On the Differences of Values in Sino-US Business Negotiation from a Cross-Cultural Perspective_英语论文

摘要

随着中国加入世贸组织，中国经济迅速发展,一跃成为世界第二大经济体。中国成为美国最大的贸易伙伴，两国之间的贸易往来也日益频繁。但是，迅速发展的商贸活动在带给中美双方巨大利益的同时，也带来了一定的考验。中美两国在经济、文化、社会等方面的巨大差异使得谈判往往不能顺利进行。因此，中美两国必须了解双方的文化差异以及如何解决因差异带来的问题。本文通过跨文化视角，研究中美商务谈判中价值观的差异及其影响，并且提出合理的解决办法，以解决不必要的争端，更好地促进中美商务活动的开展，达到双赢的效果。

关键词: 跨文化；价值观；商务谈判

Contents

Acknowledgments I

Abstract II

摘要 III

Chapter One Introduction 1

1.1 Background and Purpose of the Study 1

1.2 Structure of the Study 2

Chapter Two Literature Review 3

2.1 Theories Related to Culture 3

2.1.1 Definitions of Culture 3

2.1.2 Cultural Dimensions 3

2.2. Previous Study on Business Negotiation 4

2.3. Previous Study on Value 5

Chapter Three Comparisons of Values in Business Negotiations and Impacts of Value Differences on Business Negotiations 6

3.1 Comparisons of Values in Business Negotiations 6

3.1.1 Subordinate Relationship 6

3.1.2 Manner of Dealing with People 7

3.1.3 Habits of Thinking 8

3.1.4 Individualism or Collectivism 9

3.2 Impacts of Value Differences on Business Negotiations 10

3.2.1 Impacts on Business Negotiation Team 10

3.2.2 Impacts on Business Negotiation Purposes 11

3.2.3 Impacts on Communication Process 12

3.3 Suggestions 12

Chapter Four Conclusion 14

4.1 Major Findings of the Study 14

4.2 Limitations and Suggestions for Further Research 14

References 16