中美面子观差异对跨文化商务谈判的影响

Sino-US Face Perception and Its Influence on Intercultural Business Negotiation

摘  要：我们知道中国和美国是现如今世界上两个最大的两个经济体，中国加入世贸组织之后，中美业务交流更加频繁，如何在商务谈判中进行有效的跨文化交流愈发重要。然而，中美两国都有自己独特的文化体系，面子观是文化中的一个重要方面。谈判者面子观的认知差异可能导致潜在的文化冲突，这给跨文化商务谈判带来更多挑战。虽然很多学者对此进行了研究，但涉及到面子观对商务谈判的影响的研究依然很少。这篇论文分析了中美不同面子观对商务谈判的影响并给出了建议。本文分为五个部分，第一部分是文章的绪论，第二部分是文献综述，第三部分是中美面子观差异分析，第四部分是案例分析面子观对跨文化商务谈判的影响，第五部分是文章的结论及针对面子观差异带来谈判困难的应对策略。

关键词：文化；面子观；商务谈判；差异；建议

Abstract: We can see that nowadays China and the United States are the two biggest economies in the world, and since China has joined the WTO, the business between China and the United States is much more frequent. Therefore, how to make effective cross-cultural communication in business negotiation is increasingly important. However, both China and the United States have their unique culture system; face perceptions are an essential aspect of culture. Cognitive differences in face perception of the negotiators may lead to potential cultural conflicts and there could be more challenges in cross-cultural business negotiation. Although many scholars have done research in this area, but there are still few studies on face perception and its influence on business negotiation. This paper analyses different face perceptions in China and the United States and its impact on business negotiations, proposing some suggestions for negotiators of the two sides. Part one is an introduction to the thesis. Part two is the literature review of this research. Part three is about to analyze the difference in face views between China and the United States. Part four is the case analysis towards the influence of face views on cross-cultural business negotiation. Part five is the conclusion of the thesis and providing several useful strategies to cope with difficulties caused by the different face perception.

Key Words: culture; face perception; business negotiation; difference; suggestion