文化差异对中美商务谈判的影响-商务英语-毕业论文

1、中国某某某某学校学生毕业设计（论文）题目：文化差异对中美商务谈判的影响.姓名：000姓00班级、学号：00000000000系（部）：经济管理系专业：商务英语指导教师：0000000开题时间：2009-4-102009-10-292009年10月29日毕业设计任务书1毕业设计成绩评定表2答辩申请书3-6正文7-33答辩委员会表决意见34答辩过程记录表35课题文化差异对中美商务谈判的影响课题（论文）提纲1 .对中美商务谈判的研究谈判和文化1.1 中美商务谈判的语言与非语言差异非语H差异谈判目标平等观念时间观念1.4 中美商务谈判中的谈判方式服交流的障碍结论二、内容摘要不同文化条件下的商务文化活动

2、就是跨文化商务谈判。文化是跨文化交际的基础。随着全球一体化的进程不断加快，国际间的商务交往活动日趋频繁。由于文化的差异而引起的误会可能会直接影响商务交往的实际效果，因此了解各国间的文化背景在商务谈判中是非常重要的。目前，中国和美国之间的经济往来日趋频繁，因此两国之间的商务谈判也逐渐增多。然而，由于中美两国之间存在着巨大的文化差异，中美两国谈判者之间很可能会在谈判中出现文化冲突以及不必要的误解，因此两国谈判者了解中美文化的差异是非常必要的。中美双方在商务谈判中必须增强文化差异，了解在语言与非语言行为、价值观、风俗习惯、谈判风格上的差异，为达成协议打下良好的基础。本文通过研究文化差异对中美国际商务

3、谈判的影响，对中美谈判者提出了利于和谐交际的意见和策略，从而使两国的商务谈判能够顺利进行。关键词：文化差异；商务谈判；影响；策略AbstractBusinessnegotiationunderdifferentculturalconditionsiscross-culturalnegotiations.Cross-culturecommunicationisonthebasisofculture.Withtheremarkablegrowthofindicatorsofglobalintegrationandfrequentbusinesscontacts,theunnecessarymisu

4、nderstandingswhicharecausedbyculturaldifferencesmayaffecttheresultofthebusinessnegotiations.Soit'sveryimportantforpeopletoknowthedifferentculturesindifferentcountriesintheinternationalbusinessnegotiations.Inrecentyears,thetradebetweenChinaandUnitedStateshasdevelopedveryfast,sothenegotiationsbetw

5、eenthembecomemorefrequentthanbefore.However,thehugeculturaldifferencesbetweenthetwocountriesmaycauseculturalconflictsandunnecessarymisunderstandings.SoitisimperativethatnegotiatorsshouldlearntheculturaldifferencesinSino-U.S.businessnegotiation.Thethesispresentsculturaldifferencesbetweenthetwocountri

6、esfromverbalandnonverbalactions,values,customsandnegotiationstyles.It'sessentialforthenegotiatorstotakeculturalsensitivitiesintoconsiderationduringbusinessnegotiationinordertomakepreparationsforcomingtoanagreement.ThisthesisresearchestheimpactsofculturaldifferencesonSino-U.S.businessnegotiationa

7、ndputsforwardsomesuggestionsinnegotiationprocessinordertomakethenegotiationsmoothly.Keywords:culturaldifference;businessnegotiation;impact;suggestionIntroduction二、参考文献1安冬风.论文化差异对国际商务谈判的影响.商场现代化M4:25-26.20062曹顺发，冯波.国际商务谈判M.沈阳:辽宁教育出版社.20013邓姝痢如何跨越中美国际商务谈判中的文化障碍.科技信息(科学教研M：17.20074刘白玉文化差异对国际商务谈判的影响.商场现

