面子文化差异对中美商务谈判的影响.docx
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面子文化差异对中美商务谈判的影响
中国矿业大学外文学院
2011级学年论文
姓名：
刘佳学号：
12115124
论文题目InflUenCeOfFdCeCUItUreOnSino-US
BUSineSSNegOtidtion
2014年6月徐州
InfIUenCeOfFaCeCUltUreOnSinO-USBUSineSS
NegOtiation
AbStract：
WiththerapiddevelopmentOfglobalizationandChinatSentryintotheWTO,ChinahasaCIOSerandClOSerrelationshipWiththeUnitedStateSfromeconomytopolitics,CUItUretotechnology.ItisCOmmOnthatPeOPIeindifferentCUItUrebackgroundsalwaysdifferinthinking,COmmUniCatingandIiVing・ESPeCialIyininternationalCOmmUniCation,UnderStendingandmutualrespectarethebasicPrinCiPIeSinbusinessnegOtiations・AmOngmanyfactorsthatimpactbusinessnegotiation,CUItUrefactorisbecomingStrOngerandStrOngerinrecenttimes・TherefOrePeOPIeneedtohaveagoodCOmnIandOfOthertSCUItUre・ChinahasenjoyedgreatreputationasatraditionalOrientaIcountry,fromthisperspective,WeCanCOnCIUdethatPOlitenesshasPIayedamajorroleininterpersonalCOnImUniCatiOn.FaCeisOneOfthemostimportantPartSOfChineSePOliteneSSWhiChinfluencesSinO-USbusinessnegotiationtoaIargedegree・WeCannOtdenythatChinaandtheUnitedStateShaveaQUitedifferentVieWOnfacePerSPeCtiVeinSinO-USbusinessnegotiations.ThiSPaPermainlytalksabouttheinfluenceOffaceCUItUreOnSinO-USbusinessnegotiation.
KeyWOrdS:
faceculture,difference,SinO-USbusinessnegotiation
面子文化差异对中美商务谈判的影响
摘要：
随着全球化的飞速发展，中国加入世界贸易组织，中美关系无论是在经济上还是政治上，亦或是科技上都日益密切。
然而，不同文化背景下的民族,人民在思想，交流和生活上都截然不同。
尤其是在国际贸易中，相互理解和尊重各种文化是最基本的原则。
影响国际贸易谈判的因素有很多，其中文化因素在商务谈判中的影响日益增强。
因此，各国人民应该对其他民族的文化有所了解。
作为东方大国的中国，自古以来盛誉在望，礼貌文明在人际交流中起到了重要作用。
面子文化作为中美文化的重要组成部分，对中美商务谈判的影响日益增加。
我们必须承认不同的面子文化观念对中美商务谈判产生一定的影响。
本文试通过对面子文化的比较分析，阐述其对中美商务谈判的影响。
关键词：
面子文化；差异；中美商务谈判
•∙
11
COntentS
AbStraCt
1
中文摘
要
••
11
COntents
•∙∙
Ill
1.
Introduction
1
2.DefinitiOnOfFaCe
CUltUre
2
3.ClIltUraIDifferenCeSandReaSOnSbetweenChineSeandAmeriCanFaCe
PerSPeCtive
3
3.1IndiVidUaIiSmand
COlleCtiViSin
3
3.2EqUaIityand
HierarChy
4
4∙InflUenCeOfFaCeCUltUreOfSinO-USBUSineSS
NegOtiation6
4.1EXPreSSiOninthe
NegOtiation
6
4∙2COnCePtinthe
NegOtiation
8
4.3EtiqUetteinthe
NegOtiatiOn
8
5.
COnClUSiOn
10
BibIiOgraPhy
11
•∙∙
111
InfIUenCeOfFaCeCUItUreOnSinO-USBUSineSS
NegOtiation
LIntroduction:
WiththeinfluenceOfglobalizationandboomingmarketeconomy,ChinaandtheUnitedStateSareCIOSeIyrelatedtoeachOther・TheUnitedStateSisOneOftheStrOngeStCOUntriesintheWOrIdWithadvancedtechnologyandStableeconomy.ItSeconomicPOWeristheSOIideStanditsGDPaccountsfor1/10Oftheworld'StotalGDP・SinliIarIyJChinaistheIargeStdevelopingCOUntryWhOSeeconomygrowsrapidlyandPrOSPerOUSIy.ThereisnoQUeStiOnthatthesetwoCOUntrieShaveheatedbusinessnegotiationsWitheachOther・In2013,thetotaltradeVOIUmebetweenthetwonationsreached582.21billiondollars,markinga4.9PerCentageincreaseOVertheIaStyear・However,ChinaandtheUnitedStateshaveUniqUeCUltUreandfaceCUltUreisanimportantPartOfCUItUre・DifferentfacePerSPeCtiVeWilICaUSeaIOtOfdifferencesintheirbusinessnegotiation.
