本科毕业设计论文--跨文化商务谈判的文化障碍商务英语
论国际商务谈判中的文化障碍
论国际商务谈判中的文化障碍［Abstract］Since China entered into the WTO, international business negotiation has become one of the most important factors in international business activities. International business negotiation involves not only the communication and cooperation in economic field, but also conflicts and communication between different cultures. Only if we increasingly know the cultural differences and realize the difference of the concept and the thinking model between countries, could we reduce the inefficient cross-cultural communication in the business negotiation.［Key words］business negotiation, cultural barriers,cross-cultural communicationI. IntroductionInternational business negotiations are carried out by people from different countries. It is easier to communicate with domestic people who have similar culture background; on the other hand, it seems not easy to communicate with people who have totally different views. The greater the cultural differences are, the more barriers there are. Only knowing about other country’s culture will bring about the effective business negotiation.Ⅱ. Definitions of Culture and Business Negotiation2.1 Definition of cultureCulture is definitely an old topic which had been already studied for several decades by numerous academicians. There are over 160 definitions for the concept “culture”. In the a ncient century, culture had been defined as “the complex whole which includes knowledge, belief, art, morals, law, custom, and other capabilities acquired by man as a member of society” by the anthropologist Edward Taylor in his book Primitive Culture. Then, hundreds of other different definitions had been given by scholars in many different dimensions. Adamsom Hoebel defined culture as “the integrated system of learned behavior patterns which are characteristics of the members of a society and which are not the result of biological inheritance” (McGraw-Hill, 1972). And Faure&Rubin defined culture as “a set of shared and enduring meanings, values, and beliefs that characterize national, ethic, or other groups and orient their behavior (Faure & Rubin, 2001). Therefore, we can say that culture penetrate in language, art, morals, beliefs, customs and even everything in our life.2.2 Definition of business negotiationIt came from the religious missionaries and conquering warriors,the both sides want to get an agreement or want to beat the other side, the first thing they need to do is to know your competitor. So the negotiation came out. The word “negotiation” is from “negotiar” used by Romans, meaning “to carry on business or to trade.” Negotiari derives from the Latin root words neg (not) and otium (ease or leisure), meaning “not leisure.” (Moran & Stripp, 1991: 71) The same with many other cultural concepts, ne gotiation also has two typical elements: “there must be both common interests and issues of conflict. Without common interests there is nothing to negotiate for, without conflicting issues nothing to negotiate about.” (Fang, 1999:36). These two elements ar e the core part of a negotiation and play so important role in the process separately.Ⅲ. Cultural Barriers in Business NegotiationCultural barriers as a core concept of cross-cultural business negotiations, they affect each step of the negotiations.Culture barriers are the main reasons which cause the ineffective business negotiation. It includes the following aspects: ways of thinking, negotiation style, and customs.3.1 Thinking modelThe thinking model is the thinking habit or thinking procedurewhich is formed during the long history in a certain nation or area. It is the core of the national culture. Due to the difference of geographical environment, historical background, philosophical idea, culture and custom and language, the thinking models are also different between countries.Western culture mode of thinking will pay attention of logic and analysis; Oriental culture will pay attention intuition, which is also the thinking of traditional Chinese culture characteristics. Due to the impact of traditional culture, the Chinese people are often attention to intuition, pay attention to the process of understanding the experience and feeling. And compared with the Westerns’mode of thinking, Chinese people’s thinking model is obvious vague and ambiguous. In essence, Things are often overlooked individual differences, while some are wrong and will have direct impact on cross-cultural communication.In international business negotiations, Chinese are to first negotiate the contract on both parties to abide by the general principles and to discuss common interests. Their main concern is the possibility of long-term cooperation. As a result, they avoid discussing details of the so-called arrangement of subsequent negotiations to resolve at the initial stage of the negotiations. It’s clearly that Chinese are likely to take “letter to talk about the details”. The Westerners, by contrast, they focus on “fi rstto talk about the details”, to avoid discussion of the principles, especially the Americans use of negotiations are local orientation, attention to detail Americans due to the linear way of thinking and analytical thinking of the impact of the most important things the logical relationship between the specific weight than overall, and their way of thinking embodied in the negotiating table is the “direct” and “simple.” Therefore, they used to straight to the point and straightforward.3.2 Negotiation styleThe Cambridge English dictionary defines a negotiation as to have formal discussions with someone in order to reach an agreement. And a long lasting agreement and commitment comes from cooperation.Negotiation styles vary with the person, their beliefs and skills, as well as the general context in which they occur. Here are five different styles considered from different viewpoints.People from certain cultures tend to adopt direct and simple ways to communicate, such as Americans; while people from other cultures incline to choose indirect, more complex methods, such as Chinese. In business negotiation, what is actually said carries only part of the meanings of a message.Chinese negotiators are more sensitive non-verbal cues. They willtend to use lan guage that is indirect. Words such as “maybe”, “difficult” and “inconvenient” all carry implicit meaning of “no” in Chinese conversation. Silence is another weapon often used by Chinese negotiator. Silence cues may be interpreted either as evidence of agreement or disagreement. It can also be interpreted as demonstrating seriousness and sincerity in considering the matter. However, it may also be understood as evidence of a lack of interest, showing disagreement without directly expressing a negative opinion and injured feelings.American negotiators prefer to express their opinion directly and to the point. So the choices of their words are precise, open and frank. In a negotiation, compared with Chinese way of showing interest and agreement by nodding or smiling, Americans prefer to use verbal response to directly show them out. Silence in American conversation can be interpreted as negative signal showing disinterest or boredom, thus they try to avoid silence in communication, and are more willing to expr ess “I don’t know”, or “I don’t agree with you” rather than silence.3.3 Traditional customsAs we all know, Chinese are influenced by the core of traditional culture Confucianism. They think “face” is important. Therefore in the trade negotiations they sometimes become too courtesy and easy-going. But such words such as “maybe, perhaps”, “whatever” used in businessdealings excessive will be counterproductive. Westerners like talking straight to the point. They think too many vague words gives ambiguous, lack of confidence and insincere impression. They will find business contacts with Chinese people is very difficult to produce when dealing with others who can not acknowledged his own shortcomings and mistakes. As a result the business negotiations are not inefficiency. There will be conflicts caused by external business contacts. Therefore Chinese negotiators should overcome the concept of “face” so that an effective negotiation can be achieved.For westerners they don’t ask each other about income, weight, age, religion, marital status and so on. If Chinese people hear “You are a lucky dog”, you will feel unhappy, because in Chinese it means a dog to curse. But in Western society, people love dogs and even beyond the love of family members, so “You are a lucky dog” means “You are lucky.” What’s more, Chinese people like the number “6” and “8”, do not like the number “4”, while the westerners do not like the number “13”.If the 13th is Friday, they even refused to hold or participate in social activities. Chinese people do not have this taboo, but in interaction with people in western countries, we had to avoid the numbers.