中美文化差异对商务谈判的影响.docx
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中美文化差异对商务谈判的影响.docx
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中美文化差异对商务谈判的影响
CONTENTS
Abstract……………………………………………………………1
Introduction………………………………………………………2
Chapter1DefinitionsOfCultureandBusinessNegotiations....3
1.1Culture......................................................................................4
1.2BusinessNegotiations................................................................5
Chapter2AnalysisofCulturalDifferenceBetweenChinaAndAmerica……………………………………………………………5
2.1Individualismvs.Collectivism………………………………5
2.2InductiveThoughtvs.DeductiveThought……………………6
2.3Low-contextvs.High-context………………………………7
Chapter3TheImpactofCulturalDifferenceonSino-AmericanBusinessNegotiation……………………………………………11
3.1ThememberofNegotiationTeam9
3.2FormsofAgreement10
3.3PaceofNegotiationProcess....................................................11
Chapter4SuggestionsforEffectiveCross-culturalNegotiation
4.1OvercomingCulturalBias.......................................................12
4.2PreparingWellbeforeNegotiation14
4.4OvercomingCommunicationObstacles..................................15
Conclusion………………………………………………………20
Notes………………………………………………………………22
Bibliography……………………………………………………23
ImpactsofCulturalDifferenceson
Sino-U.S.BusinessNegotiations
JiangYufeng
(ForeignLanguageDepartment,HunanCityUniversity,Yiyang,Hunan413000,China)
Abstract:
WiththerapiddevelopmentofeconomictradebetweenchinaandAmerica,thebusinesscontactsofthetwocountriesbecomemoreandmorefrequent,theimportanceofbusinessnegotiationgetsobviousgradually.However,thehugeculturaldifferencesbetweenthetwocountriesmaygiverisetopotentialculturalconflictsandunnecessarymisunderstandings.SoitisimperativethatnegotiatorsshouldlearntheculturalfactorsinSino-U.S.businessnegotiation.Thethesisemphasizestheimportanceoftakingculturalsensitivitiesintoconsiderationduringbusinessnegotiationtomakepropernegotiationtactics.Inviewofsuchasituation,thisthesismakesanefforttohighlighttheculturalimpactsonnegotiationandputsforwardseveralsuggestionsinreconcilingculturaldifferencesinordertomakethenegotiationdevelopsmoothly.
Keywords:
culturaldifferences;Sino-U.S.businessnegotiation;impact
摘要:
中美两国间经济贸易飞速发展,双方商务交往活动越来越频繁,商务谈判的重要性也日渐显现。
然而,由于中美两国之间存在着巨大的文化差异,中美两国谈判者之间很可能出现文化冲突以及不必要的误解。
因此,两国商务谈判者了解中美文化的差异显得十分必要。
中美双方在商务谈判中必须增强对文化差异的敏感性,制定出合适的谈判策略。
本文重点讨论了中美之间的文化差异及其对商务谈判的影响并提出了化解文化冲突的几点建议,使中美贸易谈判能顺利进行。
关键词:
文化差异;商务谈判;影响
Introduction
Atthebeginningofthetwenty-firstcentury,thevisionofaglobalvillageisnolongerregardedasanillusionbutarealityduetothetechnologicaladvancesincommunication,travel,andtransportation,whichhasmadetransnationalbusinessacommonphenomenon.AstoChina,ithasbeenundergoingtremendouschangessinceitsenteringintoWTO.ChinaandtheUnitedStates,serveasthetwotypicalcountriesintheEastandtheWest.SincethenormalizationofrelationsbetweenChinaandAmericabegan35yearsago,Sino-U.S.businessrelationshipshavebeengrowingatafastpace.Atpresent,AmericaisthesecondlargesttradingpartnerofChina.
However,Thecultureofthetwocountriesistotallydifferentfromeachotherintermsofbeliefs,values,lifestylesandworldperspective.Thatmayresultintheunsuccessfulandunfruitfulnegotiations,soweshouldtakeacloselookattheculturaldifferences.
ThisthesisismainlyacomparativestudyofimpactsofChineseandAmericanculturaldifferencesontheinternationalbusinessnegotiation.Andtheobjectiveistoimprovetheknowledgeandunderstandingofrelevantnegotiation-relatedculturaldifferencesandoffersomerecommendationsfornegotiators.
Chapter1DefinitionsOfCultureandBusinessNegotiations
1.1Culture
1.1.1WhatisCulture?
Asfarasweallknow,thedefinitionofcultureisnumerousandvague,Culturecanbeviewedasconsistingofeverythingthatishumanmade(Herskovits1955);collectiveprogrammingofthemindwhichdistinguishesmembersofonehumangroupfromanother(Hofstede1980);asetofsharedandenduringmeanings,values,andbeliefsthatcharacterizenational,ethnic,orothergroupsandorienttheirbehavior(FaureandRubin2001).Thus,wecansaythatculturecanincludelanguage,arts,morals,beliefs,customandeveneverythinginourlife.Culturesprovidepeoplewithwaysofthinking,waysofseeing,hearing,andinterpretingtheworld.
1.1.2Thecharacteristicsofculture
Thecharacteristicsofcultureareasfollows:
1)Cultureislearned.2)Cultureistransmittedfromgenerationtogeneration.3)Cultureisbasedonsymbols.4)Cultureissubjecttochange.5)Cultureisintegrated.6)Cultureisethnocentric.7)Cultureisadaptive(SamovarandPorterandStefani1998).
