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charrine

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应对国际商务谈判中的文化差异策略   摘要:众所周知,国际间的贸易交往日益频繁,交流的广度和深度也不断扩展,商务谈判是商贸活动中最重要的中心环节。然而由于谈判选手受其价值观、思维方式、等文化差异的限制致使其言行举止和谈判的方法不尽相同,因此谈判者要充分重视各国不同的文化环境对谈判的影响。   关键词:商务谈判 文化差异 应对策略      1 引言      尽管2009年的金融危机席卷全球,却说明了经济全球化趋势的进一步加强,国与国之间的联系和合作更加紧密。国际商务谈判无疑是国际商务活动中一个重要环节。与其说国际商务谈判是经济领域的交流与合作, 不如说是各国文化之间的摩擦与沟通。而谈判国之间文化碰撞多半是双方各自没有处理好其存在的文化差异造成的,因此若要顺利开展商务活动,就必须了解不同国家的文化背景及其差异,然后制定出合理的谈判策略。      2 文化及文化差异      文化一般指人类在创造物质财富的过程中所积累的精神财富的总和。而各种文化间存在巨大的差异,文化差异指由于不同文化环境的人们在价值观、信仰、态度等方面存在的差别。文化直接影响和制约着人们的欲望和行为。   商务谈判的目的是实现己方的谈判目标,因此要推进国际间商务谈判的顺利进展就要求谈判者能充分了解各国文化背景并理解不同文化间的差异,增强对文化差异的敏感性,尽可能减少由于文化差异造成的不利影响。      3 文化差异的表现      1 语言   语言反映一个民族的特征,不仅包含该民族的历史和文化背景,而且蕴含着该民族对人生的看法、生活方式和思维方式。理解语言必须了解文化,理解文化必须了解语言。   2 肢体语言   交际的手段不限于词语,表情、目光、手势及身体其他部分的动作都向周围人传递着信息。例如阿拉伯人按照自己民族习惯认为站的近些表示友好,英国人则认为保持适当距离才合适。   3 宗教   宗教是人类社会发展到一定阶段的产物,不同的宗教有着不同的文化倾向和戒律,从而影响到人们认识事物的方式、行为准则和价值观念。   4 价值观念   价值观念是人们对客观事物的评价标准。价值观是决定人们所持看法和所采取行动的根本出发点, 影响人们理解问题的方式。同样的事物,不同观念的人们会有不同的看法并得出不同的结论。   5 习俗和礼仪   各国都会有属于本国的风俗习惯和民族特色,所以熟知涉外礼仪的内容和要求尤为重要。在谈判前充分把握礼节方面的知识,尤其要严格遵守对方特别的习俗和礼仪,否则会给谈判带来不必要的损失。   文化对谈判方式的影响广泛而深远,它会影响谈判者思考问题、制定计划、解决问题、作出决断、作出反应的过程和偏爱。 4 应对策略      笔者将从谈判者的角度分析一个成功的国际商务谈判者要如何应对国际商务谈判中客观存在的文化差异,从而在国际商务谈判中取得较为理想的效果。   1 做好应对文化差异的心理准备   跨文化的国际商务谈判者首先要做好应对文化差异的心理准备。谈判者首先具备跨文化的谈判意识。这要求谈判者不能用自身的价值尺度去衡量他人的心理倾向,不能在谈判中用自己的标准去解释和判断其他民族的文化;要求谈判者学会了解、接受、尊重对方文化和习俗,使自己的谈判风格和策略适应不同的国际谈判的文化类型。只有充分注意到不同国家和地区的不同风俗文化,才能针对其存在的差异采取行之有效的对策。   2 做好谈判前分析准备   谈判前的准备分析工作即要求谈判者尽可能了解可能出现的文化差异。要想提高谈判效率就要针对不同的文化背景的商业伙伴去了解其文化差异的背景。分析准备工作主要包括对谈判人员和谈判背景的分析。   针对谈判人员:(1)谈判己方分析:谈判者需要设计不同的谈判团队,比如有的谈判团队侧重倾听技巧而另一个团队则要发挥高层影响力的作用。谈判者的首要任务就是收集信息,这就意味着应派专门成员负责倾听记笔记,从而尽可能多地了解到对手的偏好。在面对注重等级制文化的谈判方时,请高层管理者参与谈判,那么职位在说服和顺利开展业务方面将起到十分重要的作用。   (2)谈判对方分析:首先充分收集谈判对方的相关信息,这包括对方是由哪些人员组成的,各自的身份、地位、性格、爱好如何,谁是首席代表,其能力、权限,特长和弱点以及谈判的态度倾向和意见如何?然后,进行谈判对手需求分析,尽可能广泛的了解对方的需要。试图清楚对方和自身合作的意图是什么,对方对这种合作的迫切程度如何,对方对合作伙伴有多大的回旋余地。   针对谈判背景:包括谈判地点、场地布置、参谈人数、交流渠道和谈判时限。   