【正文】 畢業(yè)論文（設(shè)計(jì)）On the Styles of International Business Negotiation—— From a Cultural Perspective 1. Introduction 12. Brief Introduction to International Business Negotiation 2 Definition of international business negotiation 2 The aim of international business negotiation 3 Differences and International Business Negotiation 4 Definition of culture 4 Cultural factors in international business negotiation 5 Time 5 Space 6 Body language 6 Individual and collective behavious 7 Pattern of munication 7 Emphasis on personal relations 84. Personal styles and their optimal application 8 Passive 9 Intimidating 10 Technical 11 Financial 13 Legalistic 14 151. IntroductionInternational mercial negotiation is a zerosum game that pits every gain against a loss. And when successfully pleted, losers believe they39。ve won and winners give every indication of bearing up under defeat. Language and fortitude are used to create a belief that everyone will walk away from the table with “enough” even if one side39。s portion (hopefully the opponent39。s side) is far less than forecasted. Each negotiator must choose a style that will best serve their goal. The same style will not work in every situation, nor will every situation permit every Style. Negotiators must be flexible, able to change style as easily as they change locale. The same research skills that have been focused outward should now be turned inward, as honest and thorough selfassessment will permit the most appropriate choice of personal styles.This thesis is going to talk about the styles of international business negotiation from the cultural perspective. Combining with the current situation of international business negotiation, this thesis analyzes how the cultural factors affect the styles of negotiation and the influence.2. Brief Introduction to International Business Negotiation Before starting to talk about the styles of international business negotiation, it is necessary to understand the definition of international business negotiation and what it aims. Definition of international business negotiation First of all, the definition and aim of negotiation is of great importance, also the problem needs to be found out in business negotiation. James Wall (1985:4) thinks that business negotiation is a process through which two or more parties coordinate an exchange of goods or services and attempt to agree upon rate of exchange for them。 and Ways Max (1979: 15) defines it as a process in which two or more parties, who have both mon interests and conflicting interests, put forth and discuss explicit proposals concerning specific terms of a possible agreement. What Wall and Ways Max say essentially have no differences. It is a kind of municative process of economical activity. The primary objective may be an agreement or any other oute indigenous to or resulting from the ongoing exchange。 its core lies in the interplay of two phrases, mon interests and conflicting interests. The core task of negotiation have two faces, the one is the attempt to persuade people。 the other is to understand or receive the point which is offered by yourself and basic interest which kept by yourself and the behavior way which is adapted by yourself. The negotiation is not only the interest shared by two sides, but also a kind of cooperative action. Good interpersonal relations are helpful for the success of negotiation After all, negotiation is on the basis of cooperation. It’s a kind of cooperation, as well as the petition. The negotiation is a particular style in munication. They have their mon during the negotiation. Their internal ideas of two sides whether they are same or different are reflected by language. As language is the means which the two negotiators can manifest their option correctly, it is the tie and bridge which can relate two negotiators and the paste which can harmonize the relations of two sides. The language in negotiation should make sure that transferring the correct information without any ambiguity, otherwise that will lead to misunderstanding even worse。 it can lead to great damage from failure negotiation. Factually, the two sides of negotiation all expect to establish a long friendly cooperative relation and pany relation through the negotiation. The cultivated language and polite language of the negotiators are useful to establish well interpersonal relations in order to create the dreamful negotiate atmosphere. The friendly atmosphere is not only the products of good interpersonal relations, but also the manifestation of good interpersonal relations. The aim of international business negotiation The above has put forward the definition of negotiation。 so let’s talk about what is the aim of negotiation. Generally speaking, the answer is business or money, which is a kind of money idea. In order to reach the objection, some businessmen deceive others so as to gain more profits. These deceits way do damage to pany and the prestige of the nation. In fact, the aim of negotiation is to satisfy mutual need as much as possible. For this, people put forward kinds of conditions and enough reasons for these conditions. When doing this, it must require a process. Negotiation should draw support fro