1.2BusinessNegotiations
1.2.1WhatisBusinessNegotiations?
Businessnegotiationreferstothenegotiationthattakesplacewithinbusinessfields,suchascommerce,economiccooperation,internationaltrade,etc.It’sconferringprocessinwhichtheparticipantsofbusinessactivitiescommunicate,discuss,andtheirviews,settledifferencesandfinallyreachaacceptablysatisfyingagreementinordertocloseadealorachieveaproposedfinancialgoal.1)
1.2.2GeneralProcessofNegotiations
Businessnegotiationistheprocesswherebyinterestedpartiesresolvedisputes,agreeuponcoursesofaction,bargainforindividualorcollectiveadvantage,andattempttocraftoutcomes,whichservetheirmutualbusinessinterests.Itisusuallyregardedasaformofalternativedisputeresolution.
Chapter2AnalysisofCulturalDifferenceBetweenChinaAndAmerica
Asisknowntoall,theeastcountriesandwestcountrieshaveproduceddifferentculturesonthedifferentcontinents.Amongthedifferentcultures,valueviews,negotiatingstyleandthinkingmodelappearmoreobvious.
ChinaisatypicalEasterncountry,whileAmericaisatypicalWesternone.Thereisnodoubtabouttheirbigculturaldifferences.Inviewofbusinessnegotiations,manyresearchershavefoundsomecorevaluesconcerningbusinessculturesofChinaandtheUnitedStates.
2.1Individualismvs.Collectivism
“Individualism-collectivismisthemajordimensionofculturalvariabilityusedtoexplaincross-culturaldifferencesandsimilaritiesincommunicationacrosscultures”[1].
Individualisticculturesemphasizepersonalrightsandresponsibilities,privacy,voicingone’sownopinion,freedomandself-expression.Collectivisticculturesemphasizecommunity,collaboration,sharinginterests,cooperationandinterdependence.harmony,traditionandpublicgood.
Chinesecultureiscollectivism-oriented,theirrelationshipsarebasedonmutualself-interests.Theytendtomaintainharmonywithingroupsatallcost,thesocietyrewardsindividualasamemberofagroupratherthananindividual.ThisisquitedifferentfromAmericans,wheninbusinessnegotiation,Chinesepeoplealwayschoosemutualself-benefits,seektoadvancetheinterestsofthegroupandgrouprewards.
However,individualismishighlyprizedintheUnitedStates.InAmericanculture,individualachievement,sovereigntyandfreedomarethevirtuesmostglorifiedandcanonized.Theyholdthateverypersonishisownmasterandthatnopersonshouldbesacrificedforanotherone.Intermsofbusinessnegotiation,Americansarerealisticandpragmaticinnegotiation,Americannegotiatorsemphasizeefficiencyandshort-terminterests.“Adealisadeal”and“Bangfortheduck”iswidelyacceptedbythem,andtheytendtobeself-motivatedandtheirbusinessrelationshipsarebasedonself-interest.Theytendtopaymuchattentiontothetaskratherthanrelationshipbuilding.
1.2InductiveThoughtvs.DeductiveThought
“Thinkingpatternsrefertoformsofreasoningandapproachestoproblemsolution.Thinkingpatternsdifferfromculturetoculture,alogical,reasonableargumentinoneculturemaybeconsideredasillogicalandundemonstrativeinanotherculture”[2].
Deductivethoughtisobservingandconsideringeverythingintheworldasawhole,payingattentiontotheoverallfunction,complexrelationshipandoperationprocessbutnotcareabouttheinternalstructureofsomething.Chinesepeople’sthinkingpatternsbelongtothisorientation.Theyalwaysemphasizethedetailsmustcomeaftergeneralprinciples.Therefore,attheverybeginningofabusinessnegotiation,Chinesenegotiatorswouldliketodiscussthegeneralruleswhichbothpartiesshouldobeyandmutualinterests.
However,Americancultureistowardsinductivethought.theyfocusonanalyzingcomplicatedthingsintoseveralsimpleelementsandthenstudyonebyone.Soatthestartofanegotiation,theyattachimportancetospecificaspects.WhichisquitedifferentfromChinesepeople,Theywouldliketreatcontractjustasasetofclauseswithlegallybindingthatshouldbecomply,thatistosay,onlyrealspecificissuescanmakenegotiationgosmoothly.
2.3Low-contextvs.High-context
high-contextculturesarethoseinwhichpeoplehaveextensiveinformationnetworksamongfamily,friends,colleagues,andclientsandareinvolvedinclosepersonalrelationships.Whilelow-contextculturesarethoseinwhichmembersknowexplicitlywhattodotodealwiththepresentmattersandthepeopleemphasizeonthecontentabovecontext.
Chineseareinthehigh-contextculture,whileAmericanpeopleareinthelowcontextculture.Chineseprefertocommunicateindirectly.Meaningsareinvolvedinthecontextofmessageandmustbeinferredtobeunderstood.Thereisalsoalargeemphasisonnonverbalclues,suchasfacialexpression,movements,speedoftheinteractionandothersubtleformsofnonverbalcommunication.Andtheywillpaymuchattentiontoh
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- 关 键 词:
- 中美 文化差异 商务 谈判 影响
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