浅谈商务活动中的交际与技巧商务英语本科学位论文.docx
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浅谈商务活动中的交际与技巧商务英语本科学位论文.docx
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浅谈商务活动中的交际与技巧商务英语本科学位论文
中国某某某某学校
学生毕业设计(论文)
题目:
浅谈商务活动中的交际与技巧
姓名:
0000000
班级、学号:
000000000
系(部):
经济管理系
专业:
商务英语
指导教师:
0000000000
开题时间:
2009-4-10
完成时间:
2009-11-3
2009年11月3日
目录
毕业设计任务书………………………………………………1
毕业设计成绩评定表…………………………………………2
答辩申请书……………………………………………………3-5
正文………………………………………………………6-18
答辩委员会表决意见…………………………………………19
答辩过程记录表………………………………………………20
课题浅谈商务活动中的交际与技巧
一、课题(论文)提纲
内容介绍:
1.导言
2.影响商务谈判的文化因素
1.1语言及非语言行为
1.2风俗习惯
1.3思维差异
1.4价值观
1.5人际关系
2.国际商务谈判中所体现的风格
2.1中国人的谈判风格
2.2德国人的谈判风格
2.3日本人的谈判风格
2.4美国人的谈判风格
3.国际商务谈判中所采取的技巧
3.1学会倾听
3.2懂得灵活应变
3.3恰当地使用肢体语言
4.总结
二、内容摘要
商务谈判是商务活动的重要的组成部分。
国际商务谈判的定义,是指国际商务活动当事人为了达成某笔交易,彼此通过信息交流,就交易的各项要件进行协商的行为过程。
商务谈判在国际之间友好交流中,扮演了一个越来越重要的角色。
中国入世后,涉及国际商务的谈判也与日俱增。
因而,如何保证在商务谈判中的有利地位,提高商务谈判的交际能力与技巧,也日渐被提到议事日程上来。
影响商务谈判,包括各个国家民族的政治、经济、文化等多方面的因素,本文将重点从文化角度着手,分析影响商务谈判的各种文化因素,分析在不同的文化背景下,各国表现出来不同的谈判风格,从而了解各国的优势劣势,有针对性地提高本国在商务谈判中的交际与技巧,维护在国际交流中的合法权益。
三、参考文献
【1】王辉平.商务谈判规范与技巧.广西人民出版社,2008
【2】郭秀君.商务谈判.北京大学出版社,2008
【3】陈向君.商务谈判技术.武汉大学出版社,2004
【4】建修.商务谈判36计.当代中国出版社,2002
【5】方其.商务谈判-理论,技巧,案例.中国人名大学出版社,2004
【6】孙庆和,张福春.实用商务谈判大全.企业管理出版社,2005
【7】袁岳.高效谈判-如何赢得有利局面.机械工业出版社,2006
【8】吴键伟.商务谈判策略.中国人大出版社,2006
【9】约瑟芬·克林顿.商务谈判英语.北京大学出版社,1999
|OnCommunicationsandSkillsinBusinessActivities
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Abstract:
Asadispensableandcrucialpartofbusinessactivities,internationalbusinessnegotiationsrefertotheprocessofconsultationthatthroughtheexchangeofinformationandnegotiationwhichisbasedonthevariouscomponentsoftradingsoastomakeadealsuccessfully.Businessnegotiationisplayingamoreandmoreimportantroleintheexchangeofinternationalintercourse.AfterChina’sinvolvementinWTO,theaffairsthatcometointernationalbusinessnegotiationsaregrowingataswiftspeed.Thus,theissuethathowtoguaranteethepriorityinbusinessnegotiationsandimprovetheabilityofintercourseandtheskillsisbeenputtingontheagenda.Thereareseveralfactorsthataffectthebusinessnegotiations,whichincludepolitics,economy,andculture.Inthispassage,I’llmakeanemphasisontheculturalangleandthenanalyzetheculturalfactorthatinfluencebusinessnegotiationsunderthebackgroundsofcountries’differentcultureandavarietyoftheirnegotiatingstyles,sothatwecouldlearnmoreabouteverycountry’sadvantagesanddisadvantagestopromoteitsownintercoursetalentandskillspurposelyandprotecttheirlegalinterestsininternationalbusinessnegotiations.
