The Influence of Cultural Differences between Chinese and Foreign Business Etiquette in Nonverbal Way英语专业毕业论文

1、摘 要经济高速在发展, 中国企业与国外企业在商务上的接触也变得越来越频繁。由于文化上的差异，中外双方在商务活动中都有着各自的不同风格。在对外商务谈判中，合适的商务礼仪往往能拉近双方的距离，创建良好的合作氛围。本文从非语言的角度出发，对中外文化差异影响下的商务礼仪进行阐述，旨在帮助人们认识中外商务礼仪差异中的不同表现，以及分析如何能减少由于礼仪上的冲突而导致的合作失败，从而让双方能更少障碍的进行交流，达成更为满意的商务合作。关键词：非语言; 商务礼仪; 文化差异abstractwith the high speed of economic development, communication b

2、etween chinese and foreign enterprises is becoming more frequent. as the cultural differences, both parties have different styles in the business operations. in the business negotiation, appropriate business etiquette can bring two parties closer, and establish a good cooperation. from the angle of

3、nonverbal, this paper overviews the business etiquette influenced by chinese and foreign cultural differences, the aim is to help people realize the different representation of such cultural differences and analyze how to reduce the cooperation failure caused by etiquette conflict so as to make both

4、 parties communicate with less obstacles and establish a satisfied cooperation.key words: nonverbal; business etiquette; cultural differencesthe influence of cultural differences between chinese and foreign business etiquette in nonverbal wayi. introductionafter the entry to the world trade organiza

5、tion, overseas enterprises have come to china for commercial activities. thats to say, the opportunities for chinese negotiators to meet with foreign business partners have increased dramatically. as the business begins with negotiations, the more deals can be made during the process, the more oppor

6、tunities we will have to enter the international market successfully.now heres the point, since we barely know the companys operation and trade likes, what we do can be helpful in the negotiations? i think besides the language, the negotiations method, business etiquette is also an essential part of

7、 the negotiation as it reveals different culture backgrounds. the cultural differences between china and foreign countries are certainly reflected in the economic operation of international business, even leading to commercial conflicts. culture refers to the entire way of life of society(邓，1989：3).

8、 people from different cultures use different negotiating styles and approaches and have a different set of protocols. however, its easy to understand they also have different business etiquette. according to gaining some knowledge about culture differences, one can develop a proper negotiating plan

9、 that will minimize the potential of misunderstanding and conflict. thats to say, after learning etiquettes can possibly effect the negotiations, you may take culture sensitive into consideration in order to enhance the chances of reaching an agreement and building a solid business relationship.ii.

10、business etiquette in nonverbal waynonverbal behavior is that people use their facial expressions, gestures, movements, body position changes in emotional expression and transmission of ideas approach. it was once claimed that up to 65% of a messages meaning is communicated through nonverbal clues(李

11、，2007:109). nonverbal behavior is described as a skill that is useful to the business person. however, the business etiquette core effect is to respect mutuality between person and person. the paper is trying to analyze the business etiquette in nonverbal between china and foreign countries to guide

12、 people in the right way.2.1 the necessity for studying this topicsince there are a lot of differences in the business etiquette between china and foreign countries, the mistakes and the jokes caused by misunderstanding is not unusual.here is the story: chinese businessmen invite nepaleses businessm

13、en to have dinner in hotel and discuss business. everything is going pretty good. but after one dish with little pork in it and one of the nepaleses businessmen discover it. they just get out of the dinner table angrily. this behavior makes all the chinese businessmen confuse. and the business is en

14、d up with failure. the fact is that the common nepalese like pigs while the chinese businessmen didnt realize this. the joke is due to the lack of foreign etiquette knowledge and also shows that the knowing of differences of the etiquettes from all over the world is absolutely necessary. to the chin

15、ese businessmen, to understand each others customs will be conductive to the exchanges between the different countries. a person who understands others rituals and customs can be seen as respecting for others and can be easier to make a good impression on the other side. however, in real life, the i

