从中美文化差异谈商务礼仪对商务谈判的影响—英语专业毕业论文

1、从中美文化差异谈商务礼仪对商务谈判的影响 influence of business etiquette on business negotiation under sinou.s. cultural differences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

2、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influence of business etiquette on business negotiation under sinou.s. cultural differencesenglish major yao tingabstract:the econom

3、ic cooperation between china and the united states has gradually increased, since chinas entry into the wto. business etiquette plays an important role in whatever chinese cultural backgrounds or american. though they have something in common as per the business etiquette, but many differences do ex

4、ist. there are cultural differences in values, face view, way of thinking, the concept of time, the habit of diet and other aspects of the cultural differences between china and the united states, which had certain influence on both sides of the business etiquette. where there is trade, there will b

5、e business negotiation. therefore, the importance of international business negotiation in foreign economic relations is becoming increasingly prominent, and these differences in etiquette will certainly have an impact on both sides of the business negotiation. this paper firstly discusses the cultu

6、ral factors causing the differences between chinese and american etiquette behind in study, secondly discusses the impact of these etiquette differences in sinou.s. business contacts .finally it points out under the backgrounds of different etiquette , the two sides should foster awareness, to overc

7、ome communication barriers, to achieve smooth and effective intercultural communication and business. key words: cultural differences between china and america; business etiquette;business negotiation;coping strategy contentsintroduction1chapter 1 conceptual integration theory and chinglish41.1conce

8、ptual integration theory41.2 chinglish5chapter 2 using conceptual integration theory to analyze and explain6the causes of chinglish62.1 explanation of chinglish formation under conceptual integration theory6chapter 3 analysis of chinglish errors under space model of conceptual9integration network93.

9、1 “d” projection93.1.1 syntactic level93.1.2 culture level133.1.3 thinking level143.2 “c+d” projection15chapter 4 strategies to deal with syntactic errors of chinglish164.1improving english level164.2 improving culture awareness164.3 developing english thinking pattern17conclusion17references19ackno

10、wledgements20introduction with the development of economy, the business cooperation between china and america is growing. due to their different cultural background, the concept of time, standard of value, behavioral and eating habits are very different, therefore business etiquette is also differen

11、t. with the rapid development of economy, successful business negotiation plays a more and more important role in todays international trade. in international business negotiations about differences in etiquette, courtesy, not only to shape the image of the organization, communication of information

12、, improve efficiency, but also to a large extent influence and determine the negotiations success or not, whether both sides could achieve win-win in the course of trade. from the perspective of the differences between chinese and american cultures, to compare their differences in etiquette in busin

13、ess activities, to further explore the impact of different business etiquette in business negotiation process a series of problems, to illustrate the relationship between culture and etiquette, the importance of the role played by the business etiquette in business negotiations, in order to better t

14、o master and apply the foreign etiquette related, in order to improve the success of the transaction. chinese known as a state of ceremonies said, about the study of etiquette can be traced back to thousands of years ago. however, that research on business etiquette, but since 2000 since chinese joi

15、n wto, about the relationship between the articles began to emerge in large numbers. li yajing, wang ruis cultural differences on business etiquette influence (2002) in the article, from the perspective of cultural theory, analyzes the cultural factors on foreign businessmen negotiate greetings, gre

16、etings, the contract of personnel selection, the right time and cut the negotiation and negotiation communication. zhao yans on business etiquette and business negotiation (2009) in the text, she from the definition and characteristics of business etiquette and business negotiation, respectively dis

17、cusses the role of business negotiation and business etiquette in the role in the negotiations. of etiquette and negotiation of ni duanhong (2010) starting from the general etiquette play in business negotiations, lists and analyzes the etiquette link negotiation process, and then demonstrates their

18、 inseparable relation. he analyzed the business negotiations in the meeting etiquette, seating etiquette and language etiquette. a flash on contemporary etiquette (published in 2012 on the role of etiquette in business negotiations), he embarks from the business etiquette in business negotiations in

19、 the role, so as to illustrate the importance of business etiquette. the importance of business etiquette four stages from his business negotiation preparation, at the beginning of the negotiation, negotiation and negotiation after the signing of the contract. huang juan in 2012 published lun busine

20、ss etiquette in business negotiations, reasonable use, discusses the importance of business etiquette, the etiquette of the negotiations, choose reasonable negotiation time, place, negotiators. seats for negotiation, meeting, language, field etiquette, after negotiations etiquette: etiquette and eti