Ⅳ. ConclusionCultural differences have great impact on negotiations on everyaspect. The above contents are only some aspects of them. Having a good understanding of those differences and doing some research in this field, trying to reduce and avoid the negative effect that the cultural barriers may bring, are the challenges we are confronting. Furthermore, they are one of the tasks that firms undertake in decision making.【References 】［1］窦卫霖.跨文化商务交流案例分析［M］.对外经济贸易大学出版社，2007.[2] 胡文仲.跨文化交际学概论［M］.外语教学与研究出版社，1999.[3] Mitchell, C. 2000. International Business Culture［M］.Shanghai Foreign Language Education Press.[4] Kramsch, C. 2003. Language and Culture［M］.Shanghai Foreign Language Education Press.[5] Faure G, Rubin, J. 2001. Culture and Negotiation: The Resolution of Water Disputes［M］.UNESCO.论国际商务谈判中的文化障碍［摘要］随着中国加入WTO，国际商务谈判成为国际商务活动的重要组成部分之一。
英语本科毕业论文-跨文化视角下对商务广告翻译的探究
The Exploration of Business AdvertisingTranslation from the Cross-cultural Perspective ContentsAbstract In recent years, the rapid development of the advertising trademarks fully proved nowadays advertising translation occupy an increasingly important strategic position in people's daily lives . Advertising Translation’s significance is to move their original country culture and Western cultures into a part of the audience’s culture , and thus a foothold to promote its goods and image to convey the spirit of the trademark.Therefore, the success of the advertising translation will bring huge economic benefits to the manufacturer, on the contrary will cause economic losses. Advertising language as an application language is also a carrier of the national culture.Contemporary,the perspective of translation work is no longer the old-fashioned words translated, but more using the compliance, the principle of reciprocity, the relevance theory and subjectivity translation principles as the main principles, especially advertising and trademark translation work even more so.The aim is to translate into the advertising audience country's cultural environment better, so that the translated in a foreign cultural environment can truly be advertised, spread the cultural of their goods,promote products and to help companies create more actual profit value.This article analysis of the factors affecting the cross-cultural translation of advertising from the values, language, religion, social background and customs , with some examples to explore the basic principles and methods of advertising translation.Through comparative analysis, explore how to improve our country’s advertising translation work while considering the cultural acceptability.Key W ord：Advertising translation，Cross-Cultural，differences between East-West culture跨文化视角下对商务广告翻译的探究摘要：近年来，商标及广告翻译行业的迅速发展充分说明了现今广告翻译在人们的日常生活中占据了越来越重要的战略地位。
文化差异对商务谈判风格的影响英语作文
Cultural Differences and Their Impact on Business Negotiation StylesIn the globalized world of today, business negotiations are a crucial aspect of successful commerce. However, these negotiations are not always straightforward, as they are often influenced by the unique cultural backgrounds of the parties involved. Cultural differences can significantly affect negotiation styles, communication methods, and even the ultimate outcomes of these vital discussions.In Western cultures, particularly those influenced by a strong individualistic ethos, such as the United States, business negotiations often follow a direct and assertive approach. In these cultures, negotiators are encouraged to be frank, assertive, and competitive, often focusing on winning the negotiation at hand. This style is often reflected in a direct, to-the-point communication stylethat aims to secure a deal quickly and efficiently.On the other hand, cultures that value collectivism and consensus-building, such as those found in Asia, tend to adopt a more indirect and collaborative negotiation style. In these cultures, negotiation is seen as a process ofbuilding trust and finding common ground, rather than a zero-sum game. Communication is often more subtle, with negotiators relying on nonverbal cues and indirect language to convey their messages. Decision-making processes are also often slower, as consensus needs to be built among group members.These cultural differences in negotiation styles can lead to misunderstandings and conflicts if not properly managed. Western negotiators may find the indirect and subtle communication styles of their Asian counterparts frustrating and inefficient, while Asian negotiators may perceive the direct and assertive approach of Westerners as aggressive or disrespectful.To overcome these challenges, it is crucial for negotiators to have a basic understanding of the cultural backgrounds of their counterparts. By adapting their negotiation styles to better align with those of their counterparts, negotiators can build trust, establish common ground, and achieve more successful outcomes. For example, Western negotiators may benefit from adopting a more collaborative and consensus-building approach, while Asiannegotiators may find it useful to be more direct and assertive in their communication.In addition, cultural training and cross-cultural communication workshops can be invaluable resources for negotiators. These programs help negotiators develop the skills and knowledge necessary to navigate the nuances of cross-cultural negotiation, enabling them to adapt their styles effectively and build strong relationships with their counterparts.In conclusion, cultural differences play a significant role in shaping business negotiation styles. By understanding and adapting to these differences, negotiators can build trust, establish common ground, and achieve more successful outcomes in their negotiations. In an increasingly globalized world, the ability to navigate cross-cultural negotiation effectively is becoming increasingly critical for business success.**文化差异对商务谈判风格的影响**在当今全球化的世界中，商务谈判是商业成功的关键所在。
跨文化商务谈判的文化障碍商务英语大学论文
x x x学院毕业论文论文题目：跨文化商务谈判的文化障碍学生： xx指导教师：xx 讲师专业：商务英语班级： 2008级商务英语本科一班2012年5月HarbinCambridge UniversityGraduation ThesisTitle The Cultural Barriers of Intercultural Business Negotiation Student xxSupervisor xxxxSpecialty Business EnglishClass Class One, 2008 Business EnglishMay 26, 2012xxxx学院毕业论文任务书题目名称：The Cultural Barriers Of Intercultural Business Negotiation跨文化商务谈判的文化障碍立题意义:商务谈判的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，也就是文化冲突反文化冲突。
随着全球一体化的深人，各国之间的交往日益频繁。
从最初美国的和平部队驻扎国外到如今的跨国公司，国际连锁店以及各国政府，学术团体之间的交往都会面临文化障碍的问题。
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。
在中国，越来越多的人出国留学深造、工作、经商，同时面对中国经济的快速发展和国内环境的改善，许多“海归派”回国工作、学习，使文化障碍和反文化障碍意义重大。
同时本文对于如何在第二语言学习与教学中引人文化因素，使第二语言学习者在跨文化交际中成功交际有着重要的价值、现实意义和指导意义。
技术条件与要求1 调查语篇。
利用多种途径查阅与论文的相关资料，如互联网、图书馆等。
商务英语跨文化综述范文 2000字
