商务谈判论文英语.doc

PAGE  PAGE 13 The influence of Chinese-western Cultural Differences in Business Negotiation ABSTRACT It has been more than 30 years since the policy of reforming and opening was carried out. The international business activities got more and more showing. The results of whether the negotiation achieved or not impacted the foreign trade directly, but the results always depended upon many factors: economic basis, political background, enterprise capacity, providing and competing of the markets. But there was a very important factor behind those factors. It was culture factors. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the business negotiations. If you want to succeed in negotiation, you must dig the culture differences. The purpose of writing was to stress the splendid culture factors which are neglected in the past. By excavating the unity and diversity of culture factors, we advanced step by step to evident the great impact of culture factors for international business negotiation. The point innovation was to give specific impact from the specific difference, other paper was not. The ultimate goal of this thesis was to provide the theoretical evidences for those negotiations who pay more attention to the culture factors when they began to negotiate. Key Words: business negotiation, cultural difference, the influence The influence of Chinese-western Cultural Differences in Business Negotiation Culture is an abstract concept, it refer to all aspects of human life, including belief, art, knowledge, morals, convention, etc. Culture consist of two factors-material culture and mental culture. Science culture and humanism culture form the mental culture. And the humanism culture always refer to eth