中美文化差異對(duì)商務(wù)談判的影響







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論文討論中美文化差異對(duì)商務(wù)談判的影響，是一篇具有時(shí)效性的好文章。











Acknowledgements





For encouragement, support, and frank criticism at various stages of the development of the thesis, I am deeply indebted to my supervisor Yang Jin, who constantly guided and helped me through the process of my Academic Writing, without whose illuminating suggestions and careful revisions the present paper should not have been attempted. I would like to thank her for her guidance of the methods of linguistic research as well, which is the most important for the writing of this thesis. With the methods offered by Mr. Chen Yisong, I have not gone the wrong way for the writing of this thesis. His insightful lectures inspire me to compose this dissertation.



I also thank those who help me in course of the writing and whose names I can’t list here one by one.



Finally, I would also like to acknowledge the continuing support and kindness from my parents. Without their love, I could never have gone this far.





Abstract       





In recent years, with the rapid development of international business between China and America, the Sino-American business negotiation plays a key role in the business activities. Therefore, the understanding of different negotiation styles is the basis to achieve a win-win goal in intercultural negotiation.



In terms of intercultural business communication, the thesis firstly analyzes the diversity of the cole culture between China and America. Then, the paper summarizes some main cultural differences which influence Sino-American business negotiation. The objective is to improve the understanding of negotiation-related cultural differences in Sino-American business negotiations. The paper talks about cultural diversity in intercultural business negotiations, analyzing the difference in styles, the goal, and the way of communication during the Sino-American business negotiation. In order to break the deadlock in Sino-American business negotiation and make negotiation successful, the thesis also puts forward a series of effective methods, namely, intercultural strategies and responding tactics in Sino-American business negotiation. Based on the thorough study, the thesis lists some key points which we must pay much attention to in intercultural business negotiations and finally achieve successful negotiations.





Key words: Sino-American business negotiation; cultural diversity; effective strategies



摘 要





    最近幾年，由于中美雙方的商務(wù)往來的日益頻繁，因此商務(wù)談判在中美商務(wù)活動(dòng)也漸漸突顯其重要性。如果要在中美的商務(wù)談判中取得佳績(jī)，就應(yīng)該加強(qiáng)理解兩國間迥然不同的談判風(fēng)格，并認(rèn)真學(xué)習(xí)中美兩國重要的文化差異。



從跨文化溝通的角度出發(fā)，本文首先就中美核心文化差異做了比較，并及其兩者的具體體現(xiàn)，目的在于強(qiáng)調(diào)中美文化差異對(duì)溝通的重要性的理解。接著，為了提高雙方談判者對(duì)中美文化差異影響商務(wù)談判的認(rèn)識(shí)，本文列出中美文化差異對(duì)雙方商務(wù)談判的具體影響。例如，本文談到中美文化差異影響雙方商務(wù)談判風(fēng)格，談判目標(biāo)及談判中言語表達(dá)的不同。最后，為了打破中美商務(wù)談判的僵局，避免商務(wù)談判的分歧，促使商務(wù)談判的成功，本文提出了一系列建設(shè)性的商務(wù)談判策略和高效的解決方法。





關(guān)鍵詞：中美商務(wù)談判；文化差異；有效策略





 





 





 





 



Table of Contents



   



Acknowledgements i



Abstract ii



摘 要 iii



I. Introduction 1



II. The Main Cultural Differences between China and American 3



2.1 The Definition of Culture and Negotiation 3



2.2 The Main Culture Differences between China and America 4



2.2.1 Systemic Thinking and Linear Thinking 4



2.2.2 High Power Distance and Low Power Distance 5



2.2.3 Polychronic Orientation and Monochronic Orientation 5



2.2.4 High Context and Low Context 6



2.2.5 Collectivism and Individualism 6



III.The Influence of Cultural Differences on Sino-American Business Negotiation 8



3.1 The Different Business Negotiation Styles 8



3.1.1 The Tactics in Business Negotiation 8



3.1.2 The Ways of Decision-Making in the Business Negotiation 9



3.1.3 The Goals in the Business Negotiation 9



3.2 The Time Views in the Business Negotiation 10



3.3 The Ways of Communication 11


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