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下面是读文网小编整理的商务英语论文范文,希望对大家有帮助。
Contents
Introduction…………………………………………………………………………..1
Chapter One Cultural Differenceces………………………………………………..1
1.1 The Definition of Culture………………………………………….....................1
1.2 Causes of Cultural Differences………………………………………………….2
1.2.1 Regional Differences……………………………………………………….2
1.2.2 Ethnic Differences…………………………………………………………2
1.2.3 Political Differences……………………………………………………….2
1 .2.4 Economic Differences…………………………………………………….2
1.2.5 Religious Differences………………………………………………….......3
1.2.6 Value Differences………………………………………………………….3
1.2.7 Law and Ethics Differences……………………………………………….3
Chapter Two Impact of Cultural Differences on International Business Negotiations…………………………………………………………………………..3
2.1Impact of Value Views Differences on International Business Negotiations 4
2.1.1Impact of Time View Difference on Negotiation. 4
2.1.2Impact of Equality View Difference on Negotiation. 5
2.1.3 Impact of Objectivity Difference on Negotiation. 6
2.2 Impact of Negotiating Style Differences on International Business Negotiations. 6
2.3 Communication Process…………………………………..
3. Coping Strategy Of Negotiating Across Cultures. 9
3.1 Making Preparations before Negotiation. 9
3.2 Overcoming Cultural Prejudice. 10
3.3 Conquering Communication Barriers. 10
Conclusion 11
Bibliography 12
Acknowledgements 13#p#副标题#e#
摘 要
不同文化条件下的商务谈判就是跨文化谈判。在世界经济日趋全球化的今天,随着国际间商务交往活动的频繁和密切,各国间的文化差异就显得格外的重要,否则将会引起不必要的误会,甚至可能直接影响商务交往的实际效果。这味着如何化解各国不同文化背景在国际商务谈判中是非常重要的。文章从文化差异的类型入手,然后解释了这些文化差异对国际商务谈判的影响,最后分析了如何正确解决谈判过程中文化差异的问题。文章强调了这样一个观点,在不同国家商务谈判中,谈判员应该接受对方的文化,并试图是自己被对方所接受,然后在有效沟通的帮助下做出正确评估,并找出它们之间的真正利益。此外,们应该尽可能的清楚的了解并发现对方的文化。这对文化谈判的成功至关重要。
关键词:文化,文化差异,商务谈判,影响
Abstract
The business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the business negotiations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article commences from the types of culture differences, then it explains the impacts of these culture differences on international business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other party’s culture, and try to make him be accepted; then make a correct evaluation with the help of valid communication and discover their real benefits between them. Besides, we should know clearly and try to accept the culture differences as possible as we can. It is very important for the success of culture negotiations.
Key words: Culture, Clturaltal differences,Business negotitation,Impact
Introduction
Along with the advancement globalization and China’s WTO entry, business enterprises in China have to face more and more business negotiations with foreign enterprises, especially with American enterprises. In these negotiations, Chinese negotiators sometimes feel uncomfortable, puzzled, lost, irritated and the alike, because of unfamiliar custom and behaviors demonstrated by American negotiators. Meanwhile, American negotiators confront the same situation. Cult rural differences between China and west countries could cause many problems. Therefore, understanding cultural differences and overcoming them is crucial in international business negotiations.
Although the definition of culture is numerous and vague, it is commonly Recognized that culture is a shared system of symbols, beliefs, values, attitudes and expectations. Culture is a major determinant in business negotiation. So have a clear picture of culture differences if of great significance.
Chapter One Cultural Differences
The east countries and west countries have produced different cultures on the different continents. Among the different cultures, value views, negotiating style and thinking model appear more obvious.
1.1 The Definition of Culture
Culture is a national system of specific concepts and values. These concepts become people’s behavior during their life and work. As early as 1952, Kroeber and Kluckhohn listed 164 definitions of culture that they found in the anthropology literature. Of course, many new definitions have appeared since then. For example, some scholars gave such definition that culture is an integrated system of learned behavior patterns which are characteristic of the members of a society and not the result of biological inheritance. In the thesis, culture refers to the knowledge, beliefs, arts, laws, morals, customs, habits, and capabilities acquired by individuals who interact in a specific area of society.
1.2 Causes of Cultural Differences
The impacts of regional differences, ethnic differences, political differences, economic differences, religious differences and value differences on people’s life are embodied in the catering, clothing, housing, holidays, rituals and other material and cultural life in all aspects. These result in cultural differences in different countries and regions.
1.2.1 Regional Differences
Regional differences refer to that people in different geographical regions often have different languages, life styles and hobbies because of the differences of geographical environments, levels of economic development and traditions, which would affect their behavior and habits. For example, western countries pay more attention to Christmas, while the regions have no snow, such as some African countries near the equator, where people have no idea of Christmas. The reason is that the best decoration to Christmas is snow, but people near the equator are not familiar with the snow which never falls on there.
1.2.2 Ethnic Differences
Ethnic differences refer to that different ethnic groups in the process of long-term development form its own languages, customs, habits and hobbies. They have their own characteristics in their diet, clothing, housing, holidays, rituals and other material and cultural life.
1.2.3 Political Differences
Political differences mean that policies and regulations of the political system standardize the behavior of the people’s role so that people under different political system have different political concepts. Take America and France for example: the power of American president is strictly limited by the Constitution and the other two authorities---Congress and Supreme Court. While France has to expand their president’s power due to their own conditions.
1 .2.4 Economic Differences
Economic difference is a reflection of the cultural differences due to economic factors. For example, people in the western developed countries have the rich life, and receive the high education so that they pay more attention to the quality of life, and they have good safety awareness. But in the Third World, especially the developing countries, people are more concerned with the problem of food and clothing. So this is reflected in cultural differences.
1.2.5 Religious Differences
Religion is a historical product with human beings developing into a certain stage. There are three main religions in the world: Christianity, Buddhism and Islam. Christian (Protestant) is predominant in northern Europe, North America and Australia; Christian (Catholic) is predominant in Western Europe and South American countries. Islam largely scope of the Middle East and North Africa. Many people in Asia regions believe in Buddhism. Different religions have different cultural trends and precepts, which affect the way that people understand things, conduct and values.
1.2.6 Value Differences
Value concepts mean people’s evaluation criteria to human being’s internal world. It contains time value, wealth value, the attitude toward life and risk. To the same problems, different people in different societies have different views or even diametrically opposite views. For example, parents in western countries tend to cultivate children to be independent. They encourage their children to deal with their personal things by themselves. Parents in eastern countries, however, always spoil their children. They always help their children finish some things which the children have the ability to cope with by themselves.
This causes their dependence on their parents even when they grow up. This shows that different countries share different values.
