论中美商务谈判的文化冲突概诉.docx
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论中美商务谈判的文化冲突概诉.docx
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论中美商务谈判的文化冲突概诉
(2013届)
本科毕业设计(论文)资料
题目名称:
论中美商务谈判的文化冲突
学院(部):
外国语学院
专业:
英语
学生姓名:
孙晨晨
班级:
2009级4班
学号:
09406100327
指导教师姓名:
姚雪椿
职称:
教授
最终评定成绩:
中等
湖南工业大学教务处
2013届
本科毕业设计(论文)资料
第一部分毕业论文
(2013届)
本科毕业设计(论文)
题目名称:
论中美商务谈判的文化冲突
学院(部):
外国语学院
专业:
英语
学生姓名:
孙晨晨
班级:
2009级4班
学号:
09406100327
指导教师姓名:
姚雪椿
职称:
教授
最终评定成绩:
中等
2013年06月
湖南工业大学
本科毕业论文(设计)
诚信声明
本人郑重声明:
所呈交的毕业论文(设计),题目《论中美商务谈判的文化冲突》是本人在指导教师的指导下,进行研究工作所取得的成果。
对本文的研究作出重要贡献的个人和集体,均已在文章以明确方式注明。
除此之外,本论文(设计)不包含任何其他个人或集体已经发表或撰写过的作品成果。
本人完全意识到本声明应承担的责任。
作者签名:
孙晨晨
日期:
2013年6月9日
OntheResearchofSino-AmericanCulturalConflictsinBusinessNegotiations
BySunChenchen
Athesis
SubmittedtotheSchoolofForeignLanguages
HunanUniversityofTechnology
Inpartialfulfillmentoftherequirements
Forthedegreeof
BachelorofArts
Supervisedby
YaoXuechun
June2013
论中美商务谈判的文化冲突
作者:
孙晨晨
导师:
姚雪椿
摘要
随着国际贸易的发展,中美贸易关系日益紧密,商务谈判的重要性越来越突出,中美文化冲突对两国商务谈判造成的影响也不断加深。
论文从中美文化冲突的角度出发,首先讨论了文化冲突及中美商务谈判的相关研究成果;然后就中美商务谈判中文化差异做出分析,并结合相关实例,从语言、价值观和社会习俗的角度指出中美双方在谈判中由于文化差异导致的冲突以及所产生的后果。
并指出在商务谈判中,中美双方应增强文化意识,建立和谐的谈判气氛,克服语言障碍,规避由于文化差异所产生的误解和不和。
关键词:
文化冲突,商务谈判,文化差异
OntheResearchofSino-AmericanCulturalConflictsinBusinessNegotiations
Author:
SunChenchen
Supervisor:
YaoXuechun
ABSTRACT
Withthedevelopmentofinternationaltrade,businessrelationshipbetweenChinaandAmericahasbecomemoreandmoreimportantandclose,andtheinfluenceofculturalconflictshasbeenmoreandmoreserious.ThepaperintroducesalargenumberofresearchesonculturalconflictsandbusinessnegotiationsbetweenChinaandAmericaatfirst.Thenthepaperanalysestheculturaldifferencesinbusinessnegotiation,andwiththesupportofrelativeexamples,thepaperdiscussestheculturalconflictsinSino-Americanbusinessnegotiationintermsoflanguage,valueandsomesocialcustoms,givingimportancetotheanalysisoftheformsandeffectsoftheseconflicts.Theauthoralsooffershelptoavoidunnecessarymisunderstandingsandcollisions,includingenhancingsenseofculture,buildingharmoniousatmosphere,andoverwhelmingobstaclesfromlanguagetohaveabetterculturalunderstanding.