商务英语跨文化综述范文2000字全文共3篇示例，供读者参考篇1Cross-cultural communication plays a crucial role in the field of business English. In an increasingly globalized world, understanding cultural differences and effectively navigating them is essential for successful business interactions. This essay aims to provide a comprehensive overview of the challenges and strategies in cross-cultural business communication, focusing on the impact of culture on communication styles, negotiation tactics, and business etiquette.Culture significantly influences communication styles in business settings. Different cultures may have varying degrees of directness in communication. For example, in Western cultures, communication tends to be explicit, with a focus on clarity and transparency. On the other hand, in Asian cultures, communication may be more indirect, with an emphasis on maintaining harmony and saving face. Understanding these differences is crucial in avoiding misunderstandings and building rapport with business partners from different cultural backgrounds.Negotiation tactics also vary across cultures, reflecting different cultural values and priorities. For example, in Western cultures, negotiations are often viewed as a competitive process, with an emphasis on reaching a quick agreement and closing the deal. In contrast, in Asian cultures, negotiations are seen as a relationship-building process, where trust and rapport are crucial elements in reaching a successful outcome. Recognizing these differences and adapting negotiation strategies accordingly is essential for achieving effective cross-cultural communication in business.Furthermore, business etiquette varies widely across cultures, encompassing everything from greetings and dress codes to gift-giving customs and dining protocols. For example, in some cultures, exchanging business cards is a standard practice when meeting someone for the first time, while in others, it may be considered rude or unnecessary. Understanding and respecting these cultural norms is essential in demonstrating professionalism and courtesy in cross-cultural business interactions.In conclusion, cross-cultural communication is a complex and multifaceted aspect of business English that requires sensitivity, empathy, and adaptability. By recognizing andnavigating cultural differences in communication styles, negotiation tactics, and business etiquette, individuals can enhance their effectiveness in global business environments and cultivate stronger relationships with international partners. Ultimately, successful cross-cultural communication is integral to building trust, fostering collaboration, and driving business success in an increasingly interconnected world.篇2Cross-cultural communication is becoming increasingly important in the field of business as companies expand globally and work with individuals from different cultural backgrounds. In order to effectively navigate this new business landscape, professionals need to have a strong foundation in business English and an understanding of various cultural norms and communication styles. This essay will provide a comprehensive overview of the key components of business English in across-cultural context, with a focus on communication strategies, negotiation techniques, and intercultural competence.First and foremost, effective communication is essential for building successful business relationships across cultures. Business English plays a crucial role in facilitating clear and concise communication in the global marketplace. Professionalsmust be able to express themselves in a professional manner, using appropriate language and tone to convey their ideas effectively. Additionally, understanding the cultural nuances of language is vital for avoiding misunderstandings and building trust with international partners. For example, in some cultures, direct communication is valued, while in others, indirect communication is preferred. By having a strong command of business English, professionals can adapt their communication style to suit the cultural preferences of their counterparts, leading to more productive interactions and stronger relationships.Negotiation is another key aspect of business English in a cross-cultural context. Negotiating with individuals from different cultural backgrounds requires a deep understanding of cultural norms and practices. Professionals need to be aware of cultural differences in negotiation styles, hierarchy, and decision-making processes in order to navigate these complexities successfully. For example, in some cultures, negotiation is seen as a collaborative process, while in others, it is viewed as competitive. By understanding these cultural differences, professionals can tailor their negotiation strategies to be more effective in cross-cultural settings. Business English plays a critical role in this process, as professionals must be ableto articulate their positions clearly and persuasively while respecting the cultural norms of their counterparts.Finally, intercultural competence is essential for thriving in today's global business environment. Intercultural competence refers to the ability to navigate cultural differences and effectively communicate and collaborate with individuals from diverse backgrounds. This skill set includes cultural awareness, open-mindedness, and empathy, all of which are crucial for building strong relationships and conducting successful business transactions. Proficiency in business English is a key component of intercultural competence, as effective communication is the foundation for building understanding and trust across cultures. By developing their business English skills, professionals can enhance their intercultural competence and become more adept at working with individuals from different cultural backgrounds.In conclusion, business English is a vital tool for navigating the complexities of cross-cultural communication in the global marketplace. By developing a strong foundation in business English and understanding the cultural nuances of language and communication, professionals can build successful relationships, negotiate effectively, and demonstrate intercultural competence in their business dealings. In today's interconnected world, theability to communicate across cultures is an essential skill for business professionals, and mastering business English is key to building successful international partnerships.篇3Cross-cultural communication is becoming increasingly important in today's globalized business world. As companies expand their operations to different countries and cultures, it is essential to be able to navigate the nuances of communication and business practices in order to be successful. In this article, we will provide an overview of the key concepts and strategies of cross-cultural communication in the context of business English.One of the key challenges of cross-cultural communication is understanding and navigating cultural differences. Different cultures have different values, norms, and communication styles, and it is important to be aware of these differences in order to avoid misunderstandings and miscommunications. For example, in some cultures, indirect communication is preferred, while in others, direct communication is more common. Understanding these differences can help to facilitate effective communication and build strong relationships with clients and colleagues from different cultural backgrounds.Language is another important aspect of cross-cultural communication in business English. While English is widely used as a global language of business, there are still differences in vocabulary, grammar, and pronunciation across different English-speaking countries. It is important to be aware of these differences and to adapt your communication style accordingly. For example, using British English in an American business setting may lead to confusion or misunderstandings. Being able to switch between different varieties of English can help to bridge cultural and linguistic barriers in a business context.In addition to language and cultural differences, it is also important to be aware of non-verbal communication cues in cross-cultural business communication. Body language, gestures, facial expressions, and eye contact can vary significantly across cultures and can convey different meanings. For example, while a firm handshake is considered a sign of confidence and professionalism in Western cultures, it may be perceived as aggressive or inappropriate in some Asian cultures. Being aware of these differences and adapting your non-verbal communication style can help to build trust