篇一：商务谈判论文英语
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 ethnic culture. The living environment effect human’s behavior unconsciously from one’s birth even not yet born. The first function of culture is to make man a human being, It is culture that regulates his conduct and prepares him for group life. It teaches him the art of living as per the cultural traits of the group. He takes the food, wears the clothes, goes to school, speaks the language and does so many
other little things of day-to-day life which are a part of the conventional norms, mores, laws, customs and morals of the group. The culture of a group plays a major part in the heightening human qualities of its individuals and save them from avoiding participation in the cultural stream.
The second important role of culture is to keep social relationship intact so that the group as a whole can maintain and develop the values and ideals of the group through the regulation of behaviors of its members and by satisfying their primary needs and objectives in respect of the necessities and luxuries of life . People learn to behave socially in a group because their behavior is subject to approval or disapproval.
Here are some specific effects below, including the political system, thinking mode, different values and belief, language styles, the translation and interpretation.
The effect of political environment
The relationship between the two parties’ counties is the determined factor that whether the negotiating environment is loosed. If the
relationship is friendly, the probability of successful negotiation will be bigger, otherwise it’ll be small. The effects of political environment mainly reflect in the ideology and political system. China is a socialist country. Western countries are capitalist states mostly. For the reason of incompatibility of Chinese-western political system, adversarial and
discriminatory terms may be written in the contract, which cause a bad cooperation or even a failure in cooperation.
The effect of thinking mode
People’s thinking play an important role throughout the business negotiations. The features of Chinese-western thinking differences are obvious: Chin(本文来自：WWW.xiaocaoFanwEn.cOM 小草范文网:商务谈判英语论文)ese culture prefer Comprehensive thinking, and emphasize unified and deductive inference; Western culture prefer analytical thinking, emphasize opposite and inductive inference. To a question, Chinese and westerners put forward to different solution.
Chinese negotiators focus on working out rules, and then talk about the details. Once the principles have been confirmed, they will keep it and never compromise. However, they are flexible when handling some details. Chinese usually may compromise or promise, finally sign a
contract. Western negotiators, especially the Americans, won’t be limited by the frame of rules. They emphasize the whole, not the individuals. They like to start with specific things.
Chinese mind the responsibility of the group, authority of individual, that is to say “centralization”; Western mind the power of the group, the responsibility of individuals, that is to say “separation of powers”. The number of Chinese members is a lot, but the decision maker is only one. While western negotiators enforce codetermination.
In the view of Chinese point, self-respect is more important than
negotiation result. Western negotiators notice result which is more
relevant to individuals’ profit. Thus, they will try their best to pursue, if they can obtain benefit. Achievement is the way to judge one’s status.
The effect of language style
Language style:
Chinese style seems to be formal that they always use business expressions in the negotiation and be fixed within the framework of preparation beforehand; Western style is humorous that they use daily expressions and are flexible according to the changing situations. On the part of intonation, westerners use passive voice frequently, but they are logical inside; Chinese are habituated to use terms and long sentences.
Language strategies:
Business negotiation is just like playing chess, you will frequently change your psychology, standpoints and negotiation strategies including language strategies according to the changed and changing situations. The following will be useful when you enter the negotiating room:
1. Aggressing as well as defending, try to find your counterpart’s weakness (in expressions, in inside logics) and use your own strength to get the upper hand;
2. Change your standpoints and language strategies according to the changing situations;
3. be sensitive to the taboos in your counterpart’s culture;
篇二：商务谈判成功的要素英语论文
中州大学外国语学院
学生毕业论文
Title/论文题目:
Name / 姓 名: Number / 学 号: Major / 专 业: 商务英语 Grade/年级班级： 2012级（1）班 Tutor/指导教师:
Date / 日 期: 2014年11月3日
中州大学外国语学院
毕业论文任务书
Title/论文题目: Successful factors in business negotiation
Name /姓名Number / 学 号: 2Major / 专 业: 商务英语 Grade/年级班级：2012级（1）班Tutor/指导教师:
Date / 日 期: 2014年11月3日
一、论文主要要求：
学生根据自己所学专业，按学院所提供各专业论文参考选题确定题目，也可自选题目，自选题目必须报指导教师，征得同意后方可开题。学生不得跨专业选题。
1. 用英文写作，3000词以上。
2. 论文为Word形式打印稿，A4纸型，1.5倍行距。英文用Times New Roman字体，中文用宋体字。大标题为3号字加黑，小标题为4号字加黑，正文、注释与参考文献为5号字。
3. 论文格式按学院统一要求，用A4纸打印装订，按规定时间上交。
4. 严禁从网上下载或抄袭，否则以不及格论处。
5. 全套论文装订顺序为： （1）封面 （2）任务书 （3）指导书 （4）评分卡 （5）英文摘要 （6）中文摘要 （7）正文 （8）参考文献 （9）致谢
二、进度安排：
1. 确定选题第6 周 （2013年10月13日——10月19日） 2. 论文提纲第6 周 （2013年10月13日——10月19日） 3. 完成初稿第7-8周 （2013年10月20日——11月 2日） 4. 完成定稿第9周（2013年11月 3日——11月9日） 5. 上交论文第10周 （2013年11月10日——11月16日）
三、毕业论文题目：
四、毕业论文内容（包括：目标、任务、途径、方法、成果形式）：
目标任务：With the rapid development of the economy, Business negotiation is playing an
factors in business negotiation . 途径方法：理论研究 成果形式：论文
附：论文提纲
题目：Successful factors in business negotiation
Abstract The preface
I Overview of business negotiation strategy
1.1 The meaning of business negotiation strategy 1.2 The type of business negotiation strategy II The preparation for business negotiation 2.1 The collection of intelligence 2.2 Drawing up detailed plans 2.3 Setting the negotiations restricted III The skill of commercial negotiations 3.1 Listening skills 3.2 Questioning Skills 3.3 Answering skills 3.4 Narrative skill
3.5 Pay attention to transposition thinking IV Business negotiation strategy at each stage4.1 The opening stage strategy4.2 The quotation stage strategy4.3 The consultation stage strategy4.4 The transaction stage strategy V Conclusion Bibliography Acknowledgements
五、主要参考文献：
1. Li Kun, Wang Jun. Business negotiation skills [M]. Shanghai: Foreign Trade University Press, 2007. 2. Li Yuan. International business negotiations [M]. Capital University of Economics and Business
press, 2007
3. Wang lin, Successful business negotiation skills [M]. China Textile Press, 2006 4. Xu lin lin,Modern business negotiation [M]. Higher education press,.2006. 5. Sun li jun, Business negotiation [M]. Tianjin University press,2001.