1.2.7 Law and Ethics Differences
Law and ethics is an integrated system, but sometimes they are contradictive in business negotiation. Western people like to deal with things according to laws. They usually go to negotiate with accompaniment of their lawyers. On the contrary, eastern people pay more attention to ethics rather than laws. In their eyes, business ethics refers to the measurement of business behavior based on standards of right or wrong, rather than relying entirely on principles of accounting, management or laws.#p#副标题#e#
Chapter Two Impact of Cultural Differences on International Business Negotiations
With the rapid development of economy, we need to do business with businessmen under different culture background, so in order to reach trade agreement, it is necessary for us to study the impact of culture differences on international negotiation in global business activities. The impact of culture differences on international negotiation is extensive and deeply. Different cultures divide the people into different group and they are also the obstacles of people’s communication. Accordingly, it is required that the negotiator should accept the culture of each other. Furthermore, through culture differences, it is important that the negotiator reveal and understand the other party’s goal and behavior and make him or herself be accepted by the opponent to reach agreement finally
2.1 Impact of Value Views Differences on International Business Negotiations
Value Views Differences on International Business Negotiations fall into three types: time view, negotiation style, thinking model. Each has big influences on business negotiation
2.1.1 Impact of Time View Difference on Negotiation.
The time view which affects the negotiator’s behavior varies from east countries to west countries. The oriental or the Chinese negotiators are usually cautious and patient. They need to go through the phrases of coming up with proposes, bringing up objections and ending the trade which takes a longer time. And they hope to arrange rich time to go on a negotiation, thus knowing more about the opponent .They are good at long and continuous battle. While west people or we could say American people, consider time is precious. They tend to resolve problems swiftly. So, in business negotiation, American businessmen often complain about the delay and the lack of efficiency of negotiators from other countries, while these countries also make a complaint that the Americans lack patience. There is a popular saying among American negotiators and businessmen: It is prohibited to steal time. That shows the time view of Americans. To them, time means money. The time view of Chinese is cyclic. They use long-term and systematic viewpoints to value the importance of the topic. A famous people classify the time view into two kinds: straight-line time viewand cyclic time view. The former pay more attention to concentration and speed, and the later stress doing many things at one time. That they insist on different time view leads to different negotiating style and method. The American people represent the straight-line time view and they have a strong awareness of modern competition. They look for speed and efficiency. So they value time badly and consider time as a special commodity whose value could be assessed. They often use minute to calculate time .They hope to reduce negotiation time at every phrase and want to complete the negotiation quickly. But the Chinese time view is cyclic and they place emphasis on unity.
Moreover, it is necessary to be punctual at negotiations. West people have a strong time view, if you don’t comply with the appointment time, they may give you a punishment and they will regard you as unreliable and irresponsible person. Being late for negotiation will give the west businessmen opportunities to exert pressure onyou, and then you will lose the status of being initiative.
2.1.2 Impact of Equality View Difference on Negotiation
America went through the bourgeoisie revolution of striving for the equality and freedom, so they take equality into their heart. Americans stick to equality and fairness in business, and hope that both could gain benefit. When introducing the topic or situation, the west people would like to use concrete method, particularly data.
Their negotiating method is that they will describe their viewpoint and propose at the beginning in order to get initiative. Under this principle, they would come up with a reasonable resolution which they think is very fair. In business relationship, the sellers from America regard the buyer as a counterpart. Americans are fairer than Japanese is sharing benefits. A lot of American managers think fair division of profits is more important than how much they could get. At this point, the east people are different. Because of the deeply influence of class view, they don’t pay much attention to equality. They usually adopt single-win strategy in business negotiations. When involving economic benefits they think much about their own benefits and profits and don’t give so much attention to the benefit of their partners. The market economic system of developed countries is quite mature, so west countries take win-win strategy more in negotiation; basically, they could take the benefits of both into consideration.
2.1.3 Impact of Objectivity Difference on Negotiation
The objectivity in international business negotiation reflects the degree to which people treat any things. West people especially Americans have a strong objectivity on the understanding of issues. At negotiation table, Americans don’t care much about relationship between people. They don’t care if the status of the opponent is equal to theirs. They make decision based on facts and data, not people. The saying that public things use public ways is a reflection of American objectivity. Therefore,Americans emphasize that Businessmen should distinguish people and issues, what they are really interested in is the actual problems. But in the other parts of the world, it is impossible for them to distinguish people and issues
2.2 Impact of Negotiating Style Differences on International Business Negotiations
The impacts of negotiating style differences on international business negotiation mainly exist in negotiating method and negotiating structure. Take the negotiation between America and China as a example, since the oriental care more about unity in thinking, they method they adopt in negotiation is from unity to parts, from the big to little, from the abstract to the concrete, that is to say they should each agreement on general terms, then begin to talk about the concrete terms. And usually not until the end of the negotiation do they make compromise and promise based on all the items, and then to reach agreement. The west people are influenced by analytic thinking, so pay more attention to logical relations between things. They consider more about concrete things than integrity. And they tend discuss the concrete items at the beginning of negotiation, so they often resolve the price, delivery and issuance respectively at first. And they may make compromise at every detail, so the final contract is the combination of many little agreements. The negotiating structure is linked with cultures. Negotiating structure mostly refers to the number of the participants. In business negotiation, the foreign delegation is usually composed by 3-5 people, while the Chinese one could be more 15 people. The foreign negotiators not only need to negotiate with their counterparts but also need to discuss with related person in charge or the government. When making the final decisions, the Chinese negotiators often discuss the results repeatedly from the workers to the board to avoid being decided by a single person. That results from the influence of collectivism. So they often said to their partners: Let us think about it. Let us discuss it. But the west negotiators could make the final decision without going back for discussion. That because their admire individualism and hard working. They have strong independence. They would carry on according to the best ways after knowing their goals. What’s more, most west people think that they have the ability to deal with the negotiation situation on their own. And truly, they are brave enough to take responsibility.
2.3 Communication Process
In the international business negotiation, communication process is very important, and it contains two parts, verbal communication and nonverbal communication
2.3.1 Verbal Communication
Verbal communication mainly refers to language communication. Language is important to international business negotiation, because it is how we reach out to make contract with others. We all agree that language play an important role in communication with people from different backgrounds. However, we may be less aware that cultural literacy is necessary in order to understand the language. If we select language without being aware of the cultural implications, we may not communicate well and even send the wrong message. Therefore, during the international business negotiation process, a good interpreter can help overcome the cultural barriers.
2.3.2 Nonverbal Communication
Simply, nonverbal communication refers to communication without the use of words. Even if you know the language, cultures differ in the use of nonverbal communication. Cultural differences may cause negotiators to play differently on facial expressions, gestures, and the other kinds of body language.
Researchers have shown that the words a person speaks may be far less important than the body language used when delivering the verbal message, and they estimate that less than 30% of communication between two individuals within the same culture is verbal in nature. Over 70% of communication takes place nonverbally. Some other scholars even say that 90% of the information is actually transmitted through nonverbal means. We are not sure of that. But one thing we are sure is that in face-to-face communication nonverbal signals are just as important as verbal message.
Take head movement for example, generally speaking, in most cultures nodding one’s head is seen as agreement while shaking one’s head is seen as rejection. But, in Bulgaria, for instance, people may nod their heads to signify no and shake their heads to signify yes. A lowered head in the western culture can signify defeat or uncertainty. In Asian cultures lowering one’s head may mean acceptance
2.4 international Thinking and Analytic Thinking
Easterners lay stress on harmony and entirety, while westerners on analysis and part. In other words, easterners view things from whole to part, while westerners from part to whole. Chinese people have been accustomed to dividing one issue into two opposite parts that are considered as interactive and interdependent; they hold the view that human and nature are an indivisible unity. With regard to the relationship among people, they appeal to collectivism and trust their own intuition. For thousands of years, this kind of thinking pattern has occupied a dominant position in China and becomes the core of cognition and communication. Therefore, Chinese people are used to making a comprehensive survey of the overall situation first, and then thinking over details. They depend on intuition and are imbued with imagination. People call this “round thinking mode” (Jia Yuxin, 1997).
Western thinking pattern is noted for logic, analysis, and linearity. By adopting the method of bisection, westerners consider subject and object, material and spirit diametrically opposed, i.e., things just have two possibilities, either this or that, when thinking, westerners usually start from parts, and then think about the whole situation, which is called “linear thinking mode”(Jia Yuxin, 1997,p.100).