and rapport with colleagues and clients from different cultural backgrounds.One strategy for successful cross-cultural communication in business English is to develop cultural intelligence. Cultural intelligence, or CQ, is the ability to understand and adapt to different cultural contexts and to work effectively with people from diverse cultural backgrounds. By developing your cultural intelligence, you can enhance your communication skills, build stronger relationships, and navigate cross-cultural challenges more effectively. This may involve learning about different cultural norms and values, seeking feedback from colleagues from different cultural backgrounds, and being open to new ways of thinking and doing business.Another important strategy for cross-cultural communication in business English is to practice active listening. Active listening involves not only listening to what is being said, but also paying attention to non-verbal cues, asking clarifying questions, and demonstrating empathy and understanding. By practicing active listening, you can demonstrate respect for your communication partners, build trust and rapport, and avoid misunderstandings or miscommunications. This can be especially important in cross-cultural business contexts, where different communication styles and cultural norms may impact how messages are received and interpreted.In conclusion, cross-cultural communication is a vital skill in today's globalized business world. By understanding and navigating cultural differences, adapting your language and communication style, being aware of non-verbal cues, developing cultural intelligence, and practicing active listening, you can enhance your communication skills, build stronger relationships, and achieve success in cross-cultural business contexts. By being open-minded, flexible, and respectful of different cultural perspectives, you can become a more effective and successful communicator in the global business arena.。
跨文化交际中的文化障碍-毕业论文
【标题】跨文化交际中的文化障碍【作者】张敏【关键词】跨文化交际文化差异语言障碍【指导老师】方明超【专业】英语教育【正文】IntroductionIntercultural communication is the communication among the people from different cultural backgrounds. Because of different countries, histories, cultures, social customs and thinking ways, it is not a simple thing for nations to communicate effectively. Therefore, cultural barrier is the first problem, when people communicating with foreigners who speak this kind of language as mother language. There are still many barriers that speakers can’t communicate with high efficiency .It mainly includes two reasons: the first is that learners didn’t master the skill of speaking foreign language; the second is that the learners know little about cultural differences, or ignore cultural differences which result in their failure in communicating with others. Lexical is the basic factor of language and the prop of the existence of it. So cultural differences are manifested at lexical level and the affected aspect is the broadest. Many domestic study of intercultural communication focus on the discussion of pure language and analysis of surface culture, trying to analyze cultural barriers in intercultural communication from thinking ways, bias awareness and concepts of value. This paper intends to analyze cultural barriers in intercultural communication from the following parts: relationship of culture, language and communication, cultural barriers in intercultural communication, Manifestation and sources of cultural barriers, how to integrate language and culture effectively and avoid cultural barriers influencing communication.2. Culture, Language and Intercultural Communication2.1CultureIn Longman Modern English Dictionary1,“culture”is defined as:” the social and religious structures and intellectual and artistic manifestations etc. that characterize a society”. However, there is no such definition of culture that has been widely accepted by all people. Because it is multidimensional, complex, and all-pervasive, the term “culture” has been widely employed in social science and has different shades of meanings in different disciplines and contexts. we can say culture refersto the whole of material and spiritual wealth created and accumulated by human beings in the course of social development. Material culture is concrete ,tangible and substantial, including cities, houses, organizations, etc. While spiritual culture is abstract, intangible and indiscernible, including values, beliefs and customs. Both material and spiritual culture play a major role in influencing people’s perceptions of reality, thought and behavior patterns. To put it simply, culture is the entire way of life of a society, the way of a people.For my purpose of the study of cultural barriers in intercultural communication, I would emphasize cultural barriers that most directly affected communication. Cultural barrier is the main problem of communicating under different cultural backgrounds, the first we should do is getting to know the definition of culture, and culture functions as an integrated whole—it is a system. A change in any aspect of culture will affect the others, especially the change in language.2.2 Intercultural CommunicationIntercultural communication is communication between two or more speakers who do not share the same cultural background. It occurs when a message sender is a member of one culture and a message receiver of another, intercultural communication can be problematic, and analyzing major components in communication help s clarify how communicative process works and how communication breakdown occurs.2.3 LanguageLanguage is a man’s principal means of communication. Man uses the language to express his/her thoughts, feelings and perceptions and wants to share them with other people. In this way man integrates himself/herself into a human group ,a member of human society.In linguistic sense,” A language is a system of arbitrary vocal symbo ls by means of which the member of a speech community communicates, interact, and transmit their culture.” According to Li Yanfu, whatever the definition of language is, it must include directly, or by close implication, the main attribute of language as follows: Language is related to culture.All languages have their own systems of pronunciation, vocabulary, and grammar: the reason why languages sound like gibberish is because we have not mastered the complexity of their system .However, mastering the linguistic rules wick not always guarantee the success of communication which is the central purpose of language. This is because language represents a kind of cultural phenomenon, and bears a cultural load and carries cultural information. To understand a language means to understand the cultural information it loads. In this sense, language is a subsystem of the culture system.2.4 The Relationship of Culture, Language and Intercultural Communication In the process of defining culture, communication and language, we find that they are tightly integrated with each other and anyone of them mayautomatically imply the other two.Culture and intercultural communication, they are two different concepts, but are directly linked. They are so inextricably bound. Culture is learned, acted out, transmitted, and preserved through communication. When culture differs, communication practices may also differ.Languages are at the core of intercultural communication and help human beings to reach out to make contact with others. By using the language, we let foreigners know how we experienced the world and what we think about that world.The relationship between language and culture is intrinsic2, for the language of a society is one aspect of its culture, in turn, has influence on language. According to sociolinguists, language is the keystone of culture. On the other hand, language is the chief means of learning a culture. People use it to express, share, and transmit their ideas and experiences. Furthermore, people become members of a particular community in process of learning and using the language of this community. Without language, culture would be