TheImpacsofChineseandWesernCuluralDifferencesonInernaionalBusinessNegoiaions_开题报告

Culture is commonly recognized as a shared system of symbols, beliefs, attitudes, values, expectations and norms for behaviors. Different cultures have their own defining properties and features that distinguish them exquisitely. The crucial thing for us to do is study the properties and features of different cultures and try to apply them to our practices.  

Many researchers both home and abroad have conducted further studies on inte-rnational communication and cultural differences. Some of them make a general analysis while some focus on one specific point.  Thomas(2003) analyzed the main features of cross-cultural negotiations.He stressed the importance of nurturing a sense of cultural differences in cross-cultural business negotiations. A sense of cultural sensation is also needed when experiencing cross-cultural issues. Kendall(1998) researchs cultural diversity refers to the wide range of cultural differences found between and within nations . Cultural diversity between countries may be the result of natural circumstances (such as climate and geography) or social circumstances (such as level of technology and composition of the population). Some nations (such as Sweden) are referred to as homogeneous societies, meaning that they include people who share a common culture  and are typically from similar social, religious, political, and economic backgrounds. By contrast, other nations—including the United States and China，are referred to as heterogeneous societies, meaning that they include people who are dissimilar in regard to social characteristics such as religion, income, or race/ethnicity.

Mackie(2006),cross-cultural differences. He emphasizes the crucial impact o                                  has delved into the impacts of a famous researcher in this field, cultural differences on the development of foreign relations especially in economy. He also analyzes the impacts on the further development of bilateral relations in some other aspects such as technology, educationetc. Fei-linLI, Gao-feng (2009) analyzes the differences between Chinese negotiators and American negotiators in details. They compare the thinking patterns, cultural values and non-verbal communication of Chinese and American negotiators. The work is arranged in a relatively systematic way and in great details.Dynamics of Culture written by Jeanne(2001) focuses on the changes and dynamics of different cultures, which presents the reader with an overall picture of detailed information of cultural differences. However, this work doesn’t analyze the main reasons that have caused those differences in a moderately systematic way.

Jeffrey’s work analyzes the differences between Chinese negotiators and American negotiators in details. They compare the thinking patterns, cultural values and non-verbal communication of Chinese and American negotiators. The work is arranged in a relatively systematic way and in great details.

 I intend to arrange my thesis in a systematic way. the writing pattern of problem-cause which can give the readers a rather full-scale understanding of China and west cultural differences and the strategies to deal with the existing cross-cultural obstacles.

 In this way it can help better solve the problems in business negotiations and make the negotiations go more smoothly and steadily.

 

             Outline

1  Introduction

2  Overview of International Business Negotiation

3  Differences between China and the West in International Business Negotiations 

 3.1  The differences in language and mode of communication

 3.2  Differences in values

3.3  The difference of mode of thinking

3.4  Differences in ethical and legal concept

4  Effects of Chinese and Western Cultural Differences on International Business Ne

gotiations 

 4.1   Negotiation Style

 4.2   Negotiation Progress

4.3   Negotiation Decision

5. Conclusion

6. References

           References

[1] Thomas, David C. Readings and Cases in International Management: A Cross-Cultural Perspective[J]. Sage Publications. 2003.

[2] Mackie Chase. Communication between cultures (4th ed.), International Journal of Intercultural Relations[J], 2006.

[3] Fei-lin LI, Gao-feng YU. Cultural Differences in Compliments[J]. Canadian Social Science, 2009.

[4] Helen Deresky. International Management: Managing across Border and Cultures (4th edition) [J]. Prentice-Hall, 2003.

[5] Jeanne M. Brett. Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions across Cultural Boundaries [J]. Jossey-Bass. 2001.

[6] Guy Olivier Faure & Jeffrey Z. Rubin. Culture and Negotiation: The Resolution of Water Disputes[M]. UNESCO. 2010.

[7] 菲利普·凯特奥拉. 国际市场营销学[M].赵银德等译.北京：机械工业出版社，2009.

[8]查尔斯·米歇尔. 国际商务伦理[M].北京：中国人民大学出版社，2012.

[9] 闫翠珍. 浅析国际商务谈判中的文化差异[A].天津市电视技术研究会2013年年会^范文集[C].天津：2013.

[10] 吴箫，肖芬，胡文涛. 国际商务中的跨文化能力概念模型构建[J].英语广场·学术研究，2013（1）：29-33

[11] 秦明. 文化差异对国际商务谈判的影响[J].科技广场，2012（8）：204-207.

[12] 冯涛. 中西方文化差异对国际商务谈判的影响[J].哈尔滨商业大学学报：社会科学版，2013(1)：73-76.

[13] 翟小娜，苏洁. 跨文化视角下国际贸易过程中中西方文化差异研究[J].宁波教育学院学报，2012（10）：110-112.

[14] 陈奇. 国际商务谈判实训方法、成效及改革建议——基于国际商务实训教学的思考[J].市场论坛，2013（1）：102-103.

[15]刘明. 跨文化商务谈判中的中西文化差异研究[D].长春：长春工业大学外语学院，2010.