完整的英語論文范文格式第1篇完整的英語論文范文格式第1篇英文論文

【一】英文電影聽說教學問題與發展趨勢

英文原聲電影聽說教學步驟

(一)準備階段

1.教師準備。

(1)電影取材。

選取的電影一定要發音地道，不能有很重的口音，要便于學生學習標準的發音。

電影同時要有中英文雙字幕，這樣可以方便學生積累和記憶詞匯。

電影的主題要健康向上，能夠深刻揭示人生哲理，可以讓學生在學習語言的同時，陶冶情操。

另外，如果電影具有某種時代意義，便于學生了解某個國家的重大歷史事件，則更有選取價值。

如美國電影《冷山》(TheColdMountain)就展現了美國內戰的歷史背景，觀看后學生會對這段歷史記憶猶新。

而電影的難度雖然不宜過難，以免挫傷學生的學習積極性，但教師亦應把握影片的難度需要比學生掌握的水平稍難，這樣才有助于學生的自主學習。

(2)知識準備。

在放映前老師應提前觀看電影，并發掘其中的知識點，如俚語、文化信息、宗教內涵和詞匯知識等等。

教師應根據學生的水平設置相關問題，并想好放映電影過程中進行學習和討論的步驟和方法。

2.學生準備。

學生主要是知識準備。

完整的英語論文范文格式第2篇Abstract

Businessnegotiationsunderdifferentculturalconditionsareculturalnegotiations.Withthedevelopmentofeconomicglobalizationandfrequentbusinesscontacts,culturaldifferenceshavebecomeveryimportant.Iftheyareneglected,theycouldcauseunnecessarymisunderstanding,orevenunderminetheresultofbusinessnegations.Therefore,itisofgreatsignificancetoknowdifferentculturesofdifferentcountriesaswellaswaystoavoidculturalconflictsinthecontextofinternationalbusinessnegotiations.Thepaperbeginswiththedefinitionofculture,analyzesthecausesofculturaldifferencesandexplainstheimpactofculturaldifferencesoninternationalbusinessnegotiationsfromthreeperspectivesofcommunicationprocess,negotiationstyleandvaluesconcept.Finally,itanalyzeseffectivewaystodealwiththeproblemarisingfromculturaldifferencesinthenegotiationprocess.Thepaperstressesthatinbusinessnegotiationsbetweendifferentcountriesnegotiatorsshouldaccepttheotherpartysculture,trytomakehimbeacceptedandmakeacorrectevaluationwithhelpofeffectivecommunications.Inaword,forsuccessfulculturalnegotiations,culturaldifferencesneedtobeperceived,acceptedandmostimportantlyplayeddown.

Keywords:cultureculturaldifferencebusinessnegotiationimpact

Contents

1.Culturaldifference…….………..……...…………...…......4

Thedefinitionofculture……..............….....4

Thecausesofculturaldifferences……………..………......4

Geographicaldifferences………..………………....….....4

Ethnicdifferences…………..………………....................4

Politicaldifferences…………..………….………….…...4

Economicdifferences…………………..….……….…....4

Religiousdifferences……..………….......4

Theconceptofdifference…………………...……….......5

ImportanceofinternationalbusinessnegotiationsonCulturaldifferences…………….…..5

2.Culturaldifferencesontheimpactofinternationalbusinessnegotiations…………………..………...........5

Communicationprocess……………...…...……...…....…..5

Negotiatingstyle…...…..……..……………...……….…...8

Values………………...…………....….……..…….......…..8

Ethics………..……..………………...…..8

Sense………..……………..……….…....8

ConceptofCollective…………………....8

Conceptoftime……….....8

3.Howtodealwithinternationalbusinessnegotiationsandculturaldifferences……..…………........9

Tolearnmoreabouttheformerinthenegotiationsoftheculturaldifferencesthatmayarise………...…..……………….…..9

Inthenegotiationsnecessarytocorrectlyhandletheculturaldifferences………………...9

Negotiationstodoagoodjoboffollow-upfortheexchangeofculturaldifferences…………...…………......……10