impossible. According to anthropologists, culture comprises and shapes language. Different historical and cultural backgrounds, natural conditions and environment will lead to distinct interpretations and reactions to language3.Cultural Barriers in Intercultural CommunicationIn the previous part we have discussed that culture and language are very closely related, and one interacts another. When members of different cultures come together to share ideas and information cultural barriers act out which influence communication. In intercultural communication3, language may have some positive influence on the grounds that participants are alike partly and share some similar experiences. And this makes the interaction possibly. Language may also have some negative influence when participants are lack knowledge of each other and have difficulties in understanding people from different cultures. In this case, participants are likely to fall back on their own life experiences in their own pattern of thinking, or act in accordance with their own norms of social interaction. Simply speaking, cultural factors may result in cultural barriers in intercultural communication.As language learners, most of us asked:” What does that word mean?” This question reflects the way we viewlanguage .It suggests that we tend to look for meaning in words themselves, but we are incorrect if we think that words possess meaning It is more accurate to say that people possess meaning and that words elicit the meaning, because different people might bring their own world of experiences and associations into words, and it is normal for different people to attach different meanings to the same word. For instance, the image evoked by the word Peasant will be quite different in the mind of a Chinese and a westerner. For Chinese, a Peasant is just one of the numerous rural people working inthe countryside who deserve respect, while for westerners, the word helps form a picture of “a usually uneducated person of low socialstatus”(Webster’s Third new International Dictionary) or a rather rude, ignorant person.. Such difference in meaning inference suggests that memorizing some foreign words will not make us become the effective communicators unless learn the cultural meanings attached to them.It is clear that culture influences language meaning, let’s move to problems in meaning barriers. When people communicate cross-culturally, they are likely to encounter problems. Some words are generally considered commendatory in one language, but derogatory in the others. Let us see: the words like Idealism, Ambition, Aggressiveness, and Equalitarianism are negative in Chinese but positive or neutral to most Americans, while the words like Materialism, Politician, and Propaganda are negative or neutral in English but positive in Chinese. Obviously, these words should be used with due consideration. Since the meanings people assign to words are the result of their cultural experiences partly, they often lack applicable experience in encountering foreign words. The fact that terms in one language do not have counterparts in another language proves another great barrier in intercultural understanding.For the study of cultural barriers in intercultural communication, it is of great significance to look into meaning differences between selected English and Chinese terms. In this part, the discussion will be focused on the following concepts: idiom, proverb and motto.3.1 Idiom Meaning in Social and Cultural PerspectiveCultural barriers, first of all, each national culture has a lot of idioms. Therefore, some language elements often represent a nation itself and have certain peculiar ity4. Such as Chinese“胸有成竹,”it’s English explanation is have a well thought-out plan, stratagem, etc. If it was not explained clearly but explained directly: there is a bamboo planted in the heart, foreigners can’t understand the real cultural meaning of t his idiom. Another example,“邯郸学步”was explained directly to learning to walk in Handan, this kind of word combination obviously has no practical meaning. In Chinese, there are many similar idioms that developed from historical allusion ,ancient allegory and poetry, such as 叶公好龙，守株待兔，etc. it is difficult to express their meaning completely without annotation. Similarly, Helen of Troy in English means “红颜祸水”,it similar to“亡商之妲己”in ancient China ,if people of Chinese culture didn’t know the battle of Troy was caused by beautiful woman Helen, naturally they don’t know what it means. The another idiom came from Homer EpicsAchilles’heel,it infers small but fatal weakness,“if we don’t know the source of this kind of idiom and the cultural information itself providing, we can’t communicate with each other effectively.The other idioms, although express the same meaning in two languages, the homologous words are different. For instance, Chinese idiom “对牛弹琴,”the homologous English explanation is cast pearls before swine, but体壮如牛became 体壮如马:as strong as a horse; Chinese speak“吹牛，”but in English is talk horse, Chinese “牛饮”was explained to drink like a horse,“风马牛不相及”was explained to a horse of another color, etc. This phenomenon of cattle to horse is caused by different modals of production and thinking habit of the two nations, China is a industrial country since ancient times, cattle cultivate land play a important role in people’s life: but England is an island nation, the British mainly rely on horse in ancient times, cattle were used in producing milk, or a course, even so, the British still not mention cattle but only say I can cat a horse when they hungry. In addition, there are many idioms related to horse, such as horse doctor（蹩脚医生）horse laugh（纵声大笑） a dark horse （出人意料的胜出者）change horses（换班子）。
商务英语论文 中西文化差异对我国跨文化商务谈判的影响和对策
XX职业技术学院毕业论文（设计）论文题目中西文化差异对我国跨文化商务谈判的影响和对策系部经管系学生姓名专业名称商务英语班级/学号指导教师XX职业技术学院教务处印制摘要摘要：当今世界经济全球化的趋势日益加强，国与国之间的关系越来越紧密。
随着改革开放的不断深入和成功加入WTO，我国与世界各国的交流与合作也将不断增加。
现在在我国，各种类型的跨文化谈判日益频繁，因此，跨文化谈判中的文化差异也就越来越受到重视了。
本论文将从语言和非语言、思维、社会习俗等方面的差异来分析文化差异对我国跨文化商务谈判的影响，并提出相应的对策。
只有正确认识中西文化差异，才能更好地探讨商务谈判的策略，为我国社会主义市场经济建设服务。
关键词：文化差异；商务谈判；谈判对策AbstractAbstract: Nowadays, the cooperation and relationship between countries has become closer and closer because of the growing economic globalization. With the ongoing policy of reform and opening up to the outside world and the success in entry of the WTO, relationship between China and other countries in the world will also become more and more strong. Since various inter-cultural negotiation activities are frequently needed now in China, great attention has been paid to the impacts of culture difference on negotiation by business men. This paper briefly analyzes these impacts through the factors of language and non-language; thinking ways; social customs and so on, as well as puts forward some contermeasures. Only when we make a good understanding and correct recognition about the different cultures between our country and western countries can we have a better policy in business negotiation, and serve the socialist market economy well.Keywords: Culture Difference; Business Negotiation; Negotiation Countermeasures目录前言 (1)1．谈判与文化的综述 (2)2．文化差异因素对国际商务谈判的影响 (2)2.1 语言和非语言差异的影响 (3)2.2 思维方式差异的影响 (4)2.3 价值观念差异的影响 (5)3．应对商务谈判文化差异问题的对策 (6)3.1 树立跨文化的谈判意识 (6)3.2 谈判前做好充足的准备 (6)3.3 懂得谈判对方的语言 (6)3.4 对待文化问题应持有的态度 (7)4．结尾 (8)参考文献 (9)致谢 (10)前言谈判已成为现代社会经济生活中一个不可缺少的重要组成部分。
《跨文化交流的障碍与解决办法》高中英语作文
