中外文化差异对商务礼仪的影响.docx

中外文化差异对商务礼仪的影响.docx

《中外文化差异对商务礼仪的影响.docx》由会员分享，可在线阅读，更多相关《中外文化差异对商务礼仪的影响.docx（10页珍藏版）》请在冰豆网上搜索。

中外文化差异对商务礼仪的影响

中外文化差异对商务礼仪的影响

中英文化差异对国际商务礼仪的影响

摘要

随着世界经济一体化的迅速发展，国际商务合作越来越多。

在国际商务合作中国际商礼仪每时每刻都在发生。

来自不同文化背景的商务人员有着不同的价值观和思维方式，从而有着不同的交流方式以及不同的行为。

这就意味着如果你想要在国际商务中获得成功，就必须了解各国的文化并识别出国际商务活动中的文化差异。

本文主要介绍了中英文化差异，以及此差异在国际商务礼仪中的影响，以及今后如何对待这种差异。

在国际商务礼仪中主要介绍了交换名片的差异，赠送礼物的差异，思维习惯差异。

此差异主要对商务谈判有重要的影响，可能引起谈判中的误解，以致谈判破裂。

最后以商务谈判为例，在认识和接受文化差异的同时，要尽量淡化文化差异，这对跨文化国际商务合作的成功是非常重要的。

比如，在跨文化商务谈判中，谈判者应该接纳对方的文化，并努力使自己被接受；需要借助有效的沟通，在不损害双方利益的前提下做出正确的评价。

在认识和接受文化差异的同时，要尽量淡化文化差异，这对于跨文化国际商务的成功是非常重要的。

关键词：

文化差异，国际商务礼仪，影响，跨文化策略

TheInfluencesofChinese-BritishCulturalDifferencesonInternationalBusinessProtocol

Abstract

Withtherapiddevelopmentoftheeconomicintegrationallovertheworld,internationalbusinesscooperationbecomemuchmorethanbefore.Ofcourse,theinternationalbusinessprotocolwhichisoneoftheessentialpartsoftheinternationaltradeoccurseverymoment,everywhere.However,differentculturalbackgroundsinfluencetheprogressofthenegotiation.Negotiatorsfromdifferentculturalbackgroundshavedifferentvaluesandthinkingmodes,sothattheyhavedifferentcommunicationstyles.Itmeansthatifyouwanttosucceedininternationalbusinesscontracts,youmustknowthecultureofallthecountriesandrecognizetheculturaldifferencesintheinternationalbusinessactivities.

Tosomeextent,culturedecidestheresultofbusinessetiquette.AndthispapermainlyanalyzesculturaldifferencesbetweenChinaandEnglish,introducestheimpactsinbusinessetiquette,andprovidessomerecommendationswhichcanhelpthemovercomeculturalobstaclesandachievemoresuccessinthebusinessnegotiation.Forexample,inthecross-culturalbusinessnegotiation,negotiatorsshouldaccepttheotherparties’culture,andtryhardtomakeothersacceptthemselves.Itneedsthehelpofeffectivecommunication,withoutprejudicetotheinterestsofbothsidestomakeacorrectevaluationofthepremise.Itisveryimportantforthesuccessofcross-culturenegotiationthatintheunderstandingandacceptanceofculturaldifferences,weshouldtrytoplaydowntheculturaldifferences.

Keywords:

Culturaldifference;internationalbusinessprotocol;strategy

Contents

Chapter1Introduction

WiththedevelopmentofglobalizationandChina’sWTOentry,Chineseenterpriseshavemorechancestoattendinternationaleconomicactivities.Inrecentyears,thetradecooperationbetweenChinaandBritainhasviewedaneverfasterdevelopment,andsince2006,ChinaandBritainhasbecomethesecondlargesttradepartnereachside.

However,theculturaldifferencesbetweenthetwosideshavemadeafurtherimpactonthedevelopmentofbilateraltradecooperation.Chinesenegotiatorssometimesfeelveryuncomfortableandpuzzledbecauseofdifferentcustoms,valuesandbehaviorsperformedbytheBritishnegotiators;meanwhile,theBritishnegotiatorsalsoconfrontthesameproblem.Therefore,understandingtheculturaldifferencesbecomesthemainpointinbusinessnegotiationsbetweenChinaandBritain.

WiththehopeofprovidingsuggestionsforChineseenterprisestocarryonbusinessnegotiation,thisessayanalysestheculturaldifferencesbetweenChinaandBritainaccordingtoEdwardT.Hall’sCulturalDimensionsandHofstede’sValuesDimensionsuchashighcontextandlowcontext,collectivismandindividualismandsoon.

Chapter2LiteratureReview

InordertobetterunderstandtheinfluencesofChinese-Britishculturaldifferencesoninternationalbusinessprotocol,itisnecessarytolearnaboutthedefinitionofcultureandinternationalbusinessprotocol.

2.1Abriefintroductiontoculture

What’sculture?

Cultureinvolveslearnedandsharedbehaviors,norms,values,andmaterialobjects,anditalsoencompasseswhathumanscreatetoexpressvalues,attitudes,andnorms.Obviouslyit’sveryhardtogiveculturearightfulandcomprehensivedefinition.EdwardHall（1966）,akeyresearcherintoculture,oncedefinedcultureasthosedeep,common,unstatedexperienceswhichmembersofagivencultureshare,whichtheycommunicatewithoutknowing,andwhichformthebackdropagainstwhichallothereventsarejudged.AndCharlesMitchell（1999）gaveamoreformalandcommondefinition:

Cultureisasetoflearnedcorevalues,beliefs,standards,knowledge,morals,laws,andbehaviorssharedbyindividualsandsocietiesthatdetermineshowanindividualacts,feelsandviewoneselfandothers.AndLindaBeamerandIrisVarner（2001）definedculture:

Cultureisthecoherent,learned,sharedviewofagroupofpeopleaboutlife’sconcernsthatrankswhatisimport,furnishes,attitudesaboutwhatthingsareappropriate,anddictatesbehavior.

