毕业论文-中美价值观差异对商务谈判的影响.doc

西南财经大学天府学院2011届本科毕业论文论文题目：Influence on Value Differences of International Business Negotiations学生姓名： 张 佳 所在学院：西南财经大学天府学院专 业： 英 语 学 号： 40700445 指导教师： 文 静 Tian Fu College of SWUFE Implication of Value Differences on International Business Negotiations西南财经大学天府学院本科毕业论文原创性及知识产权声明本人郑重声明：所呈交的毕业论文是本人在导师的指导下取得的成果。对本论文的研究做出重要贡献的个人和集体，均已在文中以明确方式标明。因本毕业论文引起的法律结果完全由本人承担。本毕业论文成果归西南财经大学所有。特此声明。毕业论文作者签名：张佳作者专业：英语作者学号：407004452011年2月10日西南财经大学天府学院本科学生毕业论文（设计）开题报告表论文（设计）名称中美价值观差异对商务谈判的影响Influence on Value Differences of International Business Negotiations论文（设计）来源自选题目论文（设计）类型A导 师文静学生姓名张佳学 号40700445专 业英语一调研资料的准备通过阅读中美商务谈判和中美价值观相关的书籍，如国际商务谈判:理论案例分析与实践、中国结美国梦-中美文化差异趣谈等，查阅相关资料，充分收集和整理中美人价值观差异及其与商务谈判的联系的文字材料，通过对比两国价值观的异同，以及从中分析其差异对商务谈判的影响和应对措施，进一步形成独立的完整的文字材料。二论文设计目的在世界经济日趋全球化的今天，随着国际间商务交往活动的频繁和密切，各国间文化差异尤其是价值观的差异对商务交往活动的影响就显得尤为重要。如果不加以重视就会引起不必要的误会，甚至会对商务交际活动的结果产生直接影响。这就意味着研究中美价值观差异对商务谈判是十分重要的。本文通过中美价值观差异对商务谈判影响的探究，最终达到寻找解决对策的目的。三论文内容和思路（一）中美价值观差异的分析对比1.这种差异产生的背景及原因2.差异的种类分析3差异产生的结果（二）中美价值观差异对商务谈判的影响1正面影响2负面影响（三）如何对有害影响进行有效的预防及对策1分析中美文化差异在商务谈判中的潜在威胁2有害影响存在的各个方面3怎样应对有害影响四预期成果通过对中美价值观差异的探究，并找出影响商务谈判的原因，从而找到解决对策。五. 任务完成的阶段内容及时间安排2010年11月18日前 完成开题报告2010年11月25日前 收集资料、完成文献综述2011年1月20日前 继续研究工作、分析综合、完成粗钢2011年3月15日前 修改补充、完成论文终稿，并且打印成册。上交论文，准备答辩。六完成论文（设计）所具备的条件因素本课题属于商务与文化差异互相交融的课题，需要大量阅读与商务谈判知识及文化差异相关的文章。由于学校开设过商务和跨文化有关的课程，所以也加深了我们对跨文化和商务交际方面知识的理解。初步了解商务谈判中的必备因素，跨文化的表现形式和跨文化与商务交易之间的联系。虽然这些知识在实际应用中还显得十分浅薄，但可以通过大量文献进行资料收集、整理、分析，进一步对存在的问题进行解决。 指导教师签名： 日期：摘要随着经济全球化发展, 国际谈判日益频繁。众多美国企业都纷纷进驻中国。加入世贸组织之后，作为世界上最大发展中国家的中国和最大发达国家之间的贸易往来, 越来越受到彼此乃至世界的瞩目。然而在中美的跨文化商务活动中，双方往往会感受到两个不同民族间的文化差异导致的冲突，尤其是作为文化核心层的价值观的差异，更是对商务活动带来了巨大的影响，对商务活动的重要环节商务谈判的影响尤为明显。作为认识价值观的两个基本取向，个人主义与集体主义价值观的差异对商务谈判有着极其重大的影响。了解二者的差别有助于减少中美商务谈判中的误解和障碍。本文整合了国内外学者在相关领域的研究成果，在分析个人主义与集体主义价值观各自主要特征的基础上，探讨二者的差异对中美商务谈判的影响，以便为中美双方在进行商务谈判时提供一些有实际意义的参考。关键词：价值观；集体主义；国际商务谈判AbstractWith the progress of economic globalization, the frequency of international negotiations is increasing rapidly. Various kinds of American companies have been flourishing in China. After China has joined the WTO, the trading between China which is the biggest developing country in the world and American the most developed country is more and more focus the worlds attention. However, in Sino-us cross-culture business activities, they both feel the conflicts frequently caused by culture difference between two nations. Especially the values as the core aspect in a nations culture have a great effect on businesses. The influence of negotiation which is one of the most important links in business activities shows clearer than other links. As two basic orientations of values, the contrast between individualism and collectivism affects the business negotiation seriously. Understanding their difference enable us to decrease the misunderstandings and barriers.As a result, this article integrates research results in the related fields of scholars. Based on the main characteristic analysis of individualism and collectivism values. In order to provide some useful reference in Sino-us negotiation, the influence of their differences must be discussed. Key words: values; collectivism; international business negotiationContents摘要AbstractIntroduction. Comparing and Analyzing Differences of Sino-US Values11.1. Comparing the Cultural Differences11.1.1. The Feudal Thought in China11.1.2. The Renaissance movement in Western country 2 1.2. Analyzing All Types of Difference 3 1.2.1 National Difference3 1.2.2 Differences in the Religious Beliefs 5 1.2.3 Differences of Thought and Art 6 1.3. The Result of Differences 6. Influence on Value Differences 7 2.1. Influence on Tactics in Negotiations 7 2.1.1 Influence on Negotiations Pattern 7 2.1.2 Influence on Solving Problems8 2.1.3. Influence on Decision-making Way9 2.2. Influence on Contract11 2.2.1 How to See The Contract11 2.2.2. Influence on Sign Contract12III. Countermeasure of facing the Value Differences 13 3.1 Respecting the Value Differences133.2 Discarding Bias of Culture 143.3 Treating Each Other Honestly 15Conclusion16Literature Review17Bibliography27Acknowledgments29Influence on Value Differences of International Business NegotiationsIntroductionUnderstanding differences of China-US value and