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论文作者:www.51lunwen.org论文属性:学期论文 termpaper登出时间:2014-11-16编辑:Cinderella点击率:17123
论文字数:8505论文编号:org201411152134567193语种:英语 English地区:英国价格:免费论文
摘要:文化是什么?一千个人有一千个答案。食物,服装,语言,生活方式,艺术,传统,生活社会的方方面面。因此,文化被看做英语当中最为复杂的一个单词。本文从跨文化理论研究的角度出发,探讨了不同国家、地区之间的文化差异,形成原因、表现和影响力。
Researchers believe that face-negotiation theory applies universally across cultures (P. Brown & Levison, 1987; Oetzel & Ting-Toomey, 2003). Although individual verbal and nonverbal behaviours vary widely between cultures, face-negotiations still exists as cultural members engage in presenting and maintaining impressions during their interactions.
Cultural aspects have always been associated with negotiation strategies because culture develops some norms which make the social interaction easier for its members. Norms are functional because they help to predict what kind of behaviour others will have due to the decreased number of options the individual will have about how to behave or act. Norms have shown that people use them and teach them to others in order to make social interaction efficient.
Brett (2001) developed a simple conceptual model illustrating the influence culture may have on negotiators:
According to this model cultural values have a noticeable influence on negotiation interests and priorities, while cultural norms affect negotiation strategies and patterns of interactions.
If culture affects such basic elements of negotiation as: interests, priorities or strategy selection and also given that the influence of culture is mostly subconscious, all differences in any observable aspects of cross-cultural negotiation can always be ascribed to cultural differences between the negotiators. Each individual is emerged in many cultures which influence his negotiating behavior. At the same time, there are many other variables beside culture that also have similar effects. These include individual variables such as negotiators' personality, as well as structural or process variables.
“Negotiators' culture is expressed in their negotiating style. Generally, negotiating style is defined as the way persons from different cultures behave in negotiations.” Salacuse (1999), p. 221. This definition implies that:
There is a strong link between a person's culture and his negotiating style.
A negotiating style of a certain person can only be evaluated through an analysis of that person's behavior in several negotiation settings.
To identify cross cultural differences in negotiating styles the scholars typically focus on selected aspects of negotiators' behavior called negotiation factors本论文由英语论文网提供整理,提供论文代写,英语论文代写,代写论文,代写英语论文,代写留学生论文,代写英文论文,留学生论文代写相关核心关键词搜索。