8、代化M(9):103-104.20055刘佳.国际商务谈判中的文化差异及对策分析.商场现代化M(4):203.2008.6刘莉芳.2006.文化差异对国际商务谈判的影响.科技情报开发与经济M(9):153-154.7庞彦杰.中美商务谈判风格差异的文化渊源.JournalofYunnanFinance&EconomicsUniversityJ(6):116-11820068王正元.国际商务文化M沈阳:辽宁教育出版社.2001.9杨晓慧，严旭.中美文化差异对商务谈判的影响及其对策.3/13/200910对外开放三十年：中国与美大地区经贸关系稳步发展.3/12/2009TheImpactof

9、CulturalDifferencesonSino-USBusinessNegotiations00000中文摘要：不同文化条件下的商务文化活动就是跨文化商务谈判。文化是跨文化交际的基础。随着全球一体化的进程不断加快，国际间的商务交往活动日趋频繁。由于文化的差异而引起的误会可能会直接影响商务交往的实际效果，因此了解各国间的文化背景在商务谈判中是非常重要的。目前，中国和美国之间的经济往来日趋频繁，因此两国之间的商务谈判也逐渐增多。然而，由于中美两国之间存在着巨大的文化差异，中美两国谈判者之间很可能会在谈判中出现文化冲突以及不必要的误解，因此两国谈判者了解中美文化的差异是非常必要的。中美双方在商务

10、谈判中必须增强文化差异，了解在语言与非语言行为、价值观、风俗习惯、谈判风格上的差异，为达成协议打下良好的基础。本文通过研究文化差异对中美国际商务谈判的影响，对中美谈判者提出了利于和谐交际的意见和策略，从而使两国的商务谈判能够顺利进行。关键词：文化差异；商务谈判；影响；策略Abstract:Businessnegotiationunderdifferentculturalconditionsiscross-culturalnegotiations.Cross-culturecommunicationisonthebasisofculture.Withtheremarkablegrowthofin

11、dicatorsofglobalintegrationandfrequentbusinesscontacts,theunnecessarymisunderstandingswhicharecausedbyculturaldifferencesmayaffecttheresultofthebusinessnegotiations.Soit'sveryimportantforpeopletoknowthedifferentculturesindifferentcountriesintheinternationalbusinessnegotiations.Inrecentyears,thet

12、radebetweenChinaandUnitedStateshasdevelopedveryfast,sothenegotiationsbetweenthembecomemorefrequentthanbefore.However,thehugeculturaldifferencesbetweenthetwocountriesmaycauseculturalconflictsandunnecessarymisunderstandings.SoitisimperativethatnegotiatorsshouldlearntheculturaldifferencesinSino-U.S.bus

13、inessnegotiation.Thethesispresentsculturaldifferencesbetweenthetwocountriesfromverbalandnonverbalactions,values,customsandnegotiationstyles.Itsessentialforthenegotiatorstotakeculturalsensitivitiesintoconsiderationduringbusinessnegotiationinordertomakepreparationsforcomingtoanagreement.Thisthesisrese

14、archestheimpactsofculturaldifferencesonSino-U.S.businessnegotiationandputsforwardsomesuggestionsinnegotiationprocessinordertomakethenegotiationsmoothly.Keywords:culturaldifference;businessnegotiation;impact;suggestionIntroductionSinceChinaenteredintotheWTO,itseconomyandtradewithcountriesaroundthewor

15、ldhavebeenincreasingrapidly.Sonegotiationplaysanimportantroleinthesocio-economiclife.Internationalbusinessnegotiationisnotonlytheexchangeandcooperationofeconomy,butalsotheexchangeandcommunicationofculture.However,themostimportantfactorisculture.Thuspeoplebegintopaymuchattentiontoculturalconflictsinc

16、ross-culturalcommunication.Nowadays,theUnitedStatesistheleaderofeconomyintheworld.ItisalsooneofthemostimportanttradingpartnersofChina.ButtheculturaldifferencesbetweenChinaandtheUnitedStateshaveahugeimpactonthenegotiationswhichcannotproceedsmoothly.Soweneedtohaveacorrectunderstandingofculturesindiffe