2.4.1 Concrete Thinking and Abstract Thinking
Basically, people in any country have concrete thinking pattern and abstract thinking pattern. However, due to the difference in history and culture, each nation has its emphasis on either of them. On the whole, traditional Chinese culture is known for concrete thinking while western culture for abstract thinking. Based on experience, concrete thinking depends on analogy, metaphor and symbol. Ancient westerners adopted abstract thinking to deal with problems by means of concept, judgment, and reasoning.#p#副标题#e#
2.5 Negotiation Structure
Cultural differences also impact on negotiation structure. Different countries have different negotiation structure, so do the team. The team in eastern countries feel that time is abundant and humans should not follow the timetable blindly. For example, Chinese people are famous for the length of their negotiations; they spend much time in the non-task sounding stage of negotiation to establish rapport and get to know their partners. Chinese people usually discuss many issues at one time, without an apparent order, they may skip from one issue to another and they may also come back to points which in the eyes of their Western partners have already been settled and concessions are made or all issues at the end of the discussion.
However, the team in western countries regard time as money and would like to set fixed agendas. Western countries are emblematic of the “time is money” culture, where time is a scarce resource. People would try to achieve its optimal allocation between the competing ways of using it. They establish timetables and deadlines. Norms tend to be strict regarding time schedules. When a discussion with someone lasts longer than planned, they will politely stop the conversation, in order to keep their schedule.
2.6 Negotiation Style
Negotiation practices differ from one culture to another and cultural difference can impact on “negotiation style” --- the way people from different cultures conduct themselves. Here, we divide negotiation style into the eastern negotiation style and the western one. China and Japan are the typical countries of the East, while America the West.
Chinese culture is a high–context culture. In a high-context culture, the emphasis on communication is indirectness and ambiguity. Most of the information is in the context while little is in the explicit part of the message. The external environment, situation and non-verbal behavior are crucial in understanding communications. People depend heavily upon covert clues to interpret a message given under a certain context. And also, Chinese negotiators also look forward to long-term partnership. They are not in a hurry to push for an agreement. Generally, there is a slow start to “warm up”, and then it is followed by some tentative suggestions.
In the international business negotiation, saving face and achieving harmony are more important factors than achieving higher sales and profits for Japanese. As far as the Japanese negotiators are concerned, they try to build up a long-term relationship in the course of negotiation. Therefore, they prefer personal contacts in an informal way. For them, trust is more important than agreements. The reason why there is a low ratio of success between American and Japanese negotiators lies mainly in this point. Besides, Japanese negotiators try their best to avoid an open conflict between both parties. Consequently, they often ask a third party to function as go-betweens. In this way, they can prevent an unpleasant feeling from coming up on both sides
The impression Americans leave us on the negotiating table is flexibility, straightness and zest. They never express themselves with vague words. They say “Yes” or “No” directly. Consequently, during a negotiation they like people speaking without reservation. When any conflict appears in a negotiation, Americans aim to solve the problem and never mind if you have adequate proof and dispute with them. Meanwhile, if you want to ease up the atmosphere and respond with a smile, it will be reckoned as insincere and as if you are in the wrong way. In addition, Americans respect human rights, and they can not tolerate throwing stones at a certain person behind him. American negotiators often act in an impersonal way ---“business is business” is their view, American negotiators are always mission-driven---anxious to bring parties concerned into agreement, and they have little interest in building up any relationship. Furthermore, American negotiators like to be openly challenged for the negotiation, and they think it is quite normal if they run into any conflict with any party concerned.
2.7 Decision-making Process
Decisions are made differently in different groups. They may be made by individuals or by the group as a whole. Some groups accept the decision of the majority of the group members, but other groups seek consensus among group members and will not make a decision until all members have agreed. Knowing how your counterpart makes decisions is vital to help gauge the approach you should take to persuade him or her. Take Japan and America as typical eastern and western countries for example.American people make decisions based upon the bottom line and cold, hard facts. They believe not people, but statistics and performance count. Business is business. In American view, a business negotiation is a problem-solving activity, and the solution is a deal that suits both parties.
The decision making process is just like a cost-benefit analysis applied to all parties who would be touched by the decision. A decision is considered right because it produces the greatest net benefit when all the costs and benefits to all the affected parties are taken into account. So the Americans usually list the possible effects and estimate the magnitude of their costs and benefits as accurately as possible.
In general, decision-making in Japan is a communal affair requiring unanimous approval by management. In this decision-making style, everyone must be convinced, not just the key decision-maker. Upper-level managers do not make fast, on-the-spot decisions. Most Japanese companies use some form of a system of decision-making known as document system. In the lower layer of management, usually at the section level, a manager drafts a proposal after achieving consensus within his own group.
The proposal is circulated to the heads of other sections and departments. These heads study the proposal. If they approve, they stamp their name seals on it. If they disapprove, they either refuse to stamp it or put their seals on it upside down. Then the document is passed up through the different
levels of management until it reaches the president. If everyone stamps the proposal, it becomes a company policy. If not, it is usually sent back to its originator with certain suggestion. Thus all the middle managers in companies using this system perform almost all the planning functions for the company, deciding what will be done, when and how.
Chapter Three Coping Strategy of Negotiating across Cultures
The culture differences in cross-cultural communication have various impacts on operation of enterprises. These differences will influence negotiation and management of transnational operation; what’s more, it may have bad effects on the harmonious relationship between our country and foreign countries. Maybe that will lead to the missing of market opportunities, the increase of trade cost and the low efficiency of company management. So, it is really necessary for us all to eliminate and avoid disadvantageous effects.
3.1 Making Preparations before Negotiation.
The negotiators must make good preparations if they want control the development of negotiation successfully in the complex situation. Only do they make good preparations can they make changes freely according to the situation of negotiation and avoid the happening of conflicts. Because the international business negotiation involves extensive aspects, more preparations are needed. The preparations often include the analysis of the negotiators themselves and the opponents; the constitution of negotiation group, elaborating the negotiating goal and strategy and going on imitation negotiation when necessary. When making preparations, you should try to know the opponents while you analyze yourselves. Analyzing yourselves mainly refers to studying if the project is feasible. To knowing about the opponents means understanding their strength such as credit status, the policy、 business customs and regulations of their countries and the
conditions of their negotiating members and so on.
3.2 Overcoming Cultural Prejudice
Tolerating different cultures and overcoming cultural prejudice contribute to better communicating with each other and understanding each other. West people often think that they are powerful, capable and experienced, so sometimes, we need to recognize then and give then some good comments. We should learn about the foreign cultures before negotiation and accept and understand their cultures in negotiation, because every country regard their own cultures as a matter of course and hope that their culture could be recognized and accepted.
3.3 Conquering Communication Barriers
Two trains running at different railways in the opposite direction will collide with each other; maybe this is the best arrangement for trains. But to communication between people, there won’t be communications if people go ahead according to their own ways. Trains will collide with each other if they run on the same railway at the opposite direction. But if we measure by the objective of people’s communication, only we meet each other, can we have communication and friendship. In negotiation, sometimes we can’t make much progress although we have talked for long time. And sometimes both parties are not satisfied. After thinking, that is caused by communication barriers which happen easily in cross-cultural negotiation. We should make sure if there appear communication barriers, if so, we must overcome them. Generally speaking, we should pay more attention to the following three communication barriers in cross-cultural negotiation: the communication barriers caused by culture background of both; the ones caused by misunderstanding of the contents and information from the partner; the ones caused by not being willing to accept the opponent’s contents and ideas.#p#副标题#e#
Chapter Four The reasons of the different culture
Since there are so many cultural differences, then conflict is inevitable.A cultural diversity have many reasons, in a word, eastern and Western cultures have different cultures, historical background, it will inevitably bring some thinking, behavior, and many other differences, even conflicts. Many factors influence the differences of cultures.
