OntheStylesofInternationalBusinessNegotiation

毕业论文〔设计)thorough self-assessment will permit the most appropriate choice of personal styles.This thesis is going to talk about the styles of international business negotiationfrom the cultural perspective.Combining with the current situation of internationalbusiness negotiation,this thesis analyzes how the cultural factors affect the styles ofnegotiation and the influence.2.Brief Introduction to International Business NegotiationBefore starting to talk about the styles of international business negotiation,it is necessaryto understand the definition of international business negotiation and what it aims.2.1 Definition of international business negotiationFirst of all,the definition and aim of negotiation is of great importance,also the problemneeds to be found out in business negotiation.James Wall (1985:4)thinks that businessnegotiation is a process through which two or more parties coordinate an exchange of goods orservices and attempt to agree upon rate of exchange for them;and Ways Max(1979:15)definesit as a process in which two or more parties,who have both common interests and conflictinginterests,put forth and discuss explicit proposals concerning specific terms of a possibleagreement.What Wall and Ways Max say essentially have no differences.It is a kind ofcommunicative process of economical activity.The primary objective may be an agreement orany other outcome indigenous to or resulting from the ongoing exchange;its core lies in theinterplay of two phrases,"common interests"and "conflicting interests".The core task of negotiation have two faces,the one is the attempt to persuade people;the