论文化差异对中美商务谈判的影响_英语论文

The Impact of Cultural Differences on Sino-US Business Negotiations

摘要

经济一体化使国际间的商务往来无处不在，无时不有，成功的国际商务谈判总是要求谈判双方对自己的视野加以调节和改变。作为世界上最大的发展中国家中国和最大的发达国家美国之间的贸易往来越来越受到彼此乃至世界的瞩目，然而中美之间的文化差异对彼此的贸易往来与商务谈判同样有着巨大的影响，中美双方在商务谈判中必须增强文化差异的敏感性,了解在语言沟通、非语言沟通和谈判风格上的差异,了解两国在价值观和谈判风格上的差异，制定出合适的谈判策略，从而为达成协议打下基础。本文通过研究中国与美国之间的文化差异及其对商务谈判的影响，探讨如何正确处理在谈判过程中出现的中美文化差异问题，使中美贸易谈判能顺利进行。

关键词：文化差异; 商务谈判; 影响; 应对策略

Abstract

Economic integration makes international business happen everywhere at all times. To achieve a successful international business negotiation, each party need to change their idea from time to time. As the world's largest developing country and the largest developed country, China and United States, their trades have attracted world's attention increasingly. However, the cultural differences between China and the US on trade and business are so huge, which causes great influence. So the two sides have to enhance sensitivity to cultural differences in business negotiations, they should understand the differences in verbal communication, non-verbal communication and negotiation style,  understand the differences between the two countries in terms of value and negotiating style, and work out appropriate negotiating strategy, so as to lay the foundation for an agreement. By studying the cultural differences and the impact on business negotiations between China and the United State, discuss how to handle the problems of Chinese and American cultural differences properly in the process of negotiation, so that Sino-US trade negotiations can proceed smoothly.

Keywords: cultural difference; business negotiation; influence; preventive strategy   

Contents

1. Introduction 1

2. Literature Review 1

2.1 Cultural differences 1

2.1.1 The difference of thinking mode 2

2.1.2 The difference of time view 2

2.1.3 The difference of "face" concept 2

2.1.4 Etiquette difference 3

2.2 Studies on Sino-US differences 4

3. Influences of Sino-US Cultural Differences in the Negotiations 5

3.1 Negotiation process 5

3.2 Negotiation method 6

3.3 Negotiation decision 6

4. Suggestions for Sino-US Business Negotiation 7

4.1 Correct greetings 7

4.2 Communication on work-related information 8

4.3 Making a proposal and a persuasion 8

4.4 Making concessions, reaching agreements 9

5. Conclusion 9

Works Cited 11