1、 1 Contents 摘要 .i Abstract. 错误 !未定义书签。 1 Introduction. .错误 !未定义书签。 1.1 Research Background. .5 1.2 Aims and Significance of the Study. .6 2 Literature Review. .错误 !未定义书签。 2.1 Definition of Intercultural Barrier.错误 !未定义书签。 2.2 Reverse Shock of Intercultural Barrier.4 2.3 Related Studies of Intercultu
2、ral Barrier.5 3 The Overview of The Business Negotiations.7 3.1 The Meaning of The Business Negotiations. .7 3.2 The Emergence and Development of The Business Negotiations. .8 3.3 Business Negotiation on the Internet. .8 3.4 Business Negotiations of The Cultural Differences .10 4 The Concre te Embod
3、 i me nt of Inte rcult u ral B arrie r in B us iness N e g o t i a t i o n . . . . . 1 1 4.1 Cultural Barrier in The Pro-Negotiation Phase .11 4.2 Cultural Barrier in The Face-to-Face Negotiation.12 4.3 Cultural Barrier in The Post-Negotiation Phase . . 12 4.4 The Effect of Different Culture to Busi
4、ness Negotiation . .13 5 Suggested Strategies to Cope With Intercutural Business Negotiation.16 5.1 Acknow ledge the Re-entry Phase . .16 5.2 Keep in Touch with Home . .16 5.3 Share the Adjustment . .16 5.4 Set Goals for the Future . .18 Conclusion . 19 Bibliography. .21 Acknowledgments.22 2 跨文化商务谈判
5、的文化障碍 摘 要 随着全球经济一体化的发展，世界各国之间的经济合作日益紧密。国际商务谈判在当今的全球商务活动中充当越来越重要的角色，而谈判中的双赢原则也越来越受到国际上各国利益团体的重视。 文化障碍产生于跨文化交际的过程中，当不同的文化碰撞在一起的时候，会给交际者很大的冲击。文化障 碍这个词最初是用来描述当一个人在陌生的环境里所产生的焦虑感。克服这种焦虑感包括两个阶段 进人另一种文化和重新融入自己的文化，也就是文化冲突和反文化冲突。在这样的国际大背景之下，为了在跨文化交际环境下进行积极有效的交际，有必要在文化障碍领域进行深人系统的研究。总之，怎样应对文化障碍是培养和增强跨文化交际能力的过程。
6、本文会丰富跨文化交际能力的理论，使应对文化障碍的方法更加完善。 关键词： 文化差异；商务谈判；文化障碍 3 4 The Cultural Barriers Of Intercultural Business Negotiation Abstract With the development of global economic integration, cooperation among countries of all over the world becomes closer. International business negotiation plays a more and more
7、 crucial role in todays business activities, and win-win principle has attracted more and more attention from many interest groups in the world. Culture barrier is a phenomenon arising from cross-cultural communication. It happens when different cultures clash with each other. The term, culture barr
8、ier described the anxiety produced when a person moves to a completely new environment. In fact, cross-culture adjustment should be considered a continuum with at least two periods-entry to another culture and reentry to ones home culture. In order to offer efficient ways for the communication withi
9、n cross-cultural communication context, the studies in the field are necessary. Key Words: cultural differences; business negotiation; culture barrier 5 1 Introduction Every year, several thousands of people visit foreign countries for work, studies, business, pleasure and a myriad other reasons. Wh
10、en someone moves to a new country it is extremely rare not to feel overwhelmed by the difficulties involved in carrying out tasks that at home one could do with confidence and relatively little difficulty. International business negotiation plays a more and more crucial role in todays business activ
11、ities, and win-win principle has attracted more and more attention from many interest groups in the world. 1.1 Research Background With the constant development of the economic globalization, business contacts among nations get increasingly close. In particular, since Chinas accession to WTO, the ec
12、onomic cooperation between China and the West becomes more and more frequent. International business negotiation is one of the vital parts of business activities. All kinds of cross-cultural business negotiation play an important role in the social life as well as the economic life. Negotiators from
13、 different cultural backgrounds have different values and thinking patterns, thus forming the various communication styles. Consequently, it is necessary to learn the cultures among all the countries and to get familiar with the cultural barrier in the business activitie s. Seeing from the surface，
14、the international business negotiates is a technique to contest， in reality it is a kind of contesting culturally and hitting. I think, negotiate must bring the participating of persons by all means, the person participating and then bring the permeating of the subjective, and the permeating of the
15、subjective come from his background of social culture and the culture accomplishment of his oneself accomplishment. 6 1.2 Aims and Significance of the Study The rapid development of economic globalization and integration greatly facilitates the growing of international business. The success of inter
16、national business activities begins with agreements reached between corporations. Thus reaching satisfactory agreements requires effective business negotiation. As a consequence, with the prosperity of international business, the practice of negotiating across borders has become more frequent and al
17、so more complex. Negotiation is a process involving dealings among persons, which are intended to result in an agreement. International negotiation involves people from different countries who discuss common and conflicting interests for arriving at an agreement of mutual benefit. There are a variet
18、y of factors contributing to the result of internationa l business negotiation, such as geographical distance, political situation, economic factors, foreign governments and cultural backgrounds. Since all these factors are impossible to be exhaustive, this thesis will focus on the cultural dimensio
19、n. Moreover, culture is not unconditionally stationary; it is evolving constantly over time, as people borrow and assimilate the artifacts, language, and ideas of other cultures. In the context of global economy, culture is being impacted tremendously by the increased opportunities for interaction b
20、etween different cultural groups. Therefore, negotiators should be flexible when dealing with those from different cultures. As globalization develops further, many multinationals, international chains have appeared, as the company how to adapt to the local culture, as the employee how to overcome c
21、ulture shock and communicate well in cross culture contexts are key issues. In addition, many students, officials go abroad for their studies or careers. 7 2 Literature Review In the second chapter, it has three parts. The details are the definition of intercultural barrier, reverse shock of intercu
