商务英语 学年论文

The implication of cultural influences on business

negotiation style

Cultural differences on business negotiation style

班级：2010级五班

学号：20102366

姓名：赵明

Introduction

Business negotiations and culture are inseparable. In business negotiations, from a cultural perspective, we can infer the meaning of words; to understand each other's culture, cultivate and improve their cross-cultural cognitive ability to examine cross-cultural perspective, analyze and solve problems, adapt and coordinate cultural differences. From the understanding of the influence factors of cultural differences and business negotiation style, the differences in negotiation styles in different regions caused by cultural backgrounds,with the comparison in the negotiating styles of differ rent cultures . We can clear know that it’s important to conduct in-depth study to explore the cultural differences in negotiations in order to make business negotiations sooth ,it’s also meaningful on the development of both theory and practice of business negotiation.

Cultural influences on business negotiation style

1.1 The basic content of cultural differences

Cultural differences are the differences between the different countries or ethnic in the different environment in the formation of language knowledge, life, values, ethics, ways of thinking, customs and other aspects,leading people to hold different understanding and interpretation of the same thing or the same concept .

Causes of differences between the culture: the first is the the economic difference, for example,the people in developed countries are more wealthier and of higher level of education and more attention to the quality of life, while people in areas relatively economic backward pay more attention to the question of the food and the cloth.The second is the regional differences.There are different languages, lifestyles and hobbies in different regions,which must affect the style of business negotiation. The third is the ethnic differences, which reflect in the lifestyle and habit due to historical, diet and other factors . The fourth is religious differences. The three major religions: Christianity, Buddhism and Islam are all have different religious doctrine,affecting the way of cognition of things, codes of conduct and values.

1.2 The basic content of business negotiation style

Business negotiation style is the characteristics about strategic thinking and behavior during negotiations on the basis of other cultural heritage, manifested by the negotiators in the negotiation process . From the microscopic point of view, in fact,the negotiating styles refer to the work style、tolerance、character and morals and so on. Business negotiation styles vary because of the effect of different countries, politics, economy, cultural traditions and personality and psychological quality.

1.3 Factors affecting the negotiation styles of cultural differences

With the continuous development of economic globalization, negotiators from different cultural