中美文化差异对商务谈判的影响.docx

1、中美文化差异对商务谈判的影响CONTENTSAbstract1Introduction2Chapter 1 Definitions Of Culture and Business Negotiations .3 1.1 Culture .4 1.2 Business Negotiations.5Chapter 2 Analysis of Cultural Difference Between China And America5 2.1 Individualism vs. Collectivism52.2 Inductive Thought vs. Deductive Thought62.3

2、Low-context vs. High-context7Chapter 3 The Impact of Cultural Difference on Sino-American Business Negotiation11 3.1 The member of Negotiation Team 9 3.2 Forms of Agreement 10 3.3 Pace of Negotiation Process .11Chapter 4 Suggestions for Effective Cross-cultural Negotiation 4 .1 Overcoming Cultural B

3、ias.12 4.2 Preparing Well before Negotiation 14 4.4 Overcoming Communication Obstacles .15Conclusion20Notes22Bibliography23Impacts of Cultural Differences on Sino-U.S. Business NegotiationsJiangYufeng （Foreign Language Department, Hunan City University, Yiyang, Hunan 413000, China） Abstract：With the

4、 rapid development of economic trade between china and America , the business contacts of the two countries become more and more frequent , the importance of business negotiation gets obvious gradually. However, the huge cultural differences between the two countries may give rise to potential cultu

5、ral conflicts and unnecessary misunderstandings. So it is imperative that negotiators should learn the cultural factors in Sino-U.S. business negotiation. The thesis emphasizes the importance of taking cultural sensitivities into consideration during business negotiation to make proper negotiation t

6、actics. In view of such a situation, this thesis makes an effort to highlight the cultural impacts on negotiation and puts forward several suggestions in reconciling cultural differences in order to make the negotiation develop smoothly.Key words: cultural differences; Sino-U.S. business negotiation

7、; impact 摘要:中美两国间经济贸易飞速发展，双方商务交往活动越来越频繁，商务谈判的重要性也日渐显现。然而，由于中美两国之间存在着巨大的文化差异，中美两国谈判者之间很可能出现文化冲突以及不必要的误解。因此，两国商务谈判者了解中美文化的差异显得十分必要。中美双方在商务谈判中必须增强对文化差异的敏感性，制定出合适的谈判策略。本文重点讨论了中美之间的文化差异及其对商务谈判的影响并提出了化解文化冲突的几点建议，使中美贸易谈判能顺利进行。关键词: 文化差异;商务谈判;影响Introduction At the beginning of the twenty-first century, the v

8、ision of a global village is no longer regarded as an illusion but a reality due to the technological advances in communication, travel, and transportation, which has made transnational business a common phenomenon. As to China, it has been undergoing tremendous changes since its entering into WTO.

9、China and the United States, serve as the two typical countries in the East and the West. Since the normalization of relations between China and America began 35 years ago, Sino-U.S. business relationships have been growing at a fast pace. At present, America is the second largest trading partner of

10、 China.However, The culture of the two countries is totally different from each other in terms of beliefs, values, lifestyles and world perspective. That may result in the unsuccessful and unfruitful negotiations, so we should take a close look at the cultural differences.This thesis is mainly a com

11、parative study of impacts of Chinese and American cultural differences on the international business negotiation. And the objective is to improve the knowledge and understanding of relevant negotiation-related cultural differences and offer some recommendations for negotiators.Chapter 1 Definitions

12、Of Culture and Business Negotiations 1.1 Culture1.1.1 What is Culture? As far as we all know, the definition of culture is numerous and vague, Culture can be viewed as consisting of everything that is human made (Herskovits 1955);collective programming of the mind which distinguishes members of one

13、human group from another(Hofstede 1980); a set of shared and enduring meanings, values, and beliefs that characterize national, ethnic, or other groups and orient their behavior( Faure and Rubin 2001).Thus, we can say that culture can include language, arts, morals, beliefs, custom and even everythi

14、ng in our life. Cultures provide people with ways of thinking, ways of seeing, hearing, and interpreting the world. 1.1.2 The characteristics of culture The characteristics of culture are as follows:1) Culture is learned.2) Culture is transmitted from generation to generation.3) Culture is based on