Keywords:
internationalbusinessnegotiations,culture,negotiatingstyles,skill
0.Introduction
Accordingtotheconferenceat20:
09onMarch26th,itwasdefinedthatInternationalBusinessNegotiation,infact,signifiesaprocessofconsultation,whichreferstothenegotiationsoninformationexchangeandthetradingbehaviorofvariouselementswitheachothertoachieveacertainbusinesstransactionsindifferentcountriesordifferentregionsofthepartiesamongtheinternationalbusinessactivities.
Businessnegotiationsisanimportantpartofbusinessactivities,notonlyforthereasonofexchangeandcooperationbasedontheeconomicinterestsbetweenthenegotiatingparties,butalsoforthebothsidesofthecollisionbetweendifferentculturesandcommunication.Becauseoftheofficersinvolvedinthenegotiationscomingfromdifferentcountriesandpeoples,theinternationalbusinessnegotiationsareinfluencedbytheirrespectivecountrieswhichincludesuchaspectsasnationalpolitic,economy,cultureandotherfactors,andparticularly,theimpactofculturalfactorcannotbeignored.
Differentculturesindifferentsocietiesaffectthenegotiators’styles.Therefore,inbusinessnegotiations,understandingthenegotiators’culturalfactorsmeansanawfulalot.AfterChina’saccessiontotheWTO,withthenegotiationswhichinvolvedininternationalbusinessgrowingincreasingly,thepropositiononhowtonegotiatebusinesswasputontheagendawhichshouldbeawareof.Theissueontheculturaldifferencestobusinessnegotiationprocesshasbecomeaveryimportantandcomplicatedrespect.Fromatradepointofviewofcost,effectiveculturalcommunicationcansavecostsaswellasachievethedesiredpurposeontheinterests.Thus,asnegotiators,theyshouldunderstandtheculturalbackgroundsofthenegotiationstomakesurethesuccessofthenegotiations.
Next,let’stakeaglimpseoftheculturalfactorthataffectsthebusinessnegotiations.
1.Theculturalfactor’seffectontheinternationalbusinessnegotiations.
EnglishphilosopherFrancisBaconpointedinthebook《Negotiationstheory》that:
Allofusshouldlearntogetwellalongwithothers.Asasayinggoes:
“Barryofdifferentwind,ten-miledifferentfromconvention”,fortheexistenceofsignificantdifferencesinhistoricaltraditions,politicalsystems,economicstatus,culturalbackground,customsandhabitsoftherespectivecountriesintheworld,Whenmakingcross-culturalbusinessnegotiation,negotiatorsshouldpaymoreattentiontotheculturaldifferencesbetweencountriesandseriouslystudytheculturalbackgroundsoftheothers’,includingtheircharacteristics.So,togainthetriumphofnegotiationsandtheeconomicbenefit,variousnegotiatingstylesandrelatedculturalfactorsthataffectthenegotiationsshouldbelearnedwidelyanddeeply.
Thereasonsincludethefollowings.
1.1Languageandnon-verbalbehavior
Inbusinessactivities,owingtotheobviousdifferenceinlanguages,correspondingly,solvingthiskindofproblemsrelativelyseemsmuchsimpler.Theuseofkindsoflanguagebehaviors’mannerswhicharelookedastheexchangeofinformationofskillsdoeshavesomesortofdifferences.Ifthenegotiatorsdon’ttaketimetounderstandthem,theywilleasilymisunderstandthemessageofopponents’anditislikelytohaveasideeffectonthenegotiationgoals.
However,theculturaldifferencesonthenon-verbalbehavioraremoresubtlewhichcannotreadilybeawareof.
