英文 论文 国际经济

国际商务与跨文化交际(International Business and Cross-cultural Communication)

The increase in international business and in foreign investment has created a need for executives with knowledge of foreign languages and skills in cross-cultural communication. Americans, however, have not been well trained in either area and, consequently, have not enjoyed the same level of success in negotiation in an international arena as have their foreign counterparts.

Negotiating is the process of communicating back and forth for the purpose of reaching an agreement. It involves persuasion and compromise, but in order to participate in either one, the negotiators must understand the ways in which people are persuaded and how compromise is reached within the culture of the negotiation.

In many international business negotiations abroad, Americans are perceived as wealthy and impersonal. It often appears to the foreign negotiator that the American represents a large multi-million-dollar corporation that can afford to pay the price without bargaining further. The American negotiator‘s role becomes that of an impersonal purveyor of information and cash.

In studies of American negotiators abroad, several traits have been identified that may serve to confirm this stereotypical perception, while undermining the negotiator‘s position. Two traits in particular that cause cross-cultural misunderstanding are directness and impatience on the part of the American negotiator. Furthermore, American negotiators often insist on realizing short-term goals. Foreign negotiators, on the other hand, may value the relationship established between negotiators and may be willing to invest time in it for long-term benefits. In order to solidify the relationship, they may opt for indirect interactions without regard for the time involved in getting to know the other negotiator.

摘要】随着我国经济的迅猛发展，尤其是加入WTO后，对外开放的进一步扩大，国际商务谈判作为商战的序幕，已越来越频繁地出现在经济中，我国各企业和单位所面临的国际商务谈判越来越多。不同国家地区文化背景使其谈判风格迥异，从而给谈判的成功增加了难度。如何有效避免谈判中僵局的出现而使谈判获取成功？当冲突和矛盾出现时又如何化解呢？谈判是一项艰巨、复杂的脑力劳动，谈判人员的心理状态对谈判的结局产生重要的影响。双方谈判人员运用语言传达观点、交流意见的过程，在商务谈判中语言运用对谈判的进程与结果也起着举足轻重的作用。因此，了解各国商人谈判的风格做好充分准备，制定恰当的谈判策略及语言艺术的运用，可在一定程度上避免冲突。本文将对此做出探讨。

【关键词】商务谈判谈判风格谈判策略语言艺术

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With the rapid development of China's economy, especially after joining the WTO and further opening up , international business negotiations appeare more and more frequently as a prelude to commercial warfare.

China's enterprises are facing an increasing number of international business negotiations. Negotiating style can be very different because of distinct regions and cultural backgrounds.

Thus, the successes of the negotiations are more difficult to achieve.

How to prevent the negotiations from impasse to obtain success?

How to solve the problems of conflicts and contradictions?

Negotiation is a complex and mental work which the psychological have a great impact on it.

The negotiation process of conveying ideas and exchanging views by communication also plays a decisive role.

Therefore,to some extent, good preparations and understanding of various negotiations styles, appropriate negotiation strategies and verbal art can be the approach to avoid conflicts.

This paper will do further research into this issue.

Key words: Business Negotiation, negotiating style, negotiating strategies, Verbal Arts

“跨文化交际”的英语名称是“cross-cultural communication（或inter-cultural communication）”。它指本族语者与非本族语者之间的交际, 也指任何在语言和文化背景方面有差异的人们之间的交际。通俗来说就是如果你和外国人打交道（由于存在语言和文化背景的差异），应该注意什么问题，应该如何得体地去交流