15、symbols.4) Culture is subject to change.5) Culture is integrated.6) Culture is ethnocentric.7) Culture is adaptive(Samovar and Porter and Stefani 1998).1.2 Business Negotiations1.2.1 What is Business Negotiations? Business negotiation refers to the negotiation that takes place within business fields

16、, such as commerce, economic cooperation, international trade, etc. Its conferring process in which the participants of business activities communicate,discuss,and their views,settle differences and finally reach a acceptably satisfying agreement in order to close a deal or achieve a proposed financ

17、ial goal.1)1.2.2 General Process of NegotiationsBusiness negotiation is the process whereby interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantage, and attempt to craft outcomes, which serve their mutual business interests. It is usually reg

18、arded as a form of alternative dispute resolution. Chapter 2 Analysis of Cultural Difference Between China And America As is known to all,the east countries and west countries have produced different cultures on the different continents. Among the different cultures, value views, negotiating style a

19、nd thinking model appear more obvious. China is a typical Eastern country, while America is a typical Western one. There is no doubt about their big cultural differences. In view of business negotiations, many researchers have found some core values concerning business cultures of China and the Unit

20、ed States.2.1 Individualism vs. Collectivism“Individualism-collectivism is the major dimension of cultural variability used to explain cross-cultural differences and similarities in communication across cultures” 1. Individualistic cultures emphasize personal rights and responsibilities, privacy, vo

21、icing ones own opinion, freedom and self-expression. Collectivistic cultures emphasize community, collaboration, sharing interests,cooperation and interdependence. harmony, tradition and public good. Chinese culture is collectivism-oriented, their relationships are based on mutual self-interests. Th

22、ey tend to maintain harmony within groups at all cost,the society rewards individual as a member of a group rather than an individual. This is quite different from Americans, when in business negotiation, Chinese people always choose mutual self-benefits, seek to advance the interests of the group a

23、nd group rewards. However, individualism is highly prized in the United States. In American culture, individual achievement, sovereignty and freedom are the virtues most glorified and canonized.They hold that every person is his own master and that no person should be sacrificed for another one. In

24、terms of business negotiation, Americans are realistic and pragmatic in negotiation,American negotiators emphasize efficiency and short-term interests.“A deal is a deal”and “Bang for the duck”is widely accepted by them, and they tend to be self-motivated and their business relationships are based on

25、 self-interest.They tend to pay much attention to the task rather than relationship building. 1.2 Inductive Thought vs. Deductive Thought “Thinking patterns refer to forms of reasoning and approaches to problem solution. Thinking patterns differ from culture to culture, a logical, reasonable argumen

26、t in one culture maybe considered as illogical and undemonstrative in another culture”2. Deductive thought is observing and considering everything in the world as a whole, paying attention to the overall function, complex relationship and operation process but not care about the internal structure o

27、f something. Chinese peoples thinking patterns belong to this orientation. They always emphasize the details must come after general principles. Therefore, at the very beginning of a business negotiation, Chinese negotiators would like to discuss the general rules which both parties should obey and

28、mutual interests. However, American culture is towards inductive thought. they focus on analyzing complicated things into several simple elements and then study one by one. So at the start of a negotiation, they attach importance to specific aspects. Which is quite different from Chinese people, The

29、y would like treat contract just as a set of clauses with legally binding that should be comply, that is to say, only real specific issues can make negotiation go smoothly. 2.3 Low-context vs. High-context high-context cultures are those in which people have extensive information networks among fami

30、ly, friends, colleagues, and clients and are involved in close personal relationships. While low-context cultures are those in which members know explicitly what to do to deal with the present matters and the people emphasize on the content above context. Chinese are in the high-context culture, whi

31、le American people are in the low context culture. Chinese prefer to communicate indirectly. Meanings are involved in the context of message and must be inferred to be understood. There is also a large emphasis on nonverbal clues, such as facial expression, movements, speed of the interaction and other subtle forms of nonverbal communication. And they will pay much attention to h