4.References…...………….………….……....11

Businessnegotiationininterpersonalrelationshipsasaspecialform,relatetodifferentgeographical,ethnic,socialandculturalexchangesandcontacts,whichhavetakenplaceincross-culturalnegotiations.Incross-culturalnegotiations,thedifferentgeographical,ethnic,culturaldifferenceswillaffectthethinkingofthosenegotiations,thenegotiationstyleandbehavior,thusaffectingtheentirenegotiationprocess.Therefore,toengageinbusinessactivities,especiallyforthecross-borderbusinessactivitiesmustunderstandandmasterthelinksbetweendifferentculturesanddifferences.Conductingnegotiationswiththeorganization,alsohavetounderstandthatculturaldifferencesimpactonthenegotiations,onlythefaceofsuchapositiveimpactonthedesiredobjectivescanbeachieved.

1.Culturaldifferences

thedefinitionofculture

Nationalcultureisacountry-specificconceptsandvaluesystems,whichconstitutetheconceptofpeopleslivesandworkbehavior.Thenationsoftheworldasaresultofspecifichistoricalandgeographicalandgraduallyformeditsownuniqueculturaltraditionsandculturalpatterns.AsthedifferenceofChineseandWesterntraditionalcustoms,values,religiousbeliefs,differentwaysofthinking,etc,makingthedifferentperformanceofChineseandWesterncultures.

thecausesofculturaldifferences

Culturaldiversitycausedbymanyreasons,Tosumup,themainsourceofculturaldifferencesareinthefollowingareas:

geographicaldifferences

Referstothegeographicaldifferencesindifferentgeographicregionsduetothegeographicalenvironment,thelevelofeconomicdevelopmentandtraditionaldifferencesinhabits,peopleoftenhavedifferentlanguage,lifestyleandhobbies.Andthesewillaffecttheirbehavior.Forexample,theWestandtheAmericanpeopleinsomecountriestreatChristmasimportant,butinareassuchasneartheequatordonothavesnowalltheyearround,thepeopleofsomeAfricancountriesmaynothavetheconceptofChristmasbecausethebestmodifiedChristmasissnow,astothepeopleintheregionthatarenotlong-termsnow,thereislittleconcentrationofChristmasthanAmericanStates.

nationaldifferences

Ethnicdifferencesisthedifferentethnicgroupsinthedevelopmentoflong-termprocess,theformationoftheirownlanguage,customsandpreferences,habits.Theirdiet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeoftheirowncharacteristics.TakethehistoryofourcountryandourHunHan,theXiongnupeoplearevaliant,characteristicsoftypicalnomads.AndwetametheHancharacter,thetypicalcharacteristicsoffarmingnation.WhichledtotheHunsinthediet,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifearedifferentwithHan.

thepoliticaldifferences

Politicaldifferencesareduetothepoliticalsystemandthepoliciesandregulationsonpeoplesbehaviorwiththeroleofastandardized,sothatallpeoplesinthepoliticalaspectsontheconceptoftheexistencearedifferences.TaketheUnitedStatesandFranceasexample,theUnitedStatesbytheConstitutionthepowersofthePresidentofthesevererestrictionsonthetwomajorpowerswithotherinstitutionsofCongressandtheSupremeCourtofstrongconstraints.WhileFrancealsohadtosetwasreadytoroyalistrestorationofthemonarchyoftheThirdRepublictoamendtheConstitutionalittlefurtherexpandthepowersofthepresident.

economicdisparities

Economicdifferencesareresultoftheeconomicfactorsofareflectionofculturaldifferences.Forexample,thepeopleintheWesterndevelopedcountriesarerichlivesandhighlevelofeducation,peoplewillpaymoreattentiontothequalityoflife,securitymeansmoregenerally.AndeconomicbackwardnessoftheThirdWorld,peoplecaremoreaboutfoodandclothing.