17、rentcountriesandregions,anddevelopareasonablestrategyfornegotiationtoavoidtheconflicts.Therefore,itisnecessaryforustoresearchtheimpactsofculturaldifferencesonSino-U.S.businessnegotiation.TheresearchabouttheimpactsofculturaldifferencesonSino-U.S.businessnegotiationwasmainlyputforwardbythescholarsinNo

18、rthAmerican,particularlyinFrance,Netherlands,Sweden,ArgentinaandRussia.Inthe1990s,thestudyhadfocusedonseveralissues:theimpactofcultureonthenegotiationprocessandresult,relationsbetweencultureandthesituationofnegotiations,theactualrecommendationsforprofessionalsandquestionsonresearchandmethodology.Inr

19、esentyears,thestudyforinternationalbusinessnegotiationshasbeenextendedtoChinaandNepal.However,therearehugeculturaldifferencesbetweenChinaandtheUnitedStates,andcultureisoneofthemostimportantfactorsininternationalbusinessnegotiations,sotheresearchwillcontinuetodevelopinthefuture.1 ASurveyofSino-U.SBus

20、inessNegotiation1.1 NegotiationandcultureNegotiationisaspecialcommunicationtask.Itoccurswhentwoormorepartieshavecommoninterestsandthereforehaveareasontoworktogether,whoalsohaveconflictsabouttheirgoalsandhowtoaccomplishthem.Negotiationisthecommunicationthattakesplaceinordertoreachagreementabouthowtoh

21、andlebothcommonandconflictinginterestsbetweentwoormoreparties.Internationalbusinessnegotiationreferstotwodifferentpartiesdiscussingonbusinessaffairs.Infact,businessnegotiationisnotonlythecooperationandexchangeofeconomicbenefits,butalsoisthecollisionandcommunicationofdifferentcultures.Internationalbu

22、sinessnegotiationisinfluencedbytherespectivecountry,thenation'spolitics,economy,cultureandothervarietyoffactors.However,cultureisthemostdifficultfactortograsp.Cultureisanabstractconcept,involvingthevariousaspectsofhumanlife.Itincludesbeliefs,knowledge,arts,customs,moralsandvariousaspectsofsocial

23、life.Peoplelearncultureinthecourseofeverydaylivingbycommunicatingwiththosearoundthem.Learningculturestartsatanearlyageandgenerallystayswithpeopleforthewholeoftheirlives.Inturn,peopletransmitculturetoothers,especiallyfortheiroffspring,throughdirectinstructionandthebehaviorstheyconsciouslyandunconscio

24、uslyencourageanddiscourage.Culturaldifferencesmeanthatdifferentcountries,regionsandethnicgroupshavemanydifferencesinhistory,politics,economy,culturaltraditionandcustom.Internationalbusinessnegotiationisnotonlyacross-bordernegotiation,butalsoisacross-culturalnegotiation.Negotiatorsfromdifferentcountr

25、ieshavedifferentsocial,cultural,economic,politicalbackgrounds.Thusculturaldifferencesexistobjectivelyininternationalbusinessnegotiations.Thehugeculturaldifferencesbetweentwocountriesmaycausesomeunnecessarymisunderstandingsandmakethemlosetheopportunitiestosucceedinnegotiations.Therefore,thenegotiatio

26、nsmayproceedsmoothlyifthenegotiatorshaveacorrectunderstandingofculturaldifferencesandovercomethebarrierofculturaldifferencesininternationalbusinessnegotiations.1.2 PresentsituationofSino-U.S.businessnegotiationsTheformalestablishmentofdiplomaticrelationsbetweenChinaandtheUnitedStatesbeganin1979.Sino

27、-U.S.economicandtraderelationshavenormalizedsince1979.Lookingbacktomorethan20-year'sdevelopment,thoughtherearemanyfrictionsanddisputesintradebetweenthetwocountries,wecanseethatthetradebetweenthemisstilldevelopingveryfast.AccordingtothestatisticsofChinesecustoms,thetotalamountofSino-U.S.bilateral

