The Roles of Contextual Factors in Business Negotiation_英语论文

摘要

随着全球经济一体化和跨文化交际的深入发展,世界各国之间的商务交流日益紧密,商务谈判作为商务交流中不可缺少的组成部分。作者认为,谈判必然有人的参与,而人的参与就必然带来主观思想的渗透,这种主观思想的渗透正是来自于他所处的社会文化环境和他自身的环境。作者采用文献资料法和对比分析法，深入分析了语境因素对国际商务谈判的影响。本论文提出了在跨文化谈判中必须把谈判双方的语言环境和谈判技巧、谈判策略、谈判过程等有机地结合起来,实现双方文化融通、利益双赢的国际商务谈判目标,对我国企业国际商务谈判活动有一定的参考价值。

关键词：商务谈判；语境因素；跨文化

Contents

摘  要 I

Abstract II

1 Introduction 1

2 The Introduction of International Business Negotiation 2

2.1 Definition of International Business Negotiation 2

2.2 Types of International Business Negotiation.3

3 The Introduction of Cultural Context 3

3.1 Definition of Cultural Context 3

3.2 Analysis of the Functions of Cultural Context 4

3.3 Types of Cultural Context 4

4 The Roles of Context in Business Negotiation 5

4.1 The Role in the Targets of Business Negotiation 5

4.2 The Role in the Styles of Verbal Expression 5

4.3 The Role in Agreement6

4.4 The Role in the Focus of the Negotiations6

4.5 The Role in Conversational Styles 7

5 The Ways to Avoid Context Misunderstanding in Business Negotiation 8

5.1 Psychological Characteristics 8

5.1.1 Personality 9

5.1.2 Emotional Factors 9

5.1.3 Belief System 10

5.2 Social Networking Features 10

5.3 Non-verbal Behavior 10

6 Conclusion 11

References 12