从霍夫斯泰德文化维度理论探究文化差异对中美商务谈判的影响_英语论文

Influence of Cultural Differences on Sino-America Business Negotiation from the Perspective of Hofstede’s Cultural Dimension

摘要

随着中美两国的经贸交往的日益频繁，两国巨大的文化差异对商务谈判的影响日益凸显，在商务谈判中两国商务谈判者表现出的不同的谈判风格导致对彼此的误解，影响了谈判的顺利进行。本文从霍夫斯泰德的文化维度理论出发，从权力距离，不确定性规避，个人主义与集体主义，男性化与女性化，长期导向和短期导向五个方面分析比较两国的文化差异，解读两国谈判人员的不同谈判风格，并针对存在的问题，从跨文化交际角度提出了有利于商务谈判顺利进行，实现双赢的对策建议。

关键词：霍夫斯泰德文化维度理论； 文化差异；中美国际商务谈判； 跨文化交际

Abstract

With increasingly frequent economic and trade exchanges between China and the United States, the big cultural differences between the two countries on the impact of business negotiations become increasingly prominent. In business negotiations, the different negotiating styles between the negotiators lead to misunderstanding of each other, which hinders the smooth progress of the negotiations. This thesis, from the perspective of Hofstede’s  cultural dimension, compares and analyses cultural differences between the two countries from power distance, uncertainty avoidance, individualism vs collectivism, masculinity vs femininity, long term orientation vs short term orientation. In addition, it also puts forward some advice and strategies beneficial to the smooth implementation of business negotiations from the perspective of the intercultural communication.

Keywords: Hofstede’s Cultural Dimension；cultural differences; Sino-U.S business negotiation; intercultural communication

Contents

1. Introduction………………………………………………………………1

2. Literature Review…………………………………………………………2

3. The Sino-American Cultural Differences under the Hofstede’s Theory of Cultural Dimensions……………………………………………………….3

3.1 Power Distance………………………………………………………….4

3.2 Uncertainty Avoidance……………………………………………………...5

3.3Individulism versus Collectivism……………………………………………6

3.4 Masculinity versus Femininity………………………………………………7

3.5 Long-term versus Short-term………………………………………………..8

4.Cultural Differences Influencing Sino-American Business Negotiations...9

4.1 Cultural differences affecting negotiation method…………………………10

4.2 Cultural differences affecting interpersonal relationship…………………..11

4.3 Cultural difference affecting decision method……………………………..12

4.4 Cultural differences affecting the protocol form of negotiation…………...13

5.Suggestions for Sino-US Business Negotiations ………………………….14

5.1 Understanding and respecting other nations’ culture………………………15

5.2 Expressing your ideas directly……………………………………………..16

5.3 Learning the advantages of other nations’ culture…………………………17

5.4 Changing the Stereotype…………………………………………………...18

6 Conclusion……………………………………………………………….....19

Works Cited………………………………………………………………….20