Influences of China and US Differences in “Face” Concept on Business Negotiations_英语论文

摘要

当今世界，随着经济全球化趋势的不断蔓延，中国作为强有力的发展中国家队伍的代表，正积极开展对外经济合作的外贸关系。美国是一个发达国家，虽然在资金、人才、科技等方面都位居前茅，但在劳动力和市场需求方面，美国也需要与中国这样的发展中国家合作。中美经济互补，共同利益广泛，合作空间广阔。在此种经济形势下，中美的贸易关系越来越密切，双边的合作越来越频繁。与此同时，迥异的文化因素影响了两国的交流与合作。其中，面子问题的文化差异是一个巨大阻碍。在各式的商务谈判中，中国人或多或少都存在爱面子的心理状态，而中国和美国在不同文化环境的影响下对面子有着根深蒂固的理解差异，因此面子问题就影响了两国商务谈判的进行。本文讨论了不同面子观对商务谈判造成的影响，并提出了一些相应的解决方法，以有效促进两国的双边贸易。

关键词：中美贸易；面子问题；商务谈判

Contents

摘  要 I

Abstract I

1 Introduction 1

1.1 Background and Purpose of Study 1

1.2 Significance of the Study 1

2 Culture Differences and Concept of “Face” 2

2.1 Definitions of Culture 2

2.2 Theories Related to the Concept of “Face” 4

2.2.1 Understanding of “Face” as a Part of Chinese Culture 4

2.2.2 Understanding of “Face” as a Part of American Culture 4

2.3 Differences in the Understanding of “Face” Between Chinese and American 5

2.4 Definition of Business Negotiation 6

3 Face and Negotiation 7

3.1 Concept of “Face” Reflected in Language Expression 7

3.2 Concept of “Face” Reflected in Hierarchy 7

3.3 Concept of “Face” Reflected in Privacy 8

4 Methods and Suggestions to Solve Problems Caused by Differences in Concept of “Face” 9

4.1 Try to be Direct during Negotiation 9

4.2 Try to Treat Members Equally during Negotiation 9

4.3 Try to Protect American Privacy during Negotiation 10

5 Conclusion 10

References 12