论跨文化商务谈判中的中美文化差异_英语论文

On Sino-US Cultural Differences in Intercultural Business Negotiation

摘要

国际商务谈判在当今社会是现代社会中不可或缺的一部分。在商务谈判中，由于中美文化差异较大，导致在双方商务谈判中的风格迥异，主要体现在行为方式、团队意识、谈判态度、交流形式上。而这些方面又影响到商务谈判的成败，关系着整个业务活动的进行，从而影响着企业的生存和发展。随着中美贸易往来愈加频繁，中美之间的商务谈判也越来越多，中美之间巨大的文化差异导致中美谈判者的行为完全不同。

本文首先在经济全球化背景之下对文化以及商务谈判进行定义，然后逐步分析在中美商务谈判中存在的的文化差异；进而就文化差异的存在来阐述其对中美商务谈判产生的明显的影响，然后再针对中美文化差异提出有效的应对策略（加强文化意识，谈判前的准备，协调文化差异），结论部分总结了文章所论述的主要观点并为进一步研究提出了几个观点。本文的目的是让中美两国的谈判者在文化差异方面彼此了解更多，更好地了解其文化特征，尽量减少不必要的误解，从而为中美双边经济合作做出贡献。 

关键词：文化差异；中美；商务谈判

Abstract

International business negotiation is an indispensable part of modern society. Due to differences in Sino-US cultural business negotiations, it results that the two sides have fully different styles in the business negotiations, mainly in the personal style, team organization, negotiation attitude and communication pattern. And these aspects also affect the success or failure of business negotiations, and also influence the survival and development of enterprises.  With the increasingly frequent trade between China and the United States, Sino-US business negotiations will be more and more. The huge cultural differences between two sides lead to completely different behavior for Chinese and American negotiators.    

Firstly, under the background of economic globalization, the article will define culture and business negotiation, analyze the cultural differences that exist in the Sino-American business negotiations. Then, it will illustrate the obvious influence of cultural differences on Sino-American business negotiation, put forward effective strategies in view of the cultural differences between China and the United States (enhancing cultural awareness, trying to be well-prepared before negotiation, reconciling cultural differences). At last, the conclusion part will summarize the article and put forward some points for further study. The purpose of the paper is to make negotiators from both China and America know more about each other in terms of cultural differences and have a better understanding of their cultural characteristics to minimize unnecessary misunderstandings, thus contributing to the bilateral economic cooperation between China and America. 

Key words: cultural differences; Sino-American; business negotiation

Contents

Acknowledgements i

Abstract & Key words in English ii

Abstract & Key words in Chinese iii

Introduction 1

1. Definition 1

1.1 Definition of culture 1

1.2 Definition of business negotiation 2

1.3 The cultural impacts on business negotiation 3

2.Cultural differences in Sino-Amercian business negotiation 3

2.1 Values 4

2.2 Ways of thinking 5

2.3 Time perception 5

2.4 Face concern 6

2.5 Power distance 7

3. Analysis of different negotiation styles In Sino-US business negotiations 7

3.1 Personal style: formal or informal 8

3.1.1 Formal negotiation 8

3.1.2 Informal negotiation 8

3.2 Team organization: group consensus or one leader 9

3.2.1 Group consensus 9

3.2.2 One leader 9

3.3 Negotiation attitude: win-win or win-lose 10

3.3.1 Win-win negotiation 10

3.3.2 Win-lose negotiation 10

3.4 Communication pattern: indirect or direct 11

3.4.1 Indirect negotiation 11

3.4.2 Direct negotiation 12

4. Strategies for Sino- US business negotiation 12

4.1 Enhancing cultural awareness 12

4.2 Trying to be well-prepared before negotiation 13

4.3 Reconciling cultural differences 13

Conclusion 14

References: 15