A Study of Sino-America Business Negotiation from Perspective of Face Theory_英语论文

摘要

作为世界两大经济体，中美两国之间贸易越来越频繁，跨文化商务谈判也日益增多。中国和美国都有着各自独特的文化，在面子方面也有着独到的见解。因此，在商务谈判过程中，不同的面子观会使双方谈判者采取不同的关注点以及处理方式，从而可能带来不同程度的误解。本文旨在分析中美面子观的差异以及其对跨文化商务谈判的影响，并试图提出建议，以便更好地进行跨文化商务谈判。

关键词：中美；面子观；商务谈判

Contents

1. Introduction 1

2. Literature Review 2

2.1. Previous Studies on Intercultural Business Negotiation 2

2.2. Deficiencies of Previous Studies 3

3. Face Theory 4

3.1 Chinese Face Theory 4

3.2 Western Face Theory 6

3.3 Differences between Chinese and Western Face Theories 9

4. Analysis of Sino-America Business Negotiation from Perspective of Face Theory 10

4.1 Definition and Characteristics of Intercultural Business Negotiation 10

4.2 Analysis of Sino-America Business Negotiation Variables 10

4.3 Analysis of Sino-America Business Negotiation Tactics 13

5. Suggestions 15

5.1 Suggestions for Chinese Negotiators 15

5.2 Suggestions for American Negotiators 15

6. Conclusion 16

References 18