中西文化差异对我国跨文化商务谈判的影响和对策

论文编号:GM218    包括:开题报告及任务书,论文字数:13296,页数:14

摘  要

   当今世界经济全球化的趋势日益加强，国与国之间的交往与联系日益密切。随着中国改革开放的不断深入和成功加入WTO，我国与世界各国的联系也将越来越密切。各种类型的跨文化谈判日益频繁，而跨文化谈判中的文化差异就越来越受到瞩目了。只有正确认识中西文化冲突才能更好的探讨商务谈判的策略，为我国社会主义市场经济建设服务。
首先，本文介绍了选题背景，并对谈判与文化进行了综述。接着，对中国奥康与意大利GEOX公司案例进行了分析。从谈判案例中看中西文化的差异，并探讨这种差异对谈判方式及风格的影响。然后围绕谈判案例来分析采用的谈判策略。最后是从谈判中获得的有关跨文化商务谈判的启示。

【关键词】文化差异 商务谈判 谈判对策
Abstract

Nowadays the cooperation and relationship between countries have become closer and closer because the tendency of the world’s economy globalization becomes stronger and stronger. With the ongoing policy of opening and reforming in China, and the success in entry of the WTO, relationship between our country and other countries in the world will also become closer and closer. Various inter-cultural negotiation activities become more and more frequent, so attention to different cultures’ impact on negotiation is paid by business men. Only when we make a good understanding and correct recognition about the different cultures between our country and western countries can we have a better policy in business negotiation, and serve the socialist market economy.
First, this paper introduces the topics background, as well as negotiations with the culture reviewed. Then, this paper analyzes the Chinese Aokang company and the Italian GEOX company case. This paper analyzes the cultural differences from the negotiation cases and talks about the impact from the difference of the manner and style of negotiation. Then surround the negotiation cases to analyze the negotiation strategy. Finally, we get the cross-cultural business negotiations inspiration from the negotiations.

【Key words】Culture Difference;  Business Negotiation;  Negotiation Countermeasure

目  录

1   绪论 ......................................................2
1.1 选题背景 ..................................................2
1.2 谈判与文化的综述 ..........................................2
2   中国奥康与意大利GEOX公司案例 ..............................4
2.1 谈判案例背景 ..............................................4
2.2 从谈判案例中看中西文化的差异 ..............................5
2.3 从谈判案例中看中西文化差异对谈判方式及风格的影响 ..........6
2.4 从谈判案例中分析谈判策略 ..................................8
3   从谈判案例中得到的启示 ....................................10
3.1 谈判的成功之路是“准备、准备、再准备” ....................10
3.2 谈判人员应各尽其责 ........................................11
3.3 懂得谈判对方的语言是有益的 ................................11
3.4 跨越语言的障碍 ............................................11
3.5 有效地利用时间 ............................................12
参考文献 ......................................................13
致   谢 .......................................................14