Influence of Business Etiquette onBusiness Negotiation Under SinoUS Cultural Differences.docx

Influence of Business Etiquette onBusiness Negotiation Under SinoUS Cultural Differences.docx

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InfluenceofBusinessEtiquetteonBusinessNegotiationUnderSinoUSCulturalDifferences

从中美文化差异谈商务礼仪对商务

谈判的影响

InfluenceofBusinessEtiquetteonBusinessNegotiationUnderSino—U.S.CulturalDifferences

从中美文化差异谈商务礼仪对商务谈判的影响

［摘　要］加入世贸组织以来,中美间的经济合作逐渐增多，不论在中国还是在美国文化中商务礼仪都有着重要意义，尽管他们的商务礼仪有一些共同之处，但是也存在许多差异。

中美之间存在着价值观、面子观、礼仪观、思维方式、时间观念、饮食观等方面的文化差异，而这些文化差异对双方的商务礼仪产生了一定影响。

有贸易往来，就必有商务谈判。

因此，国际商务谈判在对外经济交往中的重要性越来越突出，而这些礼仪的差异势必会对双方的商务谈判造成影响。

本文在探讨了造成中美礼仪的差异背后的文化因素之后，进一步探讨了这些礼仪差异在中美商务交往中所产生的影响。

最后指出在礼仪差异的背景下，双方应该培养意识，克服交际障碍，实现通畅而又有效的跨文化交际和商务往来。

［关键词］中美文化差异；商务礼仪；商务谈判；应对策略

InfluenceofBusinessEtiquetteonBusinessNegotiationUnderSino—U.S.CulturalDifferences

Abstract:

TheeconomiccooperationbetweenChinaandtheUnitedStateshasgraduallyincreased,sinceChina'sentryintotheWTO.BusinessetiquetteplaysanimportantroleinwhateverChineseculturalbackgroundsorAmerican.ThoughtheyhavesomethingincommonasperthebusinessEtiquette,butmanydifferencesdoexist.Thereareculturaldifferencesinvalues,faceview,wayofthinking,theconceptoftime,thehabitofdietandotheraspectsoftheculturaldifferencesbetweenChinaandtheUnitedStates,whichhadcertaininfluenceonbothsidesofthebusinessetiquette.Wherethereistrade,therewillbebusinessnegotiation.Therefore,theimportanceofinternationalbusinessnegotiationinforeigneconomicrelationsisbecomingincreasinglyprominent,andthesedifferencesinetiquettewillcertainlyhaveanimpactonbothsidesofthebusinessnegotiation.ThispaperfirstlydiscussestheculturalfactorscausingthedifferencesbetweenChineseandAmericanetiquettebehindinstudy,secondlydiscussestheimpactoftheseetiquettedifferencesinSino—U.S.businesscontacts.Finallyitpointsoutunderthebackgroundsofdifferentetiquette,thetwosidesshouldfosterawareness,toovercomecommunicationbarriers,toachievesmoothandeffectiveinterculturalcommunicationandbusiness.

Keywords:

culturaldifferencesbetweenChinaandAmerica;businessetiquette;businessnegotiation;copingstrategy

Introduction

Withthedevelopmentofeconomy,thebusinesscooperationbetweenChinaandAmericaisgrowing.Duetotheirdifferentculturalbackground,theconceptoftime,standardofvalue,behavioralandeatinghabitsareverydifferent,thereforebusinessetiquetteisalsodifferent.Withtherapiddevelopmentofeconomy,successfulbusinessnegotiationplaysamoreandmoreimportantroleintoday’sinternationaltrade.Ininternationalbusinessnegotiationsaboutdifferencesinetiquette,courtesy,notonlytoshapetheimageoftheorganization,communicationofinformation,improveefficiency,butalsotoalargeextentinfluenceanddeterminethenegotiationssuccessornot,whetherbothsidescouldachievewin-wininthecourseoftrade.FromtheperspectiveofthedifferencesbetweenChineseandAmericancultures,tocomparetheirdifferencesinetiquetteinbusinessactivities,tofurtherexploretheimpactofdifferentbusinessetiquetteinbusinessnegotiationprocessaseriesofproblems,toillustratetherelationshipbetweencultureandetiquette,theimportanceoftheroleplayedbythebusinessetiquetteinbusinessnegotiations,inordertobettertomasterandapplytheforeignetiquetterelated,inordertoimprovethesuccessofthetransaction.

Chineseknownasastateofceremoniessaid,aboutthestudyofetiquettecanbetracedbacktothousandsofyearsago.However,thatresearchonbusinessetiquette,butsince2000sinceChinesejoinWTO,abouttherelationshipbetweenthearticlesbegantoemergeinlargenumbers.

LiYajing,WangRui's"culturaldifferencesonbusinessetiquetteinfluence"（2002）inthearticle,fromtheperspectiveofculturaltheory,analyzestheculturalfactorsonforeignbusinessmennegotiategreetings,greetings,thecontractofpersonnelselection,therighttimeandcutthenegotiationandnegotiationcommunication.ZhaoYan's"onbusinessetiquetteandbusinessnegotiation"（2009）inthetext,shefromthedefinitionandcharacteristicsofbusinessetiquetteandbusinessnegotiation,respectivelydiscussestheroleofbusinessnegotiationandbusinessetiquetteintheroleinthenegotiations.Ofetiquetteandnegotiationof"NiDuanhong"（2010）startingfromthegeneraletiquetteplayinbusinessnegotiations,listsandanalyzestheetiquettelinknegotiationprocess,andthendemonstratestheirinseparablerelation.Heanalyzedthebusinessnegotiationsinthemeetingetiquette,seatingetiquetteandlanguageetiquette.Aflashoncontemporaryetiquette"（publishedin2012"ontheroleofetiquetteinbusinessnegotiations）,heembarksfromthebusinessetiquetteinbusinessnegotiationsintherole,soastoillustratetheimportanceofbusinessetiquette.Theimportanceofbusinessetiquettefourstagesfromhisbusinessnegotiationpreparation,