22、ltural barrier, related studies of intercultural barrier. They are as follow: 2.1 Definition of Intercultural Barrier The term culture barrier, was introduced for the first time by Kalvero Oberg in 1958 to describe the anxiety produced when a person moves to a completely new environment. This term e
23、xpresses the lack of direction, the felling of not knowing what to do or how to do things in a new environment, and not knowing what is appropriate or inappropriate. The feeling of culture barrier generally sets in after the first few weeks of coming to a new place. The Guidance Notes from the Counc
24、il for International Education (2002), “culture barrier” concerns the impact of moving from a familiar culture to one which is unfamiliar. It is an experience described by people who have traveled abroad to work, live or study; it can be felt to a certain extent even when abroad on holiday. It can a
25、ffect anyone, including international students. It includes the barrier of a new environment, meeting lots of new people and learning the ways of a different country. It also includes the barrier of being separated from the important people in ones life, maybe family, friends, colleagues, teachers,
26、people he would normally talk to at times of uncertainty, people who give him support and guidance. When familiar sights, sounds, smell and tastes are no longer there one can miss them very much. 2.2 Reverse Shock of Intercultural Barrier According to Scott Moreau in Evangelical Dictionary of World
27、(2000), reverse 8 culture shock is the psychological, emotional, and even spiritual adjustment of missionaries who return to their home culture after having adjusted to a new culture. This shock is parallel to the culture shock experienced in initial adjustment to the mission field, but may be even
28、more difficult be even more difficult because it can hit so unexpectedly. Also referred to as reentry shock, adjustment is necessary because both the missionary and the home culture have changed while the missionary was away. In addition, the home culture may have been idealized in the missionarys m
29、ind and no longer fits his expectations. Reentry (in the course of Cross-cultural Reentry From Study Abroad) (2002) is a process that occurs when a person leaves his or her social system for an extended period of time and then attempts to reenter the social system. Cross-cultural reentry describes t
30、he re-adaptation of an individual to the home culture after an extended stay in a foreign culture. The process of reentry is a period of evaluation of and reflection on the experiences encountered overseas. The process contains positive and negative aspects as the returning sojourner becomes aware o
31、f changes in his or her self-concept, attempts to interpret experiences and changes to others, and incorporates experiences into his or her daily life. 2.3 Related Studies of Intercultural Barrier In China, since the introduction of cross-cultural communication from the western country in the 1980s,
32、 the investigators have made a lot progress. In 1985, FeiXiaotong (费孝通 ) studies culture differences between Chinese and American. In 1989 and 1990, ShaXianglian(莎香莲 ) collected many data to analyze the national character. Her group spend a lot of money and time on the self-awareness and behavior tr
33、opism of Chinese. In 1995, the conference about cross-cultural communication was hold in Ha er bin, In 1996, LinDajin( 林大津 ) published Study about Cross Culture 9 Communication, in which he talks about the problem arising from the communication between different cultural backgrounds. In 1997, JiaYux
34、in(贾玉新 ) introduced the development, the tendency of cross-cultural communication. In 1999, Hu Wen zhong(胡文仲 )gave many cases to illustrate the collision, and amalgamation of western and eastern cultures. In 2004, Cross-Cultural Communication conference was held again in BeiJing to study the famous
35、works and theories in the world. Up and now, it has been found out through research that there is no special works and articles in China about culture shock. Even if people have made some progress in cross-cultural communication, most of the research in this field is too general and we lack of profo
36、und detailed investigation of data and samples related to the topic. In china, most studies are conducted by English teachers. In fact, it involves many fields such as psychology, anthropology and sociology. It needs attention from other related fields. On the part of language learners, how to build
37、 the cultural awareness in the process of language learning should be language trainers focus. 10 3. The Overview of The Business Negotiations In the third chapter, it has four parts. The details are the meaning of the business negotiations, the emergence and development of the business negotiations
38、, business negotiation on the internet, business negotiations of the cultural differences. They are as follow: 3.1 The Meaning of the Business Negotiations James wall thinks that business negotiation is a process through which two or more parties coordinate an exchange of goods or services and attem
39、pt to agree upon rate of exchange for them (1985:4); and Ways Max defines it as a process in which two or more parties, who have both common interests and conflicting interests, put forth and discuss explicit proposals concerning specific terms of a possible agreement (1979:15). What Wall and Ways M
40、ax say essentially have no differences. It is a kind of communicative process of economical activity. The primary objective may be an agreement or any other outcome indigenous to or resulting from the ongoing exchange; its core lies in the interplay of two phrases, “common interests” and “conflictin
41、g interests”. Negotiation parties must have common interests and conflict interests. Common interests mean that they jointly prefer certain outcomes to other possible outcomes. Conflicting interests mean that some of the jointly preferred outcomes are better for one party, whereas others are better
42、for the other party. Unless both are present, in either an overt or a latent way, negotiation makes no sense. Negotiated accords are actually specific and not intended to abolish all the conflicts between the parties. Self-interest and mutual interest increases the aggregate of contracts, some of which are negotiated. A negotiators common interests versus his competing interests exactly