cultural background of the United States accurately can facilitate us to carry out the trade in the business smoothly, work out a rational negotiation strategy and result in the success of international business activities. International business negotiations are cross-cultural communication process. In this process, the two sides of negotiating have some differences in values. For the smooth conduct of the negotiations, the negotiating parties must be required to recognize and understand the different values in international business negotiations. It can be said that preponderance of ones own side in foreign business negotiations comes from knowing your opponents. And our strengths can restrict the opponent. In addition to the personal temperament and psychological factors, the habits and the negotiation style under the influence of different cultural values, national systems impact will have deep effect on the success of the negotiation activities. If you ignore the opponents cultural background, it is very likely to affect the smooth progress of business communication, and even lead business communication to failure. Only if understanding and correctly analyzing the differences in values between the two countries, we can seize the 29initiative and achieve win-win situation in international business exchange. This article conducted research on differences in the values between these two countries and made the strategy for solving the negative impact of the different values. I. Comparing and Analyzing Differences of Sino-US Values1.1. Comparing the Cultural Differences Although the thinking of Chinese culture is divided into few parts, the Buddhism, Taoism, Confucianism, these three belong to the same clique basically. The key is the modest, reverent, honest, and intelligent of Confucius, but Western culture prefer the word contend. On the contrary, they were handling personnel matters firstly.So how to understand the differences between these two cultures? The formation of Cultural differences passed through two important periods.1.1.1. The Feudal Thought in ChinaThe first period was in 221 BC. The state of Qin began to grow up and finally unified the land of China through the Shang Yang reformed. The 2,000 years Chinese feudal system was beginning. This unity of Chinese culture marks not only the beginning formation of the Chinese nation, but also the basic formation of Chinese culture. Chinese culture began to become systematical. At the same time Western countries (mainly in the European countries) are just the state of slavery, these city states are quite scattered. After this period, China became a self-sufficient feudal country. With the development of agricultural economy, the natural economies occupy a dominant position. Regardless of the civilian population or nobility, they all want to have a peaceful environment in order to keep agricultural production and economic development. Therefore, the non-offensive, nobleness and sagacious of Confucian thought became the ruling ideology in China. Chinese culture has become more harmonious and less struggle. At that time, as the manor economic development of Western countries, the pastoral economy was developing rapidly and the nomadic economic expansion has become prominent increasingly. In this mode of production and historical background, the “struggle will inevitably be a key to their culture. At this point, Chinese and Western cultures began to split from each other.1.1.2. The Renaissance movement in Western countryThe second period was in 16, 17 century AD. Cultural differences continued to expand. Western European countries were experiencing an unprecedented political and ideological change. In ideological terms, this Renaissance movement had a decisive influence and even played a critical role in the liberation movement of Western culture. On the one hand, the spread of humanistic thought made the human mind be freed from the theological. On the other hand, it make the desires of people inflate excessively and the fight concept of western culture became more deep. In political terms, the early bourgeois revolution begins to form the capitalist system. Aggressive and bloody