文化差異對(duì)中美商務(wù)談判的影響-商務(wù)英語(yǔ)-畢業(yè)論文

1、中國(guó)某某某某學(xué)校學(xué)生畢業(yè)設(shè)計(jì)(論文)題 目： 文化差異對(duì)中美商務(wù)談判的影響 姓 名 ： 0000000 班級(jí)、學(xué)號(hào) ： 00000000000 系 (部) ： 經(jīng)濟(jì)管理系 專(zhuān) 業(yè) ： 商務(wù)英語(yǔ) 指導(dǎo)教師 ： 0000000 開(kāi)題時(shí)間： 2009-4-10 完成時(shí)間： 2009-10-29 2009 年 10月 29 日33目 錄畢業(yè)設(shè)計(jì)任務(wù)書(shū)1畢業(yè)設(shè)計(jì)成績(jī)?cè)u(píng)定表2答辯申請(qǐng)書(shū)3-6正文7-33答辯委員會(huì)表決意見(jiàn)34答辯過(guò)程記錄表35課 題 文化差異對(duì)中美商務(wù)談判的影響 一、 課題(論文)提綱0.引言1.對(duì)中美商務(wù)談判的研究1.1談判和文化  1.2中美商務(wù)談判目前面臨的情形2.文化差異

2、對(duì)中美商務(wù)談判的影響 2.1中美商務(wù)談判的語(yǔ)言與非語(yǔ)言差異 2.1.1語(yǔ)言差異 2.1.2非語(yǔ)言差異 2.2中美商務(wù)談判的價(jià)值觀的差異 2.2.1談判目標(biāo) 2.2.2平等觀念 2.2.3時(shí)間觀念 2.3中美商務(wù)談判中的風(fēng)俗習(xí)慣差異2.4 中美商務(wù)談判中的談判方式3.對(duì)中美談商務(wù)判的建議 3.1創(chuàng)立和諧的氛圍3.2加強(qiáng)文化意識(shí)3.3克服交流的障礙結(jié)論二、內(nèi)容摘要不同文化條件下的 商務(wù)文化活動(dòng)就是跨文化商務(wù)談判。文化是跨文化交際的基礎(chǔ)。隨著全球一體化的進(jìn)程不斷加快，國(guó)際間的商務(wù)交往活動(dòng)日趨頻繁。由于文化的差異而引起的誤會(huì)可能會(huì)直接影響商務(wù)交往的實(shí)際效果，因此了解各國(guó)間的文化背景在商務(wù)談判中是非常重

3、要的。目前，中國(guó)和美國(guó)之間的經(jīng)濟(jì)往來(lái)日趨頻繁，因此兩國(guó)之間的商務(wù)談判也逐漸增多。然而，由于中美兩國(guó)之間存在著巨大的文化差異，中美兩國(guó)談判者之間很可能會(huì)在談判中出現(xiàn)文化沖突以及不必要的誤解，因此兩國(guó)談判者了解中美文化的差異是非常必要的。中美雙方在商務(wù)談判中必須增強(qiáng)文化差異，了解在語(yǔ)言與非語(yǔ)言行為、價(jià)值觀、風(fēng)俗習(xí)慣、談判風(fēng)格上的差異，為達(dá)成協(xié)議打下良好的基礎(chǔ)。本文通過(guò)研究文化差異對(duì)中美國(guó)際商務(wù)談判的影響，對(duì)中美談判者提出了利于和諧交際的意見(jiàn)和策略，從而使兩國(guó)的商務(wù)談判能夠順利進(jìn)行。 關(guān)鍵詞：文化差異；商務(wù)談判；影響；策略AbstractBusiness negotiation under diff

4、erent cultural conditions is cross-cultural negotiations. Cross-culture communication is on the basis of culture. With the remarkable growth of indicators of global integration and frequent business contacts, the unnecessary misunderstandings which are caused by cultural differences may affect the r

5、esult of the business negotiations. So its very important for people to know the different cultures in different countries in the international business negotiations. In recent years, the trade between China and United States has developed very fast, so the negotiations between them become more freq

6、uent than before. However, the huge cultural differences between the two countries may cause cultural conflicts and unnecessary misunderstandings. So it is imperative that negotiators should learn the cultural differences in Sino-U.S. business negotiation. The thesis presents cultural differences be

7、tween the two countries from verbal and nonverbal actions, values, customs and negotiation styles. Its essential for the negotiators to take cultural sensitivities into consideration during business negotiation in order to make preparations for coming to an agreement. This thesis researches the impa