16、mpact on etiquette due to cultural differences between china and the west still exists. so the study of the differences between foreign etiquette and the chinese etiquette is very valuable and reasonable.2.2 the influence of cultural differences on business etiquette in nonverbal way between china a

17、nd foreign countriesgenerally speaking, the differences on business etiquette between china and foreign countries in nonverbal way could be observed by several cultural factors, such as view of space, view of time, view of dress and body language.2.2.1 spacespace, is the physical distance between pe

18、ople when they are interacting. it is deeply influenced by culture. when having a business conversation, the distance between people changes dramatically from one culture to another.for instance, there are four zones when u.s. people interact: the intimate zone, the personal zone, the social zone, a

19、nd the public zone. the intimate zone, less than 0.46 meters, is reserved for a close friend, and it appears briefly when the business colleagues shake hands. the personal zone, from 0.46 meters to 1.2 meters, is used for giving instructions to someone in an office. the social zone, from 1.2 to 3.6

20、meters, is used for formal business meeting, the public distance, over 3.6 meters, is the most formal zone.(奥, 1999: 52)americans tend to need more space than chinese. when having a conversation with chinese, americans often back away from the chinese partner who is standing too close. standing too

21、close to someone in the united states may leave a bad impression on the others, as it implies the person is upset, over-bearing, or he is making sexual advances. these negative positions should be avoided in the united states. in china, people prefer to stand close to each other and they think is no

22、rmal and friendly way to communication with each other.besides, the arrangement of desks, chairs, and conference table also feature the different style of communication, during the business negotiation the united states people prefer to face- to- face arrangement of chairs whereas the chinese prefer

23、 side- by- side arrangement. they like this arrangement because they could avoid direct eye contact through it.2.2.2 timeas culture varies from one another, it is understandable that people of different cultures hold different views toward time.the united states is a monochromic culture. in monochro

24、mic culture, time is seen as linear and manageable. therefore, people concentrate on the task at hand, taking time commitments seriously. for instance, in the west, time is a kind of precious and limited resource. the business people attend the business meeting on time. if someone was late, he would

25、 be considered to be lack of honesty. and the u.s. business people always expect to solve their business problems within twenty to thirty minutes. in monochromic cultures, it is considered to be rude to do two things at once, such as answering the telephone while someone is in your office.chinese pe

26、ople are typical example of polychromic culture. chinese people are well adapted to doing several things at once. in their opinion, people are more important than schedules to people of polychromic cultures. their lifestyle is less organized than that of monochromic people. in their eyes time is jus

27、t like a circle that does not have the end. chinese businessmen consider time to be casual and flexible. for example, to most chinese today time simply flows from one day to the next. if a job is not done today, maybe it will be done the next day or the next. and the business meeting would generally

28、 last for several hours.compared with the westerners, few chinese equate time with money. when foreign businessmen arrive in china, most chinese will make them settle down in hotels and give then an opportunity to rest up. because chinese do not expect them to immediately rush into business. however

29、, generally those visitors will politely but firmly reject this kind of arrangement. when chinese are involved in international business, they will get familiar with the western concept time is money. but they do not automatically relate it to the pace of business.besides, chinese do not pay much at

30、tention to the appointment. sometimes even if there is an appointment, the chinese would not stick to it seriously. when people of different cultures interact, misunderstandings often arise as a result of different time view. for instance, the business would be pre-arranged within three to four week

31、s in the western countries. in the business communication, if someone asks to have a business contact at the last minute, he will be considered to make trouble or insult the others. on the contrary, the chinese people pay more attention to relationship. in their business activity, if there is an imp

32、ortant person need to be contacted, they could cancel the primary appointment to meet him. it is unacceptable to american business people. this example shows the cultural differences in time sense between china and the west.2.2.3 dressas we all know, a great first impression is another key point whe

33、n we communicate with others. however, you communicate through what you wear, your hairstyle, and the polish of your shoes and even the look of your fingernails. so it will be helpful to learn some knowledge about dressing. however, dressing the decent clothing shows your individuals image. internat

