英文論文標(biāo)準(zhǔn)格式范文

英文論文標(biāo)準(zhǔn)格式范文第1篇英文論文標(biāo)準(zhǔn)格式范文第1篇英文論文致謝

Acknowledgements:

Iwouldliketograntoceansofthankstoallmyrespectedteachersandfriendswhohaveofferedmecordialassistanceduringthetwoandahalfyears.

Firstandforemost,IoweaspecialdebtofgratitudetomyrespectedsupervisorProfessorLiChangbao,forhispatientguidance,insightfulsuggestionsandthroughthewholeprocessofmythesis.Withouthisandinvaluablesuggestions,itwouldreallybeadifficulttaskformetocompletethisthesisbymyself.

Specialthanksshouldalsogotoalltheexcellentprofessorswhohavetaughtmeinthisuniversityoverthepasttwoyears,forleadingmeintothefieldofresearchwork,andgivingmetremendousinspiration,courageandconfidenceduringmystudyhere.Theirinsightfullectureshavemademystudydelightfulandenjoyable.

Finally,IamalsodeeplyindebtedtoallmyfamilymembersandfriendsfortheirencouragementwhichinspiresmeeverytimewhenIhavenomotivationtocontinue.

Imustmentionallmyroommates,whogivemeacomfortableatmospheretostudyanddomealotoffavorwhenIneedhelp.

Acknowledgements:

Iwouldliketoextendmydeepgratitudetoallthosewhohaveofferedmealotofhelpandsupportintheprocessofmythesiswriting.

Firstandforemost,mysincerethanksgotoProfessorLiChangbao,mysupervisor,whohasofferedmenumerousvaluablecommentsandsuggestionswithandencouragedmeprofoundlythroughoutmypostgraduatestudy.Withouthispainstakingteachingandinsightfuladvice,thecompletionofthisthesiswouldhavebeenimpossible.

Also,Iowemanythankstoalltheprofessorswhohavetaughtmeduringmypreviousstudyinthisuniversity,forleadingmeintoachallengingyetfascinatingfieldofacademicresearch.TheprofitthatIgainedfromthemwillbeoftomyfutureresearch.

Lastbutnotleast,Iamdeeplyindebtedtomyfamilyandfriends,whohavehelpedmeandsharedwithmemyworries,frustrations,andhappiness.

Acknowledgements:

ThewritingofaPhDdissertationisnotaneasytask,especiallyforsomeonewhohasjustbegunheracademicjourney.Duringtheevolutionofthisdissertation.Iamdeeplyindebtedtoanumberofpeoplewhohaveguidedandsupportedmeinmanyways.

Iwouldliketoexpressmyutmostgratitudetomyresearchsupervisor.ProfessorShenLiforhersincereandselflesssupport,promptandusefuladviceduringmyresearch.Shegivesmealifetimeunforgettablememoryofherbenevolence,patience,intelligence,diligenceanderudition.

MygratitudealsogoestoProfessorChuXiaoquan,QuWeiguoandShenYuanoftheDepartmentofEnglish,CollegeofForeignLanguagesandLiterature,FudanUniversity.Theygavemesubstantialsuggestionsfortherefinementofthisdissertationduringmypre-oraldefense.

IwouldalsoliketothankProfessorZhangChunbaioftheCollegeofForeignLanguages,EastChinaNormalUniversity.ProfessorHuangGuowenoftheCollegeofForeignLanguages,ZhongshanUniversityandProfessorWangTongshunoftheCollegeofForeignLanguages,ShanghaiJiaotongUniversity,forcarefulreviewofmydissertationandtheirvaluablecomments.

IwouldliketoextendmyspecialthankstoProfessorWuZhongweiofInternationalCulturalExchangeSchool.FudanUniversity.BeingmysupervisorduringtheMAstudies,heawakenedmyinterestinSLAandTCSOLinparticular.ThesamegratitudealsogoestoProfessorChenLiangminoftheDepartmentofFrench,CollegeofForeignLanguagesandLiterature,FudanUniversity.HeintroducedmetheeleganceoftheFrenchlanguagewhichIchoseasmymajorforbachelor'sstudyandIwouldneverforgetwhatIhavelearntfromhim.

MyspecialthanksalsogotomymentorProfessorShenXiaoxiaoofInternationalCulturalExchangeSchool.FudanUniversity.Heprovidedmetremendousguidanceandsupportformyadministrativeworkasmasterstudents'counselorandbuiltaperfectmodelofateacher,anadvisorandaleader.