religiousdifferences

Religionisthedevelopmentofhumansocietytoacertainstageofhistoricalphenomenon,Religionhasitsown(Catholic)MajorepidemicinWesternEuropeandSouthAmerican;IslamisthescopeofthewholeoftheMiddleEastandNorthAfrica.BuddhismismoreprevalentinAsiancountries.Theworldhasthreemajorreligions:Christianity,BuddhismandIslam.Christian(Protestant)ismajorepidemicinNorthernEurope,NorthAmericaandAustralia;peopleinmanypartsofAsiabelieveinBuddhist.Differentreligionshavedifferentculturaltendenciesandprecepts,whichaffectthewayofpeopleunderstandthings,codesofconductandvalues.

theconceptofValuesdifference

Valuesaremeansofobjectiveevaluationcriteriaofthings.Itincludestheconceptoftime,wealth,theattitudetowardslife,theattitudetoriskandsoon.Differentsocieties’peopletothesamethingsandproblemswillcometodifferentandevenoppositeconclusions.

Geographicaldifferences,ethnicdifferences,politicaldifferences,economicdifferences,religiousdifferencesanddifferencesinconceptshavetheimpactonpeoplespenetrationinthefood,clothing,accommodation,festivalsandrituals,suchasmaterialandculturallifeinallitsaspects.Thusaffectingpeoplesbehavior,values,religiousbeliefsandmodesofthoughthavealotofdifference,Finallyhasformedthevariouscountriesandareasofculturaldifferences.

culturaldifferencesontheimportanceofinternationalbusinessnegotiations

Practiceinthenegotiations,manynegotiatorsoftendonotunderstand,ortooknoteoftheculturalimportanceofthesignificantimpactonnegotiations.Negotiatingpartiesforforeignculture,somenegotiatorsmayhavenoticedsomeoftheothernegotiations,“different”or“hardtounderstand”theconcretemanifestationofnegotiations,butthatisnotimportant.Somepeopleblindlybelievethatnegotiationistheuseofforeign-relatedfactsandfigurestospeak,andthefactsanddataarecommon.Similarly,someforeigncountries’negotiatorstonegotiationswitheachothertomaintainharmoniousrelations,theywillnoticethesimilaritiesbetweenbothcultures,whileignoringtheirdifferences.Letslookatanexample.

In1992,negotiatorsfromChinaandother12expertsofdifferentprofessionstoformadelegationtotheUnitedStatespurchasesabout30million.dollarsofchemicalequipmentandtechnology.TheUSnaturallydoeseverythingpossibletosatisfythem.Oneofthemisnegotiationsinthefirstroundofthedelegationsenttoeachofthemasmallsouvenir.TheSouvenirspackagingisveryparticularisabeautifulredbox,redforadvanced.Butwhenthedelegationwaspleasedtoopentheboxwhenface-to-faceinaccordancewiththeAmericans,Everyonesfaceappearsverynotthenatureactually--thereisagolfcap,butthecolorisgreen.Americanbusinessmansintentionis:aftersigningthecontract,andeveryonetoplaygolf.Buttheydon’tknowthe“beacuckold”isthebiggesttabooinChinesemen.Finallythedelegationdidnotsignthecontract,notbecausetheAmericans“insult”people,butbecausetheyworkcareless,andevendon’tknowthecommonsensethatChinesementaboo“beacuckold”.Howcanwefeelfreetotensofmillionsofdollarsprojecttothem?ItcanbeseenthatthefailureoftheAmericansnegotiationisduetotheydonotunderstandtheChineseculture.

Fromtheaboveexamples,wecanlearninbusinessnegotiations,ifwedonotattachimportancetoeachothersculturaldifferences,thenegotiationsarelikelytoleadtofailure.

2.Culturaldifferencesontheimpactofinternationalbusinessnegotiations

Theimpactofcultureonnegotiationsisextensiveandprofound,anddifferentcultureswillnaturallydividedpeopleintodifferentgroups,thisregion,thedifferencebetweentheirrespectivegroupsarebringingpeopleofdifferentculturalgroupstendtoalienateeachother;Ontheotherhand,differentculturalcommunicationandexchangesbetweenpeoplearealsoobstacles.Therefore,therequirementsofthenegotiatorstoaccepteachothersculture,butalsobyculturaldifferences,unmistakablyrevealsthatthepurposeofunderstandingofeachothersbehavior,andtheyhavebeenacceptedbytheotherparty,andultimatelyreachaconsensusagreement.