primitive accumulation of capital also makes the competition of culture become prominent increasingly. Looking back at China, because of the increasing long-term improvement and strengthening of the feudal autocracy, the ruling class was satisfied with the status quo, and still doing the dream of heavenly kingdom . They didnt want to bother to understand the world, let alone to fight. Furthermore, as the feudal ideology and self-closing of the natural economy, people were complacent and did not dare to think of change. Thus, the culture differences had further disagreement. Such divergence made the more differences between the Chinese and Western culture and its influence continued today. 1.2. Analyzing All Types of Difference 1.2.1. National DifferenceFirst, we want to see the reflection of differences between these two cultural in the national and theoretical way.One hundred years ago, the Chinese attitude towards the foreign culture was nothing more than the traditional doctrine of “Chinese learning for fundamental principles and western learning for practical uses and “the modern dialectic method of” take the essence and discard the dregs”. But through the careful study, we came to realize it was just two different ways for judgment based on the same mode of thinking.Americans almost have the same problem in this area. Through one hundred years development, Americans economic strength increased substantially and the gradually improved democratic system and the increasingly popular mass culture. Americans are too self-righteousness, so that they thought the society of United States was the model” and other countries should follow the example of this social model. American values are the absolute standard for weighing everything in the world. But few of them realized that the United States is only an example in the history of development of human society, and it is likely to be a rather special example. The tendency of this bias was reported everywhere in the U.S. freedom of academic writings and the objective” news.However, the differences from Chinese are that the United States as the representative of Western culture, their ideas of struggle, conquest, and adventure are deeply rooted. While the Chinese just pay attention to the harmony of the whole thing. This affects the policies of two countries. Both of them made some big mistakes in policies, but their attitude of treatment is totally different.In Chinese society, consciousness of right or wrong” is also mainly reflected in the “united thinking. An American professor of political science conducted a survey in China and found that most Chinese people believed in democracy, but they were also in favor of “united thinking. Few people realized the inner contradictions of these two things. Americans cannot understand it.Of course, the Chinese-style democracy and American-style democracy are different all the time. Relative to the individuals rights, Chinese people pay more attention to the interests of collectivity. This cannot be believed by Americans which has always been considering personal interest as the fundamental point.1.2.2. Differences in the Religious BeliefsSecondly, the cultural differences embodied in the religious beliefs.Some scholars think that China has no religion. Chinese culture is an inclusive culture that they welcome all religions which correspond with ethical requirements of Chinese culture and benefit local cultural development. So China has been a long-term multi-religious country, and also has many non- religious persons. Western culture emphasizes the sanctity and superiority. They are distinct from China in attitude and approach for the religions. Relative to Chineses absorption and fusion of foreign religious and cultural, westerners prefer expansion and spread.