BaSedOnthefaceCUItUraItheoryfromHOfStede,HUHSienChin,andGoffman,thePaPermakesafurtherresearchaboutfaceCUItUredifferencesbetweenChinaandtheUnitedStateS・AndOnthisbasis,thePaPerCOmbineSWithexamplesOfbusinessnegotiationstoillustratetheinfluenceOfdifferencesOffaceCUItUreOnSinO-USbusinessnegotiation.ByWayOfCaSeStUdymethod,thePaPerCOnCIUdeSthatSinO-USbusinessnegotiationisaffectedinexpression,COnCePtandetiquette.ThiSPaPerisdividedIntOfivePartSJthefirstPartdescribesthedefinitionOffaceCUltUreJtheSeCOndisthereasonsOfSinO-USCUItUraIdifferences,andthethirdPartisthefaceOfCUltUraIdifferencesimpactOnChina-USbusinessnegotiations,andfinallythePaPerPUtSforwardSOmeSUggeStiOnSbasedOnSinO-USbusinessnegotiation.
1
2∙DefinitionOfFaCeCUltUre
FaCeOriginateSfromChinaanditisdividedintotwoCharaCterSJOneishonorandreputationandtheOtherisself-esteemanddignity・HUHSienChinisthefirstSChOIarWhObringsfaceCUltUreintotheWeSt・ACCOrdingtohisopinion,hebelievesthatfacerepresentsimportantSOCiaIreputationandSOCiaIStatUSWhiChCOUldenhancetheirrespectandhonor・LinYUtangOnCesaid,ChineSepeople'SfaceCanbeWaShedJshaved,lost,given,foughtandSaVed・’EVeryOneOfOUrSOCietyneedstoPrOteCtOUrfacenomatterWeareyoungOrold,POOrOrrich・
InVieWOfWeSterncountries,theyalsohavetheirPerSPeCtiVeSOffaceCUItUre・ACCOrdingtoGoffman,faceisaSOCiOIOgiCaICOnStruetOfinteractionandOnCeindividualsgiveOUtaPOSitiVeSeIfimageOfthemselves,theyWOUIclhavetokeepthatSetimdge・WherlindividualsCannOtkeeptheimagetheyCIaimtobe,theyriskbeingembarrassedandalsotheyWilIbeCOnSideredtobeOddandPerVerSe・FUrthermOreJGOffmanCOmbineSfaceWithSOCiaIinteraction,believingfaceistheCentraIgoalOfinterpersonalrituals・ThePrinCiPIeSOfSOCiaIinterpersonalritualsarePrOteCting,PreSerVinganddefendingface・So,inthisway,WeCanCOnCIUdethatfaceinChineSemeansmianzi>WhiChVaIUeSface,reputation,self-respect,prestige,honorandSOCiaIStanding・Ontheotherhand,faceintheUnitedStateSmeanstimian,WhiChValUeSface,goodIOOkinglhonor,
dignity,PreStige・ItisObViOUSthatthedifferenceinUnderStandingfaceisremarkablydifferent・
3.CUItUraIDifferenCeSandReaSOnSbetWeenChineSeandAmeriCanFaCePerSPeCtive
ASaresultOftheremarkablyUniqUeculture,thereareSOmeCUltUraICiifferenCeSbetweenChinaandtheUnitedStateSWhiChareasfollows・3∙1IndiVidUaIiSmandCOlleCtiViSin
ThefirstCUItUraICiifferenCeisaboutthetwoCOUntry,SVaIUe・ChineSeVaIUeCOlIeCtiViSmandAmeriCanVaIUeindividualisin.