Objectively,culturedifferencesexistinthecommunicationskills’differencessuchasasilencestage,chippedindoubtonthefrequencyandtime,andsoon.Inbusinessnegotiations,thedyesitestaffhaveamoresubtlenon-verbalwaytosendorreceivealotofinformationwhichcomesmoreimportantthantheinformationoflanguage,whilethesesignalswillbesimplymisunderstood,worsestill,suchkindoferrorcan’tbeeasilyrealizedandfoundout,thenitwillinevitablyaffectthenormalbusinessrelationship.
1.2Customsandpractices
Ininternationalbusinessnegotiations,thereoftenexistanumerousformalorinformalsocialactivitieswhicharefrequentlyinfluencedbytheculturalfactorsandrestricttheconductofthetalks.Forexample,duringtheinternationalbusinessnegotiations,socialactivities,forinstance,theArabsusuallyaskpeopletodrinkcoffeeanditisconsideredaveryrudebehavioriftheguestsdon’tdrink.What’sworse,itwillcreateabigtrouble.ItwassaidthatanAmericanbusinessmanrefusedtheinvitation,andfinallytheAmericanlostacooperationopportunity.
1.3DifferentwaysofThinking
Inbusinessnegotiations,waysofthinkingareoftensubjecttoconflictsbetweennegotiationsfromdifferentcultures.Let’staketheOrientalCulturesandAnglo-American’sCultureasanexample.
TheOrientalCulturesprefertheimagingthinking,comprehensionandtheunity,whiletheabstractandanalyticalthinkingandconfrontationwhicharemorecrucialinAnglo-American’s.
Therefore,negotiationsfromdifferentcultureswilltakeonthedifferencesindecision-making,itmaybeleadtotheconflictsindecision-makingmethodsandoveralldecision-makingparties.
1.4Values
Inbusinessnegotiations,differencesinvaluesarehiddenmoredeeplythaninotheraspectsofculture,soit’smoredifficulttoovercome.
Itismainlyembodiedinthesideofobjectivity.Continuouscompetitionsanddifferencesintheconceptofequalitycanalsocausemisunderstandings,theAmericansperforminamoreobjectivelyway,theironlyfocusesareontheeconomicinterestsandachievementperformance,notimpersonality.What’smore,theydohaveastrongconceptoftimethattimemeansmoney.Yetdifferencebetweenequalityofcompetitionisnotgoodtograsp,ether.Nevertheless,Americanswhollyholdanequalviewoninterests,whichisoppositetotheJapanese’s.
Fromwhatmentionedabove,wecanfigureoutthatdifferencesinvaluesalsoaffectthenegotiations.
1.5Interpersonalrelationship
Successfulnegotiationsrequirethesmoothexchangeofinformation,whiledifferentculturalbackgroundswillmaketheinternationalbusinessnegotiations’informationexchangefacemanyobstaclesandconflicts.Therefore,businessnegotiatorsmustdevelopagoodinterpersonalrelationshipbetweentheopponentsandmaintaingoodcommunicationwitheachothertoguaranteethesmoothnessofthenegotiation.Forexample,opennessandemphasisonhumaneconsistoftheFrench’shumannatures,consideringthis,theyalwaystreasuretheinterpersonalrelationshipwithothersintheprocessofcommunication.Soyoucan’tonlykeepyourmindonbusinessduringthenegotiations,otherwiseitwouldbethoughttobetoodulltoruinthesuccessofthenegotiations.
Afterunderstandingtheculturalfactorsinbusinessnegotiations,wecanconcludethatweshouldfocusonthenegotiators’stylesandunderstandwhatmeasuresshouldbetakenifwewantsuccess.
So,next,it’stimeforustoemphasizethedifferentnegotiatingstylesandtechniquesadoptedby.
2.Thenegotiatingstylesembodiedintheinternationalbusinessnegotiations.
Negotiatingstylereferstotheattitudewhichisperformedfrequentlybynegotiators,thebehaviorandtheimplicitcharac
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