34、ional business negotiations require people dress formally and traditionally and elegantly. you can wear whatever you like on clothing and caps. it maybe works in daily life but not in international business negotiations. while international business travelers tend to not wear the same uniform, there

35、 has been a clear tendency toward a more international standard of dress for both men and women: a well-fitted dark suit-usually blue, gray, or black-is appropriate for almost all formal business situations.for some cultural reason, what is perfectly acceptable dress in one country may be out of pla

36、ce in another? lets look at some examples.germany is a country with good etiquette and the germans working seriously is famous. in german businessmens eye, people should wear formal suits in a great business negotiations and major activities. all the german negotiators are in normal suits and women

37、are in professional dress. in chinese side, only the manager and the translator have to wear normal suits. however, french businessmen tend to be more stylish when they do the business. they may wear colorful ties or carry a designer briefcase and they never loosen their ties or roll up their sleeve

38、s.from the examples above we can see that, different countries have different dressing style, we should pay attention to these when we communicate with them. to the chinese negotiator, the dressing must be consistent with the nature of the negotiations. if it is a formal negotiation, negotiators sho

39、uld have an official wear to indicate the preparation to the negotiation. if it is an informal negotiation, negotiators can have some free and easy dressing to create a relaxed atmosphere. however, the dressing of negotiators must be in accordance with the negotiating environment.2.2.4 body language

40、although we may not realize it, when we converse with others we communicate by much more than words. by our expressions, gestures and other body movements we send messages to those around us. it has been said to be 90 percent of all human communication (毕，1999:68). body language can reveal ones stat

41、e of mind and intentions. however, not all body language means the same thing in different cultures. so in order to communicate effectively in the negotiation, you should notice some taboos which may cause cross-cultural confusions and problems. touchin english-speaking countries, physical co

42、ntact is generally avoided in conversation among ordinary friends or acquaintances. merely touching someone may cause an unpleasant reaction. if one touches another person accidentally, he usually utters an apology such as sorry, oh, i am sorry. for instance, in england, shaking hands lightly is fin

43、e, but other forms of touching-such as backslapping or putting an arm around the shoulder of a new acquaintance-are not common. such actions in their culture would be considered rude, intrusive and offensive and could arouse a strong dislike. laughsmiles and laughter usually convey friendline

44、ss, approval, satisfaction, pleasure, joy, and merriment. this is generally true in china as well as the english-speaking countries. however, there are situations when some chinese will laugh that will cause negative reactions by westerners. to illustrate, here is an example on nonverbal gestures th

45、at often cause cross-cultural misunderstanding:one is the different meanings of laughter in china and america. when an american businessman is parking his bicycle, for example, and the bicycle accidentally falls over, he feels embarrassed at his awkwardness, and is quite angered and humiliated when

46、chinese onlookers laugh. such laughter, of course, is not at the person or his misfortune-whether he be a foreigner or a chinese. it can convey a number of feelings: dont take it so seriously; laugh it off, its nothing; such things can happen to any of us, etc. however, for people unaware of this at

47、titude, the reaction to such laughter is usually quite unpleasant and often generates ill feeling towards those laughing.(邓 2003:135) eye contactin conversations with people who know each other, however, american custom demands that there should be eye contact. this applies to both the speake

48、r and the listener. for either one not to look at the other person could imply a number of things, among which are fear, contempt, guilt, and indifference.in conversation, a person shows that he is listening by looking at other persons eyes or face. if he agrees with the speaker, he may nod or smile

49、. if he disagrees or has some reservations, he may slant his head to one side, raise an eye-brow, have a quizzical look.staring at people or holding a glance too long is considered improper in englishspeaking countries. even when the look may be one of appreciationas of beautyit may make people unea

50、sy and embarrassed.（邓 2003:132）iii. suggestions to reach a desired agreement3.1 establishment of correct appearance and attitude for the foreign etiquette, the first thing is to give foreign businessmen a good impression. besides the decent and appropriate dressing mentioned above, expression and be