IamalsogratefultoMmeZhangShiyu'LiLin.ShenAnyiandHeShijinfortheirspiritualsupportduringmyproject.Iamalwaysindebtedtotheencouragementstheygaveme.

Lastlyandmostimportantly.Iwouldliketoacknowledgetheendlesssupport,encouragementpatienceandunderstandingofmyfamily.TheygavemetheincentivetodothisworkandhaveputupunquestioninglywiththedifficultpersonthatIhadbecomeinthelastfewcriticalmonthsoffinalizingthisdissertation.Ilovethemforever.

Acknowledgements:

Firstandforemost,IwouldliketosendmysinceregratitudetomysupervisorProfessorLiChangbao.Withouthisdevotedguidanceduringthewholecoursefromtheselectionofthetopictothefinalmanuscriptandtheeffortshehasmadetorevisethemanuscript,thisthesiswouldnotbewhatitisnow.Meanwhile,duringthepasttwoandhalfyears,healsoprovidedmewithvaluablesuggestionsaboutstudyandlifewhichmaybenefitmeinmywholelife.

Hightributeshallalsobepaidtoalltheteacherswhohavetaughtmeduringmygraduatestudy.Profoundandintelligent,theyendowedmewithnewinsightstowardsmystudy.Amongthoseteachers,IamreallygratefultoMr.TengChaoandMs.ChenXianghongwhoaresogentleandconsideratetosharewithmetheimportantmaterialsIneedwhenwritingthethesis.

Finally,Iamindebtedtomyparentsandfriendswhohavealwayssupportedmeandencouragedmeduringthecourseofthethesiswriting.

Acknowledgements:

Theacconq)lishmentofthisthesisisowingtotheunreservedinstructionandpersistentendeavourfromalotofpeople,towhomIwouldexpressmysinceregratitude,forthisthesiscan'tcomeintobeingwithouttheirjointeffort.

Firstandforemost,mysincerestthanksgotomydistinguishedsupervisor,ProfessorShaoZhihong,whoisalwaysgrantingmeconstantinstruction,andshowingmeanenlightmentwhenI'minconfusion.Fromthethesisproposal,structuretothecontent,hehasgivenpreciousinspiration.Iamdeeplyencouragedbyhisprofoundknowledge,insightfulteachingandconscientiousmodification.

Secondly,mysincereappreciationalsogoestoallcourseinstructorswhoseexcellentprofessionandgoodvirtuehavepresentedmewithwisdomandintuition.Thanksfortheirgeneroussharingwhichhaspreparedmeforthethesis.

Finally,I'dliketoextendmythankstomyparentsandmyfriendswhooftengivemecareandencouragementintheprocessofmystudy.Undertheirlove,IcangowithstrongmotivationandpowerandthatnowIcanbehere,completingmypostgraduatestudysmoothly.

Acknowledgements:

Beforeconcludingthisthesis,Iwouldliketotakethepreciousopportunitytoextendmywholeheartedgratitudetoallwhohavebeenhelpingmewithmyaccomplishmentofthispaper.

Firstandforemost,Iowemydeepestgratitudetomydistinguishedsupervisor,ProfessorYanJinglan,whoempoweredmewithinspirationandinstruction,guidedmeincollectionofabundantmaterials,andenlightenedmewhileinconfusion.Iamdeeplygratefulforthecontinuoussupportthroughoutmypost-graduatestudy,especiallyduringthetimeIstudiedatImperialCollegeLondon.Withoutherdedicatedassistanceandinsightfiilsupervision,IwouldnothavethecouragetopursueforanothermasterdegreeatImperial,letalonethisthesis.

MysincereappreciationalsogoestomyprestigiousmasterprogrammeteamatEastChinaUniversityofScienceandTechonlogy,justtonameafew,ProfessorYuYuguo,ProfessorShaoZhihong,ProfessorWangJianguo,ProfessorYangHuimin,Ms.ZhangPan,Ms.LinMei,etc.,whosethought-provokinginstructionimpartedprofoundknowledgeandmoralityandwhoaccreditedmetheopportunitytostudyabroadandexperienceintheglobalcontextwithinmypost-graduatestudy.