28、tradewas2.45billiondollarsin1979.AndthetotalamountofSino-U.S.bilateraltradewas80.48billiondollarsin2001.Thelateris32.8timesthantheformer.Theaverageannualgrowthrateis10morethan17.2%.TheUnitedStatesistheprincipalfoundingmemberofAPECandWTO.ChinawasnotacceptedbyAPECuntil1991andofficiallybecameamemberofW

29、TOonDecember11,2001.Atpresent,ChinaandAmericanareconsideredastwoimportantmembercountriesintheeconomicorganization.Theyhaveanextremelyimportantinfluenceonthetreatmentofinternationaleconomicaffairs.Fromthepresentsituationnow,theUnitedStatesisthelargestexportmarketintheworld,thelargesttradesurplusorigi

30、nalcountry,thesecondlargestforeigndirectinvestmentcountryandChina'ssecondlargesttradingpartner.AccordingtothestatisticsoftheDepartmentofCommerceinUnitedStates,ChinaisthesecondlargesttradedeficitoriginalcountryandAmerica'sthefourthlargesttradingpartnerandthetwelfthlargestexportmarketintheworl

31、din1999.ThisshowsthattheeconomicandtraderelationshipbetweenChinaandUnitedStatesplaysanimportantroleinbothoftheirtradedevelopment.Atthepresenttime,thegovernmentofChinahastakenanumberofmeasurestopromotethedevelopmentofthebusinessactivitiesinordertoincreasetheinternationaliicompetitiveness.SomeChinesee

32、ntrepreneurswhohavepotentialabilityarealsotryingtoentertheinternationalmarket.TheeconomicrelationsbetweenChinaandtheUnitedStatesarebecomingcloserthanbefore,thus,ChinahasbecomeoneofAmerica'slargesttradingpartners.Astheeconomicandculturalexchangesbetweenthetwocountriesaregettingmorefrequentthanbef

33、ore,sothebusinessnegotiationsbetweenthetwocountriesareincreasing.2. TheImpactofCulturalDifferencesonSino-U.S.BusinessNegotiationTheChinesecultureisthetypicalcollectivismculture.TheChineseculturescollectiveorientationandtheConfuciantheoryhavetheinalienablerelation.TheConfucianthoughtstake“benevolence

34、”and“ceremony”asthecenter.“Benevolence”referstothewillofthepeople.ItisthecoreoftheConfucianism.Itsaimisabouthowtodealwithinterpersonalrelationships,soastoachieveharmony.Apersonmustbringhimselfintocollectivenesstoachieve“benevolence”.“Ceremony”istherulerofthebehavior,isthecriterionofpeople''s

35、seeingandhearing,wordsanddeedsshallbeinconformitywithetiquetteinordertomake12thesocietyharmony.Influencedbythecollectiveorientationculture,theChinesepeoplecooperatemutuallyanddependononeanother.Soarelation“isofimportanceintheirview.Peopledependon“relation“whendealingwithalmosteverything.TheUnitedSta

36、tesbelongstothetypicalindividualismculture.TheindividualismisthecoreofAmericanculture.TheUnitedStates'individualismhascloserelationshipwithitsfaith.WhatthewesternChristianityemphasizesistheindividual,sotheChristianclaimtosacrificefortheindividual.InthedoxyoftheChristianity,everyonefacestotheGodi

37、ndividuallyanddirectly.ThepersistentpursuitoftheindividualsoulandthestrugglefornewlifeisthecoreofChristianity'sdoxy.IntheUnitedStates,theindividualismbegantolieembeddedinpeoplesmindaftertheEuropeanimmigrantssetfootonthecontinentofNorthAmerica.Protestantismisthehistoricalrootoftheindividualism.Af

38、terthat,theAmericanRevolution,theWestwardMovement,theIndustrialRevolutionandmanymovementsofmigrationstrengthenedthistraditionofindividualism.ItcanbesaidthattheindividualismisembodiedinallaspectsofAmericanlife.ItisembodiedinboththeAmericanhistoryandthe13contemporarysocietyoftheUnitedStates.2.1 Verbal

