商务英语谈判论文 - 范文无忧网

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商务英语谈判论文

(一)

Cultural differences on International Business negotiations

The business negotiations under different cultural conditions e to cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important. In the process of our negotiations it is very important to know the different Culture in different countries and the ways to oid the culture conflicts in the international business negotiations.

The reasons for the differences in culture are various, the main source of cultural differences is the following aspects.

First is the regional differences. Regional differences between different geographical areas due to the geographical environment, the level of economic development and traditional customs differences, people often he different language, life style and interests. And these will affect their behior. Second is the ethnic differences, it is refers to the different ethnic groups in the development of long time, which formed their language, customs and habit. Third is Political difference, difference in Political is due to the different political system and policy on every country, its uniform standard the behior of people, so people in different countries he differences in the political idea .And the economic difference must not be ignored ,it is due to the economic factors of cultural differences a reflection. For example, the life of people in western developed countries is rich, the education level is high, but in the third world, people are far more concerned with food and clothing problems. In addition, religious differences is also very important on International Business negotiations.

Culture difference he broad and deep influence on International Business negotiations, different culture naturally will be divided into different groups of people, the region belong to the difference groups he different cultural groups that tendency to alienate each other. So ask negotiator to accept one anothers culture, and through the cultural difference, know each others purpose and behior, and let the other party to accept themselves, finally agreement on the agreement.

How to deal with the international business negotiations of the cultural differences, the most important is we should admit and inclusive cultural differences.

First we should understand all possible cultural differences before negotiations. The work include understand negotiation background and generate strategy of concede. All of these preparations must be considered possible cultural differences. For example, the layout aspects of the cultural difference to cooperation may he a little influence. In the hierarchy is hey culture, if the room arrangement is not appropriate, more informal, may cause each others upset or even angry.

Second, in the process of negotiations we should handle the cultural differences correctly .For example the selection of language use on the negotiations is based on the different culture, in the western countries, we must take export-oriented munication, as far as possible with simple, clear and frank expression of their thoughts. Secondly, the way in the negotiations also should be pay more attention. For example, in the negotiations between the United States and China, As the Chinese peoples mode of thinking is the overall orientation, and the American people affected by analysis the influence of the thinking mode, they pay more attention to the logical relationship between the things. Therefore, we often solve the problems step by step, and the final agreement is a series of small agreement bined.

The last we should do is do subsequent munication about cultural differences well afternegotiations. In some eastern culture countries, such as Japan, they think it is very important to keep in touch with customers after negotiations.

The above analysis the cultural differences and the influence of international business negotiation, any negotiator international business negotiations should pay much attention for it. Cultural differences is objective existence, the attitude of the individual or group to decide sorting by the pillow to provide.

商务英语谈判论文

(二)

有关商务英语谈判中存在问题的几点探讨

摘要：随着我国经济的飞速发展，外贸成为我国国民经济的重要支柱之一。我国的经济实力不断增强，很多实力较强且富有竞争力的企业将自己的未来计划订到了国外，非常看重国外市场，使得我国外贸出口总额逐年累加，外贸活动日益频繁。英语是世界上使用最广泛的语言，在对外贸易中占据重要地位，在国际贸易谈判中发挥关键作用。在当今的大环境下，商务英语谈判还需要进一步发展，创新在校教学课程，解决中西方文化差异给商务英语谈判带来的困难，掌握商务英语谈判中所需要的技巧等。

当今经济全球化，每一个国家都是世界经济链条中不可缺少的部分，即使如此我们还是会面临各式各样的挑战，社会对商务英语谈判者的要求越来越高，不同的国家有不同的风俗，中西方的文化差异是其中一个很难解决的问题，在校的商务英语谈判教育需要创新，以提高商务英语谈判者的素质，多多运用正确的谈判技巧，因为谈判过程中需要注意的问题还有很多。

一、在校教育课程的创新

商务英语谈判是现今实用性较高的一门学科，越来越受学生的追捧。但由于课程教授的难度较高，学生的学习与实际应用无法对应，导致这门学科的在校教育存在局限性。

1.口语的情境化练习。

英语口语是商务英语谈判学习的最基础的内容，学生的基础参差不齐，这就给教学带来困难。为了照顾到每一个学生，教师可以采取情景化的方法训练学生的口语。根据不同学生的情况设置不同谈判情景进行练习，由简单到困难，难度系数逐步加大，对学生不仅仅是一种练习，更是使其在实践中学会灵活运用书本上的谈判技巧。对学生多多鼓励，适时鼓励，对学生进行全面综合化的商务英语谈判训练。

