中美文化差异对商务谈判的影响英文版.docx

中美文化差异对商务谈判的影响英文版.docx

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中美文化差异对商务谈判的影响英文版

TheInfluenceofCulturalDifferencesbetweenChinaandtheUnitedStatesonBusinessNegotiation

Abstract

Withthecontinuouschangesininternationalrelationsandthechangesintheworldeconomicsituation,China’seconomiccooperationwithothercountriesaroundtheworldhasgraduallyincreased.Wherethereiseconomictransaction,thereisbusinessnegotiation.Businessnegotiationisanimportantprerequisiteforeconomiccooperationbetweencountries,aswellastherealizationprocessofculturalexchange,collisionandintegrationbetweencountries.Ifthenegotiatorsdonotfullyunderstandtheculturaldifferencesbetweenthetwosides,theremaybeculturalconflictsinthenegotiation,andthefinalnegotiationwillbeinterruptedorendedupinfailure.Inrecentyears,ChinaandtheUnitedStateshavewitnessedfrequentbilateraltradeandfurtherdevelopmentofeconomiccooperation.Thenegotiationsbetweenthetwosidesareaffectedbytheeconomic,politicalandsocialenvironment,butitcannotbeignoredthatculturaldifferencesalsohaveagreatimpactontheSino-UStradenegotiations.

Therefore,inordertoavoidthenegativeimpactofculturalfactorsonSino-Americanbusinessnegotiation,thispaperexpoundstheinfluenceofculturalfactorsonSino-USbusinessnegotiationfromtheculturalperspective.Byreferringtotheresearchofotherscholars,theauthorfirstsummarizesthedefinitionsandtheoriesofculturaldifferencesandnegotiation,andanalyzestheculturaldifferencesbetweenChinaandtheUnitedStatesfromthefouraspectsofthinkingmode,valueorientation,verbalcommunicationandnon-verbalcommunicationcombinedwiththecross-culturalknowledgelearnedbytheauthor.Finally,theauthorhelpsnegotiatorsunderstandhowculturaldifferencesaffectbusinessnegotiationswithspecificexamples,clarifiestheissuesthatshouldbepaidattentiontoandavoidedinthenegotiations,andputsforwardfeasiblenegotiationstrategiessothatChinaandtheUnitedStatescanreachasuccessfulbusinessnegotiation.

Keywords:

culturaldifferences,businessnegotiation,crossculture

中美文化差异对商务谈判的影响

摘要

随着国际关系的不断变化和世界经济形势的变化，中国与世界各国的经济合作逐渐加强。

有经济贸易，就会有商务谈判。

商务谈判是国家间经济合作的重要前提，也是国家间文化交流、碰撞和融合的实现过程。

如果谈判者不能很好地理解双方的文化差异，谈判过程中就可能会出现文化冲突，最终导致谈判的中断，甚至失败。

近年来，中美双边贸易频繁，经济合作也有了进一步发展。

中美双方的商务谈判会受到经济、政治和社会环境的影响，但文化因素对中美商务谈判的影响力也不容小觑。

因此，为了避免中美文化差异对双方谈判带来负面影响，本文旨在阐述文化因素对中美商务谈判的影响。

在借鉴其他学者的研究成果的基础上，笔者首先总结了文化差异和商务谈判的定义和理论，并结合了自身所学的跨文化知识，整合分析中美谈判者在思维方式、价值取向、语言交流和非语言交际四个方面的文化差异。

最后，笔者结合具体事例帮助谈判者了解文化差异是如何影响商务谈判的，理顺谈判中应注意和避免出现的文化冲突问题，提出合适的应对策略，使中美双方顺利达成商务谈判。

关键词：

文化差异；商务谈判；跨文化

Contents

AbstractⅠ

摘要Ⅱ

Introduction1

1RelevantTheoriesofCulturalDifferencesandBusinessNegotiation3

1.1RelevantTheoriesofCulturalDifferences3

1.1.1CulturalDifferences3

1.1.2CulturalDimensionsTheory3

1.2RelevantTheoriesofBusinessNegotiation4

1.2.1BusinessNegotiation4

1.2.2TheoriesofBusinessNegotiation5

1.3RelationshipofCultureDifferencesandBusinessNegotiation5

2CulturalDifferencesShowninSINO-USBusinessNegotiations7

2.1DifferencesinThinkingMode7

2.2DifferencesinValueOrientation7

2.3DifferencesinVerbalCommunication8

2.4DifferencesinNonverbalCommunication8

3TheImpactofCulturalDifferencesonSINO-USBusinessNegotiations9

3.1DifferentThinkingModesofNegotiators9

3.2DifferentValueOrientationsofDecisions10

3.3DifferentVerbalCommunicationsinNegotiationStyles11

3.4DifferentNonverbalCommunicationsinNegotiationProcess12

4SuggestionsforSINO-USBusinessNegotiators14

4.1SuggestionsontheMentalPreparation14

4.2SuggestionsontheActionPreparation14

Conclusion16

References17

Acknowledgments18

Introduction

Withthecontinuousopeningoftheworldeconomy,tradebetweencountriesisbecomingmoreandmorefrequent.WithChina’saccessiontotheworldtradeorganization,Chinastradewithothercountrieshasbecomecloser,andthebusinessnegotiationsarealsoincreasing.Therearemanyfactorsthataffectthenegotiationbetweencountries,suchasideology,economicpower,societyenvironmentandsoon.However,withtheincreaseofglobaleconomicexchangesandthegrowthofinterregionaleconomy,theincreaseofinternationalandinterregionaleconomiccooperationpromotesthecommunicationofculturesamongdifferentcountriestoacertainextent.Culture,asasignificantpartofsoftpower,alsohasanimportantimpactonbusinessnegotiation.Asthecoreofacountry’ssoftpower,culturehasagreatinfluenceonbusinessnegotiationamongcountries.Today,Chinaisthedevelopingcountrywiththestrongestcomprehensivenationalstrength,whiletheUnitedStatesistheworld’sfirsteconomy.Thetwocountrieshavemaintainedcloseeconomicexchangesandfrequentbusinessnegotiations.AstherearemanycasesofculturalconflictbetweenChinaandtheUnitedStatesleadingtothefailureofnegotiations,negotiatorsshouldknowtheimpactofculturalfactorsonbusinessnegotiations,foreseethenegotiationprocessandadjustnegotiationstrategies.