所有的这些准备必须考虑到可能的文化差异。例如,在等级观念较重的文化中,如果房间安排不当,可能会引起对方的不安。由于不同的文化具有不同的时间观念,所以要把握好谈判时限,如北美文化的时间观念很强,而中东和拉丁美洲文化的时间观念则较弱。   3 正确处理谈判过程中的文化差异   要能正确处理谈判过程中的文化差异就要从谈判过程中的四个阶段进行妥善把握。   第一阶段:寒暄 谈判前的寒暄目的是借此了解谈判对手的背景和兴趣,从而为选择适当的后续沟通方式提供重要线索。例如,美国文化强调把人和事区分开来,感兴趣的主要是实质性的问题,因此美国商人花在与工作无关的交谈上的时间较少。相反,日本文化却很注重相互间的关系,常常在这一阶段投入大量的时间和精力。   第二阶段:交流工作信息 主要是要正确处理由于语言差异和行为差异所引起的信息理解错误。一般人在相同文化背景下会有10%-20%的信息被误解,当一个人讲第二语言时,误解的百分比将急剧上升。行为方面的文化差异较难被意识到。当外国谈判者发出不同的非语言信号时,具有不同文化背景的谈判对手极易误解这些信号。   第三阶段:处理反对意见 人们在如何处理反对意见的方式会因文化的不同而不同。例如,对趋向将较多的时间和精力花在寒暄和工作信息交流的人们,往往要选择含蓄的方式来处理其反对意见,在面对日本文化时,比较强硬的谈判战略可能会破坏重要的人际关系。但对信奉竞争和平等价值观的人们,则要快速处理出现的问题。   第四阶段:达成协议 不同文化的谈判者在决策上存在不同的表现。西方文化采用顺序决策方法即将大任务分解成一系列的小任务,最后的协议就是一连串小协议的总和。而东方文化则采用通盘决策方法。   4 充分把握谈判对手国的谈判风格   谈判风格指谈判过程中来自不同文化背景得谈判者其行为、举止和实施控制谈判进程的方法和手段各不尽相同。民族文化和习俗的不同不仅影响着洽谈者的各种行为举止,而且会影响到洽谈者的思维方式和价值观,因此了解不同国家,不同民族的人的谈判风格有利于我们取得预期的谈判成效。在商务谈判中,了解并熟悉谈判对手的谈判风格,对于把握谈判的方向和进度,有的放矢的运用谈判策略具有重要的意义。   5 模拟谈判训练   模拟谈判指在谈判开始前,组织有关人员对本场谈判进行预演,目的是通过模拟对手在既定场合下的种种表现和反应,从而来检查已制定的谈判方案可能产生的效果,以便及时修正和完善。在进行模拟谈判时要科学的提出各种可能假设,然后针对这些假设制定出一系列的相对应的策略。谈判时要尽可能的揣摩对方在各自的文化背景下可能的行为模式,从而做出客观实际的决策。      5 结束语      总之,文化传统是某个民族约定俗成的习惯,应在尊重不同民族的文化基础上掌握并加以区别。要妥善处理国际商务谈判中客观存在的文化差异就要全面剖析文化对国际商务谈判的影响,要想在国际商务谈判中取得理想的效果,谈判者就要做好面对跨文化谈判的心理上的充分准备,做好谈判前的分析工作和正确处理谈判过程中的文化差异,把握谈判国的谈判风格,若想进一步保证谈判取得预期的设想,正式谈判前作必要的模拟谈判训练也是十分重要的。      参考文献   [1] 成志明涉外商务谈判[M]南京:南京大学出版社,   [2] 邢琰影响国际商务谈判的文化因素分析[J]河南商业高等专科学校学报,2009,(01)   [3] 李素真,吕鹏中西文化差异对国际商务谈判的影响[J]中国电力教育,2008,(23)   [4] 张强谈判学导论[M]重庆:四川大学出版社,   [5] 刘婷国际商务谈判中中西方文化差异问题探析[J] 商场现代化, 2008,(05)   [6] 孙玉太商务谈判制胜艺术[M]济南:山东人民出版社,   [7] [美]杰弗里·埃德蒙·柯里著,朱丹、陆晓红等译国际谈判——国际商务谈判的策划和运作[M]经济科学出版社,   [8] 张家瑞The Promotion of Cultural Relativism in Sino-US Business Negotiations[D]中国优秀博硕士学位论文全文数据库(硕士),2004,(03)

国际商务方向论文范文大全

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Werid

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
146 评论(14)

北纬45°

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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