8、cts of cultural differences on Sino-U.S. business negotiation and puts forward some suggestions in negotiation process in order to make the negotiation smoothly. Key words: cultural difference; business negotiation; impact; suggestionIntroduction三、 參考文獻(xiàn)1 安冬風(fēng).論文化差異對(duì)國(guó)際商務(wù)談判的影響.商場(chǎng)現(xiàn)代化M 4: 25-26 .20062 曹順

9、發(fā),馮波.國(guó)際商務(wù)談判M.沈陽(yáng):遼寧教育出版社. 20013 鄧姝琍 如何跨越中美國(guó)際商務(wù)談判中的文化障礙.科技信息(科學(xué)·教研) M (3): 17. 20074 劉白玉 文化差異對(duì)國(guó)際商務(wù)談判的影響.商場(chǎng)現(xiàn)代化M (9):103-104. 2005 5劉佳.國(guó)際商務(wù)談判中的文化差異及對(duì)策分析.商場(chǎng)現(xiàn)代化M (4):203. 2008.6 劉莉芳.2006.文化差異對(duì)國(guó)際商務(wù)談判的影響.科技情報(bào)開(kāi)發(fā)與經(jīng)濟(jì)M (9):153-154.7 龐彥杰.中美商務(wù)談判風(fēng)格差異的文化淵源. Journal of Yunnan Finance & Economics University

10、J (6):116-118 20068 王正元.國(guó)際商務(wù)文化 M 沈陽(yáng):遼寧教育出版社. 2001.9 楊曉慧, 嚴(yán)旭.中美文化差異對(duì)商務(wù)談判的影響及其對(duì)策. 090102/16180661.html.3/13/200910對(duì)外開(kāi)放三十年:中國(guó)與美大地區(qū)經(jīng)貿(mào)關(guān)系穩(wěn)步發(fā)展. /roll/ 20081221shtml.3/12/2009The Impact of Cultural Differences on Sino-US Business Negotiations00000中文摘要：不同文化條件下的 商務(wù)文化活動(dòng)就是跨文化商務(wù)談判。文化是跨文化交際的基礎(chǔ)。隨著全球一體

11、化的進(jìn)程不斷加快，國(guó)際間的商務(wù)交往活動(dòng)日趨頻繁。由于文化的差異而引起的誤會(huì)可能會(huì)直接影響商務(wù)交往的實(shí)際效果，因此了解各國(guó)間的文化背景在商務(wù)談判中是非常重要的。目前，中國(guó)和美國(guó)之間的經(jīng)濟(jì)往來(lái)日趨頻繁，因此兩國(guó)之間的商務(wù)談判也逐漸增多。然而，由于中美兩國(guó)之間存在著巨大的文化差異，中美兩國(guó)談判者之間很可能會(huì)在談判中出現(xiàn)文化沖突以及不必要的誤解，因此兩國(guó)談判者了解中美文化的差異是非常必要的。中美雙方在商務(wù)談判中必須增強(qiáng)文化差異，了解在語(yǔ)言與非語(yǔ)言行為、價(jià)值觀、風(fēng)俗習(xí)慣、談判風(fēng)格上的差異，為達(dá)成協(xié)議打下良好的基礎(chǔ)。本文通過(guò)研究文化差異對(duì)中美國(guó)際商務(wù)談判的影響，對(duì)中美談判者提出了利于和諧交際的意見(jiàn)和策略，

12、從而使兩國(guó)的商務(wù)談判能夠順利進(jìn)行。關(guān)鍵詞：文化差異；商務(wù)談判；影響；策略Abstract： Business negotiation under different cultural conditions is cross-cultural negotiations. Cross-culture communication is on the basis of culture. With the remarkable growth of indicators of global integration and frequent business contacts, the unnecessar

13、y misunderstandings which are caused by cultural differences may affect the result of the business negotiations. So its very important for people to know the different cultures in different countries in the international business negotiations. In recent years, the trade between China and United Stat

14、es has developed very fast, so the negotiations between them become more frequent than before. However, the huge cultural differences between the two countries may cause cultural conflicts and unnecessary misunderstandings. So it is imperative that negotiators should learn the cultural differences i

15、n Sino-U.S. business negotiation. The thesis presents cultural differences between the two countries from verbal and nonverbal actions, values, customs and negotiation styles. Its essential for the negotiators to take cultural sensitivities into consideration during business negotiation in order to

16、make preparations for coming to an agreement. This thesis researches the impacts of cultural differences on Sino-U.S. business negotiation and puts forward some suggestions in negotiation process in order to make the negotiation smoothly. Key words: cultural difference; business negotiation; impact;

17、 suggestionIntroductionSince China entered into the WTO, its economy and trade with countries around the world have been increasing rapidly. So negotiation plays an important role in the socio-economic life. International business negotiation is not only the exchange and cooperation of economy, but