39、andnonverbaldifferencesinSino-U.S.businessnegotiationsVerbaldifferencesThelanguageofonenationhasacloseconnectionwiththenation'sculture.Incross-culturalcommunication,thelanguagesfornegotiatingarerestrictedbythedifferencesofdifferentcultures.TheUnitedStatesisatypicallow-contextlanguagecountry.Inth

40、isculture,themajorityofinformationistransmittedbyclearandspecificlanguage.TheU.S.negotiatorsprefertouseclear,frankanddirectwaystocommunicate;theytrytospeakclearlyratherthanambiguous.Inaddition,Americansliketodebatewithothers,theyoftenspeakinanopposedanddrastictone.Thesearethetypicalcharacteristicsof

41、theoffspringofEuropeanimmigrants.However,Chinaisanationwithhigh-contextculture.Inthehigh-contextculture,non-verbalcommunicationandindirectwaysaretheimportantfactorsforpeopletotransmitandunderstandtheinformation.Forexample,theyusenon-verbalfactorslikeposture,expressioninoneseyes,appearance,tone,locat

42、ion,distanceandenvironmentto14communicate.Itisnecessarytounderstandtheimplicationofdiscoursewhenyoutalkwiththem.AndChinesepeopledonotliketoarguewithothers,theyliketospeakinanindirectway.Theyprefertokeepsilencethansay“NO”inordertoshowtheirrespectforotherswhentheydonotagreewithsometerms.Chinesepeoplea

43、reverypatientwhennegotiating,whichiscalledaorientalpatience”.Intheirview,harmonyisthepreconditionforcooperation.Sotheytrytoavoidfrictionsinnegotiationsandusecourtesyandimplicitdictionsinpursuitofthepermanentfriendshipandlong-termcooperation.PeopleusuallyuseEnglishintheinternationalbusinessnegotiatio

44、ns.Butit'sdifficultforthenegotiatorstocommunicatewhentheirmotherlanguagesarenotEnglish.Undersuchcircumstances,weshouldusesimple,clearandspecificEnglish.WeshouldnotusePolysindoword,puns,slangandidiomswhichcaneasilycausemisunderstandings.Themajorityofthelanguagesintheworldcannottranslateverbatim.T

45、hefigureofspeechindifferentlanguageshasmanydifferencesincommunication.Forexample,“raincatsanddogs"means“rainheavily"butnot“下狗下猫”inChinese.Theword“goat”doesnothavespecialmeaning15inChinese,itonlymeans“Shanyang”.ButforAmericans,“goat”alsohasthesamemeaningwith“Lovelace”.So“goatclock”isconside

46、redas“Lovelaceclock”.NonverbaldifferencesOneoftheimportantissuesthatinfluencetheatmosphereinbusinessnegotiationsisnon-verbalcommunication.Whatmaynotbereadilyrecognizedisthatnon-verbalcommunication(alsocalled“silentlanguage”or“bodylanguage")caninterfereincross-cultureinteractions.Non-verbalcommu

47、nicationincludesthevaluesregardtotime,space,materialpossessionsaswellasbodymovements,eyecontact,handgestures,friendshipandsimplenodsofagreement.Weselectoneormoreofthesegestureswhicharerightforthesituation,justaswewouldconstructaspokenmessage.Thedifferenceisthatquiteoftenthemessagesreceivedandsentthr

48、oughnon-verbalcommunicationareunconsciouslydone.”Innegotiations,weshouldcarefullyobservethebodylanguageinordertograspthefullmessage.Forexample,Chinesepeoplegenerallykeepsilencetoexpressthattheyhavesomeviewsonthisquestionordonotagreewiththis16terminordertoshowtheircourtesyandrespect.WhileAmericanshol

