中外文化差异对商务礼仪的影响.doc

哈尔滨理工大学学士学位论文中英文化差异对国际商务礼仪的影响摘要随着世界经济一体化的迅速发展，国际商务合作越来越多。在国际商务合作中国际商礼仪每时每刻都在发生。来自不同文化背景的商务人员有着不同的价值观和思维方式，从而有着不同的交流方式以及不同的行为。这就意味着如果你想要在国际商务中获得成功，就必须了解各国的文化并识别出国际商务活动中的文化差异。本文主要介绍了中英文化差异，以及此差异在国际商务礼仪中的影响，以及今后如何对待这种差异。在国际商务礼仪中主要介绍了交换名片的差异，赠送礼物的差异，思维习惯差异。此差异主要对商务谈判有重要的影响，可能引起谈判中的误解，以致谈判破裂。最后以商务谈判为例，在认识和接受文化差异的同时，要尽量淡化文化差异，这对跨文化国际商务合作的成功是非常重要的。比如，在跨文化商务谈判中，谈判者应该接纳对方的文化，并努力使自己被接受；需要借助有效的沟通，在不损害双方利益的前提下做出正确的评价。在认识和接受文化差异的同时，要尽量淡化文化差异，这对于跨文化国际商务的成功是非常重要的。关键词：文化差异，国际商务礼仪，影响，跨文化策略哈尔滨理工大学学士学位论文The Influences of Chinese-British Cultural Differences on International Business ProtocolAbstractWith the rapid development of the economic integration all over the world, international business cooperation become much more than before. Of course, the international business protocol which is one of the essential parts of the international trade occurs every moment, everywhere. However, different cultural backgrounds influence the progress of the negotiation. Negotiators from different cultural backgrounds have different values and thinking modes, so that they have different communication styles. It means that if you want to succeed in international business contracts, you must know the culture of all the countries and recognize the cultural differences in the international business activities. To some extent, culture decides the result of business etiquette. And this paper mainly analyzes cultural differences between China and English, introduces the impacts in business etiquette, and provides some recommendations which can help them overcome cultural obstacles and achieve more success in the business negotiation. For example, in the cross-cultural business negotiation, negotiators should accept the other parties culture, and try hard to make others accept themselves. It needs the help of effective communication, without prejudice to the interests of both sides to make a correct evaluation of the premise. It is very important for the success of cross-culture negotiation that in the understanding and acceptance of cultural differences, we should try to play down the cultural differences.Keywords: Cultural difference; international business protocol; strategyContentsAbstractIContentsIIChapter1 Introduction1Chapter2 Literature Review22.1 A brief introduction to culture22.2 A brief introduction to international business protocol3Chapter3 Cultural Differences43.1 The cultural differences in exchanging business cards43.2 The cultural differences in making appointments and greeting53.2.1 Initial contacts and appointments53.2.2 Greeting customs63.3. The cultural differences in giving gifts73.4 Differences in habits and thinking modes9Chapter4 Influence of Cultural Differences114.1 The culture differences may cause business negotiation cracked114.2 The culture difference can cause misunderstanding124.3 The culture difference can cause culture shock14Chapter5 How to Treat the Cultural Differences15Chapter6 Conclusion19Bibliography20Acknowledgements21IIIChapter1 IntroductionWith the development of globalization and Chinas WTO entry, Chinese enterprises have more chances to attend international economic activities. In recent years, the trade cooperation between China and Britain has viewed an ever faster development, and since 2006, China and Britain has become the second largest trade partner each side. However, the cultural differences between the two sides have made a further impact on the development of bilateral trade cooperation. Chinese negotiators sometimes feel very uncomfortable and puzzled because of different customs, values and behaviors performed by the British negotiators; meanwhile, the British negotiators also confront the same problem. Therefore, understanding the cultural differences becomes the main point in business negotiations between China and Britain. With the hope of providing suggestions for Chinese enterprises to carry on business negotiation, this essay analyses the cultural differences between China and Britain according to Edward T. Halls Cultural Dimensions and Hofstedes Values Dimension such as high context and low context, collectivism and individualism and so on.Chapter2 Literature ReviewIn order to better understand the influences of Chinese-British cultural differences on international business protocol, it is necessary to learn about the definition of culture and international business protocol.2.1 A brief introduction to cultureWhats culture? Culture involves learned and shared behaviors, norms, values, and material objects, and it also encompasses what humans create to express values, attitudes, and norms. Obviously its very hard to give culture a rightful and comprehensive definition. Edward Hall (1966), a key researcher into culture, once defined culture as those deep, common, unstated experiences which members of a given culture share, which they communicate without knowing, and which form the backdrop against which all other events are judged. And Charles Mitchell (1999) gave a more formal and common definition: Culture is a set of learned core values, beliefs, standards, knowledge, morals, laws, and behaviors shared by individuals and societies that determines how an individual acts, feels and view oneself and others. And Linda Beamer and Iris Varner (2001) defined culture: Culture is the coherent, learned, shared view of a group of people about lifes concerns that ranks what is import, furnishes, attitudes about what things are appropriate, and dictates behavior.Culture dominates our values, actions and behaviors. Each nation has its own culture and the difference between Chinese and British cultures is very distinct, so its very necessary for Chinese negotiators to know about British culture.2.2 A brief introduction to international business protocolCompared with the definition of culture, the definition of international business protocol is much easier to understand. Etiquette refers to manners and behaviors considered acceptable in social and business situations (Chaney & Martin, 2000). Etiquette and customs vary not only by country but by regions or locations within a country. Religious backgrounds and ethic identities may account for some differences in customs. Your ability to adapt to the etiquette and customs of each culture will, to a large extent, determines the success of your intercultural encounters. When, if at all, do you bow? And what is the appropriate bow? When, if at all, do you touch members of the opposite sex? These and other questions need to be asked and answered so that you can fashion your behavior to meet the needs of each culture.Proper international business protocol includes learning cultural variations in making introductions, invitations and appointments, greeting and exchanging business cards, recognizing position and status male /female relationships, dining practices and special foods and consumption taboos, tipping etiquette, giving gifts, and travelling. So we should know the cultural differences between Chinese and British. Chapter3 Cultural DifferencesIn order to communicate effectively in the intercultural business environment, being knowledgeable about all cultural differences that affect the situation is essential. 