商务交往中的中美文化差异.docx

商务交往中的中美文化差异.docx

《商务交往中的中美文化差异.docx》由会员分享，可在线阅读，更多相关《商务交往中的中美文化差异.docx（17页珍藏版）》请在冰点文库上搜索。

商务交往中的中美文化差异

毕业论文

（2016届）

商务交往中的中美文化差异

TheculturedifferencesincommercialcontactsbetweenChinaandAmerica

学院

英语学院

专业

商务英语

班级

商务英语1202班

学号

0310120219

学生姓名

翁彬青

指导教师

冯超

日期

2016年3月26日

摘　　要

随着全球经济一体化的加速发展，各国的商务活动越发频繁，国际间的商务谈判不断繁荣，但是，不同文化机制体系的分歧加深了双方在谈判过程中的冲突。

随着中美商务活动的日益频繁，文化差异对中美谈判的影响显得尤为重要。

了解不同的文化价值体系，懂得和尊重文化差异才能在谈判中获胜。

在中美商务谈判中，双方都应意识到文化差异的影响力，了解文化差异对中美商务谈判的影响因素，以便采取适当的策略使得谈判顺利进行。

中国是典型的集体主义国家，美国是典型的个人主义国家。

中美两国之间存在较大文化差异。

随着中国迈入新世纪和加入世贸组织，中美之间的关系日益密切。

全球经济的发展和市场化的运作，使得商务谈判成为国际商务活动中的一项重要内容。

在商务谈判中，不可避免地会遇到文化差异。

因此，了解清楚中美文化差异，对于中美商务谈判具有重要的意义。

关键词：

商务谈判；中美文化差异；思维方式；谈判方式；双赢

ABSTRACT

Withtheaccelerateddevelopmentofglobaleconomicintegration,moreandmorebusinessactivitiesinvariouscountries,internationalbusinessnegotiationscontinuetoflourish.However,thedifferencesbetweendifferentculturalmechanismsdeepentheconflictbetweenthetwosidesinthenegotiationprocess.Solutionsofdifferentculturalvaluesystem,understandandrespectforculturaldifferencescanwininthenegotiations.InSinoUSbusinessnegotiations,bothsidesshouldbeawaretotheinfluenceofculturaldifferences,understandingofculturaldifferencesonSinoUSbusinessnegotiationinfluencingfactors,soastotakeappropriatestrategymakesthenegotiationscarriedoutsmoothly.Chinaisatypicalcountryofcollectivism,theUnitedStatesisatypicalindividualcountry.TherearegreatculturaldifferencesbetweenChinaandAmerica.AsChinaentersthenewcenturyandjoinstheWTO,therelationshipbetweenChinaandtheUnitedStateshasbecomeincreasinglyclose.Thedevelopmentoftheglobaleconomyandmarketoperation,thebusinessnegotiationhasbecomeoneofthemostimportantcontentsofinternationalbusinessactivities.Inbusinessnegotiation,inevitablywillencounterculturaldifferences.Therefore,abetterunderstandingoftheculturaldifferencesbetweenChinaandtheUnitedStates,fortheSinoUSbusinessnegotiationhasimportantsignificance.

KeyWords：

commercialcontacts;culturedifference;modeofthinking;negotiation;

TableofContents

Introduction

Inrecentyears,asthetwolargesteconomies,ChinaandtheUnitedStatestradeisdevelopingrapidly.Inordertoavoidmisunderstandingsandconflicts,andtosafeguardtheirowninterests,negotiatorsneedtolearndifferentcultures.ThispaperstartsfromtheintroductionofthestatusofSinoUSbusinessnegotiations,thenfromtheviewofvalue,modeofthinking,customsandotheraspectsoftheanalysistheculturaldifferences.Culturaldifferencestonegotiatorsthinkingdimension.Culturaldifferencesonthenegotiationsinfluence.Culturaldifferencestonegotiategroupideainfluence.Culturaldifferencesinfluenceofnegotiatingstyle.TodealwiththeculturaldifferencesbetweenChinaandtheUnitedStates,anaccurategraspofthefuturenegotiationsontheadvantageandleadingandthesmoothconductofbusinessactivitiesandsuccesstoentertheinternationalmarket,achieveawin-winsituation.TherearegreatculturaldifferencesbetweenChinaandAmerica.AsChinaentersthenewcenturyandjoinstheWTO,therelationshipbetweenChinaandtheUnitedStateshasbecomeincreasinglyclose.Thedevelopmentoftheglobaleconomyandmarketoperation,thebusinessnegotiationhasbecomeoneofthemostimportantcontentsofinternationalbusinessactivities.Inbusinessnegotiation,inevitablywillencounterculturaldifferences.Therefore,abetterunderstandingoftheculturaldifferencesbetweenChinaandtheUnitedStates,fortheSinoUSbusinessnegotiationhasimportantsignificance.Inrecentyears,asthetwolargesteconomies,ChinaandtheUnitedStatestradeisdevelopingrapidly.Inordertoavoidmisunderstandingsandconflicts,andtosafeguardtheirowninterests,negotiatorsneedtolearndifferentcultures.ThispaperstartsfromtheintroductionofthestatusofSinoUSbusinessnegotiations,thenfromtheviewofvalue,modeofthinking,customsandotheraspectsoftheanalysistheculturaldifferences.Culturaldifferencestonegotiatorsthinkingdimension.WiththeincreasinglyfrequentbusinessactivitiesinChinaandtheUnitedStates,theimpactofculturaldifferencesonSinoUSnegotiationsisparticularlyimportant.Solutionsofdifferentculturalvaluesystem,understandandrespectforculturaldifferencescanwininthenegotiations.

