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调查问题

来自不同文化背景的谈判者们的主要跨文化差异和共同点是什么？

这些跨文化差异通过哪些方式影响协商？

如何克服跨文化当中的差异，避免导致交易失败的误解？

文化的含义

在英国著名作家雷蒙▪威廉斯看来，鉴于“文化”多种多样的含义，它是英语当中最为复杂的单词之一。

通常，当有人问起文化的含义时，大部分人会对文化定义做出这样一些回答：一种生活方式，传统，一套规范，艺术，信仰，价值观，语言，食物，宗教等等。事实上，上面提到的所有答案都是正确的，因为文化包括了这所有，甚至文化定义在不同文化背景下本身就是不一样的，它源自每个人的个人经验。赫斯科维茨认为，文化可以包括地理，也同样可以包括实物和工件。

正如霍尔提到的，文化是人们的中间媒介，人们生活的每一个方面都会被文化改变，因此，去了解别人是如何定义这种媒介以及相关概念十分重要。曾经游览或者在其他国家工作过的人往往会认同文化差异的存在。外国人通常将食物，服装，交通，家庭成员之间的关系，语言等视作文化差异的例子。

Research questions

What are the main cross-cultural differences and similarities between negotiators from different cultures?

In which ways these cross-cultural differences can affect a negotiation?

How to overcome the cross-cultural differences and avoid misunderstandings that can prevent a deal to be closed successfully?

Meaning of Culture

According to the famous British writer Raymond Williams (1983), culture is one of the most complicated words in the English language to be explained, due to its variety of meanings.

Frequently, when somebody ask about the meaning of culture, most people come up with the following responses about what defines culture: a way of life, traditions, a set of rules, art, beliefs, set of values, language, food, religion, etc. In fact, all the answers above cited are right, because culture includes all of them, and even the definition of culture is really culturally different, because is based on each person's own experience and according to Herskovits (1955), culture may include geography as well as material objects and artifacts.

As Hall (1976) notes, culture is a man's medium, and every single aspect of human life is altered by culture and therefore, it can be valuable to explore how others have defined this medium and related terms. People who have visited or worked in another country will agree that cultural differences exist. The foreigner usually paints to such things as: food, dressing, tipping, relation between family members and la本论文由英语论文网提供整理，提供论文代写，英语论文代写，代写论文，代写英语论文，代写留学生论文，代写英文论文，留学生论文代写相关核心关键词搜索。