Overall,theimpactonculturenegotiationsareinfollowingseveralaspects:

thecommunicationprocess

Culturaldifferencesonthecommunicationprocessofthenegotiations,firstofallistheperformanceofthecommunicationlanguageinthenegotiationprocess.Languageisabridgeofanycountry,anyregionandanynation.Statescompanies,individualstoconductbusinessnegotiations,wemustfirsthavethelanguagetothis.Thedifferenceslanguageofinternationalbusinessactivitiesisthemostdirectandclear.SuchasChinas“whiteelephant”brandbatteries,totheEnglish“WhiteElephant”itwouldcausebadassociations.

Becausethe“WhiteElephant”Inadditiontothenameofanimalsthathavetwomeanings:“Theownerdidnotuse,butmaybeusefultoothers;donotreusethings.”Solvethelanguageproblemisverysimple,youcanhireatranslatororuseacommonthirdlanguagetotalk.Whilethenegotiatorsofthelanguageusedinavarietyofcultureswithhigherfitness,butnomatterwhat,thedifferenceisobvious.SuchasJapan,BrazilandFranceCulture,theJapanesestyleofbusinesscommunicationisthemostpolite,morepositivecommitmenttotheuseofrecommendedandguarantees,andlessuseofthreats,commandsandwarningsoffreedomofspeech,theirmannersofspeechstyle,Themostprominentisthattheydonotoftenuse“no”,“you”andfacialgaze,buttomaintainaperiodofsilence;Brazilianbusinessmentouse“no”and“you”atthehigherfrequency,theirnegotiationstyleseemsmorepresumptuous,anditseemsnotlonelyinthenegotiations,togazeateachotherandtoucheachotherfromtimetotime;Frenchbusinessmennegotiatingstyleisallthemostpresumptuous,inparticular,theiruseofthreatsandwarningsatthehighestfrequency,inaddition,theyarestillveryfrequentuseofinterrupted,facialgaze,aswellas“no”and“you”.Itcanbeseen,onlytoclarifythesedifferencesthatcanavoidthereticentJapanese,BrazilianoverenthusiasmortheFrench’smisunderstandingofthethreat,whichachievedthesuccessofinternationalbusinessnegotiations.

Culturaldifferencesimpactonthenegotiationprocessnotonlyintheprocessoflanguagecommunication,butalsointheprocessofnon-verbalcommunication.Culturaldifferenceswillleadtodifferentcountriesorregionsinthebodylanguageofnegotiations,theuseofactionlanguagesignificantlydifferent,oreventhesamelanguageofactionisdiametricallyopposedtothetransferofinformation.Forexample,thevastmajorityofcountriesareinfavorofnodhisheadforagree.ButinIndia,Nepalandothercountriesthatarecertainlyshakinghishead,thatis,shakinghisheadandsmiling,thatispositivemeaning,somepeoplejustdoitdiagonallyontheriseisstillagoodway,somepeopleareapopulationfrequencysaid“Youareright!Youareright!”butacontinuouslyshakinghishead,oftenmakeothersdonotknowitstruepsychologicalandfullofdoubt.Butnegotiatorsshape,movement,language,awarenessanduseofthedifferences,alsocreateanobstacleforthenegotiationsincommunication.

