毕业论文 中西方思维差异对国际商务谈判的影响 英文版Word文档格式.docx
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毕业论文 中西方思维差异对国际商务谈判的影响 英文版Word文档格式.docx
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外国语学院
年级:
2010级
重庆三峡学院
二0一四年五月
OntheEffectofDifferencesBetweenChineseandWesternThinkingPatternsonInternationalBusinessNegotiation
Supervisor:
GANChangyin
Student:
WangLi
Department:
ForeignLanguageInstitute
Grade:
2010
ChongqingThreeGeorgeUniversity
May,2014
Abstract:
Thesuccessofinternationalbusinessnegotiationisthepremiseforenterprisestoobtainthecompetitivestrengthintheinternationalmarket,butpeopleunderdifferentculturalbackgroundsoftenencounterobstaclesinthenegotiation.Thereasonswhytheymeetwithobstaclesarevarious,butthedifferentwayofthinkingisoneoftheimportantfactor.HavingagoodknowledgeofvariousdifferencesbetweenChineseandwesternthinkingpatternswillhelpustogettheinitiativepositionintheinternationalbusinessnegotiations.ThispapercomparesandanalyzesthedifferentcharacteristicsofChineseandWesternthinkingmodesfromdifferentperspectives,anddiscussesthedifferenteffectscausedbythethinkingdifferencesoninternationalbusinessnegotiations.
Keywords:
thinkingpatterns;
differences;
effect;
internationalbusinessnegotiation;
摘要:
国际商务谈判的成功是企业获取国际市场竞争力的前提,但是来自不同文化背景的人在谈判时往往会遇到各种障碍。
其原因是多种多样的,而思维方式的不同应是一个重要因素。
理解中西方的传统思维方式的各种差异有助于商务谈判者在谈判中赢得主动地位。
本文从不同角度对比分析了中西两种思维方式的不同特点,并讨论了这些差异对国际商务谈判的各种不同影响。
关键词:
思维方式;
差异;
影响;
商务谈判
Outline
I.Introduction
II.EffectsofIntegrativethinkinganddispersingthinkingoninternationalnegotiation
1.Integrativethinkinganddispersingthinking
2.Theeffectofintegrativethinkinganddispersingthinkingoninternational
negotiation
2.1Inductionanddeduction
2.2Groupconsciousnessandindividualism
2.3Ambiguityandprecision
III.Effectsofperceptualintuitionthinkingandrationallogicalthinkingon
internationalnegotiation
1.Perceptualintuitionthinkingandrationallogicalthinking
2.Theeffectofperceptualintuitionthinkingandrationallogicalthinkingon
IV.Effectsofspiralthinkingandlinearthinkingoninternationalnegotiation
1.Spiralthinkingandlinearthinking
2.Theeffectofspiralthinkingandlinearthinkingoninternationalnegotiation
V.Conclusion
SinceChinaenteredintotheWTO13yearsago,Chinahasachievedgoodperformanceinitseconomicfield.ForChineseenterprises,Chinaisstillfullofopportunitiesandchallengesduringthenextfiveyears.Atthesametime,itisonlythebeginningofthetrail,becauseChinawillreallyfacethecompetitionfromallovertheworldaftertheendofthetransitionperiod.Inordertoobtainthecompetitivestrengthintheinternationalmarket,enterprisesmustachievenumeroussuccessfulnegotiations.However,thethinkingstyleofeachnationisdifferent,andthinkingdifferencestendtobethemainstumblingblockstosuccessfulinternationalbusinessnegotiations.Forexample,anAmericannegotiatormayonlypayattentiontothefriendlysmileonhisopponentnegotiator’sfacebutgetnothingoftheopponent’srealthoughts.Foranotherexample,whenAmericansmeeteachotherforthefirsttime,theyarewillingtocommunicate,buttheywillnotrevealtheirsecretseasily.Whileonceestablishingcooperativerelations,aJapanesenegotiatorwillcommunicatewithhisopponentunreservedly.Therefore,inmanycases,havingacorrectunderstandingofthedifferentthinkingpatternsbetweenChineseandWesternnegotiatorsisakeypointonthesuccessofaninternationalbusinessnegotiation.
ThedifferencesofintegrativethinkinganddispersingthinkingcanreflectinthedifferencesbetweenChineseandWesternnegotiations.Inthenegotiations,Chinesebusinessmenliketoreachanagreementonmajortarget,thendiscussingthedetails.WhiletheWesternbusinessmenthinkthatthedetailsarethefoundation,andtheproblemswillbesolvedeasilywhenthedetailsareclear,andthefinalagreementisaseriesofsettlementofthedetails.Theytendtosolvetheproblemsoftheprice,delivery,warrantyandcontractandotherissuesonebyonewitheveryproblemhavingconcessionsandcommitments;
however,theorientalcultureattachesimportancetohavethewholediscussionofallissues.Usuallytheywillmaketheconcessionswhenitgetstotheendofthenegotiations,thenitmaycometoaseriesofagreementsevencontractsigning.ThedifferentthinkingpatternsofChineseandwesternnegotiatorsoftenmakeitdifficulttocommunicatewitheachother.