2.应用与知识的相互结合检测。

学校的考试方法往往都是千篇一律的，教师划出重点，学生进行机械记忆，为了考试过关，学生往往会临时抱佛脚。为了增强商务英语谈判学习的考试灵活性，可以采取应用与知识过关相互结合的检测，注重培养学生的商务英语实际谈判能力，提高学生的实际运用能力。在考试中应用案例，让学生进行案例分析，这样可以考查学生的实际运用能力和解决问题的能力，不仅增强学生的口语实际运用能力，还进一步培养了学生的现实运用能力。

二、文化的差异

世界上有多个国家和地区，不同的国家有着不同的风俗文化，每个国家都拥有独特的文化，这些文化的差异使得双方在谈判中存在一些问题，不同国家的人，说话方式不同，对于交往礼仪的要求不同，谈判中的语言侧重点也不一样，且不同的人对于一句话的理解也是不一样的，怎样才能在不同中找到共同呢?

1.中西文化存在的差异。

不同地域有不同的文化。在西方文化世界中，人们受人文主义思想的影响，强调解放个性，尊重个人利益和保护个人隐私，他们往往在谈判中注重个人的利益诉求，可以直截了当地提出他们的要求。然而，中国人深受儒家思想的熏陶，齐家、治国、平天下，注重集体的利益，以集体利益为上，注重团队合作。

2.尊重差异，取得谈判主动。

西方人的谈判在世界上之所以著名，和他们强大的经济实力是分不开的，他们受人文主义的影响，性格比较开放，易于接受新鲜事物，在谈判过程中会直接说出自己的利益要求。他们拥有足够的自信，善于表达，善于思考，勇于提出质疑，往往他们的谈判是一整个智囊团的意见升华。

三、好的谈判策略

1.好的谈判技巧。

虽然现在大多数的谈判都是使用英语，但不同的文化背景，对于英语的使用和理解也是完全不一样的。在谈判过程中，应简单、明了地表达自己想要说的意思和自己的利益要求，在使用语言时，尽量不要使用带有歧义、双关等模糊不清的词汇，这样会降低自己的可信度，造成双方在谈判中的误会。尽量不要有模棱两可的态度，很多国家的谈判者认为，是是非非就是一个定论，是非不分会降低对方对自己的好感。不同的文化要求我们在商务英语的谈判中尽量了解对方的文化背景，熟悉对方的用语习惯和了解对方的价值观。

2.好的谈判礼仪。

有好的开始，就会有好的结束，中华民族素有礼仪之邦的称号。一个好的礼仪在谈判中有利于促进双方的良好沟通，在面对来自不同国家的合作者时，我们要在事前了解对方的礼仪习惯，对来自不同国家的人，要有适合对方的礼仪举止。这样不仅仅尊重了对方的习俗，更增加了我方谈判的取胜几率。一个优秀的谈判者，会树立完美的个人形象。在谈判的过程中，你不仅仅是个人的代表，更是公司的代表，代表了一个公司的信誉和实力及对双方合作的重视程度。在谈判的时候，要举止庄重、大方，时常和在场的所有人进行互动，不能单一地和其中的一个或者两个人进行交谈。

3.好的语言策略。

在商务英语的谈判中，好的语言策略，是取胜的关键，当谈判进入到白热化的阶段时，适时运用暗含的语言策略，不直接说破双方存在的问题，委婉地提出自己的利益要求，双方要在平和的环境中进行谈判。善于使用幽默的语言，缓和谈判的气氛，让谈判在轻松愉快的环境中进行，让对方感觉自己在一个受尊重的环境中进行合作。

四、结语

在商务英语谈判中，面对不同的情景，有不同的解决方案。在实践中掌握并恰当地应用商务英语，有利于实现全面双赢，落实自己在谈判中的主导地位。

参考文献：

[1]桑鹏.商务英语谈判中跨文化交际问题及应对策浅析[J].现代商业，2012，11：279-280.