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浅谈文化差异对外贸谈判的影响摘要】国际商务谈判要面对的谈判对象来自不同国家或地区,有不同的社会文化背景和政治经济制度,因此,他们在商务谈判中的风格也各不相同。在国际商务谈判中,如果不了解这些不同的谈判风格,就可能产生误解因此而失去许多谈判成功的契机。所以在国际商务谈判中,针对不同文化背景的商业伙伴,强化基于文化差异的谈判管理,对于提高谈判效率是十分重要的。【关键词】国际商务谈判 文化差异 一、国际商务谈判的基本知识1、谈判的概念所谓商务谈判是指一切商品形态的交易洽谈,如商品供求谈判、技术引进与转让谈判、投资谈判等。国际商务谈判,是指在对外经济贸易中,买卖双方为了达成某笔交易就交易的各项条件而进行的协商过程。商务谈判的最终目的是双方达成协议,使交易成功。2、国际商务谈判的特点国际商务谈判具有一般贸易谈判的共性,即一经济利益为谈判的目的,一经济利益作为谈判的主要评价指标,一价格作为谈判的核心;又具有自己的特点:它既是一笔交易的商洽,也是一项涉外活动,具有较强的政策性;它依据的是国际惯例及法规,涉及知识面与一般谈判相比更为广泛;谈判内容复杂;影响谈判效果的因素很多。3、影响因素国际商务谈判要面对的谈判对象来自不同国家或地区,有不同的社会文化背景和政治经济制度,人们的价值观念、思维方式、行为方式、语言及风俗习惯有着迥然不同的特点,因此,他们在商务谈判中的风格也各不相同。在国际商务谈判中,如果不了解这些不同的谈判风格,就可能产生误解因此而失去许多谈判成功的契机。由于不同文化下的商务谈判风格差异很大,所以在国际商务谈判中,针对不同文化背景的商业伙伴,强化基于文化差异的谈判管理,对于提高谈判效率是十分重要的。二、面对文化差异谈判的技巧掌握谈判技巧,就能在对话中掌握主动,获得满意的结果。我们应掌握以下几个重要的技巧:(一)、谈判前的准备1、 在谈判前,根据谈判对象充分估计可能出现的文化差异:美国人在谈判中干脆直爽,直接了当,重视效率,追求实利。美国人习惯于按照合同条款逐项进行讨论,解决一项,推进一项,尽量缩短谈判时间。同美国人谈判,就要避免转弯抹角的表达方式,是与非必须保持清楚,如有疑问,要毫不客气地问清楚,否则极易引发双方的利益冲突,甚至使谈判陷入僵局;日本人进取心强,工作认真,慎重、礼貌、耐心。他们讲究礼节,彬彬有礼地讨价还价,注重建立和谐的人际关系,重视商品的质量。所以在同日本人打交道时,在客人抵达时到机场接机,在谈判后与客人共进晚餐、交朋友,都是非常必要的,这些都可以在一定程度上避免冲突的出现;华侨商人乡土观念很强,勤奋耐劳,重视信义,珍惜友情;由于经历和所处环境的不同,所以了解老板的个人情况,以真情打动他就至关重要。由于谈判对象的不同进行的谈判准备工作也有不同。2、谈判前的准备工作“知己知彼,百战不殆”商务谈判中,谈判的双方虽然不是敌对的关系,但是也不是不存在利益的冲突和矛盾。谈判桌上风云变幻,谈判者要在复杂的局势中左右谈判的发展,则必须做好充分的准备。只有做好了充分准备,才能在谈判中随机应变,灵活处理,从而避免谈判中利益冲突的激化。谈判准备工作包括:谈判背景;对人和形势的评估;谈判过程中需要核实的事实;议事日程;最佳备选方案和让步策略。其中谈判背景又包含:谈判地点;场地布置;谈判单位;参谈人数;听众;交流渠道和谈判时限。所有这些准备必须考虑到可能的文化差异。例如,场地布置方面的文化差异对合作可能会有微妙的影响。在等级观念较重的文化中,如果房间安排不当、较随便,可能会引起对方的不安甚至恼怒。(二)、在谈判过程中出现文化差异该如何处理谈判一般包括四个阶段:一是寒暄,谈一些与工作不相干的话题;二是进行说服;三是作出让步并最终达成协议。进入正式商务谈判之前,人们一般都对商务谈判的进程有一种预期。这种预期往往影响着谈判进展的控制和谈判策略的选择。由于来自不同文化的谈判者在语言及非语言行为、价值观和思维决策方面存在差异性,使得他们所持有的预期也不尽相同,而不同的预期又会引起这些谈判者在谈判各阶段所花费的时间和精力上的差异。1、寒暄是借此了解客户的背景和兴趣,从而为选择适当的后续沟通方式提供重要线索。2、说服就是处理“反对意见”。说服是谈判的要害所在。人们对说服的认识、说服方式的选用往往因文化而异。在注重垂直型地位关系的文化中,人们往往趋向于将较多的时间和精力花在寒暄以及与工作相关的信息交流上,说服阶段要“争论”的内容就很少。即便进行说服,出于保全面子的心理,往往会选择含蓄或幕后的方式,而且说服的方式和结果还与地位关系有关。如在日本文化中,因为比较放肆或强硬的谈判战略可能会导致丢面子并破坏重要的个人关系,所以较少被使用。但有时在非正式场合也会被买方使用让步和达成协议2、 达成协议 。基于客观存在的思维差异,不同文化的谈判呈现出决策上的差异,形成顺序决策方法和通盘决策方法间的冲突。当面临一项复杂的谈判任务时,采用顺序决策方法的西方文化特别是英美人常常将大任务分解为一系列的小任务。将价格、交货、担保和服务合同等问题分次解决,每次解决一个问题,从头至尾都有让步和承诺,最后的协议就是一连串小协议的总和。然而采用通盘决策方法的东方文化则要在谈判的最后,才会在所有的问题上作出让步和承诺,达成一揽子协议。(三)、谈判结束后的后续工作因文化而异搞好后续交流。国际商务谈判后管理涉及到合同管理及后续交流行为。不同文化对合同的内容、合同的作用存在不同的理解。美国文化强调客观性,注重平等观念,因此,往往依赖界定严密的合同来保障权利和规定义务。结果,美国企业之间的合同常常长达百页以上,包含有关协议各个方面的措辞严密的条款,其目的是借此来保障公司不受各种争端和意外事故的伤害。此外,不拘礼节的美国文化一般将合同签订仪式视作既浪费时间又浪费金钱的举动,所以合同常常是通过寄发邮件来签订的。  那些注重关系的文化,其争端的解决往往不完全依赖法律体制,常常依赖双方间的关系。所以,在这些文化中,书面合同很短,主要用来描述商业伙伴各自的责任,有时甚至写得不严密,仅仅包含处理相互关系的原则的说明而已。即便是针对复杂的业务关系而制定的详细合同,其目的也与美国人所理解的并不相同。此外,注重关系文化的管理者常常希望举行一个由各自执行总裁参加的正式签字仪式。三、总结随着当今世界经济一体化和通讯的高速发展以及各国商人之间频繁的往来接触,他们相互影响,取长补短,有些商人的国别风格已不是十分明显了。因此,我们既应了解熟悉不同国家和地区商人之间谈判风格的差异,在实际的商务谈判中更应根据临时出现的情况而随机应变,适当地调整自己的谈判方式以达到预期的目的,取得商务谈判的成功从商务谈判的定义和特征入手,分析了影响商务谈判的文化差异因素,提出了如何正确处理在谈判过程中出现的文化差异。只有正确认识这些问题,谈判才能顺利进行,达到理想的效果。

商务谈判与沟通论文三千字左右

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yanmch

你要是弄好了也给我来一份好了,哈哈。。。
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什么事人