《跨文化交流的障碍与解决办法》高中英语作文Cross-Cultural Communication Barriers and SolutionsIn today's interconnected world, cross-cultural communication has become increasingly important.However, it is not without its challenges.Cultural differences can create barriers that hinder effective communication and understanding between people from different backgrounds.In this essay, we will explore some of these barriers and discuss possible solutions to overcome them.One of the main barriers to cross-cultural communication is language.Different cultures have different languages, dialects, and even different ways of expressing themselves.This can lead to misunderstandings and misinterpretations.For example, a simple gesture like a thumbs-up can be understood as approval in one culture but as an invitation to speed up in another.To overcome this barrier, it is important to learn the language and cultural nuances of the people we are communicating with.This can be done through language classes, cultural exchange programs, and immersion experiences.Another barrier to cross-cultural communication is stereotypes and preconceived notions.People often have certain expectations about other cultures based on what they have seen in the media or heard from others.These stereotypes can lead to biases and judgments that hinder effective communication.To overcome this barrier, it is important toapproach each cultural encounter with an open mind and a willingness to learn.We should strive to understand the unique experiences and perspectives of people from different cultures.Cultural norms and values can also create barriers to communication.Different cultures have different ideas about personal space, eye contact, and public displays of affection, among other things.These differences can lead to discomfort and misunderstandings.To navigate these barriers, it is important to educate ourselves about the cultural norms and values of the people we are interacting with.We should be respectful and sensitive to these differences, and be willing to adapt our own behavior to ensure effective communication.Lastly, technology can also create barriers to cross-cultural communication.While it has connected the world like never before, it has also introduced new challenges.For example, written communication lacks the nuances of face-to-face interaction, making it easier for messages to be misinterpreted.Additionally, not all cultures are as comfortable with technology as others, which can create a digital divide.To address these challenges, we should strive to use technology as a tool to facilitate communication, rather than a replacement for it.We should also be mindful of the potential limitations of digital communication and make an effort to engage in personal, face-to-faceinteractions when possible.In conclusion, cross-cultural communication is essential in our increasingly diverse world.However, it is not without its nguage, stereotypes, cultural norms, and technology can all create barriers to effective communication.To overcome these barriers, we must be willing to learn and adapt.We should educate ourselves about different cultures, approach each encounter with an open mind, and be respectful of cultural differences.By doing so, we can foster a deeper understanding and appreciation of the diverse world in which we live.。
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x x x学院毕业论文论文题目：跨文化商务谈判的文化障碍学生： xx指导教师：xx 讲师专业：商务英语班级： 2008级商务英语本科一班2012年5月HarbinCambridge UniversityGraduation ThesisTitle The Cultural Barriers of Intercultural Business Negotiation Student xxSupervisor xxxxSpecialty Business EnglishClass Class One, 2008 Business EnglishMay 26, 2012xxxx学院毕业论文任务书题目名称：The Cultural Barriers Of Intercultural Business Negotiation跨文化商务谈判的文化障碍立题意义:商务谈判的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，也就是文化冲突反文化冲突。
随着全球一体化的深人，各国之间的交往日益频繁。
从最初美国的和平部队驻扎国外到如今的跨国公司，国际连锁店以及各国政府，学术团体之间的交往都会面临文化障碍的问题。
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。
在中国，越来越多的人出国留学深造、工作、经商，同时面对中国经济的快速发展和国内环境的改善，许多“海归派”回国工作、学习，使文化障碍和反文化障碍意义重大。
同时本文对于如何在第二语言学习与教学中引人文化因素，使第二语言学习者在跨文化交际中成功交际有着重要的价值、现实意义和指导意义。
技术条件与要求1 调查语篇。
利用多种途径查阅与论文的相关资料，如互联网、图书馆等。
2 分析文献。
根据导师的指导，从查阅到的大量资料中筛选精品来重点分析。
3通过导师的指导和一系列的分析总结，在初稿的拟定以及多次修改当中深化对题目意义的理解。
4 通过导师的指导和一系列的分析得出结论，并通过答辩来检验工作的成果。
任务内容（包括内容、计划、时间安排、完成工作量与水平具体要求）内容：通过多种途径如：上网，去图书馆查找关于本篇论文相关的资料，分析资料，总结自己的观点，完成初稿，终稿。
工作计划：第一步：查找资料，确定论文题目为《跨文化商务谈判的文化障碍》。
第二步：完成关于论文资料的收集，取得与商务谈判的相关资料。
第三步：根据掌握的资料，进行系统地分析、整理，找到论文的切入点。
第四步：阅读与论文相关的书刊，对跨文化商务谈判加以分析。
第五步：组织、整理相关资料，准备论文撰写。
第六步：完成论文写作提纲。
第七步：根据论文提纲，开始论文写作，形成初稿。
第八步：根据导师提出的论文修改意见，不断对论文进行修改、完善，并完成论文写作。
第九步：论文定稿、打印、装订、准备答辩。
第十步：毕业论文答辩。
时间安排：1.2011年11月25日—12月4日为选题阶段，在导师指导下确定论文题目。
2.2011年12月5日—2012年3月4日搜集、查阅、整理相关资料，拟定论文大纲。
3.2012年3月6日—04月1日撰写初稿并由导师审阅。
4.2012年4月2日—04月11日修改初稿并由导师审定。
5.2012年04月12日—04月30日第二次修改论文，导师审定。
6.2012年05月1日—05月13日论文定稿。
7.2012年05月14日—05月20日论文评阅小组评审论文（设计）8.2012年05月26日毕业论文答辩。
完成工作量：2011年12月到2012年3月初完成开题报告，3月-4月初完成初稿，5月初完成终稿。
专业负责人意见签名：年月日xxxx学院毕业论文审阅评语一、指导教师评语建议成绩：是否同意答辩：同意答辩□不同意答辩□指导教师（签名）职称年月日二、评阅人评语建议成绩：是否同意答辩：同意答辩□不同意答辩□评阅教师（签名）职称年月日xxxx学院毕业论文答辩评语及成绩三、答辩委员会评语答辩成绩:四、毕业设计成绩综合以上指导教师成绩：评阅人成绩：答辩成绩：总成绩评定为：签字（盖章）：年月日五、答辩委员会主任单位：答辩委员会主任职称：答辩委员会主任签字：年月日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。
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AbstractWith the development of global economic integration, cooperation among countries of all over the world becomes closer. International business negotiation plays a more and more crucial role in today’s 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 barrier 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 one’s home culture. In order to offer efficient ways for the communication within cross-cultural communication context, the studies in the field are necessary.Key Words: cultural differences; business negotiation; culture barrierContents摘要 (i)Abstract......................................................................................................................错误！未定义书签。
1Introduction.......................................................................................................... ...错误！未定义书签。
1.1 Research Background.......................................................................................... (4)1.2 Aims and Significance of the Study..................................................................... (5)2Literature 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 Intercultural Barrier (5)3The 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 Concrete E mbodi men t of Intercultu ral Barri er in Business N e g o t i a t i o n (11)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 Business Negotiation (13)5 Suggested Strategies to Cope With Intercutural Business Negotiation (16)5.1 Acknowledge 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)1 IntroductionEvery year, several thousands of people visit foreign countries for work, studies, business, pleasure and a myriad other reasons. When 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 today’s business activities, and win-win principle has attracted more and more attention from many interest groups in the world.1.1 Research BackgroundWith the constant development of the economic globalization, business contacts among nations get increasingly close. In particular, since China’s accession to WTO, the economic 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 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 activities. Seeing from the surface，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 subjective come from his background of social culture and the culture accomplishment of his oneself accomplishment.1.2 Aims and Significance of the StudyThe rapid development of economic globalization and integration greatly facilitates the growing of international business. The success of international 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 also 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 variety of factors contributing to the result of international 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 dimension. 