Culturaldifferencesalsocanleadtothenegotiatorsofthedifferencesincommunication.Peopleofdifferentcultureshavetheirpreferencesandhabitsofcommunicationandcross-culturalnegotiationsinthenegotiatingpartiesoftenbelongtodifferentcultures,havetheirowncustomarymeansofcommunication.Accustomedtodifferentmeansofcommunicationbetweenthepartiestoconductamoredepthincommunication,oftencauseawiderangeofissues.Fromcountrieswithahighcultureofthenegotiatorsandthosefromcountrieswithlowcultureofthenegotiatorsmaybeindifferentwaysofexpressionduringthenegotiationprocess.Fromcountrieswithahighcultureofthenegotiatorsmaybechoseneuphemism,indirectwaystoexpresstheirmeaning.Whilefromlowcultureofthenegotiatorspreferenceforusingoralexpressiontonegotiate,directorreceiveaclearmessage,straightforwardmeanstoexpressthemselves.Thesetwonegotiatorsfromdifferentculturesduringthenegotiations,thepartythinktheothersideisoftentoorough,whiletheothermaythinkthattheothersidelackofgoodfaithinnegotiations,ormisunderstandingthesilenceofeachothersconditionsforitsapproval.

thenegotiationstyle

Thenegotiationstyleisthemainbearingandtheattitudewhichdisplaysinthenegotiationsactivities.thestyleofnegotiationsinthecourseofnegotiators’behavior,conductandcontrolofthenegotiationprocessofthemethodandmeans.NegotiatorsnegotiationsStylewithadeepculturalstigma.CulturenotonlydeterminestheEthicsCodeofEthicsfornegotiators,butalsoaffectsthewayofthinkingnegotiators’behaviorandpersonality,sothatmakethenegotiatorsofdifferentculturalbackgroundsformaverydifferentstyleofnegotiation.Negotiatingstyleofthenegotiationprocessforthenegotiationsbetweenthetwosidesapproachtherelationship,contacts,andeventhestructureofthenegotiationshasadirectimpact.

Adheretoculturaldifferences,negotiatingstylescanbedividedintotwotypes:thenegotiationstyleofOrientalandWesternstylenegotiations.OrientalstyleisbasedonnegotiationsasthebackgroundoforientalcultureofAsiancountriesnegotiationstyles,withJapan,SouthKoreaforatypicalrepresentative:

Japanesebusinessmenareconservative,attentiontostatus-oriented,creditandtheinitialcooperation,co-dependentrelationshipbetweenstressandgoodatnegotiating.Japaneseattachedgreatimportancetothenegotiationsinthetransactiontoestablishharmoniousinterpersonalrelationships.IftherehadbeencontactswithJapanese,beforethenegotiationsshouldberecallthepastexchangesandfriendshipbetweenthetwosides,whichwillbebeneficialtothenextnegotiations.Theydidnotsupportandhabitthedirect,purelycommercialactivities.IfitisthefirsttimetoestablishtraderelationswithJapanese,thepartyresponsibleforhigherstatusinchargevisitsinoppositepartyenterpriseatthesamelevelstatuspersoninchargeisextremelyimportant,itattachedgreatimportancetoJapanesecompaniesandthetradingrelationshipwithyou.WhennegotiationswithJapan,it’sthebesttosendstaffrankandstatusathigh-levelthantheotherside.Thiswillfacilitatetheconductofthetalks.ItshouldalsobenotedthatJapanesewomensstatusinsocietyislower,generallytheynotallowedtoparticipateintheoperationandmanagementoflargecompaniesactivities,theJapanesearealsoinanumberofimportantoccasionsofnon-female.Therefore,whenencounteredformalnegotiationsgenerallynotappropriatetoallowwomentoparticipatein,orelsetheymaybeskeptical,andevenexpresseddissatisfaction.

Koreancharacterstubborn,oftenstucktotheirownviewsinthenegotiationsandwillnoteasilycompromise.Inthiscasewemustgraspthestrategy,itisnecessarytoadheretoargue,butalsocommonsensetomasteracertainsenseofpropriety,andsometimesalsoneedtobepatient.Ontheotherhand,SouthKoreainthenegotiationsseldomtoexpresstheviewsdirectly,oftenneedtheothersidetotrytofigureout,inordertoaccuratelyunderstandthemeaningofeachother,SouthKoreamayaskthesamequestionrepeatedly,sothatwhenmakingdecisionstoensurethecorrectness.AndSouthKoreasignedacontractdoesnotmeanthattheirsuccesswillnotbechanged,forotherreasonstheywouldseektoamendorre-startnegotiationswithyou.