商科论文写作通常可以遵循以下步骤:1、定义主题撰写商科论文的第一步是定义主题。了解论文的主要目的是什么(教育、宣传、推广)以及针对谁。这一步至关重要,因为它为整篇论文奠定了基础。2、创建大纲大纲在撰写商科论文时至关重要。要想论文讲得通,唯一的途径就是整合逻辑。首先创建一个简单的草图,描述论文整体的框架,包括各个部分应该写什么内容。这会防止同学在实际写作时偏离要点。3、广泛研究这是撰写论文时收集所有必要信息的部分。遵循之前创建的大纲,以避免浪费时间。充分利用所有可用的资源,例如:书籍、网络、采访等,只收集相关和必要的信息即可。这部分将构成论文的主体,所以同学需要获得充分的信息。4、撰写初稿有了详细的大纲和相关的材料支撑,这一步应该很容易。初稿很少是完美的,但通常需要耗费大量时间。有几个最重要的部分需要同学留意:导言——导言的目的是让读者知道将要发生什么。这部分应该有足够的吸引力,让读者想要继续往下阅读。正文——这部分是安排支撑文章所有论点的地方,也是展示研究证据的地方。结论——结论需要用几个简单的事实总结整篇文章,并提供建议。5、校对修改 千万不要直接提交初稿,因为很有可能里面全是错误。同学要消除所有的语法和结构错误。尽可能地浓缩观点,并通过修改论点来突出要点。
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lzk_13

I HAVE A DREAM 我有一个梦想 如下:Five score years ago, a great American, in whose symbolic shadow we stand signed the Emancipation P This momentous decree came as a great beacon light of hope to millions of Negro slaves who had been seared in the flames of withering It came as a joyous daybreak to end the long night of But one hundred years later, we must face the tragic fact that the Negro is still not One hundred years later, the life of the Negro is still sadly crippled by the manacles of segregation and the chains of One hundred years later, the Negro lives on a lonely island of poverty in the midst of a vast ocean of material One hundred years later, the Negro is still languishing in the corners of American society and finds himself an exile in his own So we have come here today to dramatize an appalling In a sense we have come to our nation's capital to cash a When the architects of our republic wrote the magnificent words of the Constitution and the Declaration of Independence, they were signing a promissory note to which every American was to fall This note was a promise that all men would be guaranteed the inalienable rights of life, liberty, and the pursuit of It is obvious today that America has defaulted on this promissory note insofar as her citizens of color are Instead of honoring this sacred obligation, America has given the Negro people a bad check which has come back marked "insufficient " But we refuse to believe that the bank of justice is We refuse to believe that there are insufficient funds in the great vaults of opportunity of this So we have come to cash this check -- a check that will give us upon demand the riches of freedom and the security of We have also come to this hallowed spot to remind America of the fierce urgency of This is no time to engage in the luxury of cooling off or to take the tranquilizing drug of Now is the time to rise from the dark and desolate valley of segregation to the sunlit path of racial Now is the time to open the doors of opportunity to all of God's Now is the time to lift our nation from the quicksands of racial injustice to the solid rock of It would be fatal for the nation to overlook the urgency of the moment and to underestimate the determination of the N This sweltering summer of the Negro's legitimate discontent will not pass until there is an invigorating autumn of freedom and Nineteen sixty-three is not an end, but a Those who hope that the Negro needed to blow