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 between 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 culture shock and communicate well in cross culture contexts are key issues. In addition, many students, officials go abroad for their studies or careers.2 Literature ReviewIn the second chapter, it has three parts. The details are the definition of intercultural barrier, reverse shock of intercultural barrier, related studies of intercultural barrier. They are as follow:2.1 Definition of Intercultural BarrierThe 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 expresses 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 Council 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 affect 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 one’s life, maybe family, friends, colleagues, teachers, 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 BarrierAccording to Scott Moreau in Evangelical Dictionary of World (2000), reverseculture 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 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 missionary’s mind 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 the 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 of 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 BarrierIn China, since the introduction of cross-cultural communication from the western country in the 1980s, 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 tropism 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 CultureCommunication, in which he talks about the problem arising from the communication between different cultural backgrounds. In 1997, JiaYuxin(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 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 profound 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 the cultural awareness in the process of language learning should be language trainers’ focus.3. The Overview of The Business NegotiationsIn the third chapter, it has four parts. The details are the meaning of the business negotiations, the emergence and development of the business negotiations, business negotiation on the internet,business negotiations of the cultural differences. They are as follow:3.1 The Meaning of the Business NegotiationsJames wall thinks that business negotiation is a process through which two or more parties coordinate an exchange of goods or services and attempt 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 Max 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 “conflicting 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 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 negotiator’s common interests versus his competing interests exactlycreate the fundamental tension.Business negotiation is one of economic activities, with its attributes and principles. However, there is some differences between negotiation and bargaining. Negotiation is a more general category composed of bargaining and debate. Bargaining can be succinctly defined as moved by the negotiator to alter the opponent’s behavior, whereas debate is the problem-solving portion of a negotiation. Debate entails discussions, explications, interpolation syntheses, and proposals undertaken jointly by the negotiator and opponent in order to decide upon an agreement that are acceptable to both sides.3.2 The Emergence and Development of the Business NegotiationsNegotiation is a basic human activity as well as a process people undertake every day to manage their relationships such as between a husband and wife, children and parents, employers and employees, buyers and sellers and business associates. As the stakes in some of the negotiations are not so high, people need not have to get preplans for the process and the outcome. But there are other cases like international business negotiations in which the stakes are too high to be ignored people have to get prepared in a more careful way. This thesis intends to deal with business relationships. The word “negotiation” is from its verb “negotiate”, which derives from the Latin word negotiar with the meaning “of to trade or do business”. This verb itself was derived from another word, negare, means “deny” and a noun, otium, means “leisure”.Thus the ancient Roman business person would mean, “Deny leisure” until the deal had been settled. A modern definition of negotiation is two or more parties with common and conflicting interests who enter into a process of interaction with the goal of reaching an agreement.3.3 Business Negotiation on the InternetBusiness activity on the Internet is currently limited to publicizing the business opportunity and catalog based sales, but it will rapidly expand to include the negotiations conducted to settle the price of the goods or commodities being traded. These negotiations are currently conducted by human intermediaries through various forms of auctions, bidding systems for awarding contracts, and brokerages. The role of the intermediaries can now be performed by Internet trading applications at a fraction of the cost. Trading on the Internet allows a business to reach a larger number of potential customers and suppliers in a shorter time and a lower cost than possible by other modes of communication, and to settle business transactions with lower cost overhead in a shorter time. Hence the emergence of Internet based trading applications is imminent. Lee discusses the factors behind the success of Internet auction of second hand automobiles in Japan supporting our belief.Auctioned or brokered sales are the norm in business world for negotiating trades of large monetary value. But consumer sales and small scale purchases have used the fixed price mode, perhaps because of the high overhead cost of using the auction or brokerage method. The new economics of the Internet will make auctions popular in consumer and small business transactions also. Lee and Clark present economic forces underlying this transition. Several success stories about Internet auctions are cited by Turban. Auctions are just one form of business negotiations. Other examples are competitive bids for procurement, brokerages/exchanges/cartels, and two party negotiations.While these negotiation techniques appear to be fundamentally different from each other, from the business process modeling or work flow point of view, they can be strikingly similar. In the first section of this paper we model each of these processesin a way that brings out this similarity. Auctions can be of many different kinds: Dutch auctions, regular open cry auctions, sealed bid auctions, etc. Each type of auction can further have many variations such as reserve prices, information available to the bidders, tie breaking rules etc. We present a taxonomy for auctions needs to optimize different business objectives such as best price, guaranteed sale, minimize The auction types discussed above are actually practiced in different real world situatioollusion possibility, etc. Ralph Cassady presents an extensive survey of auction practices around the world. Game theoretic treatment of the different kinds of auctions can be found in while some experimental results are reported.In this paper we describe the design of an Internet auction system that can support most of the auction types and other business negotiation models.3.4 Business Negotiations of the Cultural DifferencesAs international negotiation is carried out by negotiators from a certain culture or cultures, it is naturally a cultural interaction. International negotiations not only cross national boundaries, they also cross cultures. Culture is a powerful factor shaping how people think, communicate and behave. It also affects negotiating styles. The way one negotiates is colored by his own cultural assumptions. In addition, culturally conditioned negotiating styles are largely operating at an unconscious level. When negotiating within our own culture, it is often truly possible to expedite communication by making reasonable cultural assumptions. However, the situation reverses when two cultures are involved. In this case, there are no longer shared values, interests, goals, ethical principles or cultural assumptions between the negotiating patties. The negotiating style you use so effectively at home can be ineffective and inappropriate when dealing with people from another cultural background.Different cultures have different values, attitudes, morals, behaviors and linguisticstyles, all of which can greatly affect the process and outcome of negotiations. Making assumptions another is often counter productive since it can lead to misunderstandings. In fact, its use can often result in more harm than gain. So an ability to assess cultural differences and properly handle the consequence is essential for success international business negotiations.Different cultures will form different negotiating styles. Some cultures are