WhenWedateintothehistory,WeallknowthatChineSefeudalCUltUrehasatwo-thousand-yearhistoryandOIdChinaadvocatedthePOIiCyOfrestrainingCOmmerCe・China,SCiViIiZatiOnWaSbasedOnthetraditionalagricultureandtheIOnghistoryOfChineSefarmingCOmmUnityWaSmatchlessintheWhOleWOrId・GenerationsOffarmersWeretiedClOSelytotheIandfortheirSUrViVa1.PeOPIeandland,PeOPleandPeOPIehadformedabondOfindependence,thus,itWaSnaturalandreasonablethatgroupawarenesshadgrownincreasinglyandgreatlySinCethen.AgainStthisSOrtOfhistoricalbackground,theVaIUeOfCOlIeCtiViSmhasPerfOrmedgreatfunctionsforinterpersonalandnaturalharmony.WiththeinfluenceOftraditionaleconomy,ChineSeintodayStiIltendtobeCOlIeCtiVeandtheyemphasizetheroleOfCOnImUnity・
HOWeVerJWherlCOmParedtoChina,SinCeancienttimes,WeSternCOUntrieSWereinfavorOfdevelopingCOmmerCe・Later,theyCameintotheindustrialSOCietyQUiCkIy・AftertheestablishmentOfmodernCaPitaIiSt
SyStemJtheSOCietyWaSbasedOnthePriVateOWnerShiP・WiththeactivePOPUIatiOnmobility,itWaShardtoformaStableandCOmPIetePOPUIatiOnrelationship・Therefore,theStreamIineOfAmeriCanCUItUreistheindividua1.AmeriCanSareindividual-centeredandtheydislikeinterferingOtherS・"CultureismoreOftenaSOUrCeOfCOnfIiCtthanOfSynergy.CUItUraIdifferencesareanuisanceatbestandOftenadisaster・'''Dr.GeertHOfStedeOnCeSaidOnthedimensionsanalysisOnCUltUraIdifferences・HOfStede'SattitudetowardstheCUItUraIdifferencesCanillust:
TatethefaceCUItUraICOnfIiCtbetweenChinaandtheIJnitedStateS・
HOfStedehasexaminedfourdimensionsWithCOlIeCtingandanalyzingdatafromOVerIOOOOOindividualsfrom40COUntries・Thefourwell-knowndimensionsarePOWerDiStanCe）UnCertaintyAVoielanCeyIndiVidUaliSIneιndMaSCUlinity.Inthissense,theIargeStCOnfliCtbetweenChinaandtheUnitedStateSIieSintheirIndiVidUaliSmandCOlleCtiViSIninWOrk・
ACCOrdingtoHOfStedetStheoryaboutIndiVidUaliSmandCollectivism,henotesthatisthetendencyOfPeOPletoIOOkafterthemselvesandtheirimmediatefamily.MOreOVer,individualismisjustCOntrarytotheCOlIeCtiViSm・COUntrieSWithindividualismaremoreOPenandPeOPletheretendtobemorefriendlyandCOOPeratiVeandefficientthantheCOUntrieSWithCOlIeCtiViSnI・Inthissense,justtalkingaboutChinaandtheUnitedStateSJChinaismoreCOlIeCtiVeandtheUnitedStateSismoreindividua1.InSOmedegree,thedifferenceOfindividualismandCOlIeCtiViSmmakesagreatimpactOnbothCOUntrieS・BeCaUSeOfthedifference,ChineSetendtomakeateamtodecideinthenegotiationandAmeriCanSIiketodecidebythemselves・
3GerardHendrik（Geert）HOfStede（born2OCtOber1928inHaarlem）isaDUtChSOCialPSyChOIOgiStandHOfStede,sCUltUralCIimenSiOnStheoryisaframeworkforCrOSS-CUltUralCOmmUniCatiOn・
3.2EqUaIityandHierarChy
ChinahasbeeninfluencedbyCOnfUCianiSmfortwothousandyears・HierarChyisnormalandCOmmOninChinaandthusChineSeIaCktheCOnCePtOfequality・Whdt'Smore,traditionalChineSeadvocatedthethreeCardinaIguidesCOntainingrulerguidessubordinates,fatherguidesSOnandhusbandguidesWifeandfiveCOnStantVirtUeSincludinghumanity,righteousness,PrOPriety,WiSdOnIandfidelity・ThUStheyIaidenoughfoundationOfthisIeVeIOfrelationshipanditStilIhasSOmedegreeOfinfluencetoday・Therefore,inChinatoday,theVertiCaISUPeriOr-SUbOrdinaterelationshipisOfPreVaIenCe・TheSeniOrityandauthorityaregreatlyadmiredandrespected・ASforChineSeWhOareinfluencedIargeIybySeniOrityandauthority,theyformCenteredCOlIeCtiViSmandtheyareWilIingtomakeCOlIeCtiVedecisionsavoid
4
makingIniStakeSandtakingOntheresponsibility・Whereas,theUnitedStateSexperiencesRenaiSSanCeandEnlightenm
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