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3稿论文陈颖欣
毕业论文
题目:
中美商务谈判中的文化因素探讨
学生姓名:
陈颖欣学号:
1207012721
专业班级:
2012级英语4班(商务方向)
指导教师:
王丽卓
企业导师:
黎巧玲
二级学院:
外国语学院
2016年4月
中美商务谈判中的文化因素探讨
摘要
受不同文化的影响,商务谈判风格差异很大,不同的文化价值体系加深了双方在谈判过程中的分歧,甚至引起冲突。
因此,在国际商务谈判中,懂得和正确处理文化差异,对于提高谈判效率是十分重要的。
本文选用中国和美国之间的商务谈判为研究模型,作为最大的发展中国家和最大的发达国家,中美两国之间存在着较大的文化差异,甚至文化冲突。
本文分析了影响两国商务谈判的文化差异因素,提出了正确处理在谈判过程中文化差异的方法。
只有正确认识这些问题,谈判才能顺利进行,达到理想效果。
关键词:
文化差异;谈判策略;谈判风格;商务谈判
DISCUSSIONONCULTURALFACTORSINSINO-AMERICANBUSINESSNEGOTIATION
ABSTRACT
Withtherapiddevelopmentofeconomicglobalization,therangeofinternationalbusinesshasbecomewider,andthebusinessnegotiationamongpeoplefromdifferentcountriesandculturehasbecomemorefrequent.Itcreatesconsiderablechallengesforbusinessrepresentativeswhoareunfamiliarwiththeculturesofdifferentgroups.Negotiationcaneasilybreakdownbecauseofalackofunderstandingoftheother’sculturesinthenegotiationprogress.Therefore,tobethesuccessfulnegotiators,businessmenshouldhaveagoodknowledgeoftheiropponents’cultureandlearntorespectothers’cultures.Chinaisthebiggestdevelopingcountrywithalonghistoryandcomplicatedculturalsystem,anditistherepresentativeofeasterncultures.Atthesametime,Americaisthebiggestdevelopedcountryandasadevelopedcapitalistcountry,itistherepresentativeofwesterncultures.TherearehugedifferencesinculturebetweenChinaandAmerica.Itisimportanttounderstandtheculturaldifferenceandtomodifythenegotiationtacticsaccordingly.
KeyWords:
culturaldifference;negotiatingstrategy;negotiationstyle;businessnegotiation
Contents
1.Introduction1
2.NegotiationandCulture3
2.1Negotiation3
2.2Culture4
2.3TheRelationshipbetweenCultureandNegotiation4
3.TheManifestationofCulturalDifferencesbetweenChinaandtheUnitedStates5
3.1Language5
3.1.1Language5
3.1.2BodyLanguage5
3.2Religion6
3.3Values6
3.4CustomsandEtiquette7
4.The Impact of Cultural Differences on Business Negotiations8
4.1TheInfluenceonCulturalDifferencesontheNegotiationStyle8
4.2TheImpactontheCommunicationProcess8
4.2.1TheInfluenceofCulturalDifferencesonLanguageCommunication8
4.2.2TheInfluenceofCulturalDifferencesonNon-LanguageCommunication9
4.3TheInfluenceonInterpersonalRelationship9
4.4TheImpactonMakingDecision9
5.CopingWaysofCulturalDifferencesinChineseandAmericanBusinessNegotiation11
5.1UnderstandingtheCulturalDifferences11
5.2ProperHandlingoftheCulturalDifferences11
5.3RaisingAwarenessoftheCulturalDifferences12
6.TheConcreteCopingStrategiesofChineseBusinessNegotiatorsinSino-AmericanBusinessNegotiation13
6.1TheStrategyofExpertTeamInvolvement13
6.2TheStrategyofBuildingAtmosphere13
6.3TheStrategyofSilenceAndListening13
6.4TheStrategyofPragmaticLanguage14
6.5TheStrategyofMulti-Scheme14
6.6TheStrategyofPostponement14
6.7TheStrategyofSimpleEtiquette14
6.8TheStrategyofFlexibleCommitment14
7.Conclusion16
Bibliography17
Acknowledgments18
1.Introduction
WithChinaenteringWTO,theinternationalbusinessnegotiationhasbecomemoreandmoreimportantthanbefore.Businessnegotiationisnotonlyanimportantcomponentofeconomicactivities,butalsoaprocessofbuildingrelations.Forthepurposeofdoingbusinessnegotiationbetter,culturediscrepancyshouldbeconsideredbypeoplewhoarenegotiating.Inordertohaveabettercomprehension,weneedtointroducesomebasicconceptsanddefinitions.
Inthispaper,itisfromthefiveaspectsofbusinessnegotiationsandculturalfactorsarediscussed.Number1,ittalkthenegotiationsandculture;number2,wewilldiscussthemanifestationoftheculturaldifferencesbetweenChinaandtheUnitedStates;number3,it’salsoimportanttointroduceSino-USculturaldifferencesimpactonbusinessnegotiation;number4,itdiscuessthepaperdemonstratesthewaytodealwiththeculturaldifferencesinSinoUSbusinessnegotiations;andfinally,ittalkabouttheSino-USbusinessnegotiationinChinesebusinessnegotiatorsspecificcopingstrategies.Inordertomakethestructuremorerigorous,andrefinementofnegotiationsinfiveareas,wewilldiscussfromsomeaspects,suchas,theculture,negotiationandcultural,language,religion,values,customsandetiquette,andtheimpactofculturaldifferencesonthenegotiatingstyle.Asweknow,theculturaldifferenceshavegreatinfluencesonthecommunicationprocessandtheinterpersonalrelationship.Also,theycanhavesignificantimpactuponthedecisionofmakingshadowRingandunderstandingthepossibleculturaldifferencesinthenegotiations.Negotiatorsshouldproperlydealwithculturaldifferences.Ifwedobetter,wewillhaveamoreharmoniousinterpersonalrelationship.Inordertoimprovethesubsequentculturaldifferences,theexpertteamscombinetoafewstrategictargets.Suchas,theclimatestrategy,silenceandlisteningstrategies,pragmaticlanguagestrategy,postponementstrategy,simplestrategyetiquette,flexiblecommitmentstrategyandsoon.WebelievethatthispaperwillhelpusstudyculturalfactorsinSino-USbusinessnegotiations.