4.1 Value Differences
Every culture has own unique value systems, this culture think that is good, another culture might consider bad, but it does not mean that this values are advanced, and the other values are behind. For example, parents in western countries tend to cultivate children to be independent. They encourage their children to deal with their personal things by themselves. Parents in eastern countries, however, always spoil their children. They always help their children finish some things which the children have the ability to cope with by themselves.
4.2 Political Differences
Political differences mean that policies and regulations of the political system standardize the behavior of the people’s role so that people under different political system have different political concepts. Take America and France for example: the power of American president is strictly limited by the Constitution and the other two authorities---Congress and Supreme Court. While France has to expand their president’s power due to their own conditions.
4.3 Economic Differences
Economic difference is a reflection of the cultural differences due to economic factors. For example, people in the western developed countries have the rich life, and receive the high education so that they pay more attention to the quality of life, and they have good safety awareness. But in the Third World, especially the developing countries, people are more concerned with the problem of food and clothing. So this is reflected in cultural differences
Chapter Five Negotiation Skills: correctly to deal with the cultural differences
As we all know, different countries have different cultures. According to the culture of different countries adopt different strategies in the international business negotiations, in order to ensure that negotiations can be expected to achieve, decision-making must based on cultural differences, learn some international business etiquette and practices, respect each other's cultural practices, so negotiations will be guarantee successfully.
Negotiational tactic is objective. Unless we understand it, we can apply it. Specifically speaking, take Chinese negotiators for example, we must achieve the following several points: First, understanding English has always being identified as a key successful factor for Chinese Business. Second, Chinese businessmen have to know the culture differences between the East and the West so that they not only can know their own negotiation’s mentality but also their rival’s mentality. In addition,Chinese businessmen should respect other parties’ customs, in equal and friendly foundation. Third, both parts should attempt to conciliate the bilateral cultural difference. Studying and respecting the foundation of adversary’s cultural difference requires both sides to exchang ideas, to stand in adversary’s angle and standpoint to think question.
Chapter Six How to negotiation and to deal with cultural differences in negotiation
6.1 1.Pre-negotiation
The pre-negotiation stage begins form the first contact between the two sides whose interest in doing business with each other,we should keep an open mind to recognize and accept the difference, because information gathering will to some extent determine the success and failure of the negotiation.
6.2 .Face-to-Face Negotiation
In this stage, I think negotiators should adopt some proper communication skills to reach an agreement. And we know conflict tend to be more difficult and complex when involved negotiators with cultural differences. But conflict is unavoidable during the process of negotiation. To make things worse, poor communication may kill deals. So we should try our best to overcome the cultural differences on negotiation, and utilize some effective communication to gain the common interest. In view of its significance in negotiation, communication is at the heart of the negotiating process.
6.3 Post-negotiation
Finally the business negotiation is brought to the end stage. The contract is being drawn up and to be signed. However, writing and wording of the contract in itself is a kind of negotiating process. For word meaning and business value might differ due to the cultural factors involved in the business negotiation, form of agreement is preferred differently from culture to culture.
6.4 Cultivation of Cross-cultural Awareness
Without both parties effort negotiations can not be achieved, so we should cultivate cross-cultural awareness to avoid some unnecessary matters.
First of all, a negotiator needs to have a reflection upon his own cultural system. He needs to be aware of his own values, beliefs and social norms. He also needs to be culturally sensitive and always bear in mind that a foreign negotiator is different from natives not only in physical features, but also in motivations, beliefs and values.
Then, show respect for the other party. Show respect for the other party will smooth the situation and speed the negotiation process. Anyhow, the result of the establishment of cultural fellowship does not mean overcoming a culture but means a third culture created by the former two (Li and Zhang, 2004).
Finally, accept other’s culture. For example, we usually believe in this saying “you will be treated how you treat others”. But in the cross-cultural setting, it’s not this way. What you want to be treated is not an American want to be. Therefore, we should believe that “how they treat other is what we will do” (Acuff, 1995). Try to behave like others do may bring you inconvenience, but just try it and it’s sure that the other part will encourage and appreciate your action.
Conclusion
“Social Customs varies in different countries”. In a word, cross- cultural communication will meet the problem of culture differences surely. In turn, culture differences also influence all aspects of international business communication. To avoid or to resolve the culture differences is a huge task in international business negotiation. In order to step into the international market successfully, we must have the awareness of culture differences, acknowledge culture differences and understand different cultures. Try to know yourself and know them. What’s more, we should respect different behavior of businessmen under different culture background, and then we could reduce unnecessary conflicts resulting from not respecting the opponents. It is beneficial for both to form an atmosphere of mutual trust and cooperation, reduce culture differences and turn disadvantages into advantages and benefits. Thus, we could avoid conflicts and obstacles, then to promote communication and harmony in international business negotiation.#p#副标题#e#
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[5]陈俊森.《外国文化与跨文化交际》北京:华中理工大学出版社,2000:2-6
[6]查尔斯·李龙与牛仔——《美国人眼中的中国商人》北京:中国海关出版社,2004
[7]韩承敏.《跨文化人力开发与资源管理》[M]南京:东南大学出版社,2003:340-342
[8]孙长征、黄洪民、吕舟雷. 《公共谈判与推销技巧》]青岛:青岛出版社,2001
Appreciation
As acknowledgements for my paper, only I — the writer is responsible for the shortcomings. I much acknowledges my thanks to all my teachers, especially to Miss Liu Mifan, my supervisor, who has provides me support, critical ideas and careful suggestions.
I also want to thank my family who always give me time, encouragement and secretarial services, especially my parents.
Finally, my classmate and friends, who provided thoughtful and thorough reviews of my paper, must be acknowledged.
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古典文学常见论文一词,谓交谈辞章或交流思想。当代,论文常用来指进行各个学术领域的研究和描述学术研究成果的文章,简称之为论文。那么,你知道论文的英语怎么说吗?
老师问了我一些和我的论文有关的问题。
The teacher asked me some questions relative to my paper.
老师的办公室里堆满了大批不同的论文。
There is a heterogeneous mass of papers in the teacher's office.
我们相信你在星期五之前可以完成这篇论文。
We are depending on you to finish the paper by Friday.
英语论文怎么写
还没有装订成册的论文稿件堆放在桌子上。
The unbound sheets of paper were piled up on the table.
他写的论文很优秀。
The treatise he wrote is excellent.
我们的教授要求他就这个课题写篇论文。
Our professor asked him to write a treatise on the subject.
论文最后简要总结了本论文的内容和不足。
The last chapter of the paper briefly summarizes the harvest and deficiency.
将参赛的建模方案论文复印三份,将摘要页装订在每份论文的第一页上沿。
Staple one copy of the summary sheet on top of each copy of the solution paper.
我们将在一起审阅这些论文。
We shall go through these papers together.
我终于写完了李教授要的论文。
I finally popped that paper for Professor Li.
教授已经把我的论文搁置一个月了。
The professor has turned aside my paper for a month.
这是你的论文吗?
Is this you dissertation?
它就是你要表达的东西,这个论文也是,另一种思考它的方式,关于一个问题的答案。
It is what you profess. Well, the thesis is also, another way to think of it, an answer to a question.
他表示愿意帮助我一起做我的研究论文。
He offered to help me with my research paper.
看到了,你打算递交论文吗?
Do you plan to submit any paper?
一些书籍和论文讲述了如何在单元测试中使用模拟对象,描述的是模拟对象应该具备的能力以及如何使用他们。
Several books and papers show how to use mock objects in unit testing. Thesedescribe the capabilities that mock objects should have and how to use them.
这个部分是对论文所要写的内容做个一般性的介绍—它不仅仅是对每一部分的描述。
This is a general introduction to what the thesis is all about -- it is not just adescription of the contents of each section.