18、also the exchange and communication of culture. However, the most important factor is culture. Thus people begin to pay much attention to cultural conflicts in cross-cultural communication. Nowadays, the United States is the leader of economy in the world. It is also one of the most important tradin

19、g partners of China. But the cultural differences between China and the United States have a huge impact on the negotiations which can not proceed smoothly. So we need to have a correct understanding of cultures in different countries and regions, and develop a reasonable strategy for negotiation to

20、 avoid the conflicts. Therefore, it is necessary for us to research the impacts of cultural differences on Sino-U.S. business negotiation. The research about the impacts of cultural differences on Sino-U.S. business negotiation was mainly put forward by the scholars in North American, particularly i

21、n France, Netherlands, Sweden, Argentina and Russia. In the 1990s, the study had focused on several issues: the impact of culture on the negotiation process and result, relations between culture and the situation of negotiations, the actual recommendations for professionals and questions on research

22、 and methodology. In resent years, the study for international business negotiations has been extended to China and Nepal. However, there are huge cultural differences between China and the United States, and culture is one of the most important factors in international business negotiations, so the

23、 research will continue to develop in the future.1 A Survey of Sino-U.S Business Negotiation1.1 Negotiation and cultureNegotiation is a special communication task. It occurs when two or more parties have common interests and therefore have a reason to work together, who also have conflicts about the

24、ir goals and how to accomplish them. Negotiation is the communication that takes place in order to reach agreement about how to handle both common and conflicting interests between two or more parties.International business negotiation refers to two different parties discussing on business affairs.

25、In fact, business negotiation is not only the cooperation and exchange of economic benefits, but also is the collision and communication of different cultures. International business negotiation is influenced by the respective country, the nations politics, economy, culture and other variety of fact

26、ors. However, culture is the most difficult factor to grasp. Culture is an abstract concept, involving the various aspects of human life. It includes beliefs, knowledge, arts, customs, morals and various aspects of social life. People learn culture in the course of everyday living by communicating w

27、ith those around them. Learning culture starts at an early age and generally stays with people for the whole of their lives. In turn, people transmit culture to others, especially for their offspring, through direct instruction and the behaviors they consciously and unconsciously encourage and disco

28、urage. Cultural differences mean that different countries, regions and ethnic groups have many differences in history, politics, economy, cultural tradition and custom. International business negotiation is not only a cross-border negotiation, but also is a cross-cultural negotiation. Negotiators fr

29、om different countries have different social, cultural, economic, political backgrounds. Thus cultural differences exist objectively in international business negotiations. The huge cultural differences between two countries may cause some unnecessary misunderstandings and make them lose the opportu

30、nities to succeed in negotiations. Therefore, the negotiations may proceed smoothly if the negotiators have a correct understanding of cultural differences and overcome the barrier of cultural differences in international business negotiations. 1.2 Present situation of Sino-U.S. business negotiation

31、sThe formal establishment of diplomatic relations between China and the United States began in 1979. Sino-U.S. economic and trade relations have normalized since 1979. Looking back to more than 20-years development, though there are many frictions and disputes in trade between the two countries, we

32、can see that the trade between them is still developing very fast. According to the statistics of Chinese customs, the total amount of Sino-U.S. bilateral trade was 2.45 billion dollars in 1979. And the total amount of Sino-U.S. bilateral trade was 80.48 billion dollars in 2001. The later is 32.8 ti

33、mes than the former. The average annual growth rate is more than 17.2%. The United States is the principal founding member of APEC and WTO. China was not accepted by APEC until 1991 and officially became a member of WTO on December 11, 2001. At present, China and American are considered as two impor

34、tant member countries in the economic organization. They have an extremely important influence on the treatment of international economic affairs.From the present situation now, the United States is the largest export market in the world, the largest trade surplus original country, the second larges

35、t foreign direct investment country and Chinas second largest trading partner. According to the statistics of the Department of Commerce in United States, China is the second largest trade deficit original country and Americas the fourth largest trading partner and the twelfth largest export market

36、in the world in 1999. This shows that the economic and trade relationship between China and United States plays an important role in both of their trade development.At the present time, the government of China has taken a number of measures to promote the development of the business activities in or

37、der to increase the international competitiveness. Some Chinese entrepreneurs who have potential ability are also trying to enter the international market. The economic relations between China and the United States are becoming closer than before, thus, China has become one of Americas largest tradi

38、ng partners. As the economic and cultural exchanges between the two countries are getting more frequent than before, so the business negotiations between the two countries are increasing.2. The Impact of Cultural Differences on Sino-U.S. Business NegotiationThe Chinese culture is the typical collect

