文化差异对中美商务谈判的影响_英语论文

The Different Impact of Chinese and American Cultures on Business Negotiation

摘要

随着全球经济一体化的加速发展，各国商务活动的繁荣，国际商务谈判与日俱增。国际商务谈判在国际贸易中扮演核心角色，国际商务谈判的成败与否将直接关系到企业自身的利益。但是，不同文化价值体系的分歧加深了双方在谈判目的和形式上的冲突。在本文中，作者采用了荷兰人类文化学家吉尔特·霍夫斯泰德的文化纬度理论作为研究的基本模型，从权利距离，个人主义（集体主义），男性特质（女性特质），不确定性规避和长期取向（短期取向）这五个方面，对中美商务谈判中具有重要影响的文化维度进行了细致的分析。本文写作的主要目的是为了使谈判者认识到文化差异对中美商务谈判的影响，以减少中美商务谈判中的文化差异给谈判带来的负面影响，并可增加谈判获得成功的可能性。 

关键词：文化维度；商务谈判；文化差异；影响 

Abstract

With the development of economic globalization and the prosperity of international business, international business negotiations are increasing dramatically. Since international business negotiation plays an important role in international trade, the success or failure of the international business negotiation will directly relate to the benefit of enterprise. However, conflicts over goals and procedures of negotiation are often intensified by cultural differences. This thesis is designed to analyze the cultural dimensions that are reported to play very significant roles in Sino-US business negotiation. Dutch professor Geert Hofstede’s theory of cultural dimensions, including power distance, individualism versus collectivism, uncertainty avoidance, masculinity versus femininity, and long-term orientation, is the basic theoretical framework and research model of this dissertation. The thesis aims at making the business negotiators be aware of the influences of cultural differences in Sino-US business negotiations to reduce the negative influences caused by the cultural differences to the Sino-US business negotiations, which can also increase the possibility to successful negotiations. 

Key Words: Cultural Dimension; business negotiation; cultural difference; influence 

Contents

1 Introduction.1

2 Geert Hofsdete’s Cultural Dimensions.2

3 Culture and Negotiation.5

 3.1 Conception of Negotiation.5

 3.2 Cross-cultural Negotiation.6

 3.3 The Relation Between Culture and Negotiation6

4 Cultural Differences in Business Negotiation Between Chinese and   

  American Participants8 

 4.1 Different Values.8

 4.2 Different Customs9

 4.3 Different Thinking Processes.9

 4.4 Different Concepts of Time.9

5 Cultural Influences on Negotiation.10

5.1 Cultural Influence on Values10

 5.2 Cultural Influence on Thinking Processes11

 5.3 Cultural Influence on Concepts of Time11

6 Communicative Strategies in Chinese and American Negotiations. 11

 6.1 countermeasures for cultural Differences12

  6.1.1 Correct Use of Greetings.12

  6.1.2 Communication before Negotiation12