面子观的差异对中美商务谈判的影响
The Influence of Face Perception Differences on Sino-US Business Negotiations
摘要
在经济全球化的背景下，随着中国加入国际贸易组织，日益融入世界经济，我国与世界各国的贸易交流日益频繁。中美贸易来往成为推动两国经济发展并影响世界经济进程的重要力量。不同的国家有不同的文化，因此文化差异对商务谈判有着重大的影响。面子是几千年来中国传统文化的一个重要方面，它象征着一个人的社会地位，声望和自尊。中国的一句古话“人要脸树要皮”正是表明了面子在中国社会的重要性。在商业环境中，面子不仅被描述为一个中国商人“最珍贵的财产”，更是一个“易碎品”。由于中美对面子的认识、关注程度以及处理面子问题的方式不同，常给中美之间的商务谈判带来交流上的困难甚至误解，造成谈判中的障碍。通过文献收集的方法,本文分别分析了中国人和美国人对“面子”不同的理解。此外，本文还讨论了中美商务谈判的影响及对策建议。
关键词：面子观；文化差异；商务谈判
Abstract
Under the background of economic globalization, with China's assess to the WTO and becoming more integrated into the global economy, our country and the world trade exchanges are increasingly frequent. Sino-US trade becomes an important force to promote the development of the economies of the two countries and the impact of the process of the world economy. Different countries have different cultures; therefore cultural differences have a significant influence on business negotiation. Face is an important aspect of Chinese traditional culture for thousands of years; it symbolizes a person's social status, prestige and esteem. The Chinese saying that a person needs face like a tree needs bark indicates the importance of face to participate in Chinese society.  In the business environment, face is not only being described as Chinese businessperson's "most precious possessions", but also as a "fragile articles". As China and the United States have different understanding, attention and processing methods on the face, it often bring difficulties in communication or even misunderstanding to China and the United States business negotiations, resulting in barriers in negotiations. By collecting literature and analyzing it, this article mainly have an eye on the influence of face perception's differences on Sino-US business negotiations includes the analysis of the concept of “face”in China and America, respectively. Furthermore, the article also discusses the influence on negotiation and suggestions for business negotiation between China and America.
Key words: face perception; cultural differences; business negotiation