Withtheworld’sattentiontoSino-UStraderelationsandbusinessnegotiations,scholarsfromChina,theUnitedStatesandevenothercountrieshavealsoexploredtheimpactofculturalfactorsonSino-USnegotiations.InthedomesticresearchonInternationalBusinessNegotiation,LiuYuanpointedoutthatduetotheobviousdifferencesinideology,economiclevel,culturalatmosphere,socialhabitsandotheraspectsintheworld,ininternationalnegotiations,negotiatorsmustunderstandandcomparetheculturaldifferencesbetweenthetwocountries,summarizethedifferencesinvalues,waysofthinkingandotheraspectsoftheothernegotiatorsfromdifferentculturalbackgrounds,andplanoutareasonableresponsetopossibleculturalconflicts（Y.Liu,2007）.Inaddition,inthearticleTheImpactofCulturalDifferencesonSino-AmericanbusinessNegotiation,aftercomparingthedifferencesinlanguagestyle,negotiationstyleandvaluestandardbetweenChinaandAmerica,LinHaigivessuggestionstoChinesenegotiators.HesuggeststhatinthebusinessnegotiationsbetweenChinaandAmerica,weshouldformulateandadjustourownnegotiationstylesandcopingstrategiesaccordingtothedifferencesinculturalbackgrounds（Lin,2007）.Inforeignstudies,aDutchpsychologist,HofstedecameupwithHofstede’sculturaldimensiontheory.Hofstededividesculturaldifferencesintosixbasicdimensionsofculturalvaluesandanalyzestheirperformanceindifferentsocialforms.InthepaperInterculturalNegotiationinInternationalBusiness,Salacuse.J.W.,theAmericanauthor,alsopointedouttheculturaldifferencesbetweenthetwopartieswillaffectorhinderthebusinessnegotiationinmanyways（Salacuse,1991）.

Obviously,wecanoftenseetheexistenceandinfluenceofculturalfactorsinbusinessnegotiationactivities.Moreover,moreandmoreChineseandAmericanscholarspayattentiontotheinfluenceofculturalfactorsonbusinessnegotiation.Butwiththedevelopmentofeconomy,theculturaldifferencesbetweenChinaandtheUnitedStateshavenewchanges,whichleadtodifferenteffectsonbusinessnegotiation.Therefore,thispapermainlydiscussestheinfluenceofculturaldifferencesbetweenChinaandtheUnitedStatesonbusinessnegotiation.

Thispaperadoptsliteraturereviewresearchandcasestudyresearch.Thispapermakesatheoreticalstudyofculturaldifferences,businessnegotiationsandtheroleofculturalfactorsonbusinessnegotiationsbetweenChinaandAmericabysearchingvariousliteraturesandrelevantresearchesofvariousscholars.Thenthroughspecificcases,thepapercomparesandanalyzestheimpactofculturaldifferencesbetweenthetwocountriesonbusinessnegotiations,andfinallydrawsthefeasiblenegotiationplanningtoavoidculturalconflicts.

Thispaperisdividedintofivechapters：

Chapter1showsthetheoryofculturaldifferencesandbusinessnegotiation,anddiscussesthecorrelationbetweenculturaldifferencesandbusinessnegotiation.Chapter2showstheculturaldifferencesbetweenChinaandtheUnitedStatesfromthinkingmode,valueorientation,verbalcommunicationandnon-verbalcommunication.Chapter3showstheinfluenceofculturaldifferencesonbusinessnegotiationbetweenthetwocountries.Basedonsomespecificcases,theauthoranalyzestheimpactofculturaldifferencesonbusinessnegotiationfromfouraspects:

businessnegotiators,decision,stylesandprocess.Chapter4putsforwardfeasiblesuggestionsforcross-culturalbusinessnegotiationbetweenChinaandtheUnitedStates.

1RelevantTheoriesofCulturalDifferencesandBusinessNegotiation

1.1RelevantTheoriesofCulturalDifferences

Beforedoinganyresearch,scholarsneedtorefertosomeauthoritativetheoriesanddefinitions.Thispaperwilldiscussthetheoryofcross-culturalnegotiation,soitisinevitabletodefinethemeaningof“culture”first.Inourdailylife,weoftenuseorheartheword“culture”.Intheresearchathomeandabroad,scholarshavedifferentviewsonthedefinitionofculture.

1.1.1CulturalDifferences

Definitionsofculturearenumerous.Edward.B.Tylorsystematicallydefined“Culture”istheproductofcomplexhumanlife,includingknowledge,spirit,custom,statute,andotherabilitiesandconventionalhabitsdominatedbymembersofsociety（F.X.Liu,2005,p.37）.Somescholarswilldeterminetheconceptofculturefromtheaspectsofemotionandthought.Forexample,onedefinitiongivenbytwonegotiationexpertsisthat“Cultureisacollectionofsharedandcommonbeliefs,moralityandnorms,andthatcharacterizeracial,nationalandleadtheiraction”（Salacuse,1991,p.217）.Inaword,cultureincludesth