off steam and will now be content will have a rude awakening if the nation returns to business as There will be neither rest nor tranquility in America until the Negro is granted his citizenship The whirlwinds of revolt will continue to shake the foundations of our nation until the bright day of justice But there is something that I must say to my people who stand on the warm threshold which leads into the palace of In the process of gaining our rightful place we must not be guilty of wrongful Let us not seek to satisfy our thirst for freedom by drinking from the cup of bitterness and We must forever conduct our struggle on the high plane of dignity and we must not allow our creative protest to degenerate into physical Again and again we must rise to the majestic heights of meeting physical force with soul The marvelous new militancy which has engulfed the Negro community must not lead us to distrust of all white people, for many of our white brothers, as evidenced by their presence here today, have come to realize that their destiny is tied up with our destiny and their freedom is inextricably bound to our We cannot walk And as we walk, we must make the pledge that we shall march We cannot turn There are those who are asking the devotees of civil rights, "When will you be satisfied?" we can never be satisfied as long as our bodies, heavy with the fatigue of travel, cannot gain lodging in the motels of the highways and the hotels of the We cannot be satisfied as long as the Negro's basic mobility is from a smaller ghetto to a larger We can never be satisfied as long as a Negro in Mississippi cannot vote and a Negro in New York believes he has nothing for which to No, no, we are not satisfied, and we will not be satisfied until justice rolls down like waters and righteousness like a mighty I am not unmindful that some of you have come here out of great trials and Some of you have come fresh from narrow Some of you have come from areas where your quest for freedom left you battered by the storms of persecution and staggered by the winds of police You have been the veterans of creative Continue to work with the faith that unearned suffering is Go back to Mississippi, go back to Alabama, go back to Georgia, go back to Louisiana, go back to the slums and ghettos of our northern cities, knowing that somehow this situation can and will be Let us not wallow in the valley of I say to you today, my friends, that in spite of the difficulties and frustrations of the moment, I still have a It is a dream deeply rooted in the American I have a dream that one day this nation will rise up and live out the true meaning of its creed: "We hold these truths to be self-evident: that all men are created " I have a dream that one day on the red hills of Georgia the sons of former slaves and the sons of former slaveowners will be able to sit down together at a table of I have a dream that one day even the state of Mississippi, a desert state, sweltering with the heat of injustice and oppression, will be transformed into