即便这样 这还是一片非常糟糕的论文如果让我审核的话它一定会被淹没在红墨水的海洋里去.
Yet it's an awful paper that I would have shredded in a sea of red ink if it hadcome to me.
玛雅:现在你得让我采访你,好写我的论文。
Maya: Now you have to let me interview for my paper.
这里你列举出你的论文所做出的新知识的贡献。
Here you list the contributions of new knowledge that your thesis makes.
用另一句话来说就是,这篇短文应该会对你很有帮助无论是你刚刚开始你的研究生课程还是稍后你要开始写你的论文。
In other words, this note should be helpful when you are just getting started inyour graduate program, as well as later when you start to write your thesis.
但他的批评者同意一个事实:他的论文指出了减少化肥的使用在中国的重要性。
And his critics agree with him on one matter: the paper points to the importance ofreducing fertilizer use in China.
那时我将真的不得不对期末论文评分了。
Then I really do have to grade term papers.
此外,论文的方法部分本来应该为其他人复制实验提供足够的信息,但通常情况都不是这样。
Moreover, the methods sections of papers are supposed to provide enoughinformation for others to replicate an experiment, but often do not.
在那个研讨会上,他交了一篇,论文,是为其它一些场合写的,是关于关心这个概念。
At the symposium, he submitted a paper which he had written for some otheroccasion on the concept of caring about.
但是他们的论文是最完备的。
But their paper is the most thorough.
你什么时候能完成学期论文?
When will you finish the term paper?
不管你的学期论文是关于什么的,因特网总可以帮助你选择主题或提供多种多样的主题供你选择。
No matter whatever your term paper is about, they help you in selecting topicsand some offer a wide range of topics to choose from.
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导语:用词浮夸是如今日常会话的时髦。"出类拔萃"代替了"好","不可思议"代替了"不错","巨大"代替了"大"。
The trend in everyday conversation is to usegrandiose words. "Outstanding" is new "good," "amazing" is the new "OK," and "huge" is the new"big."
I was in a restaurant in D.C. last weekend andeverything I asked was answered in superlatives.
Me: How s the salmon?
Server: Fantastic!
Me: Does it come with rice?
Server: Absolutely!
Would a "good" and a "yes" have been sufficient? Undeniably!
At Starbucks, the smallest coffee you can order is a Tall. Tall would seem to indicate thatthere was also a short and medium, with Tall being the largest. But at Starbucks, Tall is small.Grande, which is both Italian and Spanish for large, is medium.
Likewise, at your local 7-Eleven you cannot buy a small: Your choices are Big Gulp, SuperGulp and Extremely Big Gulp. OldBananaNavyGap also did away with the small. You cannot buyanything from the chain stores that is really a "small." My father is an average-sized man. Hehasn t gained weight (or height, for that matter) for the past 30 years. Ergo, his size remainsthe same. But in the same amount of time, his T-shirt size has gone from small/medium tomedium to large to extra large.
Upon reflection, the reason for all this colossal-speak is clear: We are bored with ourfantastic, wonderful lives. We want the next-next thing now. Now!
And we also want others to think that we still care, that we can still be delighted, that weknow that everything is just GREat. Even when deep inside we know it can t be. Everything cant be great. Hence, we live in a world where extreme is ordinary, where radical is quotidian;exceptional is pedestrian. And to not be overly delighted by the mundane is appalling. It shorrific. And, Dude, that s heinous.
I m not scientist, and my methods of proof leave a little to be desired, or a lot to bedesired, or an immensity. An to be honest, I guess I d rather live in a world where people wereoverly excited than depressed.
But listen to the voices around you. Listen to your own voices. There is nothing on thenews that is good or bad, only things that are wonderful or devastating. Even the weather iseither beautiful or horrible.
Listen the next time when someone asks you something and you aGREe, because when youcould simply say "yes," instead you will say "absolutely" or "without doubt" or "Oh, yeah,unquestionably - absolutely without doubt."
Have people forgotten what it is like to be OK? Simply OK with what they have and whothey are?
If everything is outstanding, if everything is the most amazing thing ever, is anything everamazing at all?
一篇真正出类拔萃的
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想知道标准的英语应聘信怎么写吗? 读文网小编整理了英文求职信范文,希望对大家的求职有所帮助。
april 13,20XX
p.o. box 36
biit university
beijing,china 100000
dear sir/madam:
now and then corporations send out feelers for just the right type of creative person. this person must fit very specific criteria. usually, after all is said and done, the corporation wants a business person who can manage, create and communicate. a seasoned professional who's been around for a while.
if you've been looking for this rare combination of business savvy and design expertise, my background might interest you:
ten years of working experience. solid background in the management of creative up-and-comers.
know new technologies that show instant profit, such as cad/cam.
this is but a brief summary of my abilities. and there is much, much more to share.i feel i have strong marketable skills in which you would be interested. please contact me if you would like to hear and see more.
with many thanks,
huang yan
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你是否在想,小学年级的英语论文,该如何写好呢?下面是读文网小编带来小学英语论文范文模板,希望对大家有帮助。
浅谈外语教学中的素质教育
在外语教学中,如何加强素质教育,我认为以下三点至关重要。
一、在教学中渗透民族自强意识
长期来,外语教学只注重语言文字的教学而忽略精神素质培育这是一个不小的失误。有人预言,21世纪是中国的世纪,怎样来理解这个预言?我曾赴澳教学一年,在昆州一所中学任教中文,也即他们的外语。绪论课是澳州教师上的,他不客气地开宗明义:“我们要好好学习中文,因为中国地大物搏,人口很多,是很好的商品市场和劳动力市场,你们学好了中文可以去那里图谋发展。”澳洲人也认为21世纪是中国的世纪,但仅仅是从他们的发展角度来寻找市场和劳动力的,如果我们的莘莘学子拼命学习外语,不过想求取一个外国老板的洋饭碗,那还会有什么“中国的世纪”呢?而新世纪的脚步声确实已非常急促了,因此,在外语教学中渗透民族自强意识已是十分紧迫和必要的了,我们一定要让学生懂得,他们生在一个文明古国,祖先为他们留下了深厚的文化积淀而并非只有贫穷;勤奋刻苦、改造世界本是我们民族的优秀精神,千万不要数典忘祖,只有具备了民族自强的意识,才能走到哪里都是一个大写的人。
二、在教学中增强文化素养的培育
过去,外语教学的习惯做法是:将课文当作生字、句子与语法的载体,而课文的背景、语言风格以及文章本身的内涵却很少被重视、被开掘。我们在课堂上把学生的注意力引到典型句型的分析上,像推导数学公式那样把复杂的长句一步步解开,我们乐此不疲,却也活生生地把一些很好的范文支解得零零碎碎,更何谈理解、体味、欣赏和学习了。这也是我们的学生外语语法学的很多,而外语语言修养却普遍水准不高、语汇贫乏、缺少风采的原因。如何扭转这些由应试教育带来的弊病呢?从目前学生外语学习的状况来看,只要教与学的观念改变了,我们完全有条件在教学中着意增强文化素养的培育。
条件之一,我们有很好的教材。以高中三册教材为例,涉及的文体、内容和文章的语言风格、时代背景还是相当广的,有十八、九世纪文学名著选摘、有伟人的演讲、有异国风光的描述和有趣的科普读物,还有褒扬真、善、美的诗与戏剧,其中自然包含着许多外国历史的、人文的、文学的、科学的甚至经济的知识,我们只需在课堂上匀出一定时间,有意把课文的内涵展开,那么,我们的外语教学就会变得立体而丰富,就会产生无穷的意趣,学生求知的触角便可作多方位地延伸。
条件之二,我们有好学的学生。以中国学生的勤奋、刻苦和聪明,如果能使他们意识到探求外语背景文化的重要性的话,我想他们会提出更有质量的问题。
因此,外语教学有责任也有条件努力去做这方面的引导和培养。
三、运用多种手段,提高学生外语应用能力
应试教育的一个弊病,就是培养了不少高分低能的学生。虽然考试、选拔现在是,将来也还是一种知识水准的衡量手段,但分数、学历不完全证明能力。能不能将所学知识转化为对社会的贡献,这才是最根本的目的,这一点,现在已越来越成为社会共识了。联系到外语教学的现状,最紧要的问题,当然就是如何运用各种教学手段,使学生在应用能力和交际能力上有所提高。我所在的南洋模范中学,生源好,教学硬件好,教师自身知识结构也较好,为了更好地调动学生积极性,培养他们的应用能力和交际能力,我们组织了学校英语广播和英语热线电话。我在中午电话热线开播以后,不停地接到学生的电话。有一些是询问课后作业的解答,更多的是只想与我用英语交谈交谈,话题涉及很广。有位女学生在电活中告诉我:她参加了美国“肯得基”杯口语竞赛,被选为荣誉礼仪小姐,但她担心自己相貌平平,会否见了总裁后被刷下来……接听这些电话,我感到很快慰。
学生在十分放松的情境中,积极的表达欲使他们的口语能力有超常发挥,清楚、流利,也较得体。当然,我也不时地对他们口语中的缺陷、错误加以纠正。这种教与学的方式十分和谐,学生不仅欢迎而且感到很有效。由此推想,我们是否也可以在课堂上创设一些好的情景,给学生更多动脑、动口的参与机会?
