跨文化商务谈判中的冲突管理

Abstract

With the development of globalization, there have been increasing business communications, which gives rise to more business negotiations in the intercultural context. In the intercultural business negotiations, it is important to deal with conflicts appropriately, and the success of which, to a large extent, depends on a good understanding of the cultural differences that may be involved in the negotiation processes.

This thesis, based on a brief review on the concepts relating to conflicts in intercultural business negotiation, provides an insightful analysis of the impacts of cultural differences on international business negotiations, and suggests how to deal with these conflicts effectively to ensure the success of negotiations.

Key words:business negotiation; conflict; intercultural; solutions

摘要

随着全球化的发展，商务往来日益频繁，从而导致了更多的跨文化商务谈判产生。在跨文化商务谈判中，对于冲突的妥善处理非常重要。在这一过程中，谈判的成功很大程度上有赖于对文化差异的充分了解。

本文基于对国际商务谈判冲突的相关概念的讨论，分析了文化差异对国际商务谈判的影响，并对如何应对冲突以确保谈判成功提出了解决的建议。

关键词：商务谈判冲突跨文化解决方案

Acknowledgements

My thesis “On Conflict Management in Intercultura l Business Negotiation” has drawn upon the advice, encouragement and support from my people.

First and foremost, my sincere thanks should go to Xu Yuan, who has been providing me with technical guidance and assistance step by step throughout the whole process of thesis writing. The existence of this thesis owes much to Xu’s selflessness, wisdom, time and patience.

I would also attribute the completion of this thesis to my teachers, colleagues and classmates, whose instructions on thesis writing has helped lay a good foundation for the construction of this thesis. I, too, owe my gratitude to my parents, who have contributed in some way to the refinement and accomplishment of this thesis.

I also feel indebted to the authors listed in the References, from whose works I have drawn a great deal of inspiration and ideas.

Finally, I would like to recognize the contributions of many people who have helped me but not been adequately acknowledged here.

Contents Abstract (i)

Acknowledgements (ii)

Contents (iii)

1Introduction (1)

2Basic Concepts (2)

2.1Conflict and Conflict Man agement Styles (2)

2.2Conflict and Business Negotiation (3)

2.3Conflict Management in the Intercultural Context (4)

3Impacts of C ultural Differences on Intercultural Business Negotiation (4)

3.1Relationships With People Fro m Other Cultures (4)

3.2Communication Styles (5)

3.3Decision Making Processes (5)

4Suggestions for Conflict Management in Intercultural Business Negotiation (6)

4.1Enhancing Intercultural Awareness (7)

4.2Tolerating Cultural Differences (8)

4.3Grasping Communication Skills (8)

5Conclusion (10)

References (11)