Lastbutnotleast,IamsogratefialtotheprogrammeteamatImperialCollegeBusinessSchool,whichallowedmegettingaccesstothefacilitiesanddatapolls,representedbyMarcoMongiello,MBAprogrammeseniordirectorandFrankieGalati,seniorandassociateprofessorSankalpChaturvedi,supportingmewithdirectdataandkeyfactsaboutcoursedesignsthroughpersonalemailsandinterviews.Withouttheirkindestassistance,thisstudywouldhavegonenowhere.

英文論文標(biāo)準(zhǔn)格式范文第2篇一、英語論文的標(biāo)題

打印時(shí),如無特殊要求,每一行均需doublespace,即隔行打印,行距約為(論文其他部分行距同此)。

就學(xué)生而言,如果英語論文篇幅較短,亦可不做標(biāo)題頁(及提綱頁),而將標(biāo)題頁的內(nèi)容打在正文第一頁的左上方。

接下來便是論文標(biāo)題及正文(日期與標(biāo)題之間及標(biāo)題與正文第一行之間只需隔行打印,不必留出更多空白)。

二、英語論文提綱

英語論文提綱頁包括論題句及提綱本身,其規(guī)范格式如下:先在第一行(與打印紙頂端的距離仍為左右)的始端打上Thesis一詞及冒號(hào),空一格后再打論題句,回行時(shí)左邊須與論題句的第一個(gè)字母上下對(duì)齊。

主要綱目以大寫羅馬數(shù)字標(biāo)出,次要綱目則依次用大寫英文字母、阿拉伯?dāng)?shù)字和小寫英文字母標(biāo)出。

各數(shù)字或字母后均為一句點(diǎn),空出一格后再打該項(xiàng)內(nèi)容的第一個(gè)字母;處于同一等級(jí)的綱目,其上下行左邊必須對(duì)齊。

需要注意的是,同等重要的綱目必須是兩個(gè)以上,即:有Ⅰ應(yīng)有Ⅱ,有A應(yīng)有B,以此類推。

如果英文論文提綱較長,需兩頁紙,則第二頁須在右上角用小寫羅馬數(shù)字標(biāo)出頁碼,即ii(第一頁無需標(biāo)頁碼)。

三、英語論文正文

有標(biāo)題頁和提綱頁的英語論文,其正文第一頁的規(guī)范格式為:論文標(biāo)題居中,其位置距打印紙頂端約5cm,距正文第一行約。

段首字母須縮進(jìn)五格,即從第六格打起。

英文論文標(biāo)準(zhǔn)格式范文第3篇1、內(nèi)容要求：

2、格式要求：

圖、表、公式均應(yīng)有編號(hào)，編號(hào)使用阿拉伯?dāng)?shù)字編排，從“圖1”、“表1”和“(1)”連續(xù)編號(hào)順延到“主要參考文獻(xiàn)”之前。圖、表、公式較多時(shí)，可分章編號(hào)。

圖、表均應(yīng)有文字標(biāo)題，圖、表的編號(hào)與文字標(biāo)題之間用冒號(hào)隔開，圖的編號(hào)和標(biāo)題應(yīng)位于圖的下方居中，表的編號(hào)和標(biāo)題應(yīng)位于表的上方居中，表的編排建議采用國際通行的`三線表。

公式應(yīng)另起行并左縮進(jìn)若干字符，與周圍文字留出足夠的空間區(qū)分開。如有兩個(gè)以上的公式，應(yīng)用從“1”開始的阿拉伯?dāng)?shù)字進(jìn)行編號(hào)，并將編號(hào)置于括號(hào)內(nèi)。公式的編號(hào)應(yīng)右端對(duì)齊，標(biāo)注于該式所在行(當(dāng)有續(xù)行時(shí)，應(yīng)標(biāo)注于最后一行)。

較長的公式需要轉(zhuǎn)行時(shí)，只能在+，-，×，÷，處轉(zhuǎn)行。上下式盡可能在等號(hào)“=”處對(duì)齊。公式中分?jǐn)?shù)線的橫線，其長度應(yīng)等于或略大于分子和分母中較長的一方。如正文書寫分?jǐn)?shù)，應(yīng)盡量將其高度降低為一行，如將分?jǐn)?shù)線書寫為“/”，將根號(hào)改為負(fù)指數(shù)。

英文論文標(biāo)準(zhǔn)格式范文第4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.ItshouldalsobenotedthatJapanes