回想起来,我曾上过一堂“答记者问”式的复习课。我坐在学生中间,不时地回答他们的各类问题,有时也抛出一、二个思考题,让他们稍作思考后回答我,或者我将一个较难的问题“挑动”学生争辩。我发现这种讨论的气氛特别能加强逻辑思维。为了回答或驳倒对方,必须特别清晰地归纳思路和调整语言方式,学生的注意力异常集中。尽管他们用英语提问或口答尚感吃力,但冲出第一步总是学会走路了。
看过小学英语论文范文模板
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想知道企业管理专业的英语应聘信怎么写吗?读文网小编整理了英文求职信范文,希望对大家的求职有所帮助。
hello!
due to your company and the longing for self-development, achievement of self-desire, as a society is about to become college students, i sincerely look forward to their own careers on the fan set sail smoothly from here.
thinking - a guide for all actions. courses of study not only makes me more determined the direction of socialism, and made me more aware of a keen grasp of the political atmosphere of the times a company vital to the development of enterprises. especially in the process of establishing a modern enterprise system, it was almost reached a consensus: a powerful ideological driving force is one of the components of intangible assets. i am willing to use their own profession and the company is committed to business ideas with colleagues and enhance the company cohesion and combat effectiveness.
management - an important aspect of the modern enterprise. people entering the management of the core stage, the study "how a man''s work" indispensable. despite the complexity of the work of man can also have a sense of accomplishment. in addition to information on the ideological education of a large number of professional knowledge, i have a lot of self-study such as business management courses, often through the magazines in this regard, very interested in what the practice in this regard, the theory used in real life.
law - the protection of the rights and interests of an effective weapon. to war, businesses will inevitably fall into economic disputes, in order to remove the obstacles to develop the adverse factors, it is necessary to resort to law to safeguard the legitimate rights and interests. although it is engaged in ideological education, but i also learn a great deal of hard laws and regulations, if the opportunity arises, i hope your company can become a legal service workers, for the company to share problem-solving.
no man is perfect, so they are active at the same time to correct the shortcomings, i have to "live and learn" as its motto, i do not know your company can give me an opportunity to continue learning?
thank you for your concern is whether i am chollima take you to decide by simple desire of shenzhou rocket you will be lucky hands toward me!
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对于绝大部分中国学生来说,学习英文写作似乎只是为了一个目的——应试。的确,从基础的中、高考,到大学英语四、六级,乃至高阶段的TEM、TOEFL、IELTS,研究生入学考试等等,写作一直是必考的内容之一。为了应付这些考试,同学们不得不机械地背诵大量程式化的词组、句子、甚至是范文。这种做法也许能在短期内提高我们的应试能力,可长此以往,英文写作势必会重蹈历史的覆辙,演变成又一种“八股文”,这是我们所不愿意看到的。那么,怎样才能真正提高自己的写作能力呢?
段落是一篇文章的具体组成部分,写好段落不仅是写好一篇文章的基础,同时也事关整篇文章的成败。因此,掌握段落写作的技能是非常必要的。
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想知道英语应聘信怎么写吗?读文网小编整理了英文求职信范文一篇,希望对大家的求职有所帮助。
Dear Sir/Madam:
Now and then corporations send out feelers for just the right type of creative person. This person must fit very specific criteria. Usually, after all is said and done, the corporation wants a business person who can manage, create and communicate. A seasoned professional who's been around for a while.
If you've been looking for this rare combination of business savvy and design expertise, my background might interest you:
Ten years of working experience. Solid background in the management of creative up-and-comers.
Know new technologies that show instant profit, such as CAD/CAM.
This is but a brief summary of my abilities. And there is much, much more to share.I feel I have strong marketable skills in which you would be interested. Please contact me if you would like to hear and see more.
With many thanks,
Huang Yan
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下面是读文网小编整理的英语笑话大全,欢迎大家阅读!
Not long after an old Chinese woman came back to China from her visit to her daughter in the States, she went to a city bank to deposit the US dollars her daughter gave her. At the bank counter, the clerk checked each note carefully to see if the money was real. It made the old lady out of patience.
At last she could not hold any more, uttering. "Trust me, Sir, and trust the money. They are real US dollars. They are directly from America."
一位中国老妇人在美国看望女儿回来不久,到一家市银行存女儿送给她的美元。在银行柜台,银行职员认真检查了每一张钞票,看是否有假。
这种做法让老妇人很不耐烦,最后实在忍耐不住说:“相信我,先生,也请你相信这些钞票。这都是真正的美元,它们是从美国直接带来的。”
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下面是读文网小编整理的电子商务英语论文范文,以供大家学习参考。
Recent development of information technologies has brought us new possibilities for teaching and learning classical art and humanities in several different ways. Image plays a key role here. In learning classical Japanese poetry, it is quite important to examine original books and manu******s because even the published books were printed from the wood blocks of engraved words which were written with brush by, in many cases, the authors themselves. Not only the visual art works, but also the literary materials as such pose the problem of authenticity, and this problem itself is closely linked to the interpretation of the literary works and the life history of the authors. Yosa Buson (1716-84), a poet-painter, and his followers best represent this type of artists and must be studied with both texts and images they created.
Buson was a leading haiku poet of the 18th century and, with Basho and Issa, one of the great names in haiku. He was also a distinguished BUNJINGA (literati-style) painter, and perfected haiga or cursive sketch with poems as a branch of Japanese pictorial art. Buson read classics extensively and studied different styles of Chinese and Japanese paintings. Poetry and painting affected each other in his art. His poems were, diversely enough, rich in imagery, clearly depicting fine movements and sensual appearances of things, dynamic with wider landscapes, lyrical, sensitive to human affairs, romantic with hidden stories, graceful, and longingly time-conscious. Buson completed his own style of painting in his later years when he was using the name of Sha-In. Freed from the influence of China, he created genuine Japanese landscapes.
Two years after starting its creation, this site now receives more and more accesses from both Japan and abroad. In May 2000, for example, there were, in average, about 350 hits for the site per day, 45 different individual accesses to the English top page, and 17 different accesses to the Japanese top page. Some people leave notes in the guest book, and some other people prefer to send e-mails to the site author. These notes and mails are analyzed in terms of contents, interests, and gratification. Formative evaluation of the site is now conducted with college students. This site, when it is fully developed, is to be converted into a CD-ROM with upgraded still and moving images.
