中美文化差异对国际商务谈判的影响-开题报告

（一）Relevant Studies in China

1、Zuo Lianchun, from Guangdong University of Foreign Studies, published a article in the "Southern economy" named "several issues of international business negotiations should pay attention to the study" ,the article explains the importance of international business negotiations, the quality requirements of international business negotiators, negotiation principles, business research and policy application of international business negotiations.  2、Huang Dechang published a book, "tongue Debate aspect - Ancient Chinese negotiating tactics". The book explores the rise and development of Negotiation, makes fully investigation of ancient Chinese negotiation strategy under a broader cultural background, explores the relationship between the ancient Chinese culture negotiation strategy and ancient Chinese philosophy, ethics, psychology, logic and etc, summarizes the characteristics of Chinese ancient cultural connotation and particularity. It prominents ethnic Chinese negotiation characters and paves the cornerstone of the negotiations behavior patterns between China and North American. The publication of this book indicates that we have begun to pay attention to negotiations. Cross-cultural research is only introduced into China from abroad in the mid-nineties, has been translated into academic work, it attracted the attention of everybody scholars.  3、In the field of cross-cultural exchange and communication, Guan Shijie, professor of Peking University', has written a book of  "Cross-cultural learning". This book elaborates profoundly on cross-cultural development and characteristics, and describes different people's way of thinking, worldview under the culture differences in different countries. After this, he has published many papers and books in this field, such as: "China Intercultural Communication Studies", in "Communication in China - communication scholars interview"; "between our various ethnic Globalization The cross-cultural issues ", contained in the" 2002 Communication Studies " Since then, domestic experts and scholars began to question the cultural differences in business negotiations with their own insights, especially after China's accession to WTO, in this area of ​research are springing up.  4、 Xiong xiaotie presented a new dimensionin in 2013 on business negotiations under the differences between Chinese and Western culture: moral differences will lead to different views in international business negotiations, causing some controversies or disputes.  5、Liu Yuan, the Outer Economic and Trade University Professor, wrote a book "international business negotiation". In Chapter VIII he focuses on the cultural factors that affect business negotiations: language and nonverbal behavior, customs, differences in thinking and values; and introduces the American, European, Asian, Oceania and African businessman negotiating style. But, unfortunately, our country has no special expertise of negotiation.

（二）Relevant Studies Overseas

Sino-US economic activity occur frequently, which prompt the more scholars to value and  research the effect of cultural differences on business negotiations.

1、Jeswald W. Salacuse, from Colombia University, did a survey in <Ten Ways that Culture Affects Negotiating Style: Some Survey Results>, investigating 310 people from different countries and different occupations, asking them to point out ten factors in negotiation. The survey results showed that: In many cases, people from the same cultural and professional backgrounds are more likely to respond in a similar negotiation manner. The survey also examined the gender on respondents. This study supports the view that cultural, professional background and gender can affect the negotiating style.  2、Keith Acheson pointed out that cultural loyalty whether inherite, imposed or select will affect  economic activities while he was studing international trade culture. Many cultural levels, ethnic background, religious interests, language, ideology and artistic orientation, have overflowed borders. Cultural thinking travel around the world along different tracks, from the Silk Road to modern electronic networks. Culture has influenced international trade activities. In trade agreements, countries voluntarily choose the policies which limit themselves, in exchange for other Member States restrictions. Under the protection of the national culture, controversies in the business activities is constantly happening with many factors appearing more subtle and complex.  3、Druckman, who wrote an article of< Is There a US Negotiating Style>, said, we can get better understanding of a country's negotiations by negotiators and the negotiation of the terms; we could have similar reactions by sharing social experiences. To distinguish different negotiating behaviors, we need to do systematic investigation, including research design, negotiators from different countries were compared, as well as a variety of different methods and strategies employed.

二、^范文提纲

Introduction

1.The meaning of Business Negotiation

2. Cultural Differences

2.1 The Definition of Culture

2.2 Cause of Culture Difference

3. The Influencing Factors of Business Negotiation

3.1 Different Business Negotiation Styles

3.2 Words and Non-Verbal Behavior

3.3 Value Differences

4. Potential Risks in Business Negotiations

4.1 Misunderstanding on Both Sides

4.2 Unified About the Negotiation Agenda

4.3 Deadlock of the Negotiation

4.4 The Risk Make the Negotiation Break 

5. The Methods of Dealing with Culture Difference during the Business Negotiations

5.1 Use Persuasion Appropriately

5.2 Establishing Cross-Cultural Awareness

5.3 Make an Adequate Preparation

5.4 Overcome Communication Barriers

5.5 Prejudice Elimination

6. Several Effective Strategies in Business Negotiation

6.1 The Use of Expert Team

6.2 Silence and Listening Strategy

6.3 Direct Language Strategy

6.4 Multi Project Strategy

6.5 Delaying Strategy

6.6 Simple Etiquette Strategy

Conclusion

References

三、参考文献

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