Western-typestyleofnegotiationisbasedonWesterncultureofEuropeandtheUnitedStatesasthebackgroundstyleofnegotiations.ThemainrepresentativesaretheUnitedStatesandUnitedKingdom.

Americansoftentalkabout“BusinessisBusiness”(businesstothebusiness)meansdoingbusinessneedtonotrecognizeonesownclosestrelatives,insistontheprincipleofthingsnotforpeople.“Timeismoney”,“moneyiseverything”istheunswervingcredoofAmerican.Theirbusinessactivitiesisoftenstraightforward,beanxiousforsuccess,businesscamestraighttothepoint,theyalwayspickingupthephonetotalk,sitdownandgetstraighttothepoint,Theycalculatetheprogressbythehourandthenumberofdays,theiropponentsoftenfeelpressurefromthem.Americanbusinessmendonotliketheuseanagentorparticipateinnegotiationswiththeconsultant,giveotherstheimpressionthattheycansayonbehalfofthecompany.Theyliketositdowntodobusinessimmediately.Inaddition,theUnitedStatesbusinessmenattachedgreatimportancetoeconomicbenefits,theyhaveaslangcalled:“BangforBuck”,thatis,withminimumcapitalinvestmenttoobtainthegreatestbenefit.

Britishmerchantsengagedincommercialactivitiespaymoreattentiontoinformaltradersthanothercountriesintheworld,butalsomoreconservative.Eventoday,theworldhasenteredtheelectronicinformationage,intheUKbytelephonetotalkaboutbusinessisunacceptable.Britishbusinessmenaremorewillingtomakefullpreparationsinadvance,andthenface-to-facetalks.Aslongastheydonotbelievethatthedetailsofasettlementwillnotsolve,theywillneversign,allmusthavetodoasrule.AsaresultoftheBritishverygreatimportancetotheposition,thetitleisalsoveryimportanttothem.Therefore,theselectionstatusofthepersonasabrokerofhighlyinfluentialbusiness,politicalforcesandtheroleoftradeunionsinthebusinessalsocannotbeneglected.

Ofcourse,italsomustpayattentiontotheactualnegotiationsprocess,althoughthesameculturalbackgroundofthenegotiators,thetalkstherewasacleardifference,butsubjecttosub-culture,aswellasotherfactors,thesameculturalbackgroundofindividualnegotiators,thenegotiationsstylecanbeverydifferent.

Culturalvalues

Culturalvaluesismeasuretheconsequencesofpeoplesbehaviorandstandards.Theyaffectingthewayofpeopleunderstandingtheproblemsandwillgiverisetoastrongemotionalimpact.Indifferentcultures,valueswillbeverydifferent.Cultureinaveryappropriatebehaviorinanotherculturemaybeseenasimmoral.Forexample,Americansbelievethatnepotismisimmoral,howeveritasanobligationatthemajorityofLatinAmericanculture.Therefore,theUnderstandingofacertainsocietyinpopularaswellastheseideasinthepersonalbehaviorthedegreewhichrespectsisveryimportant.Ourdiscussionsherewillfocusonthoseactivitiesisessentialtounderstandthesocio-economicvalues,morespecifically,istheseforpromotethecross-culturalcommunicativecompetenceandthevaluesisworthnoting.