Abstract From the concept of the network university, we deduce its three basic infrastructures:the education center station, the high speed backbone and the user terminal network. we point out that the remote learning online at home will be the most important studying model in the future,so the HomeNet will be a necessary infrastructure platform for remote learning , in this paper we discuss the structure, the key technologies and connection media of HomeNet.
Keywords network university remote learning HomeNet
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近年来,英语写作突出对能力、素质、综合水平的检验,全面考查学生对词汇、语法、材料分析、语言组织、逻辑思维等语言基础知识的理解和掌握程度,注重能力型人才的培养。改变过去传统单一教学模式下的“高分低能”现象。
英语写作虽然字数有限,但仍然是一篇完整的文章,它有三个主要部分组成:开头段、主体段和结尾段。三部分连贯统一,主题明确,结构严谨,即使在阅卷人疲卷的情况下也能使他一目了然,赏心悦目,高分当然不在话下。
1.开头段——开门见山。点明主旨
好的开端是成功的一半。文章的开头是能否给阅卷人留下好印象的关键一环,好的开头就等于向成功迈进了一步,而开门见山往往是阅卷人青睐的方法之一。开头点明主题,即首先用事实观点名言等开头吸引读者,即而直接表明文章的主旨。
2.主体段——衔接自然,内容连贯
主体段是由一个或一个以上的自然段组成,主要用来陈述事实或列举事例,按照时间、空间、逻辑、重要性的顺序,使用对比、分类、说明等手段,对主体句进行拓展,当然每个自然段是文章的组成部分,同时本身又是一个整体,也要有自己的主体句,所以对于占文章70%篇章的主体段落来说,这一段落的支持材料要统一筹划,合理安排。
3.结尾段——简洁有效,首尾呼应
好的开头,妙的结尾是最让阅卷老师动心之处。结尾部分是给评卷人留下深刻印象的最后的机会,结尾部分是对文章的总结和思想的升华,简短有力,言简意赅,意味深长的结尾最会打动阅卷人。
在平常的写作教学中,我们从遣词、造句和谋篇三个方面点滴人手逐步提高学生的写作水平,经过日积月累的训练,学生的写作水平有了明显的提高,同时在不知不觉中体会到了写作的成就感。
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下面是读文网小编整理的英语论文开题报告范文,希望对大家有帮助。
一、论文题目:classroom interaction and oral english teaching
二、研究现状:
对于课堂互动与英语口语教学之间的关系,国内的研究主要集中在:(1)构建主义模式 它是以构建主义理论为基础的互动模式,司洪海在《构建主义理论与英语口语教学》中从对现有教学模式的“反思”入手,探讨将构建主义引入英语课堂教学的必要性、可行性及其意义和作用。卢艳春和路雅琴在《构建主义与大学英语口语课堂教学》中则分别“从构建知识观”“构建学习观”“构建教学观”入手,强调以学生为中心的主动性、构建性。(2)角色扮演模式 徐志敏、王瑛在《大学英语课堂互动教学中角色扮演探究》中着重探讨了在角色扮演的互动教学中教师的作用,对指导教学实践具有重要的意义。而黄玉兰在《角色扮演引入英语专业口语教学中》从角色扮演是“多为互动英语口语教学模式的应用”探讨了角色扮演这一教学方法的目的、步骤和利弊等方面。(3)以学生为中心模式 这一模式被单独研究的较少,黄影秋在《以学生为中心提高英语口语课堂教学效果的探索中》通过对学生口语课堂学习存在的问题的分析,提倡“以学生为中心”,实现教与学的“双边互动”。并提出阐述如何运用其他“教学策略提高口语的教学效果”,促进学生交际能力的提高。而刘蓉在《谈英语口语课堂互动》中则提出了互动可以创造“以学生为中心的口语课堂和整体小组作业模式”,提高口语交际能力。(4)合作性学习模式 这种模式的研究较为普遍和盛行,它兴起于美国,在后来取得实质性的进展的一种教学理论与策略。黄艳在《合作性学习在大学英语课堂的应用》中提出了以下几种合作模式,从而的出该模式的优势所在。顾晓乐在《合作性学习与情景剧表演》中从情剧表演的角度来证明合作性学习的有效性。肖巧玲在《大学英语口语教学中的合作学习》中则通过合作学习在口语教学中的实践探究合作学习应注意的原则。而慕东文在《合作性学习的特点、目标、内容和实践策略》一文中,他用“人文精神和平等民主合作”原则,对待新的理念,指导英语口语教学。(5)情景设置模式 它主要是根据gillian brown & george yuled的语言情景对第二语言习得者的交际紧张、焦虑的研究表明口语情景设置不适当,会影响学生用目标语进行交流,进而强调进行口语教学情景设置的重要性。张舍茹、孙边旗在《英语口语教学的情景设置>>中就论述我们应注意“情景互动教学中应遵循的原则”,及如何设置“英语口语教学中情景设置的形式”两个小方面局部性的探讨了情景设置这种互动模式。孙久荣在《论英语口语课的情景教学》中对情景设置这个模式从宏观上进行了分类,进而得出“开放式情景”和“封闭式情景”,为情景设置互动模式研究开辟了一个小领域。
三、研究的目的及意义:
通过对目前已经发展起来并比较成熟的几种互动模式的归纳来看:关于人际互动这种互动模式在目前的互动性研究中被单独研究还比较少,没有被当作一种独立的模式应用到英语口语课堂教学中,它更多的是被贯穿到其他几种互动模式当中。因此,本论题认为它还有进一步研究的空间。
四、研究的理论依据和研究方法:
本论题将以教育心理学的理论为基础,以互动理论和构建主义理论为依据,运用归纳总结的方法对已有的研究进行宏观上的概述,从而引出本文论题,通过例证分析、验证人际互动模式对课堂英语口语教学效果的提高所具有的重要意义。
五、提纲:
introduction
chapter one definition and theoretical basis of interaction
1.1 definition of interaction
1.2 theoretical basis of interaction
1.3 some main interactive modes in the present classroom
chapter two the necessity and the principles of following interaction-teaching mode
2.1 the disadvantage of traditional oral english teaching mode
2.2 the necessity and merit of taking interaction-teaching mode
2.3 oral english interaction-teaching mode should follow the principles
chapter three personal interaction in the oral english teaching
3.1 the relationship between the teacher and students
3.2 two types of personal interaction
3.3 classroom climate
3.4 classroom size
chapter four the evaluation of the interactive oral english teaching mode
4.1 some principles should follow when evaluating
4.2 the concept of evaluating
4.3 the technology of evaluating
conclusion
六、参考文献
jonssen, dh..thinking technology: toward a constructivist design model [j].educational technolgy. 3 (1994): 34-35.
littlewood, william. communicative language teaching [m].cambridge: cambridge university press .1981.
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想知道教师职位的英语应聘信怎么写吗?读文网小编整理了英文求职信范文,希望对大家的求职有所帮助。
Dear Dr. Anderson,
Mr.Li Quanzhi who has just returned to China from your university informed that you are considering the possibility of offering a Chinese language course to your students in the next academic year and may have an opening for a teacher of the Chinese language. I am very much interested in such a position.
I have been teaching Chinese literature and composition at college level since 1980. In the past three years, I have worked in summer programs, teaching the Chinese language and culture to students from English-speaking courtries. As a result,I got to know well the common problems of these students and how to adapt teaching to achieve the best results.
With years of intensive English training, I have no difficulty conducting classes in English and feel queit comfortable working with American students.