likely to search for compromise, while others will strive for consensus, and still others will fight until surrender is achieved. Some cultures prefer a deductive approach: first agree on principles and later theses principles can be applied to particular issues. Other cultures think inductively: deal with problems at hand and principles will develop.4 The Concrete Embodiment of Intercultural Barrier inBusiness NegotiationIn the fourth chapter, the author explains cultural barrier in the pro-negotiation phase, cultural barrier in the face-to-face negotiation, cultural barrier post-negotiation in phase, the effect of different culture to business negotiation, the details are mentioned as follows:4.1 Cultural Barrier in the Pro-Negotiation PhaseThe beginning phase involves all those initial activities that may be described as establishing a rapport or getting to know one another socially, often in an informal manner. Good relationship developed at this stage can be of great help. But Chinese and American negotiators always hold different opinions about the beginning phase. Chinese tend to emphasize establishing good relationship and spend much time on it whereas American regard it as a waste of time and prefer to go straight to the point. It is well-known that Chinese people are famous for the length of their negotiations. They spend much time in establishing relationships. They distrust fast talkers who want to make quick deals, which are manifested in expressions like good things come out of many tribulations and more haste results in less speed. They think it is better to allow time to get to know the American partners and give American partners time to know them rather than to rush straight into the formal negotiation. On the contrary, Americans tend to be quick negotiators. It is not uncommon for contracts to be signed in the first business meeting. In their eyes, time is regarded as a scarce resource not to be wasted. Time is money. Spending time on non-task related issues is regarded as a violation of their cultural norms. Therefore, they are likely to get impatient whenthings take too long because they intend to get down to business as quickly as possible.Monochromic and Pochronic Time Time has different meanings in different cultures. Some cultures take a strict view of scheduling and others are more tolerant. The attitude toward time influences the pace of negotiation and punctuality in meetings. As mentioned earlier, Edward Hall divides cultures into monochromic and polychronic time. Chinese culture typically views time as polychronic time while American culture often regard it as mononchronic time.4.2 Cultural Barrier in the Face-to-Face NegotiationThe middle phase of negotiation includes the exchange of information and persuasion. In this phase, negotiating parties acquire and provide information. At the same time, they try to use every possible tactic and proper communication skills to persuade the other into accepting their items. Both exchanging information and persuasion have a close link to communication. Discussions between negotiators tend to be more difficult and complex when involved persons with different cultures because methods of communication vary among cultures. Chinese people tend to rely on indirect and more complex methods while Americans tend to adopt direct and simple methods of communication.Communication is at the heart of the negotiating process. Without effective communication, both sides are unable to gain enough information about the real intention of the other side. Neither can they win their counterpart over by bargaining. Some scholars maintain that negotiation is a communication process by which two or more independent parties resolve some matter over which they are in conflict. Negotiators' strategies and goals are revealed in the content and form of their communication. Poor communication, on the other hand, kills deals.l9 Needless to say, communication is an essential factor to the success of negotiation. In view of itssignificance in negotiation, communication is the first to be discussed in this section and then followed by power distance, face concern and attitudes toward conflict.4.3 Cultural Barrier in the Post-Negotiation PhaseFinally the business negotiation is brought to the end phase, when the result of the negotiation will come up, whether there is an agreement or stalemate. The parties are supposed to deal with conflicts and narrow down their disagreement in an effort to reach an agreement. After completing stages of negotiation with an agreed solution, the drafting and signing of the agreement will be the next thing to do. However, due to the cultural factors involved in the business negotiation, form of agreement is preferred differently from culture to culture. Generally speaking, there are two forms of agreement. One is explicit, detailed, written contract that covers all the things that may happen in the future. Obligations are clearly stipulated and no modification can be made unless agreed within the contract. Agreements are expected to bind the parties through an outside enforcement mechanism.4.4 The Effect of Different Culture to Business NegotiationAs negotiators from certain cultures carry out international negotiations, their negotiations are naturally cultural interactions. International negotiations cross not only national boundaries, but also cultures. Culture, as we said in previous parts, is a powerful factor shaping how people think, communicate and behave as well as negotiating styles. One's negotiation style is colored by his self-cultural assumptions. And the negotiating styles are largely performed at an unconscious level. When negotiating within the culture, it is often truly possible to expedite communication by making reasonable cultural assumptions. However, when two cultures are involved, the situation reverses. Under such circumstances, there are no longer shared values, interests, goals, ethical principles or cultural assumptions between the negotiatingparties. The negotiating style once used so effectively at home can be ineffective and inappropriate when dealing with people from other cultures. Different cultures have different values, attitudes, morals, behaviors and linguistic styles, all of which can greatly affect the process and result of negotiations. It is often counterproductive to make assumptions about the other culture since it can lead to misunderstandings. In fact, the result is even worse. So the ability to assess cultural differences and properly handle the consequence is essential for success in international business negations.According to Hendon (1996: 18), culture impacts negotiation in four ways: by conditioning one's perception of reality; by blocking out information inconsistent or unfamiliar with culturally grounded assumption; by projecting meaning into the other party's words and actions; and by impelling the ethnocentric observer to an incorrect attribution of motive. To be more specific, culture influences international business negotiation in following four aspects: people’s perception of negotiation, negotiating goals, methods of communication and between the two sides. The difference may explain why Chinese negotiators give more time and effort to the beginning phase of negotiation, while Americans are usually eager to rush through the first phase. Therefore, it is important to determine how your counterparts view the purpose of negotiation.Culture also influences methods of communication. A major difference between Chinese and American cultures that may affect negotiation behaviors is high-context versus low-context communication Chinese culture tends to be high-context and information sharing is implicit and indirect. Conversely, American culture tends to be low-context and information sharing is explicit and direct. Additionally, in high-context cultures, persuasion makes appeals to emotions and affection; in low-context culture, persuasion makes appeals to rationality. For example, American negotiators use more analytical statements, relying on logic and reasoning to persuade.。