中美文化差异对商务谈判影响（英文版）.docx

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1、中美文化差异对商务谈判影响（英文版）The Influence of Cultural Differences between China and the United States on Business Negotiation Abstract With the continuous changes in international relations and the changes in the world economic situation, China’s economic cooperation with other countries around the worl

2、d has gradually increased. Where there is economic transaction, there is business negotiation. Business negotiation is an important prerequisite for economic cooperation between countries, as well as the realization process of cultural exchange, collision and integration between countries. If the ne

3、gotiators do not fully understand the cultural differences between the two sides, there may be cultural conflicts in the negotiation, and the final negotiation will be interrupted or ended up in failure. In recent years, China and the United States have witnessed frequent bilateral trade and further

4、 development of economic cooperation. The negotiations between the two sides are affected by the economic, political and social environment, but it cannot be ignored that cultural differences also have a great impact on the Sino-US trade negotiations. Therefore, in order to avoid the negative impact

5、 of cultural factors on Sino-American business negotiation,this paper expounds the influence of cultural factors on Sino-US business negotiation from the cultural perspective. By referring to the research of other scholars, the author first summarizes the definitions and theories of cultural differe

6、nces and negotiation, and analyzes the cultural differences between China and the United States from the four aspects of thinking mode, value orientation, verbal communication and non-verbal communication combined with the cross-cultural knowledge learned by the author. Finally, the author helps neg

7、otiators understand how cultural differences affect business negotiations with specific examples, clarifies the issues that should be paid attention to and avoided in the negotiations, and puts forward feasible negotiation strategies so that China and the United States can reach a successful busines

8、s negotiation.Keywords: cultural differences, business negotiation, cross culture 中美文化差异对商务谈判的影响摘 摘要 随着国际关系的不断改变和世界经济形势的改变，中国与世界各国的经济合作渐渐加强。有经济贸易，就会有商务谈判。商务谈判是国家间经济合作的重要前提，也是国家间文化沟通、碰撞和融合的实现过程。假如谈判者不能很好地理解双方的文化差异，谈判过程中就可能会出现文化冲突，最终导致谈判的中断，甚至失败。近年来，中美双边贸易频繁，经济合作也有了进一步发展。中美双方的商务谈判会受到经济、政治和社会环境的影响，但文化因

9、素对中美商务谈判的影响力也不容小觑。因此，为了避开中美文化差异对双方谈判带来负面影响，本文旨在阐述文化因素对中美商务谈判的影响。在借鉴其他学者的探讨成果的基础上，笔者首先总结了文化差异和商务谈判的定义和理论，并结合了自身所学的跨文化学问，整合分析中美谈判者在思维方式、价值取向、语言沟通和非语言交际四个方面的文化差异。最终，笔者结合详细事例帮助谈判者了解文化差异是如何影响商务谈判的，理顺谈判中应留意和避开出现的文化冲突问题，提出合适的应对策略，使中美双方顺当达成商务谈判。 关键词：文化差异；商务谈判；跨文化 ContentsAbstract . 摘 摘 要 . Introduction . 1

10、1Relevant Theories of Cultural Differences and Business Negotiation . 31.1Relevant Theories of Cultural Differences . 3 1.1.1Cultural Differences . 3 1.1.2Cultural Dimensions Theory . 31.2Relevant Theories of Business Negotiation . 4 1.2.1Business Negotiation . 4 1.2.2Theories of Business Negotiatio

11、n . 51.3Relationship of Culture Differences and Business Negotiation . 5 2Cultural Differences Shown in SINO-US Business Negotiations . 72.1Differences in Thinking Mode . 72.2Differences in Value Orientation . 72.3Differences in Verbal Communication . 82.4Differences in Nonverbal Communication . 8 3

12、The Impact of Cultural Differences on SINO-US Business Negotiations . 9 3.1Different Thinking Modes of Negotiators . 93.2Different Value Orientations of Decisions . 103.3Different Verbal Communications in Negotiation Styles . 113.4Different Nonverbal Communications in Negotiation Process . 12 4Sugge

13、stions for SINO-US Business Negotiators . 144.1Suggestions on the Mental Preparation . 144.2Suggestions on the Action Preparation. 14 Conclusion . 16 References . 17 Acknowledgments . 18Introduction With the continuous opening of the world economy, trade between countries is becoming more and more f

14、requent. With China’s accession to the world trade organization, Chinas trade with other countries has become closer, and the business negotiations are also increasing. There are many factors that affect the negotiation between countries, such as ideology, economic power, society environment a

15、nd so on. However, with the increase of global economic exchanges and the growth of interregional economy, the increase of international and interregional economic cooperation promotes the communication of cultures among different countries to a certain extent. Culture, as a significant part of soft

16、 power, also has an important impact on business negotiation. As the core of a country’s soft power, culture has a great influence on business negotiation among countries. Today, China is the developing country with the strongest comprehensive national strength, while the United States is the

17、world’s first economy. The two countries have maintained close economic exchanges and frequent business negotiations. As there are many cases of cultural conflict between China and the United States leading to the failure of negotiations, negotiators should know the impact of cultural factors

18、on business negotiations, foresee the negotiation process and adjust negotiation strategies. With the world’s attention to Sino-US trade relations and business negotiations, scholars from China, the United States and even other countries have also explored the impact of cultural factors on Sin

19、o-US negotiations. In the domestic research on International Business Negotiation, Liu Yuan pointed out that due to the obvious differences in ideology, economic level, cultural atmosphere, social habits and other aspects in the world, in international negotiations,negotiators must understand and co

20、mpare the cultural differences between the two countries, summarize the differences in values, ways of thinking and other aspects of the other negotiators from different cultural backgrounds, and plan out a reasonable response to possible cultural conflicts (Y. Liu, 2007). In addition, in the articl

21、e The Impact of Cultural Differences on Sino-American business Negotiation, after comparing the differences in language style, negotiation style and value standard between China and America, Lin Hai gives suggestions to Chinese negotiators. He suggests that in the business negotiations between China

22、 and America, we should formulate and adjust our own negotiation styles and coping strategies according to the differences in cultural backgrounds (Lin, 2007). In foreign studies, a Dutch psychologist, Hofstede came up with Hofstede’s cultural dimension theory. Hofstede divides cultural differ

23、ences into six basic dimensions of cultural values and analyzes their performance in different social forms. In the paper Intercultural Negotiation in International Business, Salacuse. J. W., the American author, also pointed out the cultural differences between the two parties will affect or hinder

24、 the business negotiation in many ways (Salacuse, 1991). Obviously, we can often see the existence and influence of cultural factors in business negotiation activities. Moreover, more and more Chinese and American scholars pay attention to the influence of cultural factors on business negotiation. B

25、ut with the development of economy, the cultural differences between China and the United States have new changes, which lead to different effects on business negotiation. Therefore, this paper mainly discusses the influence of cultural differences between China and the United States on business neg

26、otiation. This paper adopts literature review research and case study research. This paper makes a theoretical study of cultural differences, business negotiations and the role of cultural factors on business negotiations between China and America by searching various literatures and relevant researches of various scholars. Then through specific cases, the paper compares and analyzes the impact of cultural differences between the two countries on business negotiations, and finally draws the feasible negotiation planning to avoid cultural conflicts. This paper is divided into five ch.