49、dnegativeviewsofkeepingsilence,theyconsiderthatkeepingsilentmeansrefusetodosomething.Soit'sdifficultforthemtoacceptthisview.WhenAmericanssay"I'msorry”,theyoftenshrugtheirshoulderandspreadsouttheirhands.Itmeans"Idon'tknow","Icandonothingforit”,"Thissituationishope

50、less“andsoon.WhileChinesepeopleusuallyexpressthesamemeaningmentionedabovebynoddingtheirheadorshakingtheirhands.Itakestaringatpeopleforexample,Chinesepeoplewillexpresscuriosityorsurprise,whiletheAmericansthinkitisanimpoliteandembarrassbehavior.Allculturesrepresentsomecertaingesturesoractions.Ignoranc

51、eofthesenon-verbalorimplicitaspectsoffacetofaceinteractionsmaycreateanegativeatmosphereandtherebydisturbthenegotiationprocess.”2.2 ValuedifferencesinSino-U.S.businessnegotiationsThedifferencesinvalueishiddenmoredeeplythantheverbalandnon-verbaldifferencesininternationalbusinessnegotiations,thereforei

52、t'smoredifficultforustoovercome.17Thedifferencesinvalueincludethedifferencesofobjectivity,equalityandtheconceptoftime.Thesedifferencesmaycausemisunderstanding.ObjectiveTheobjectivityofAmericansisverystrongintheirmind.Americanswillmakedecisionaccordingtothefactexactly.Theydonotpracticefavoritisma

53、ndcaremoreabouttheperformance.Theydoofficialbusinessaccordingtoofficialprincipleexactlywithpeoplewhoarefriendsorstrangers.Therefore,Americanswhoareinterestedinsubstantiveissuesoftenmakeacleardistinctionbetweenpersonandevents.Forexample,Americansdon'tspendmuchtimeincultivatingtherelationshipwithf

54、riendsandtheytrytoseparatethebusinessfromfriendship.However,theconceptofethicsinChinesepeoplesviewisverystrong.Relationshipplaysanimportantrolewhentheydobusiness.Theyliketodobusinesswithpeoplewhoaretheirfriendsorhavealong-termcooperationwiththem.Sotheywouldliketospendmuchtimeincultivatingtherelation

55、shipwithfriends.EqualityconceptTheUnitedStateshasexperiencedthebourgeois18revolutioninfightingforequalityandfreedom.SotheconsciousnessofequalityliesbehindinAmericans'mind.Intheinternationalbusinessactivities,Americansseekforegalitarianandadheretotheprincipleofequality.Theythinkthatbothoftheparti

56、esshouldgainthebenefitsinthebusiness.Theyoftenliketousethedatatointroducethesituation.Forexample,Americansemphasizethepracticalbenefits,buttheygenerallydonotmakeahighquotation.Thequotationandtermsthattheyproposeareobjective.ThebuyersfromAmericaconsiderthesellersasthepersonswhohavethesamestatusasthem

57、.Therefore,somemanagersthinkthatthefairdivisionofprofitsismoreimportantthanthenumberofprofitsyougain.ButthesenseofhierarchyhasastrongimpactonAsians.SothesenseofequalitytheyperformincommercialactivitiesmaybelessstrongerthanAmericans.Atpresent,Chinasmarketeconomicsystemhasjustbeensetup.TheChineseenter

58、prisersoftenadoptthe“single-win”strategyinbusinessnegotiations.Whentheydealwitheconomicinterests,theygenerallyconsidertheirowninterestsfirstandhavelessconsiderationforothers.However,the19marketeconomicsystemintheUnitedStateshasbeensetupforalongtime.Andit'squitesophisticatednow.Sothenegotiatorsin

59、theUnitedStatesprefertoadoptthe“win-win”strategy,theycanbasicallyconsidertheactualbenefitsofbothparties.TimeconceptEdwardHallhasdividedthetimeconceptintotwocategories:MonochromicandPolychromic.Theformeroneemphasizesspeed,thiskindofpeopleliketousethespecifictimetodothespecificthingandfinishtheworkinthelimitedtimeassoonastheycan.Thelatteronestressesthatpe