I will be available after February 2008.Please fell free to contact me if you wish more information. Thank you very much for your consideration and I look forward to hearing from you.
Sincerely yours,
Shi Hongqi
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道歉信可以表达你的诚心和认真。没写过道歉信?没关系,下面我们就给大家介绍一篇道歉信范文,大家可以参考参考哦!
Dear John 亲爱的John Please allow me to apologize for what I said on last Friday’s meeting. My behavior was extremely inappropriate, immature, and lacked the respect you and your team deserved. 请允许我就我周五在会议上说的话表示道歉。我的行为非常不合适宜、非常不成熟,同时没有给予你和你的团队应有的尊重。 It was embarrassing, but I learned that nobody appreciated my poor behavior. In the future, I have every intention of curbing my thoughtless actions and learn to adjust my behavior befitting the environment and situation.
我感到非常尴尬,但是我明白了没有人待见我的行为。以后,我一定会减少不经大脑思考的举止,并且努力让自己的举止符合场合和环境。 Again, I am sorry for my actions and I hope that we can put this matter behind us. I look forward to working with you soon. If you have any thoughts in this, please feel free to share. You may contact me at your convenience at email or phone.我再次向你说声抱歉,希望你我都能够忘记这一段。我非常期待我们下一次的合作。如果你有什么感受,请一定告诉我。你可以给我打电话或者写邮件。 Sincerely, Milanda 诚挚的, Milanda 这封英文道歉信的内容可以有很多变化,具体根据需要可以更改。但核心的思想是:写道歉信一定要诚心,要表达出自己心里的歉意。(其实我们充满诚意但不会表达是不是……)所以要多看看范文学会表达自己嘛!
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下面是读文网小编整理的英语论文提纲范文,希望对大家有帮助。
contents
i. introduction -------------------------------------------------------------------------------1
ii. several kinds of the origin of festivals in english-speaking countries--------1
1. religious and customary-------------------------------------------------------------1
1.1 christmas----------------------------------------------------------------------------2
1.2 boxing day--------------------------------------------------------------------------2
1.3 easter sunday ----------------------------------------------------------------------2
1.4 halloween----------------------------------------------------------------------------3
1.5 new year's day -------------------------------------------------------------------4
1.6 all fool's day------------------------------------------------------------------------5
1.7 thanksgiving day------------------------------------------------------------------5
2. memorial--------------------------------------------------------------------------------7
2.1 for great peoples-------------------------------------------------------------------8
2.2 for great events--------------------------------------------------------------------10
3. brought in by immigrant------------------------------------------------------------11
ⅲ.the festivals’ influence on people’s daily life in english-speaking countries.-------------------------------------------------------------------------------------12
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记叙文有广泛的用途,除在小说中极为常用之外,还应用于非小说体(non-fiction)作品中,如回忆录、游记、日记等。在写作中人们常把叙述与描写(description)或说明(exposition)结合起来。记叙文和其他文体一样,也包含三个部分,下面概述各部分的写法。
如果把记叙文分成引言(introduction of setting)→冲突(conflict)→情节发展(action)→高潮(climax)→结局(out-come)五部分的话,那么正文应包括冲突、情节发展和高潮三部分。
冲突一般表现为两种不同思想或力量的矛盾、纠葛、撞击或对抗,它不但存在于不同人物、不同性格之间,而且存在于同一个人物的内心世界里。描写冲突要从生活实际出发,做到合情入理,深刻反映社会的复杂面貌。一般来说,有三种类型的冲突:不同人物之间的冲突(conflict among different people);人与环境之间的冲突(conflict between people and their environment);个人心灵深处不同思想的冲突(inner conflict of a person)。
情节的构成和发展是由人物性格决定的,不是由作者随意编造和支配的。因此,人物性格是情节发展的内在根据,情节是性格的外在表现。一般来说,情节的内容是由人物性格的矛盾和冲突构成的。情节常常表现为一系列故事,可以说,凡情节都包含某种故事或故事性。
情节发展到达顶点、高峰便会出现高潮。在高潮阶段,矛盾双方已剑拔弩张,斗争达到白热化程度。“决战”已经开始,人物命运即将决定,主题思想得到集中表现。高潮在记叙文中往往出现在结局来临之前。
一篇好的记叙文应有冲突,有冲突才有情节发展,有情节发展才能达到高潮。这样的记叙文才有深度和力度,才有感染力和说服力。
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英语写作是学生学习的一个盲点,缺乏对写作的专门训练和反思,老师的工作量大,造成作文讲评大多数时候只谈现象,因此学生学得也不具体、不深入,忽略写作技能的提高,甚至误认为只要句子结构正确,无单词拼写错误就应该得满分。同学们应该走出对英语写作认识上的误区。那么怎样才能写出一篇优秀作文?
说话是作文的先导,是作文的起步。俗话说:“只有出口成章,才能下笔成文”。在教学过程中,教师可有意识地让学生用词造句,由词生文练习。由易到难,循序渐进地让学生说。
可以把现实生活搬进课堂,模拟生活中的各种人物、情景,让学生在真情实感的角色扮演中
进行口语交际。让学生把生活中的人物通过语言、动作、心理活动表演出来,让学生自由发挥,畅所欲言。也可以通过演讲培养口头作文能力,并引导学生把“说”和“写”联系起来,这样说说写写,写写说说,不仅提高了口语表达能力,而且通过说话过程中对口头语言的叙述,提高了书面语言表达能力,使学生写作能做到中心明确,条理清楚。
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想知道计算机专业的英语应聘信怎么写吗?读文网小编整理了英文求职信范文,希望你帮助大家的求职。
Dear Sir or Madam,
I would like to express my interest in applying for the summer positions with your company. Throughout my internship search and conversation with the recruiter, I have come to respect the professionalism that characterizes your firm and its employees. I am confident that the company team’s values and objectives would complement my own strengths and enthusiasm. I would like to be considered for an information technology, computer system, software, electrical, or similar position that requires refined analytical and problem solving skills.
As an Engineering student, competent leader and effective team builder with a lengthy experience; I possess a diverse background in assisting, planning, scheduling, developing, supporting, and management of various projects and activities, not limited to working with Verizon, Vgo, Samsung, Novatel, Alcatel-Lucent, Ericsson senior engineers. Recent accomplishments include designing a handover web user interface for JFW programmable attenuator in Verizon LTE Innovation Laboratory. Furthermore, I have had great deal of design experience in electronic, hardware, and software. In the laboratory I have performed circuit analysis using function generators and oscilloscopes, designed and simulated analog www.jianli-sky.com integrated circuits, output/driver stages, feedback amplifiers, timing circuits and mixed use of analog/digital circuits. Designed and tested an Infrared Audio Link with 3 meter distance requirement. For the microwave component, analyzed and tested Gunn diode, slotted line, vector network, directional coupler, impedance matching and tuning, cavity resonator in laboratory. For the computer system, designed and analyzed the digital system using CPLD hardware and ATmega32 microcontroller. Also implemented pipeline MIPS machine simulator in C and programmed Altera DE2 FPGA embedded system to interface with webcam, handshake networking, and data compression.
In addition, I have extensive experience with Java, Java Scrip, Flot, PHP, HTML, Android, C/C++, Excel, Microsoft Office, Mat Lab, Mathematica, Verilog, and PSpice. I believe that I would be an asset to your program. This internship would provide me with the ideal opportunity to expand my career skills.
Please review the enclosed resume and consider my application for your summer internship program. I would appreciate the opportunity to meet with you and explore the internship environment. Thank you in advance for taking the time to review my resume. For further information or references, I can be reached at zzheng@student.umass.edu or (646) 2XX-2188.
Sincerely
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