帮忙找几个中国和美国 以及中国和日本商务谈判的案例 英文版的 写论文用的最后是因为文化差异引起的谈判的结果不同 我的论文题目是“文化差异影响中美日谈判风格”

帮忙找几个中国和美国 以及中国和日本商务谈判的案例 英文版的 写论文用的最后是因为文化差异引起的谈判的结果不同 我的论文题目是“文化差异影响中美日谈判风格”
帮忙找几个中国和美国 以及中国和日本商务谈判的案例 英文版的 写论文用的
最后是因为文化差异引起的谈判的结果不同 我的论文题目是“文化差异影响中美日谈判风格”

帮忙找几个中国和美国 以及中国和日本商务谈判的案例 英文版的 写论文用的最后是因为文化差异引起的谈判的结果不同 我的论文题目是“文化差异影响中美日谈判风格”
Abstract
During the last three decades,China has changed its political policies to open
itself to foreign investment.With many foreign investors’ helps,China has made great
economic progress and has been emerging fast in the global marketplace.Since more
and more foreign enterprisers join the Chinese markets,many questions and problems
regarding to the issue of cross-cultural negotiation have been raised.Cross-cultural
negotiation has never been an easy task.A cross-cultural negotiation requires a mutual
understanding of culture differences and the practices of applied negotiation styles.This
study is to help Western business negotiators better understand Chinese negotiation
strategies and techniques,so they can develop appropriate strategies when negotiating
in China.
I.INTRODUCTION
After China and Taiwan both became the members of World Trade Organization
(WTO) in year 2002,the importance of business transaction with Chinese has drawn a
huge attention to most businessmen in the world.As Zhao (2000,pp.209-237) said,
during the last three decades,China has changed its political policies to open itself to
foreign investment.With many foreign investors’ helps,China has made great economic
progress and has been emerging fast in the global marketplace.Since more and more
foreign enterprisers join the Chinese markets,many questions and problems regarding
to the issue of cross-cultural negotiation have been raised.Cross-cultural negotiation
has never been an easy task.As Mintu-Wimsatt and Gassenheimer (2000,pp.1-15)
indicate “Cultural differences,in contrast,increase the complexity of the relationship
and the negotiation encounter,potentially jeopardizing the business relationship’s
future.” Thus,it is important to explore the cultural difference between west and east,
and to study different communication styles.
II.LITERATURE REVIEW
By presenting a fruitful literature review,this article explores a greater insight on
how western businessmen can establish a long-term relationship with Chinese business
persons.
A.Cultural Differences between West and East
Western countries such as US and Canada are called low culture context countries
which rely on verbally expressed (Mintu-Wimsatt and Gassenheimer 2000,pp.1-15).
They tend to communicate directly to others.For example,when an American
businessman tries to make a deal,not only a lots of oral presentations will be held but
also will place directly on confirming the agreements.On the other hands,in highcontext
cultures such as Chinese and Japanese cultures provide less information in
verbal expression.They prefer an indirect communication style (Mintu-Wimsatt and
Gassenheimer 2000,pp.1-15).For example,when a Chinese negotiator delivers a
message no matter in verbal or writing,many variables would need to be considered and
decoded in order to fully comprehend the message.The variables can be individual
backgrounds,associations,values,gender,position in company and status in society.
Because of the cultural differences,some factors which affect the effectiveness of
successful negotiation would need to be addressed.They are:“1.differences in decision
making,2.status protocol,3.social aspects of negotiation,4.how time is viewed,and 5.
personal relationships” (Herbig and Kramer 1992,pp.287-299).Based on those factors,