Ethics

Chinahasheavierethics.“Acquaintance”and“relationship”hasitsownspecialmeaningandsignificance,oncetherelationshavebeenestablished,thetwosideshavebecomeacquaintancesorfriends,andgenerousconcessionstohelpthesituationappear,andthedegreeoftrustandtolerancewillbeimproved,sotheChinesepeoplehavemoreoralagreement.Americansisnotthecase,theydonotpayattentiontocultivatingthefeelingsofbothsides,andattemptstoseparatebusinessandfriendship.Todealwiththeproblem,oftenusedthelegalmeans,lawyerscomeforwardtosolvetheproblemiscommon,itisflexibleandnotrigid,weshouldclearlyrecognizethispoint.However,oncesignthecontract,theyareverymuchfocusedonthelegalcontract,theperformanceofthecontractishigher.TheChinesedelegationtotheWest,maybealongtimenoonecouldentertain,andthismisunderstandingofthepeoplearenotinterestedintheirvisit;EuropeanscometoChina,Nomatterwhattheydomayfindthattherearepeoplewhoaccompanied,andthismisunderstandingofthepeoplelackoftrustinthem.Offoreignvisitors,aseniorcaretoomuch,nottomentiondinner,oftenmistakenlybelievethatthisexpressedhiscompanysproductsorhaveapreference,thisinfactistheChinesehospitality,Thiscanleadtosubsequentdisappointment,andevencomplain.

awareness

InthecourseoftheChineseandWesternculturaltraditionsanddifferentculturalvalues,onthenegotiationsissuestendtohaveaconfrontationormisunderstanding.Chinasnationalcharacterhasaveryremarkablephenomenon,thatisSettlesonthefaceorthedignity.Atthenegotiatingtable,ifmakeachoicefrom“decent”and“interest”,boththeChinesepeoplewilloftenchooseto“decent.”WhydotheChinesepeoplewanttosavefaceatallcosts?BecauseoftheideologicalcoreofChinesecultureisagroupconsciousness.Inaccordancewiththesensethateachoneisnotaseparateperson,butlivinginacertainsocialrelations,andnofacewillnotthefaceofothers,thereisnofaceonthepeopleandwillnotbeabletoliveinthesocialandgrouplife,andmayevenbeabandonedbysocietyandthegroups.ButnotlikeWesterners,theyvaluetheinterestsofnegotiations,theywillnothesitatetochooseinterestfrom“decent”and“interest”ofthetwo.Chinesepeopleregardingnegotiationsresultwhethercanbringhonorfortheirface,looksextremelyimportant,aswellassomeWesternnegotiatorsintheirworkscautionedChinainthetalks,wemustnotethatuseofChinasnationalcharacter.ItisclearthatonlyacorrectunderstandingandproperlygrasptheexistenceofChineseandWesterndifferencesinnationalcharacter,caneffectivelyhelpusinatimelymannertocorrectourownshortcomingsandstrengthenourownadvantagesanduseofothersshortcomingstocollapseofothersstrengths.

theconceptofcollective

Chinasconceptofcollectiveastrongeremphasisoncollectiveresponsibility,Thereforethenegotiationspatternbasicallyisthecollective,buttomakethefinaldecisionsareadecisiveone,andeventhedecisiveonesimplyhasnotenteredthestage.Thisisknownastheculturalexpertsof“highfromtherighttoculture”,intheeventofdifficultissuesmorecomplicated,thenegotiatorsonthedifficultdecisions;andtheWesterncultureofJuristswhichwasreferredtoas“lowfromtherighttoculture”,onthesurfaceisoneortwopeopleout,negotiatorshavebeengiventheappropriatepermissions,orassistedinitsdecision-makingthink-tank,whichinthenegotiations,thesoleresponsibilityofthenegotiationswereheavier,higherandmoreflexible.

theconceptoftime

Conceptoftimeandhowitdecidedthepeoplesactionplanforinternationalbusinessnegotiationshasabroadimpactoftheinvisible.Thedailynegotiationsbehaviormanifestsobservesthedifferenceaspectoftimemaybeisthemostobviousresultsoftheperformance.Jewishbusinessmenattachedgreatimportanceoftime.Theyalwaysbelievethattimeisnotmoney,timeandgoods,isthecapitaltomakemoney.Moneycanborrow,buttimecannotbeborrowed,thetimeismorevaluablethanmoney.AwealthyJewishincomeof200,000USdollarsmonthlyhavebeenconsideredsuchanaccount:hisdailywageis81000dollars,thenabout17.dollarsper