Influence of Culture Differences on Sino-U.S. Business Negotiation：From the Perspective of High-context and Low-context Cultural Differences_英语论文

摘要

商务谈判是一场文化的碰撞。中国和美国分别属于高语境和低语境文化，这种文化的差异可能会导致谈判的冲突。二十世纪以来，各学者们都纷纷就文化差异对中美商务谈判的影响做了研究，但只有几位学者是从语境文化的角度进行研究的。本论文主要结合前人的研究和案例分析，从语境文化差异的角度系统地分析文化差异对中美商务谈判的影响。论文通过霍尔的理论分析了语境的特征；并且选取了中美商务谈判中已经发生的案例，先对案例做具体分析然后再归纳特征；最后总结了语境对中美商务谈判的影响。事实证明，语境的不同会对商务谈判有着很大的影响。商务谈判是对外经贸往来顺利进行的前提和基础，为了使谈判顺利进行，我们需要就语境文化对商务谈判的影响做具体的分析。

关键词：高语境与低语境文化差异；商务谈判；中国和美国

Contents

摘  要 I

Abstract II

1 Introduction 1

1.1 The Background of the Research 1

1.2 The Significance of the Research 2

2 Context Culture 2

2.1 Culture 2

2.2 Context Culture 3

3 High and Low Context Culture 3

3.1 The Definition of High and Low Context Culture 3

3.2 The Formation of High-Context and Low-Context Culture 4

3.3 The Characteristics of High and Low Context Culture 5

3.3.1 High-Context Culture(China) 5

3.3.2 Low-Context Culture(American) 5

4 The Specific Performance of High and Low Context Culture in the Sino-U.S. Negotiation 6

4.1 Case 1 6

4.2 Case 2 7

5 Influence of High and Low Context Culture on Sino-US Business Negotiations 8

5.1 Different Negotiation Target 9

5.2 Different Expression Styles 9

5.3 Different Focus on Business Negotiation 10

5.4 Prose of the Agreement: Generally or Soporifically 10

6 Conclusions 10

References 12