指导教师审批意见：
审批人（签名）：
日期：
篇三：商务谈判英文版期末论文之谈判气氛
Atmosphere, the key point to make a deal
谈判氛围，达成交易的重要因素
姓名：
学号：
班级：
Atmosphere ,the key point to make a deal
谈判气氛，达成交易的重要因素
Negotiating atmosphere generally take shape during the short time of negotiation's beginning. Different negotiating atmosphere can cause different results, which decides whether each party of the negotiation can achieve their aim or not ultimately. And every negotiation has its special atmosphere which can be realized by negotiators clearly. Generally speaking, there are several types about negotiating atmosphere:
I. Positive negotiating atmosphere
Under the heated, active, and friendly atmosphere, both party of the negotiation hold a sincere attitude and treat the other side appropriately. The negotiators wear the proper business attire and presenting themselves in a professional way, looking at the opponents with gentle eyes. In addition to these, they are both passionate and confident about the success of the negotiation and regard it as a symbol of friendship. There is no doubt that this kind of atmosphere contributes to the development of the negotiation. And under this circumstance, it will be easy for both party to maximize the interest.
II. Serious negotiating atmosphere
When both parties are trapped in this kind of atmosphere, they must not meet the other party for the first party, and they are not the
rookie any more, instead, they are in a special position and be restrained by some condition. As a matter of fact, they seems not so passionate and take back their hands after hand-shaking, and do not communicate with each other when having tea or smoking. They looking at the other side sharply and only a flash of smile. Beside that, they often keep calm and sober, and are in a condition of bewaring of others. This kind of situation often is not benefit to form good results.
III. Tense negotiating atmosphere
Under the offish, opposite, and tense negotiating atmosphere, both party of the negotiation seem unconcerned and to have eye-contact. They attempt to overwhelm the other side through attire and diction. furthermore, they are talking with the opponent with a satiric tone at times accompanied by obvious precautions and distrust. And both of the parties are trapped in a opposite mind, the whole opening situation shows that it seems like on the verge of breaking out a fight. In total, this kind of situation covers shadow on the whole opening situation, and it mostly occurs under the opposite circumstances such as in the court for mediation. Of curse, this kind of atmosphere can not promote the negotiation to be a better development.
IV. Persistent negotiating atmosphere
There are many kings of persistent and intermittent negotiation.
Under the relaxed, slowly, and everlasting negotiating atmosphere, each party's negotiators have already feel tired, and they enter into the meeting room slowly and seem disheveled with lassitude, with facial expression numb and attention unfocused, which expresses a indifferent attitude. They show no confidence to the negotiating aims and pay little attention to the speech, even rise a question with contemptuous attitude. As a matter of fact, both parties have to change the topics and keep themselves in a persistent atmosphere. Obviously, this kind of atmosphere hardly to catch their point and keep the negotiation from breaking reluctantly.
Different negotiating atmosphere have different influences on the business negotiation. First of all, it can affect the direction of the negotiation's development, one kind of atmosphere can push the negotiation into a certain direction insensibly. Next, it can affect the negotiator's mentality, mood and feeling, thereby, it can bring some accordingly reaction, and if we fail to adjust and change it, this kind of atmosphere will be strengthened and influence the results of the negotiation.
Totally speaking, heated, active, friendly and constructive atmosphere have the features of sincerity, cooperation, relaxation and conscientiousness. Sincerity means the eager willing to make a deal with your customers and the sincerity of concluding the transaction. Cooperation means to coordinate the other and support them based on
achieving the our own goal. Relaxation means both parties of the negotiation are all under the genuine, harmonious and smooth atmosphere. Conscientiousness means to make the negotiation goes well responsibly and seriously and spare no efforts to make a deal.
The key point to create negotiating atmosphere depends on the negotiators' methods and the attitudes they hold when they get touch with each other immediately. Experienced negotiators often adopt a friendly and passionate attitude to create negotiating atmosphere, or greet each other politely and talking with the other forwardly. In addition to these, hin or her can also make a passionate introduction about their first meeting or talk about the old days and so on. Those ways are much better than simple greetings.
So according the details i have mentioned above, it's not hard to see that negotiating atmosphere plays a vital role in promoting the success of the negotiation, even can decides whether te deal can be made or not. Creating a better atmosphere will give us a bigger possibility to push the deal to be done.