21、quette signature. cross cultural analysis of problems and countermeasures in international business negotiations, li yu zhang yong (2004) he explores the east west cultural differences, cross-cultural issues in international business negotiations, according to people in the values, the different way

22、s of thinking between chinese and american negotiators at the negotiating table and different performance, and puts forward relevant countermeasures. ji jinghuas cultural differences impact on business negotiation (2009) in the article, from the perspective of cross cultural comparative chinese and

23、american negotiating style, starting from the theory of culture and business negotiations, analyzes the influence of cultural differences on business negotiation, and given a large amount of cases, group to find the relevant solution scheme. it mainly from the collectivism and individualism, compara

24、tive analysis of high context and low context culture, in the relevant aspects made a more detailed analysis. analysis of sun nas affect sino us cultural business negotiations cultural factors (2010) he pays attention to the cultural influences on business negotiation, weiss (1998) to the influencin

25、g factors of cross cultural negotiation into twelve variables, the author selects nine variables most associated with this research as the research framework, different search the two sides due to cultural influences of negotiating style. jiang zhihengs cultural differences impact on business negoti

26、ation (2011) of china and america from value system, analyses the cultural differences between the two countries, cultural differences between the two countries on a rough comparison. then analyzes the influence these differences, and finally put forward the corresponding policy, to deepen bilateral

27、 negotiation strength difference, caused by cultural differences between the two countries, increase negotiation hope of success. gao junqiangs analysis of sino us cultural differences impact on business negotiation (2013) by studying the effects of cultural differences between china and the united

28、states and on business negotiation, cultural differences appears to find the correct response to the us business negotiation process. the difference between the way of thinking, cultural differences, he put forward the difference values of the behavior of the. he pointed out that sino us business ne

29、gotiations to understand the cultural differences, to improve communication ways, establish the cross culture consciousness, eliminate prejudice. hoff costandaas individualism collectivism cultural level is widely used in all kinds of cross cultural studies. one of the most obvious difference betwee

30、n the eastern and american culture is the differences in the use of context in communication. american anthropologist holzer in his 1976 book, beyond culture raised in the book, from the perspective of context, communication can be divided into two types, namely high context communication and low co

31、ntext communication. the former refers to rely mainly on the context exchange mode, the latter mainly rely on language communication mode. these two modes are present in all, culture, but in the long-term social development process, different culture of different modes of communication focused and p

32、reference. therefore, it has formed the context culture. low context culture concept was proposed by holzer in a 1976 book beyond culture in. according to the analysis of holland masterton rationale doherty university of limburg organization anthropology and international management professor hofste

33、de value latitude, we found that due to different national culture differences on uncertainty avoidance of the first business contact and agreed to be three ways of understanding, practice and different cultural backgrounds of the businessmen call letter and man in the middle of this in several ways

34、 also has the very big difference. in conclusion, since the reform and opening up china, research on the sino us cultural differences, a large number of domestic and foreign articles. with the development of sino us economic and trade relations, about etiquette and culture, influence of business eti

35、quette for business negotiation, impacts of cultural differences on sino american business etiquette, business etiquette in business negotiations with, etiquette and business negotiations, cultural differences impact on business negotiation and other research be too numerous to enumerate. american i

36、s chinas main trade strategic partners, however, from the perspective of cultural differences between chinese and american influence, business etiquette in business negotiation research is relatively less. therefore, from the perspective of cultural differences, to explore the relations between cult

37、ure and etiquette, in the thorough analysis caused by cultural differences in business etiquette difference, thus influence has become a topic of talks to brook no delay.chapter 1 theoretical basis an international business negotiation is a kind of cultural activities and of intercultural communicat

38、ion as welldifferent country has different cultural background and the views to the business etiquette may be different, so cultural difference and business etiquette disputes are very important in an international business negotiation1.1 the definition of business etiquette business etiquette can b

39、e defined as behavior norms that should be abided by business people in their activities. such a definition can be interpreted as the following three aspects:first, it helps to make clear the objective users of business etiquette. obviously, business etiquette is mainly used by business people to co

40、mmunicate effectively and deal with the interpersonal relationship. for common people，business etiquette is not an effective personal skill. second, it helps to limit the effective scope of business etiquette. only in business activities, business etiquette can be used, but not for other types of in

