3稿论文 陈颖欣.docx

3稿论文 陈颖欣.docx

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3稿论文陈颖欣

毕业论文

题目:

中美商务谈判中的文化因素探讨

学生姓名：

陈颖欣学号：

1207012721

专业班级：

2012级英语4班（商务方向）

指导教师：

王丽卓

企业导师:

黎巧玲

二级学院：

外国语学院　　　　　

2016年4月

中美商务谈判中的文化因素探讨

摘要

受不同文化的影响,商务谈判风格差异很大，不同的文化价值体系加深了双方在谈判过程中的分歧，甚至引起冲突。

因此，在国际商务谈判中，懂得和正确处理文化差异，对于提高谈判效率是十分重要的。

本文选用中国和美国之间的商务谈判为研究模型，作为最大的发展中国家和最大的发达国家，中美两国之间存在着较大的文化差异，甚至文化冲突。

本文分析了影响两国商务谈判的文化差异因素，提出了正确处理在谈判过程中文化差异的方法。

只有正确认识这些问题，谈判才能顺利进行，达到理想效果。

关键词：

文化差异；谈判策略；谈判风格；商务谈判

DISCUSSIONONCULTURALFACTORSINSINO-AMERICANBUSINESSNEGOTIATION

ABSTRACT

Withtherapiddevelopmentofeconomicglobalization,therangeofinternationalbusinesshasbecomewider,andthebusinessnegotiationamongpeoplefromdifferentcountriesandculturehasbecomemorefrequent.Itcreatesconsiderablechallengesforbusinessrepresentativeswhoareunfamiliarwiththeculturesofdifferentgroups.Negotiationcaneasilybreakdownbecauseofalackofunderstandingoftheother’sculturesinthenegotiationprogress.Therefore,tobethesuccessfulnegotiators,businessmenshouldhaveagoodknowledgeoftheiropponents’cultureandlearntorespectothers’cultures.Chinaisthebiggestdevelopingcountrywithalonghistoryandcomplicatedculturalsystem,anditistherepresentativeofeasterncultures.Atthesametime,Americaisthebiggestdevelopedcountryandasadevelopedcapitalistcountry,itistherepresentativeofwesterncultures.TherearehugedifferencesinculturebetweenChinaandAmerica.Itisimportanttounderstandtheculturaldifferenceandtomodifythenegotiationtacticsaccordingly.

KeyWords:

culturaldifference;negotiatingstrategy;negotiationstyle;businessnegotiation

Contents

1.Introduction1

2.NegotiationandCulture3

2.1Negotiation3

2.2Culture4

2.3TheRelationshipbetweenCultureandNegotiation4

3.TheManifestationofCulturalDifferencesbetweenChinaandtheUnitedStates5

3.1Language5

3.1.1Language5

3.1.2BodyLanguage5

3.2Religion6

3.3Values6

3.4CustomsandEtiquette7

4.The Impact of Cultural Differences on Business Negotiations8

4.1TheInfluenceonCulturalDifferencesontheNegotiationStyle8

4.2TheImpactontheCommunicationProcess8

4.2.1TheInfluenceofCulturalDifferencesonLanguageCommunication8

4.2.2TheInfluenceofCulturalDifferencesonNon-LanguageCommunication9

4.3TheInfluenceonInterpersonalRelationship9

4.4TheImpactonMakingDecision9

5.CopingWaysofCulturalDifferencesinChineseandAmericanBusinessNegotiation11

5.1UnderstandingtheCulturalDifferences11

5.2ProperHandlingoftheCulturalDifferences11

5.3RaisingAwarenessoftheCulturalDifferences12

6.TheConcreteCopingStrategiesofChineseBusinessNegotiatorsinSino-AmericanBusinessNegotiation13

6.1TheStrategyofExpertTeamInvolvement13

6.2TheStrategyofBuildingAtmosphere13

6.3TheStrategyofSilenceAndListening13

6.4TheStrategyofPragmaticLanguage14

6.5TheStrategyofMulti-Scheme14

6.6TheStrategyofPostponement14

6.7TheStrategyofSimpleEtiquette14

6.8TheStrategyofFlexibleCommitment14

7.Conclusion16

Bibliography17

Acknowledgments18

1.Introduction

WithChinaenteringWTO,theinternationalbusinessnegotiationhasbecomemoreandmoreimportantthanbefore.Businessnegotiationisnotonlyanimportantcomponentofeconomicactivities,butalsoaprocessofbuildingrelations.Forthepurposeofdoingbusinessnegotiationbetter,culturediscrepancyshouldbeconsideredbypeoplewhoarenegotiating.Inordertohaveabettercomprehension,weneedtointroducesomebasicconceptsanddefinitions.

Inthispaper,itisfromthefiveaspectsofbusinessnegotiationsandculturalfactorsarediscussed.Number1,ittalkthenegotiationsandculture;number2,wewilldiscussthemanifestationoftheculturaldifferencesbetweenChinaandtheUnitedStates;number3,it’salsoimportanttointroduceSino-USculturaldifferencesimpactonbusinessnegotiation;number4,itdiscuessthepaperdemonstratesthewaytodealwiththeculturaldifferencesinSinoUSbusinessnegotiations;andfinally,ittalkabouttheSino-USbusinessnegotiationinChinesebusinessnegotiatorsspecificcopingstrategies.Inordertomakethestructuremorerigorous,andrefinementofnegotiationsinfiveareas,wewilldiscussfromsomeaspects,suchas,theculture,negotiationandcultural,language,religion,values,customsandetiquette,andtheimpactofculturaldifferencesonthenegotiatingstyle.Asweknow,theculturaldifferenceshavegreatinfluencesonthecommunicationprocessandtheinterpersonalrelationship.Also,theycanhavesignificantimpactuponthedecisionofmakingshadowRingandunderstandingthepossibleculturaldifferencesinthenegotiations.Negotiatorsshouldproperlydealwithculturaldifferences.Ifwedobetter,wewillhaveamoreharmoniousinterpersonalrelationship.Inordertoimprovethesubsequentculturaldifferences,theexpertteamscombinetoafewstrategictargets.Suchas,theclimatestrategy,silenceandlisteningstrategies,pragmaticlanguagestrategy,postponementstrategy,simplestrategyetiquette,flexiblecommitmentstrategyandsoon.WebelievethatthispaperwillhelpusstudyculturalfactorsinSino-USbusinessnegotiations.