51、havior should also be natural. when communicating with foreign businessmen, one should realize that he is the representation of country and company, so he should not crower and feel self-abased, but should not be proud and arrogant. it is especially important to be passive and friendly but not unciv

52、il. when you dont know what to do, the most reasonable way is to observe others behaviors first before doing something to avoid awkwardness. if the two parties can negotiate in a relaxed and harmonious atmosphere, it will shorten the distance and be helpful to find a combination in which both of the

53、m are able to accept and get benefit.3.2 try to be well prepared to gain more understanding of other culture, youd better get a variety of books, magazines, and newspaper or internet sources to read about the culture which you plan to contact. it is helpful to get the chance to meet and talk with th

54、e people from the cultures you want to learn about to. it is also good to learn how the other side deals with the problems in negotiation procedure. you also can talk with people from your own culture who have worked in the culture you are willing to encounter. pay much attention to the people and t

55、he events that happen in the nation whose culture you are willing to encounter. the preparation work can start with understanding the other sides cultural realities, including customs history and economy. in any negotiation, it is important to do such preparation to smooth the negotiating process.iv

56、. conclusionas is known to all, different cultural background forms different etiquettes. as cross-cultural association become more and more frequently, some misunderstanding will be aroused because of the cultural differences between china and foreign countries. however, paying respect to the other

57、s culture will pave the way to reach a satisfactory agreement. today, etiquette becomes the reflection of one countries economy and culture, if negotiators fully understand and make a proper use of differences of etiquette and culture, they certainly will go more smoothly in cross-cultural business

58、negotiations than those who do not. it may be helpful for establishing a long-term friendship with foreign businessmen and getting more opportunities for more business cooperation for the next time.references奥克斯 (1999) 透视文化结构北京：机械工业出版社.毕继万（1999）跨文化非语言交际北京：外研社.邓炎昌 （2003）语言与文化北京：外研社.李庆明（2007）跨文化交际-理论与

59、实践西安：西北工业大学出版社.王慧敏（2006）商务礼仪教程北京：中国人民大学出版社.袃羀蒅蚀蝿罿薈袅肇肈芇蚈羃肈莀袃衿肇薂蚆袅肆蚄蕿膄肅莄螄肀肄蒆薇羆肃蕿螃袂肃芈薅螈膂莁螁肆膁蒃薄羂膀蚅蝿羈腿莅蚂袄膈蒇袈螀膇蕿蚀聿膇艿袆羅膆莁虿袁芅蒄袄螇芄薆蚇肆芃芆蒀肂节蒈螅羈芁薀薈袄芁芀螄螀芀莂薆肈艿蒅螂羄莈薇薅袀莇芇螀螆莆荿薃膅莅薁袈肁莅蚃蚁羇莄莃袇袃羀蒅蚀蝿罿薈袅肇肈芇蚈羃肈莀袃衿肇薂蚆袅肆蚄蕿膄肅莄螄肀肄蒆薇羆肃蕿螃袂肃芈薅螈膂莁螁肆膁蒃薄羂膀蚅蝿羈腿莅蚂袄膈蒇袈螀膇蕿蚀聿膇艿袆羅膆莁虿袁芅蒄袄螇芄薆蚇肆芃芆蒀肂节蒈螅羈芁薀薈袄芁芀螄螀芀莂薆肈艿蒅螂羄莈薇薅袀莇芇螀螆莆荿薃膅莅薁袈肁莅蚃蚁羇莄莃袇袃羀蒅蚀蝿罿薈袅肇肈芇蚈羃肈莀袃衿肇薂蚆袅肆蚄蕿膄肅莄螄肀肄蒆薇羆肃蕿螃袂肃芈薅螈膂莁螁肆膁蒃薄羂膀蚅蝿羈腿莅蚂袄膈蒇袈螀膇蕿蚀聿膇艿袆羅膆莁虿袁芅蒄袄螇芄薆蚇肆芃芆蒀肂节蒈螅羈芁薀薈袄芁芀螄螀芀莂薆肈艿蒅螂羄莈薇薅袀莇芇螀螆莆荿薃