1TheCultureDifferencesInCommercialContactsBetweenChinaAndAmerica

1.1Differencesinlanguageandnonlanguagebehavior

WeunderstandthedifferencesbetweenChineseandWesternculturethroughthelanguage,wewillhaveadeeperunderstandingofthetwocultures,andhelpustograsptheinfluenceofthesetwolanguagesonSinoUSbusinessnegotiations.Atypicallowlinguisticcontext（Culture）oftheUnitedStatesisthecountry.Inthisculture,alotofinformationisofclearandspecificlanguagetransfer.Chinabelongstothehighcontextcultureandinhighcontextculturenonlanguagecommunicationandindirectexpressionistransmittingandthesolutioninformationisimportantfactor,bodylanguageiswidelyused,suchastheuseofeyes,appearance,tone,location,distance,environmentnonverbalfactorstocommunicate.

1.2DifferenceOfValues

Chinavaluesthedifferencesfarthantheverbalandnonverbalbehaviordifferencehiddendeeper,andarethereforemoredifficulttocontrolandgrasp.Businessnegotiationmisunderstanding.Themostimportantcommunicationtoolisthelanguageandthelanguage.Andculturearecomplementaryandinseparable,soculturaldifferencesmaybeonanegativeimpactoneffectivecommunicationbetweenthetwosides.Suchasthe"whiteelephant"batteryinChinese.Thetrademarkisverysuitable.Andthe"whiteelephant"oftheEnglishtranslationof"WhiteElephant"inEnglish.Hesaid"whiteelephant",asthebatterytrademarkisdefinitelynotright.ConfucianismandTaoismandfurtherdevelopmentoftheChinesecomprehensivewayofthinking.Han'scosmologyandmetaphysicsintheWeiandJinDynasties,theontologyofBuddhisminSuiandTangDynastiesandthesongandMingDynastiessystemgraduallythecomprehensivethinkingasthinkingcharacteristicsofChinese.Chinesepeopleliketoobservethingsingeneralandtoglobalviewofresearch.InthenegotiationsChinatendtoexhibitfromthewholetothepart,fromtheprincipletonegotiationstyle.Inpracticevaluesdifferencesoninternationalbusinessnegotiationbehaviorsinfluencemainlymanifestsinthefollowingseveralaspects:

1.2.1Objectivityininternationalbusinessnegotiationsreflectthebehaviorof"peopleandthingsthedistinctionbetween".

Chineseculturebelongstothehighpowerdistancecultures,isaconcretemanifestationoftheduestatus,position,seniorityandotherdifferencesintheformationofupperandlowerlevelsofverticalrelationship,whichdeterminesthattheChinesepeoplevaluethestatusdifferenceaswellasthestatus.AndConfucianismtofurtherdeepenthekindofsocialhierarchy.InChina,therelationshipbetweensuperiorandsubordinatehasaprofoundimpactontheindividualbehavior,andmostChinesepeoplealsobasicallyacceptedinallaspectsofsociallife,includinglackofautonomyinbusinessnegotiations.

1.2.2Americanculturebelongstothelowpowerdistanceculturecommunication.

Thetwosidesareequal.ThisequalityconceptoriginatedinancientGreekcivilization.ThedevelopmentofcommercialeconomyinancientGreececreatedmankind'soldestcommercialcivilization,theinterpersonalrelationshipbyconsanguinityisanewinterestrelationshipof"contract"meansthecontractrelationshipreplaced.Thisrelationofequality.TheUnitedStatesgovernmentissuedthe"Declarationofindependence"furthermakesAmericansstrongindividualconsciousness.InAmericanculture,selfrealizationisthefirstprincipleoflife.Sointhenegotiations,theprominentroleofindividuals,oftenapersonsolelyresponsibleformakingthenecessarystrategiestoexercisetheirrights,tomaketheirowndecisiontocompletetask.ThefinaldecisionisusuallybythesuperiormakeWesterners,especiallyAmericanstowardstheunderstandingofthingswithstrong"objectivity",atthenegotiatingtable,Americansdonotfavoritism,donotcareabout,don'tcareaboutandhispeopleinnegotiationpositioniswithhispeer,makedecisionsbasedonfacts,datawords,andpeoplearenot."Businesslike"andotherwordsreflectstheobjectivityofAmericans.TheUnitedStateshasexperiencedarevolutioninthebourgeoisrevolutioninthefightforequalityandfreedom,equalityandequality,theprincipleofequality,justiceandfairness,andtheUnitedStatesintheinternationalbusinessactivities,theUnitedStates.

1.3Differenceofthinkingmode

1.3.1Theinfluenceofculturaldifferencesonthewayofthinkingofnegotiators

Chineseculturepreferenceofcomprehensivethinkingandimagethinking,habitsproblemsinvariouspartsoftheUnitedasawhole,combineit,attributeandrelationship.Whenfacedwithacomplexnegotiationtask,theoveralldecisionmakingmethodofChineseculture,payattentiontoholismofalltheproblems,thereisnoobvioussequence,usuallytonegotiationsfinally,willinalltheproblemstomakeconcessions,soastoachievepackageagreement.Americanculturalpreferenceforabstractanalyticthinking.Theirthinkingprocessismadefromthespecificfacts,andsummedup,todrawconclusionsfrom.ThesequentialdecisionmethodofAmericansoftenbreakalargetaskintoaseriesofsmalltasks,theprice,delivery,beartheinsurancecontractetc.problemsolve,eachtimetosolveaproblem,havetheconcessionsandcommitmentsfrombeginningtoend,thelastisaseriesofsmallagreementsum.

1.3