39、ivism culture. The Chinese cultures collective orientation and the Confucian theory have the inalienable relation. The Confucian thoughts take “benevolence” and “ceremony” as the center. “Benevolence” refers to the will of the people. It is the core of the Confucianism. Its aim is about how to deal

40、with interpersonal relationships, so as to achieve harmony. A person must bring himself into collectiveness to achieve “benevolence”. “Ceremony” is the ruler of the behavior, is the criterion of peoples social behavior.Peoples seeing and hearing, words and deeds shall be in conformity with etiquette

41、 in order to make the society harmony. Influenced by the collective orientation culture, the Chinese people cooperate mutually and depend on one another. So “relation” is of importance in their view. People depend on “relation” when dealing with almost everything. The United States belongs to the ty

42、pical individualism culture. The individualism is the core of American culture. The United States individualism has close relationship with its faith. What the western Christianity emphasizes is the individual, so the Christian claim to sacrifice for the individual. In the doxy of the Christianity,

43、everyone faces to the God individually and directly. The persistent pursuit of the individual soul and the struggle for new life is the core of Christianitys doxy. In the United States, the individualism began to lie embedded in peoples mind after the European immigrants set foot on the continent of

44、 North America. Protestantism is the historical root of the individualism. After that, the American Revolution, the Westward Movement, the Industrial Revolution and many movements of migration strengthened this tradition of individualism. It can be said that the individualism is embodied in all aspe

45、cts of American life. It is embodied in both the American history and the contemporary society of the United States.2.1 Verbal and nonverbal differences in Sino-U.S. business negotiations2.1.1 Verbal differencesThe language of one nation has a close connection with the nations culture. In cross-cult

46、ural communication, the languages for negotiating are restricted by the differences of different cultures. The United States is a typical low-context language country. In this culture, the majority of information is transmitted by clear and specific language. The U.S. negotiators prefer to use clear

47、, frank and direct ways to communicate; they try to speak clearly rather than ambiguous. In addition, Americans like to debate with others, they often speak in an opposed and drastic tone. These are the typical characteristics of the offspring of European immigrants.However, China is a nation with h

48、igh-context culture. In the high-context culture, non-verbal communication and indirect ways are the important factors for people to transmit and understand the information. For example, they use non-verbal factors like posture, expression in ones eyes, appearance, tone, location, distance and envir

49、onment to communicate. It is necessary to understand the implication of discourse when you talk with them. And Chinese people do not like to argue with others, they like to speak in an indirect way. They prefer to keep silence than say “NO” in order to show their respect for others when they do not

50、agree with some terms. Chinese people are very patient when negotiating, which is called “oriental patience”. In their view, harmony is the precondition for cooperation. So they try to avoid frictions in negotiations and use courtesy and implicit dictions in pursuit of the permanent friendship and l

51、ong-term cooperation.People usually use English in the international business negotiations. But its difficult for the negotiators to communicate when their mother languages are not English. Under such circumstances, we should use simple, clear and specific English. We should not use Polysindo word,

52、puns, slang and idioms which can easily cause misunderstandings. The majority of the languages in the world can not translate verbatim. The figure of speech in different languages has many differences in communication. For example, “rain cats and dogs” means “rain heavily” but not “下狗下貓” in Chinese.

53、 The word “goat” does not have special meaning in Chinese, it only means “Shan yang”. But for Americans, “goat” also has the same meaning with “Lovelace”. So “goat clock” is considered as “Lovelace clock”.2.1.2 Nonverbal differences One of the important issues that influence the atmosphere in busine

54、ss negotiations is non-verbal communication. What may not be readily recognized is that non-verbal communication (also called “silent language” or “body language”) can interfere in cross-culture interactions. Non-verbal communication includes the values regard to time, space, material possessions as

55、 well as body movements, eye contact, hand gestures, friendship and simple nods of agreement. We select one or more of these gestures which are right for the situation, just as we would construct a spoken message. The difference is that quite often the messages received and sent through non-verbal c

56、ommunication are unconsciously done.” In negotiations, we should carefully observe the body language in order to grasp the full message. For example, Chinese people generally keep silence to express that they have some views on this question or do not agree with this term in order to show their cour

57、tesy and respect. While Americans hold negative views of keeping silence, they consider that keeping silent means refuse to do something. So its difficult for them to accept this view. When Americans say “Im sorry”, they often shrug their shoulder and spreads out their hands. It means “I dont know”, “I can do nothing for it”, “This situation is hopeless” and so on. While Chinese people usually express the same meaning mentioned above by nodding their head or shak