ThispaperattemptstocombinewithChinaandtheUnitedStatestocommunicateinthelanguageandnon-languagecommunication,andthenegotiationstylesbetweentoanalyzeitsimpactontradenegotiations.Withparticularemphasisintradenegotiations,whichisstandingfromacross-culturalperspectivetoanumberofrecommendations.Inordertosolvethisproblemeffectively,wemustunderstandeachother'sculture,enhancethesensitivityofculturaldifferences,andreduceculturaldifferencescausedbytheunstablefactors.Onlywhenweenhancethenegotiatorbehaviorpredictabilityandformulatetheappropriatenegotiationstrategy,thenegotiationprocesswillbecomemoreactive.
2.NegotiationandCulture
Cultureisaseriesofcustoms,standardsandrulesinsociety.[1]Negotiationregardsasbehaviorsofindividualorgroup.[2]Andnegotiationisinevitablyinfluencedbydifferentculture.Thischapterexplainstherelationshipbetweencultureandnegotiation.
2.1Negotiation
Negotiationisattheheartofeverytransaction,andforthemostpart,itcomesdowntotheinteractionbetweentwosideswithacommongood(profits)butdivergentmethods.(XieXiaoyin:
2009,2)Thesemethodsmustbenegotiatedtothesatisfybothparties.Mostofustendtothinkofnegotiationintermsofwin/losescenarios.However,theessenceofnegotiationisthatitisnotaboutwinningorlosing.Itisaboutstrikingadealwhichissatisfactorytobothsides.
Everybodyisanegotiator,andweusenegotiationtechniquesalmosteveryday.Wenegotiatewhenweboughtbooksortoysaskids.Nowwestilldoitwhenwenegotiatewithourbossforasalaryraise,orbuybiggertoyslikeautos.
Therearetwooppositetypesofnegotiation:
IntegrativeandDistributive.Differentnegotiationsgiveusthedifferentthingswhenwearelookingforthepurpose.Integrativenegotiationsarecommonlyreferredtoas“win-win”.Inthistype,eachsideisworkingtowardsatargetwhereeveryonewinssomething.Andintegrativenegotiationsfostertrustandgreatworkingrelationships.Asforthedistributivenegotiations,theyarealwaysreferredtoas“win-lose”.Onlyonepartycangetwhattheywant,andtheotheronehastogivesomethingup.Thiscanbeacommonlycasewhenyounegotiatealeaseonofficespace.Forexample,ifyoufeellikeyougotagreatdealandthepropertymanagerhadtogivesomethingupforyou,you“won”.Ifyoufeellikethepropertymanagerhadtheupperhandandyougotrippedoff,thenyou“lost”.Whatever,thistypeofnegotiationdoesnotleadtolastingorpositiverelationship.
2.2Culture
Cultureisubiquitous,multidimensional,complex,andall-pervasive.Manydefinitionshavebeensuggestedforculture.BatesandPlogproposeadescriptivedefinitiononwhichscholarscurrentlyagree:
cultureisasystemofsharedbeliefs,values,customs,behaviors,andartifactsthatthemembersofasocietyusetocopewiththeirwordandwithoneanother,andthataretransmittedfromgenerationtogenerationthroughlearning.(LarryA.Samovar,RichardE.PorterandLisaA.Stefani:
2007,36)
2.3TheRelationshipbetweenCultureandNegotiation
Thispapernotonlyemphasizesthecultureornegotiations,butalsodiscussestheinfluenceofculturaldifferencesonthetalksproduced.Cultureaffectthecross-culturalnegotiation,andthenegotiationsbetweenthepartiesfromdifferentculturewillalsoaffecttheprocessoftheirdecision.Incross-culturalnegotiationsCountriesonbothsidesofthenegotiations,theirlanguage,writing,beliefs,habits,values,norms,moralstandards,eveninthenegotiationshaveabigdifference.Theseareimportantfactorswhichaffectthenegotiations.Whenwestartacross-culturalnegotiation,bothsidesshowuptheirrespectiveculturalpendulumtothenegotiatingtable.Inthisway,culturealwaysaffectpeople'sattitudewhennegotiatinginasubtleway.Thiseffectislike"getalongwellwitheachother"andgravelripples.Culturewilldiffuseinthewater,andpenetrateintoallaspectsofthenegotiations.Asaresult,theimpactofcultureonthenegotiationsisobvious.
3.TheManifestationofCulturebetweenChinaandtheUnitedStates
3.1Language
3.1.1Language
Languageisamajorsourceofpowerinnegotiation.Mostnegotiationsincludeorallanguageandwrittenlanguage,andallofthesewillbethedeterminantsofnegotiations.AmericanphilosopherGricetalked,inordertoachieveaspecificgoal,thespeakerandobedientpeopleshouldholdakindoftacitunderstanding.Bothsidessh