41、terpersonal communication. third, it helps to define the basic content of business behavior norms which are the basic content of behavior. therefore, business etiquette can be regarded as standardized business practices for the manner that business people deal with others.1.2 the definition of busin

42、ess negotiation “negotiation is everywhere in business circles” is a proverb that everyone knows in business circle. the negotiation which the businessmen hold is called business circle. the negotiation is one of the most important activities in business occasions. broadly speaking, business negotia

43、tion is a debate between two parties for the purpose of reaching an agreement; haggling, bargaining and acting out are resorted to for passing an obstacle and bleaching out a conflict of opinion. according to conventional rules in business, business negotiation is counted as conciliating the conflic

44、ts of interest of the parties concerned. it is an indispensable means to adjust and resolve the conflict between the economic interests of different stakeholders. in terms of contemporary business negotiation theory, the substance of the relevant business negotiation is the cultural dialogue and cro

45、ss-cultural communication, which is particularly correct in international business negotiations. 1.3 the relationship between culture and etiquette etiquette is dependent on culture; what is excellent etiquette in one society may shock another. etiquette evolves within culture. etiquette acting as n

46、orms and standards of business communication is a product of human civilization. whether in china or in america, people are proud of civilized manners. however, the historical background of natural environment and cultural traditions concept between china and america is different, so there are obvio

47、us differences between chinese and american on etiquette in some aspects. chapter 2 the cultural difference between china and americaof all the cultures all over the world，there enjoy some common grounds，which are the basis for people from different cultures to communicate with each otherbut as each

48、 culture possesses its own history and development environment，habitual and repetitive customs，accumulated by a peoples national experiences，gradually constitute sets of cultural values that mold the basic frameworks for their thoughts and behaviorbusiness etiquette is an important component part of

49、 human culture, hence it is certainly influenced by the culture it belongs to.2.1 the cultural background between china and americachina is a typical agricultural country. for thousands of years, chinese people live in a life of subsistence peasant economy . this lifestyle makes people thrift and th

50、is kind way of life makes people moderate, that is, they are not good at expressing themselves. on the contrary, the united states is a typical immigrant country. so, american culture is a typical characteristic of individualism. this individualism is the self above all else. since the establishment

51、 of chinas first emperor qin dynasty, emperors regarded confucianism as the orthodox. confucian ethics therefore has become common practice ethics for chinese people since ancient times. american culture is the main origin of the ancient greek culture , stressing personal struggle, and human rights

52、is a product of their traditional thinking . 2.1.1 cultural characteristic of chinain china, confucianism is a 2500-year-old chinese philosophical tradition that has exerted a fundamental influence on peoples modes of thinking and ways of behavior. the most basic six cultural values were derived fro

53、m confucianism including: moral cultivation, importance of interpersonal relationships, family and group orientation, respect for age and hierarchy, avoidance of conflict and need of harmony and the concept for chinese face.whats more, when mentioned confucianism, people should know its two key conc

54、epts “ren”(仁)and“li(礼). in short，the chinese people，no matter in what social positions and in what kind of occasions, can all best be characterized by the spirit of “ren” and li(礼). people can only do whatli(礼)allows them to. 2.1.2cultural characteristic of america american culture is characterized

55、by equality and individualism. they believe that all people are born equal because they are all created by god. inequality is wrong，bad or unfairwhen inequalities based on hereditary status or special privileges result in arrogant manners, or other forms of power display, the average americans will

56、be shocked and feel uncomfortable. therefore american legal and institutional heritage prescribe equal rights, condemn special privileges and demand equal opportunity for every citizen. individualism emphasizes self-reliance and personal struggle. they believe in the proverb “god helps those who hel

57、p themselves”einstein said：“struggle enables us to shake off the binding of ourselves and to become the companions of the excellent and the greathere he emphasizes the importance of self-struggle and regards it as an essential means to win good friendship in human relations2.2 factors resulting in t

58、he cultural differences between china and america2.2.1 collectivistic culture vsindividualistic culture china is a country that has been dominated by collectivism for centuriesin this culture，individuals are bound through strong personal and protective ties based on loyalty to the group during ones lifetime； the major outstanding characteristics of collectivism in chinese culture are “we consciousness and collectivity-orientationchinese people lay great importance on we identity, the groups i