an oasis of freedom and I have a dream that my four children will one day live in a nation where they will not be judged by the color of their skin but by the content of their I have a dream I have a dream that one day the state of Alabama, whose governor's lips are presently dripping with the words of interposition and nullification, will be transformed into a situation where little black boys and black girls will be able to join hands with little white boys and white girls and walk together as sisters and I have a dream I have a dream that one day every valley shall be exalted, every hill and mountain shall be made low, the rough places will be made plain, and the crooked places will be made straight, and the glory of the Lord shall be revealed, and all flesh shall see it This is our This is the faith with which I return to the S With this faith we will be able to hew out of the mountain of despair a stone of With this faith we will be able to transform the jangling discords of our nation into a beautiful symphony of With this faith we will be able to work together, to pray together, to struggle together, to go to jail together, to stand up for freedom together, knowing that we will be free one This will be the day when all of God's children will be able to sing with a new meaning, "My country, 'tis of thee, sweet land of liberty, of thee I Land where my fathers died, land of the pilgrim's pride, from every mountainside, let freedom " And if America is to be a great nation, this must become So let freedom ring from the prodigious hilltops of New H Let freedom ring from the mighty mountains of New Y Let freedom ring from the heightening Alleghenies of Pennsylvania! Let freedom ring from the snowcapped Rockies of Colorado! Let freedom ring from the curvaceous peaks of California! But not only that; let freedom ring from Stone Mountain of Georgia! Let freedom ring from Lookout Mountain of Tennessee! Let freedom ring from every hill and every molehill of M From every mountainside, let freedom When we let freedom ring, when we let it ring from every village and every hamlet, from every state and every city, we will be able to speed up that day when all of God's children, black men and white men, Jews and Gentiles, Protestants and Catholics, will be able to join hands and sing in the words of the old Negro spiritual, "Free at last! free at last! thank God Almighty, we are free at last!" 几年前,一位伟大的美国人,在其象征的阴影我们签署了解放宣言。这一重要的法令是一个伟大的指路明灯的希望数以百万计的黑人奴隶谁已经烙在火焰枯萎不公正。这是一个欢乐的黎明,结束漫漫长夜的囚禁。但是,百年之后,我们必须面对的悲惨事实,即黑人仍然没有自由。 一百多年后,生活的黑人仍是可悲的残废了手铐的隔离和歧视的锁链。一百多年后,黑人生活在一个孤独的岛屿贫困正处在远隔重洋的物质繁荣。 100年后的今天,黑人仍挣扎在弯道中的美国社会,并认为自己是流亡在自己的土地。 因此,我们今天来到这里,开始表现令人震惊的状况。从某种意义上讲,我们来到我们国家的首都,以现金支票。当我们共和国的缔造者的宏伟话写在宪法和独立宣言,他们签署了期票的每一个美国人是属于继承人。 这说明是一个承诺,所有的人将得到保障不可剥夺的权利,生命权,自由权和追求幸福。很显然,美国今天已经拖欠本本票,因为她的公民的颜色感到关切。不是纪念这一神圣的义务,美国的黑人提供了一个坏的人检查了回来标有“足够的资金。 ”但是,我们拒绝相信,正义是银行破产。我们拒绝认为,没有足够的资金在大拱顶的机会,这个国家。 所以,我们来兑现这张支票-支票这将给予我们的需求财富的自由和安全的正义。我们还来到这个神圣的位置,提醒美国的紧迫性,现在激烈。这是没有时间去从事豪华降温或采取安定药物的渐进。现在是时候
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