ThispaperattemptstocombinewithChinaandtheUnitedStatestocommunicateinthelanguageandnon-languagecommunication,andthenegotiationstylesbetweentoanalyzeitsimpactontradenegotiations.Withparticularemphasisintradenegotiations,whichisstandingfromacross-culturalperspectivetoanumberofrecommendations.Inordertosolvethisproblemeffectively,wemustunderstandeachother'sculture,enhancethesensitivityofculturaldifferences,andreduceculturaldifferencescausedbytheunstablefactors.Onlywhenweenhancethenegotiatorbehaviorpredictabilityandformulatetheappropriatenegotiationstrategy,thenegotiationprocesswillbecomemoreactive.

2.NegotiationandCulture

Cultureisaseriesofcustoms,standardsandrulesinsociety.[1]Negotiationregardsasbehaviorsofindividualorgroup.[2]Andnegotiationisinevitablyinfluencedbydifferentculture.Thischapterexplainstherelationshipbetweencultureandnegotiation.

2.1Negotiation

Negotiationisattheheartofeverytransaction,andforthemostpart,itcomesdowntotheinteractionbetweentwosideswithacommongood（profits）butdivergentmethods.（XieXiaoyin:

2009,2）Thesemethodsmustbenegotiatedtothesatisfybothparties.Mostofustendtothinkofnegotiationintermsofwin/losescenarios.However,theessenceofnegotiationisthatitisnotaboutwinningorlosing.Itisaboutstrikingadealwhichissatisfactorytobothsides.

Everybodyisanegotiator,andweusenegotiationtechniquesalmosteveryday.Wenegotiatewhenweboughtbooksortoysaskids.Nowwestilldoitwhenwenegotiatewithourbossforasalaryraise,orbuybiggertoyslikeautos.

Therearetwooppositetypesofnegotiation:

IntegrativeandDistributive.Differentnegotiationsgiveusthedifferentthingswhenwearelookingforthepurpose.Integrativenegotiationsarecommonlyreferredtoas“win-win”.Inthistype,eachsideisworkingtowardsatargetwhereeveryonewinssomething.Andintegrativenegotiationsfostertrustandgreatworkingrelationships.Asforthedistributivenegotiations,theyarealwaysreferredtoas“win-lose”.Onlyonepartycangetwhattheywant,andtheotheronehastogivesomethingup.Thiscanbeacommonlycasewhenyounegotiatealeaseonofficespace.Forexample,ifyoufeellikeyougotagreatdealandthepropertymanagerhadtogivesomethingupforyou,you“won”.Ifyoufeellikethepropertymanagerhadtheupperhandandyougotrippedoff,thenyou“lost”.Whatever,thistypeofnegotiationdoesnotleadtolastingorpositiverelationship.

2.2Culture

Cultureisubiquitous,multidimensional,complex,andall-pervasive.Manydefinitionshavebeensuggestedforculture.BatesandPlogproposeadescriptivedefinitiononwhichscholarscurrentlyagree:

cultureisasystemofsharedbeliefs,values,customs,behaviors,andartifactsthatthemembersofasocietyusetocopewiththeirwordandwithoneanother,andthataretransmittedfromgenerationtogenerationthroughlearning.（LarryA.Samovar,RichardE.PorterandLisaA.Stefani:

2007,36）

2.3TheRelationshipbetweenCultureandNegotiation

Thispapernotonlyemphasizesthecultureornegotiations,butalsodiscussestheinfluenceofculturaldifferencesonthetalksproduced.Cultureaffectthecross-culturalnegotiation,andthenegotiationsbetweenthepartiesfromdifferentculturewillalsoaffecttheprocessoftheirdecision.Incross-culturalnegotiationsCountriesonbothsidesofthenegotiations,theirlanguage,writing,beliefs,habits,values,norms,moralstandards,eveninthenegotiationshaveabigdifference.Theseareimportantfactorswhichaffectthenegotiations.Whenwestartacross-culturalnegotiation,bothsidesshowuptheirrespectiveculturalpendulumtothenegotiatingtable.Inthisway,culturealwaysaffectpeople'sattitudewhennegotiatinginasubtleway.Thiseffectislike"getalongwellwitheachother"andgravelripples.Culturewilldiffuseinthewater,andpenetrateintoallaspectsofthenegotiations.Asaresult,theimpactofcultureonthenegotiationsisobvious.

3.TheManifestationofCulturebetweenChinaandtheUnitedStates

3.1Language

3.1.1Language

Languageisamajorsourceofpowerinnegotiation.Mostnegotiationsincludeorallanguageandwrittenlanguage,andallofthesewillbethedeterminantsofnegotiations.AmericanphilosopherGricetalked,inordertoachieveaspecificgoal,thespeakerandobedientpeopleshouldholdakindoftacitunderstanding.Bothsidessh