3.1 The Cultural differences in exchanging business cardAn important aspect of business etiquette is known as the proper procedure for exchanging business cards. In U.S, exchanging business cards is an important ritual. Presentation of the card varies with the culture. In British, business cards are exchanged in business setting but not in social settings. Although most British businesspeople carry business cards, they do not always exchange them when meeting unless there is a reason to contact the person later. The practice in the British of glancing at the business card and promptly putting it in the pocket is considered rude (Baldrige, 1993).The Chinese give and receive cards carefully, use two hands and study the card carefully even make some comments rather than taking it and one-handedly stuffing it in a pocket. In Britain, avoid presenting the card with your left hand as the left hand is reserved for making card of bodily functions.In non-English-speaking countries, information on the business cards is always printed in English on one side and in the local language on the other side. For example, in China, business cards are routinely exchanged and are printed in both Chinese and English.Rank, title, and profession are taken quite seriously in some cultures, so it is important to include your position and titles or degrees in addition to your company name on your card. Include foreign headquarters as appropriate as well as your fax number and perhaps e-mail address. For example, titles are very important for Saudis and always used. In China, business cards should be translated into standard Chinese and contains the name of your company, your position plus titles, for example Ph.D., MBA, vice president, or general manager.3.2 The cultural differences of making appointments and greetingIn the international business protocol, making appointments and greeting are the basic business behaviors. So we should know the differences between two countries clearly. 3.2.1 Initial contacts and appointmentsCultural differences begin as soon as communicators encounter one another. The ways in which you make initial contact and an appointment to conduct business can range from a brief telephone call to writing a formal letter of request. The manner in which the initial business contact is made and the amount of advance notice between the contact and appointment are key factors you must consider when doing business in another culture. If you want an appointment in Britain, you must send a letter of introduction to an British contact who can facilitate obtaining an appointment. The use of an intermediary who is willing to set up appointments with all the right people is essential in the British business world (Samovar Poryer, 2004).But when doing international business, it is important to establish contacts before you invest in a trip. The International Chamber of Commerce in every country can assist in arranging appointments with local Chinese business and government officials, and can identify importers, buyers, agents, distributor, and joint venture partners. 3.2.2 Greeting customsOnce you make an appointment, it is important that the greeting practices of the host culture be observed. Customary greeting vary from culture to culture. Being sensitive to greeting variations will ensure that your first encounter with a person from another country will leave a positive impression.For example, in China, communicating a good impression to the Chinese businessperson starts with punctuality. Chinese tend to be formal in business and official situations. To conduct business successfully, you should communicate the details of a meeting agenda as well as any other issues to the Chinese prior to a meeting. Social status and rank are highly honored in China; this can be evidenced in seating arrangement and order of entrance into the meeting rooms. You should follow others to seat you and walk ahead of you to ensure that you are seated in the right position for the meeting.In contrast, British tend to be formal and friendly. Persons from other cultures are struck by the informality of Britain. British who often say “Hi!” to complete strangers. The standard greeting “Hi, how are you?” does not mean that British are actually inquiring on the state of ones health. First names generally are used with the exception of senior persons or formal situations. In addition to the informal “Hi”, when meeting someone, persons of the Britain engage in other ritualistic greeting behavior. When greeting an office colleague, one person will say, “Good morning, how are you?” the appropriate response is, “Fine, thank you. And how are you?” some people make the mistake of forgetting that this is only a ritual and will proceed to tell you in great detail the state of their health. Remember, the appropriate response is, “Fine, thanks.”3.3. The cultural differences of giving giftEach country has its seasons and occasions for giving gifts. Gift giving in some cultures is an art and is considered an integral part of building intercultural professional and social relationships. Therefore, it is important to know not only the views concerning gift giving but also what gifts are appropriate for men and women in the culture where you will be doing business.In many cultures it is appropriate to take small gifts when one is invited to enjoy hospitality. In northern Europe a fitting gift is flowers or chocolates for the hostess. However, although flowers make appropriate gifts, learning cultural taboos related to color, variety, and number is also important. For example, in China, white is the color of mourning, and gladioli are often used in funeral sprays; thus, a gift of white gladioli would be inappropriate. In most European countries, avoid a gift of carnations which are for cemeteries only. Chrysanthemums would be inappropriate in Britain. They are associated with funerals and mourning. Red roses are associated with romance in China because they are for lovers. In some cultures the number of flowers on happy occasions; even numbers, give gifts in threes in these countries (Barnum & Wolniansky, 1989).The opening of gifts also varies among culture. In the Britain the recipient of a gift is expected to open a gift expected to open a gift immediately upon receipt. Doing otherwise would show a lack of interest and appreciation; it would be rude. The oral expression of thanks is followed by a written note of appreciation unless the gift is small and is used an advertisement. Business gifts to the office or department such as a