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Culture Impact on German Negotiation Style

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Submitted By Amberchen1993
Words 7943
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Culture Impact on German Negotiation Style

Chen Shuqi SEIB

Abstract
As the increasing frequency of international trades, international negotiation skills draw a lot of attention. Regarded as a major barrier for cross-cultural communication, understanding culture difference is of signification . This essay will firstly introduce the study history and relevant definitions of international negotiation and how culture factors impact on negotiation style. Considering the gradual closed trade relationship between Germany and China and the commonly acknowledged differences of national cultures between them, this essay would firstly analyzes images of Germans for the general Chinese in a book, Die Langnasen . Further, it clarifies German negotiation style basing on analysis from Hofstede's cultural dimensions theory. We find out that some of German business behaviors from the theory don’t fit with our general impression as the book concludes. After discussion about the deficiency of the theory or possible stereotype of the book, we try to present a modification of the prevalent impression about German negotiation style, and give some suggestion about how to carry out a better international business negotiation with Germans. It may be possible to provide us a better understanding in successful negotiation process with Germans.
Key words:
International negotiation, German culture, German negotiation style

德国文化对其谈判风格的影响
陈舒祺 国际商务英语学院 2011级国际商务管理

摘 要: 随着跨国贸易的频率迅速增长,国际商务谈判技巧尤为重要。在影响跨国商务谈判的各种因素中,文化差异被认为是最大的障碍,因此理解不同文化的差异性显得尤其重要。本文将会介绍跨国谈判的概念及研究历程,以及文化因素如何影响谈判风格。鉴于中国与德国近年来贸易关系密切,双方又存在公认明显的文化差异,我们将首先分析《大鼻子》一书中呈现的德国人在中国人心中的典型形象,接着根据霍夫斯泰德的文化维度论,明确其谈判风格。我们发现,文化维度论中德国人的行为方式与我们印象中的德国人并不完全一致。在分析讨论该理论的不足及书本描述可能存在的刻板印象后,我们将尝试修正一些当下对德国人谈判方式的偏见,并给出更好地与德国人进行商务谈判的一点建议,希望为成功的商务谈判提供更好的理解。

关键词: 国际谈判 德国文化 德国商务谈判风格

Contents

Abstract
中文摘要
Acknowledgments
1. Introduction
2.

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