【论文】东西方贸易谈判的风格比较.pdfVIP

毕业论文中文摘要 国际贸易的总值每年超过 1 万亿美元，随之而来的商业平台如今已经扩展到 全球范围。由于国际商务关系呈现的增长势头，来自不同国家和文化背景的人进 行商务谈判的频率也在增加。这向那些不熟悉不同群体文化的商务代表提出了严 峻的挑战。 在谈判中，西方人会花费大量时间和努力对冲突进行专门的沟通。 在争议中， 他们注重强调事实数据，在坚持自己最终立场时往往表现得比较死板。当预期结 果不能实现时，就很容易表现出情绪。他们认为妥协是可以和不可避免的。但如 不能很快达成协议，就会感到失意或失败。双方已经建立起来的关系也失去了意 义。亚洲人注重和睦，尽量避免冲突公开化 。在处理冲突的沟通中保持灵活性. 对争议提出新的建议或折中方案，避免冲突的升级，以保持双方已经建立起来的 关系。即使在解决冲突的沟通中遇到困难，也避免向对方传送破坏和谐的非语言 信号。因为他们认为表现出情绪是不成熟的表现。 所以，来自不同国家的人们有不同的态度和经历。他们有各自的优点和缺点， 为促成国际营销谈判的成功，要充分了解不同文化的价值观,并有针对性地调整谈 判策略和节奏，对不同观点进行直接和公开的讨论。合格的谈判人员应该十分清 楚自己的特点，同时了解其他国家人员与自己谈判特点的不同。在谈判中，应扬 长避短，充分发挥自己的长处，利用对方的弱点，以取得最好的效果。 关键词 谈判，跨文化谈判，谈判风格，差异 毕业论文外文摘要 Title The Comparison of the Negotiating Style in Eastern and Western Countries Abstract With international trade amounting to more than 1trillion a year, the playing filed for business is now the globe. As international business relations grow, so does the frequency of business negotiations among people from different countries and cultures. And that can create considerable challenges for business representatives unfamiliar with the cultures of different groups. People from different countries have different values, different attitudes and different experience. They have different strengths and different weaknesses from one another. During the negotiation, if both sides have dispute or conflict, the westerner can spend massive time and effort on communicating the special conflict and carrying on the direct and public discussion to different viewpoints. In their dispute, they pay great attention to the emphasis of the fact data. They often appear quite stiff when they insist on their final standpoint. When the anticipated result cannot be realized, they are quite easy to d