Chinesesemiclosedcontinentalenvironmentandself-subsistencepeasanteconomymadeaningrainedideaofChinesetraditionalthinkingpattern,i.e.,“harmonybetweenmanandnatureinaviewoftheuniverse”.“Harmonybetweenmanandnature”meansthatmanandnatureareinterfacing,whichemphasizestheharmoniousrelationshipbetweenmanandnature.Thesekindsofholisticthinkingputsallthingstoonenetwork,withtherelationshipsbeingtakenintoaccount,ratherthanseparatesthewholeintoseveralpartsoranalyzethemonebyone.Thiskindofthinkingpatternemphasizestheunityofdiversityandharmonyofoppositethings.Therefore,Chineseadvocates"
ifyouknowyourselfandyourenemywell,you’llneverbedefeated"
insteadofthe"
frompointtoarea"
"
overgeneralization"
and“one-sideview”ofproblems,anditalsopreventstheconsequenceof"
theendlessattentiontotressattheexpenseofforests"
.Whilethewesternersregardthelivingenvironmentasexternalfactor,sotheydividethesubject(human)andtheobject(nature)intotwodifferentpartsandadmittheoppositionofmanandnature,andthentheyexplorefromthisaspect.Therefore,westernersfocusonin-depthanddetailedanalysisandrigorousreasoning,andstudytheessenceofthingsthroughthephenomenon;
andformthedevelopedabstractthinkingpatternandrigorouslogicalreasoningmethodandmeticulousdivisionofdisciplines.Sotheirthinkingstylesarewithdispersion.
2.Theeffectofintegrativethinkinganddispersingthinkingoninternationalnegotiation
ThecharacteristicsoftheorientalintegrativethinkingpatternandthewesterndispersionthinkingpatternalsodeterminethattheChineseandwesternnegotiatorsmayhavedifferencesinfollowingaspectsintheprocessofnegotiations.
2.1InductionandDeduction
Theoverallthinkingisbasedonintuitivejudgments.Itunderstandsthingsthroughtheintegrationofaseriesofimages,andseizesthing’snature,features,functionsandtheirrelationshipinawhole.Therefore,Chinesevalueoverallgraspratherthanundervaluepartialanalysisandarewellatinduction,butnotatabstractthinking.“Induction"
isanimportantmeansforChinesetounderstandtheworld.Forexample,Confucius’s"
benevolence"
Laotse’sphilosophyof“Tao"
Mo-tse’s"
universallove"
and"
Non-offence”areallthesummariesofinduction.However,foritisbasedonexperience,peoplewilladdsubjectivefactorsintheoperationoftheprocessinevitably,thentheobjectivitycouldbeaffectedbecauseitsjudgmentisbasedonthe“conscience”ratherthan“reason”.Therefore,Chinesenegotiatorsarenotgoodatanalyzing,judgingorreasoningincertainaffairswithadispassionateattitude.What’smore,theymaymakeadecisionwithsomesubjectivefactors.Whilethewesternersarefullofthespiritofthereasonandareaccustomedtoobservingtheworldinananalyzingway,andtheyarefullofthespiritofthereason.Buttheiranatomicalmethodsusedtoanalyzesuchthingsisdividedintomanypartsforcarefulstudies,anditoftenaffectsmacro-controlofpeopleforthings,soitmakespeople"
knowthisbutdonotknowthat"
failtoseethewoodforthetrees"
.Inthisaspect,theisolationofwesternmedicinedepartmentisaverygoodexample.Anddetaileddivisionoflabormayleadpeopletoknowmoredetailsandmayalsoallowpeopletostudyaproblemwithstatic,isolatedandone-sidedviewattitude.Therefore,westernnegotiatorsmayhaveaverythoroughunderstandingandprofoundinsightinsomeaspects,buttheyareoftenlackofabilitiesofgraspingthingsinawhole.
2.2Groupconsciousnessandindividualism
Theconceptof"
harmonybetweenmanandnature"
emphasizesthesocialharmonyandstability,praisesthegroupconsciousnessandcollectivevalue,advocatesthelifephilosophiesof"
beingmodestandpolite"
and"
reconcilingthemselvestotheirsituation“and"
contentbeinghappiness"
;
thepursuitofpersonaldevelopmentisregardedas"
theseektoprevailoverothers"
anditalsomightberegardedasthe"
bird“whoshouldbe“shot"
.Butthiskindofthinkingpatterncancontributetodealwithmultiplerelationseffectively,especiallytheinterpersonalrelationship,andbringsaboutthesocialharmony.Althoughthiskindof"
harmony"
islackofequalityanddemocracyconsciousness,evensuppressesthedevelopmentofthehumanpersonality,thispointoftenmakesthewesternnegotiatorsfeelsickinthenegotiations.
Generallyspeaking,inordertoavoidconflicting,Chinesenegotiatorswillnotputforwarddifferentviewsdirectlyforthesakeofgroupharmonyandalsotrytoavoidbeingthe"
bird"
andthepossibilitytoundertakepersonalresponsibility,sometimesthenegotiatorswillmakedecisionstogether.Itnotonlyextendsthenegotiationtime,alsoincreasesthedegreeofdifficultyforthewesternrepresentativetodealwiththerelationshipofnegotiators.Correspondingly,theopenenvironmentofwesternanddispersingthinkingpatternbreed
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