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摘要在世界经济日趋全球的今天，了解各国的文化背景在国际商务谈判中非常重要。随着中美两国关系日益密切，双方的商务谈判也日趋频繁。但是文化背景的差异，也给双方的谈判带来了不少麻烦和障碍。本文主要通过对中美两国在谈判中所遇到的一些问题进行分析，指出两种文化之间存在的一些差异，如语言和非语言交际的差异，价值和价值观念的差异，谈判和谈判风格的差异等方面。并且提出了一些建设性的对策，目的在于使双方能够更好的避免和消除谈判中可能产生的误解，更加顺利的进行商务谈判。40829
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毕业论文关键词: 跨文化冲突; 商务谈判; 中美; 对策
Abstract Today, with the integration of the world economy, it is becoming more important to understand the different cultural backgrounds between various countries in international business negotiations. With the increasingly close relations between China and US, business negotiation of the two sides has been becoming more and more frequent. However, because of the different cultural backgrounds, the negotiations have brought many troubles and obstacles to the two countries. This paper mainly analyzes the culture differences encountered in the negotiations between China and the United States, such as the differences in verbal and nonverbal communication, differences in the values and negotiation styles, etc. On the basis of these differences, some countermeasures are put forward to eliminate or avoid the unnecessary misunderstandings in the negotiation and ensure a smooth business negotiation to the two sides.
Key words: cross-cultural conflicts; business negotiations; Sino-US; countermeasures
Cross-cultural Conflict and Strategies in Sino-US Business Negotiations
Contents
摘 要 i
Abstract ii
I. Introduction 1
II. Business Negotiations and Cross-cultural Communication 2
2.1 The Concept of Business Negotiation 2
2.2 Cross-cultural Communication 3
2.3 The Sino-US Cross-cultural Conflicts 4
2.3.1 The Differences in verbal and Nonverbal Communication 4
2.3.2 The Concept of Time 5
2.3.3 Hierarchical View 5
2.3.4 Collectivism and Inpidualism 6
2.3.5 The Concept of Etiquette Difference 6
III. The Cross-cultural Conflicts of Sino-US Business Negotiations 7
3.1 The Differences in the Way of Thinking 8
3.2 The Differences in Power Distance 8
3.3 The Differences in Values 10
IV. Cross-cultural Negotiation Strategies 12
V. Conclusion 14
Bibliography 16
Acknowledgments 17
I. Introduction
With the China’s admission to the World Trade Organization, international trade will expand year by year, especially the trade between China and US. Since business negotiation plays a key role between the two countries in business trade, the success of enterprises will heavily depend on the success of negotiations. A wide variety of factors influence on Sino-US business negotiations, the culture is a crucial one. Due to the fact that business trade between China and American are increasing frequent, especially business trade, the importance of cultural differences on business negotiations should arouse our attention. As the world’s greatest economic power, American was also an important trade partner of China, but the cultural differences have a huge impact on Sino-US negotiations, and it can not make the negotiations go smoothly, so it is very necessary to realize the cultural influence on negotiation. China and the United States have a lot of different negotiation styles that impact each other, most of them will be discussed in the paper. The author thinks that the discussion about cultural differences in Sino-US business will help Chinese negotiators better understand the negotiations between China and American, and avoid cultural conflicts as much as possible. From the above, we learned that it is very important to understand each others’ culture and cultural differences in negotiations. And it is also necessary to know the main cultural differences between the two sides. Firstly, culture is an abstract conception, it includes the values, religious beliefs, life attitude, ways of thinking, code of conduct, customs and habits, etc. Secondly, it is the different points in the same culture, different nationalities in different regions, historical differences in politics, economy, cultural tradition and customs. It is cultural differences lead to the culture conflicts and impact on the international business negotiations. International business negotiation is not only the international negotiations but also is a cross-cultural negotiation. Trade between the two sides in addition to the differences in the economic and social policy that has already existed, cultural differences also can not be ignored. Many of us tend to make judgments about other cultures in terms of our own culture. Ethnocentrism is a view held by the people that they are the center in the universe; therefore their way of doing things is the right way. Ethnocentrism is harmful to international business negotiations. In order to avoid ethnocentrism and enhance cross-cultural awareness and cultural relativism, the behaviors and customs of a society must be viewed and analyzed within the context of its own culture. Cultural differences directly influence on every aspects of the negotiation. To evaluate the action, ideas, and custom of people from another culture with one’s own assumption may cause culture conflicts. Therefore, both the Chinese and the Americans should enhance the awareness of cultural differences; try to understand the differences in verbal, nonverbal communication and negotiating styles, to make preparation for successful negotiations in terms of verbal communication. The cultural impact on negotiation mainly lies in the difference of word’s connotation and figuration meaning in different culture about nonverbal communication. The different understanding of such behaviors, gestures, facial expressions and eye contacts can also influence the results of negotiation in the aspect of negotiation styles. This paper aims to foster communicative competence of negotiators by promoting cultural relativism and avoiding cultural conflicts in Sino-US business negotiations.