朗读显示对应的拉丁字符的拼音字典 - 查看字典详细内容In China, whether foreign Buddhism, or native Taoism, their emphasis is submissive life and afterlife. The Western doctrine also emphasized the eternity and suffering, but the Christian religion are very particular about against infidels and fighting for oppression form foreign etc. Such as The Bible Old Testament, a lot of stories are portrayed the resistance and war of Jewish people.1.2.3. The Differences of Thought and ArtFinally, the differences between them in art and thinkingChinese people are more emotional, but Westerners are more rational. On the surface, westerners pay attention to integral, and in fact the Chinese integral feeling is the specific representations of global assessment. That is to say, Westerners will only focus on process, but the Chinese people pay attention to the results and the process.1.3. The Result of DifferencesIn fact, the formation of such differences is closely related to social and historical background of cultural formation period. Formation and development of Chinese cultures are all during the formation and development of feudal society. Therefore, Chinese culture will be subject to the influence of feudal thoughts. In feudal society, the rulers often inculcated people the thinking of cycle of cause and effect through various channels in order to protect their own interests and more stable rule of the people. Therefore, people did good things for the immortality” of afterlife and had Big Love for all living things. General review of the Western cultural history, capitalism culture began with Renaissance period in the 16th century. In this cultural movement, people advocate humanism, affirm human values and respect human rights. Culture in this context is bound with humanism feature. Therefore, it formed the Little Love of Western society.II. The Influence on Value Differences2.1. Influence on Tactics in Negotiations2. 1.1.The Influence on Negotiations PatternThe core of American values is individualism. Its main content is achieving self-realization through the self-made. Thus, the resulting in a series of influence is that Americans advocate freedom, equality, competition. In American culture, everyone considered unique individual. Therefore, most Americans are full of confident. Their negotiation style is more concise. The United States personal role outstands in the negotiation. Only one or two are present seemingly, but they usually have an efficient and flexible brain of group or decision-making organization behind them. The main staff was given the corresponding privileges by decision-making institution, and they can make decisions on the spot for most problems in negotiations. It is also due to the influence of individualism. Americans do not attach importance to long-term partnership. They often appear to be commercialized. Their attitudes depend on whether his cooperation can bring the benefits or not. They always pay more attention to realistic thing and emphasize individual ability.Chinese culture emphasizes interdependence among persons. Individual is considered to be a part of social relations. People would see themselves as a collective member. So they wont go straight to the point firstly, but like greeting each other for closer distance. They believe, as long as the relationship exists, both parties shall have the obligation to consider each others needs. It can ensure the follow-up negotiations smoothly. When they express their opinions, they are also taken the indirect way. Under the influence of collectivism, Chinese people do not like outstanding individual and the individual also dont go to extremes. Chinese emphasize on collective dependence. Usually a few persons will get together to complete the task. They are particular about the close cooperation between the members of negotiations.2.1.2. The Influence on Solving ProblemsDisputes and conflicts are unavoidable in the negotiations. If they come into conflict, in order to achieve a goal, Americans will open it and spend a lot of time to special communication for disputed issues. They believe that the only way can eventually resolve the conflicts is concretizing details of conflict, and understanding view of all parties through the communication. Because in its individual socialist values, people prefer to rely on their own subjectivity to attain success. In negotiations, Americans dont fear conflict; even think getting benefit from the other in conflict is the proof of personal ability. So, they will openly disagree with opinion and adopt tough method, such as threats, warning. Even proclaiming