Culturedominatesourvalues,actionsandbehaviors.EachnationhasitsowncultureandthedifferencebetweenChineseandBritishculturesisverydistinct,soit’sverynecessaryforChinesenegotiatorstoknowaboutBritishculture.

2.2Abriefintroductiontointernationalbusinessprotocol

Comparedwiththedefinitionofculture,thedefinitionofinternationalbusinessprotocolismucheasiertounderstand.Etiquettereferstomannersandbehaviorsconsideredacceptableinsocialandbusinesssituations（Chaney&Martin,2000）.

Etiquetteandcustomsvarynotonlybycountrybutbyregionsorlocationswithinacountry.Religiousbackgroundsandethicidentitiesmayaccountforsomedifferencesincustoms.Yourabilitytoadapttotheetiquetteandcustomsofeachculturewill,toalargeextent,determinesthesuccessofyourinterculturalencounters.When,ifatall,doyoubow?

Andwhatistheappropriatebow?

When,ifatall,doyoutouchmembersoftheoppositesex?

Theseandotherquestionsneedtobeaskedandansweredsothatyoucanfashionyourbehaviortomeettheneedsofeachculture.

Properinternationalbusinessprotocolincludeslearningculturalvariationsinmakingintroductions,invitationsandappointments,greetingandexchangingbusinesscards,recognizingpositionandstatusmale/femalerelationships,diningpracticesandspecialfoodsandconsumptiontaboos,tippingetiquette,givinggifts,andtravelling.SoweshouldknowtheculturaldifferencesbetweenChineseandBritish.

Chapter3CulturalDifferences

Inordertocommunicateeffectivelyintheinterculturalbusinessenvironment,beingknowledgeableaboutallculturaldifferencesthataffectthesituationisessential.

3.1TheCulturaldifferencesinexchangingbusinesscard

Animportantaspectofbusinessetiquetteisknownastheproperprocedureforexchangingbusinesscards.InU.S,exchangingbusinesscardsisanimportantritual.Presentationofthecardvarieswiththeculture.InBritish,businesscardsareexchangedinbusinesssettingbutnotinsocialsettings.AlthoughmostBritishbusinesspeoplecarrybusinesscards,theydonotalwaysexchangethemwhenmeetingunlessthereisareasontocontactthepersonlater.ThepracticeintheBritishofglancingatthebusinesscardandpromptlyputtingitinthepocketisconsideredrude（Baldrige,1993）.

TheChinesegiveandreceivecardscarefully,usetwohandsandstudythecardcarefullyevenmakesomecommentsratherthantakingitandone-handedlystuffingitinapocket.InBritain,avoidpresentingthecardwithyourlefthandasthelefthandisreservedformakingcardofbodilyfunctions.

Innon-English-speakingcountries,informationonthebusinesscardsisalwaysprintedinEnglishononesideandinthelocallanguageontheotherside.Forexample,inChina,businesscardsareroutinelyexchangedandareprintedinbothChineseandEnglish.

Rank,title,andprofessionaretakenquiteseriouslyinsomecultures,soitisimportanttoincludeyourpositionandtitlesordegreesinadditiontoyourcompanynameonyourcard.Includeforeignheadquartersasappropriateaswellasyourfaxnumberandperhapse-mailaddress.Forexample,titlesareveryimportantforSaudisandalwaysused.InChina,businesscardsshouldbetranslatedintostandardChineseandcontainsthenameofyourcompany,yourpositionplustitles,forexamplePh.D.,MBA,vicepresident,orgeneralmanager.

3.2Theculturaldifferencesofmakingappointmentsandgreeting

Intheinternationalbusinessprotocol,makingappointmentsandgreetingarethebasicbusinessbehaviors.Soweshouldknowthedifferencesbetweentwocountriesclearly.

3.2.1Initialcontactsandappointments

Culturaldifferencesbeginassoonascommunicatorsencounteroneanother.Thewaysinwhichyoumakeinitialcontactandanappointmenttoconductbusinesscanrangefromabrieftelephonecalltowritingaformalletterofrequest.Themannerinwhichtheinitialbusinesscontactismadeandtheamountofadvancenoticebetweenthecontactandappointmentarekeyfactorsyoumustconsiderwhendoingbusinessinanotherculture.IfyouwantanappointmentinBritain,youmustsendaletterofintroductiontoanBritishcontactwhocanfacilitateobtaininganappointment.TheuseofanintermediarywhoiswillingtosetupappointmentswithalltherightpeopleisessentialintheBritishbusinessworld（SamovarPoryer,2004）.

Butwhendoinginternationalbusiness,itisimportanttoestablishcontactsbeforeyouinvestinatrip.TheInternationalChamberofCommerceineverycountrycanassistinarrangingappointmentswithlocalChinesebusinessandgovernmentofficials,andcanidentifyimporters,buyers,agents,distributor,andjointventurepartners.

3.2.2Greetingcustoms

Onceyoumakeanappointment,itisimportantthatthegreetingpracticesofthehostculturebeobserved.Customarygreetingvaryfromculturetoculture.Beingsensitivetogreetingvariationswillensurethatyourfirstencounterwithapersonfromanothercountrywillleaveapositiveimpression.

Forexample,inChina,communicatingagoodimpressiont