英语论文论文化差异对中美商务谈判的影响Word格式.docx

英语论文论文化差异对中美商务谈判的影响Word格式.docx

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美国是世界上最大的经济实体,也是我国最大的贸易伙伴。

商务谈判在双方经贸往来中扮演着重要角色。

由于两国文化差异对商务谈判的各个方面都有直接的影响,对文化差异缺乏敏感的人用自己的文化模式为依据来评价另一种文化中人们的行动、观点、风俗,往往会导致文化冲突。

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,为达成协议打下基础。

在语言交际方面，文化对语言交际的影响主要体现在不同文化中词的内涵意义和比喻意义不同；

在非语言交际方面，对手势、面部表情、目光接触等行为的不同理解都会影响谈判；

在谈判风格方面，从各个案例可见，中美谈判者对待人际关系的态度、决策方式、时间观念和对待冲突的态度都有所不同。

针对以上差异，从跨文化交际的角度对中美谈判者提出了利于和谐交际的建设性意见。

关键字：

文化差异；

商务谈判；

语言交际；

非语言交际；

谈判风格

ABSTRACT

Cultureisthebasicelementininterculturalcommunication.TheculturaldifferencesbetweenChinaandtheUnitedStatesmainlylieinverbalandnonverbalcommunication,andsoon.Ininterculturalbusinesscommunications,peopleshouldtakenecessarymeasurementsactivelytoachieveeffectivepurpose.Atpresent,thebusinessconductedbetweenthetwocountriesgrowsrapidlyandbusinessnegotiationsareconductedmoreandmorefrequently.TheUnitedStatesisthelargesteconomicentity,andisalsothebiggestbusinesspartnerofChina.Businessnegotiationplaysanimportantroleintheirbusinessinteraction.Becausetheculturaldifferenceshavedirectinfluenceoneveryaspectsofthenegotiation,toevaluatetheaction,ideas,andcustomofpeoplefromanotherculturewithone’sownassumptionmaycausecultureconflicts.BoththeChineseandtheAmericansshouldenhancetheawarenessofculturaldifferences,trytounderstandthedifferencesinverbal,nonverbalcommunicationandnegotiatingstyles,andmakepreparationforsuccessfulnegotiations.Intermsofverbalcommunication,thecultureimpactonnegotiationmainlyliesinthedifferenceofwords’connotationandfigurativemeaningindifferentculture.Aboutnonverbalcommunication,thedifferentunderstandingsofsuchbehaviors:

gesture,facialexpressionandeyecontactcanalsoinfluencetheresultofnegotiation.Intheaspectofnegotiationstyles,wecanseethatChineseandAmericannegotiatorshavedifferentattitudestowardinterpersonalrelationship,differentdecision-makingpatterns,differenttimeconceptsanddifferentattitudestowardconfrontations.Consideringtheabovedifferences,weputforwardsomeproposalfromtheperspectiveofcross-culturalcommunicationforthenegotiatorsfrombothChinaandtheUnitedStates.

Keywords:

culturaldifferences;

businessnegotiation;

verbalcommunication;

nonverbalcommunication;

negotiationstyles

Contents

Introduction1

1ASurveyofSino-U.S.BusinessNegotiation2

1.1NegotiationandCulture2

1.2PresentSituationofSino-U.S.BusinessNegotiations2

1.2.1Frequency2

1.2.2Complexity3

2VerbalDifferencesAffectingSino-U.S.BusinessNegotiations4

2.1WordswithDifferentConnotations5

2.2WordswithDifferentFigurativeMeanings6

3NonverbalDifferencesAffectingSino-U.S.BusinessNegotiations7

3.1Gesture7

3.2FacialExpression9

3.3EyeContact10

3.4GreetingBehavior11

4NegotiationStylesAffectingSino-U.S.BusinessNegotiations12

4.1AttitudestowardInterpersonalRelationship12

4.2DecisionMakingPatterns14

4.3DifferentTimeConcepts14

4.4AttitudestowardConfrontations17

5SuggestionsforSino-U.S.BusinessNegotiation18

Conclusion20

Bibliography22

Introduction

ChinaandtheUnitedStatesaretwotypicalcountriesinAsiaandWesternWorld.Theapproachadoptedbyeachsideisstronglyaffectedbytheirculture.SoitisofgreatsignificancetoinvestigatetheculturaldifferencesbetweenChineseandAmericanbusinessnegotiators.Beforeconductingbusinessnegotiation,fullyidentifyingtheinfluencethatculturaldifferenceswillbringtothenegotiationprocesscangreatlyhelpnegotiatorseliminateunexpectedmisunderstandingsandachieveadesiredagreement.InSino-U.S.businessnegotiation,inadditiontothebasicnegotiationskills,itisimportanttounderstandtheculturaldifferences,andtomodifythenegotiationstyleaccordingly.

Successininternationalnegotiationliesinsuccessfulexchangeofbothverbalandnonverbalmessagesthatcanbecomeincreasinglycomplexasbothintendedandperceivedmeaningvary.InSino-U.S.businessnegotiations,wefrequentlyfindthatthedifferencesinlanguage,food,dress,attitudestowardtime,workhabits,socialbehavior,andalltheseaspectscancausemanyofthebusinesscontactstobefrustratingorevenunsuccessful.However,theseissuesaccountforonlysomeoftheproblemsassociatedwithinterculturalcommunication.Mostmisunderstandingsgobeyondsuperficialdifferences.TheneedtounderstandsignificantculturaldifferencesbetweenChineseandAmericannegotiatorsisthemajorthemeofthispaper.

ThispapertriestoanalyzetheinfluenceofculturedifferencesonSino-U.S.businessnegotiationthroughcomparingtheculturedifferencesinverbalcommunication,nonverbalcommunicationandthenegotiationstyles.Itcontains5chapters.