Keywords:
culturalconflict,businessnegotiation,culturaldifference
CONTENTS
1Introduction………………………………………………………………………...1
2LiteratureReview…………………………………………………………...……2
2.1Studiesoncultureandculturalconflicts………………………………………3
2.2Studiesoncross-culturalbusinessnegotiation………………………………5
3CulturalConflictsExistinginSino-AmericanBusinessNegotiation…………6
3.1Conflictsinlanguage…………………………………………………………7
3.1.1Verballanguage…………………………………………………………7
3.1.2Nonverballanguage……………………………………………………8
3.2Conflictsinvalue……………………………………………………………9
3.2.1Americanindividualism………………………………………………9
3.2.2Chinesecollectivism……………………………………………………10
3.3Conflictsincustom…………………………………………………………10
3.3.1Customingreeting……………………………………………………10
3.3.2Customin“face”……………………………………………………11
3.3.3Customintime……………………………………………………12
4SuggestionsofSino-Americanbusinessnegotiation…………………13
4.1Buildingharmoniousatmosphere………………………………………13
4.2Strengtheningsenseofculture………………………………………………13
4.3Overwhelmingobstaclesoflanguage………………………………………14
5Conclusion…………………………………………………………………………15
References…………………………………………………………………………16
Acknowledgements…………………………………………………………………18
1Introduction
Asakindofspecialwayofcommunication,negotiation,especiallybusinessnegotiationplaysanimportantroleininternationaleconomiccompetition.Inthefierceinternationalmarketcompetition,apartfromofferinghigh-qualityproductswithniceprice,businessnegotiationalsodeterminesthesuccessorfailureofaninternationaltrade.AfterenteringtheWTO,China’seconomicandtradeinteractionwiththerestoftheworld,especiallyAmerica,hasbecomemoreandmorefrequent,andnegotiationisplayingitsstatusinnowadayseconomicandsociallife.Withthedevelopmentofeconomicintegration,Sino-Americanbusinesstransactionexistseverywhereallthetime.Forthedevelopmentofmutualeconomy,bothcountriesneedtodovariousbusinesswiththeother.However,culturaldifferencesbetweenthetwocountriesbecomethemainobstacles.Forhundredsofyears,theideologyofself-centeredness,dealingwiththingsbasedonone’sownnationalculture,seriouslyblockspeople’sthought.Asaresult,ChinesebusinessmenalwaystreatAmericaculturewithethnicprejudice,believingthatChinesecultureisbetterthanAmerican,andviceverse.Ifonepartwantstodocross-culturalbusinessnegotiationsmoothlyandsuccessfully,onehastooverwhelmobstaclescomingfromculture.Nopartcaneasilytagtheresultofnegotiationwithunilateralculture.SinceSino-Americanbusinesstradeisubiquitous,businessnegotiationisinevitable.Andtosomedegree,asmoothbusinessnegotiationdeterminesthesuccessofbilateraltrade.Andovernegotiation,culturaldifferencescangeneratemisunderstandings,sowtheseedsofdistrust,andinducenegativeemotionsamongthenegotiators.Inordertoguaranteeasuccessfulbusinessnegotiation,negotiatorsshouldpayattentiontoculturalconflictsbetweenthetwocountries.
Oneofthelargestinfluencesthataffecteverypersonintheworldisculture,andithelpstoshapeconceptsofreality,time,valueandetiquetteinnegotiation.Cultureincludesthreemajoringredients,namelylanguageandnon-verballanguage,valueandcustoms.AndthesethreeaspectshavegreatinfluencetoSino-Americanbusinessnegotiations.TherapiddevelopmentandgreatimportanceofinternationalbusinessbetweenChinaandAmericahascontributedtotheincreasingneedforcross-culturalnegotiationskillsamongnowadaysglobalmanagerswithfullunderstanding.Andthemostseriousobstacleislanguage.Languageisonewayofcommunicatingneededbyallpeoples.Languageexpressesandembodiesculturalreality,andtheyareinextricablyentwined.Thewordsexpressedbynegotiators,aswellastheirbodygestures,reflecttheirculturalhabitsandunderstanding.Andthevaluerooteddeeplyinone’smindcaninfluencewaysofthinking,understandingandmakingdecisions.InSino-Americanbusinessnegotiations,negotiatorsfromAmericawillthinkofthecasefromtheperspectiveofoneself,whiletheonefromChinawillconcentrateonthewholeparty’sharmony,eventhoughtheircommonaimistomaximizetheirbenefits.Intermsofsocialcustoms,peoplefromtwocountrieshavedifferentwaystoexpresstheirfeelings,politeness,greetingsandsoon.Maybeinsomeoccasion,agestureforgreetingfromAmericanwouldberegardedasimpolitenessandoffenseforaChinese.Innegotiation,negotiatorstrytheirbesttocommunicatewithandevenpersuadetheircounterpartsbymeansoflanguageandnon-verballanguage,whichreflectthevalueandcustomsofacountrytangibly.ChinaandAmericahavedifferentlanguage,value,religion,customsandsoon,whichinevitablycauseconflictsifthetwocannotcommunicatefromtheperspectiveofeachother’sculture.SothepaperwillconcentratesontheanalysisofSino-Americanculturalconflictsintermoflanguage,valueandcustomstohaveabetterunderstandingofculturaldifferencesandtheconflictsbeingcausedinbusinessnegotiations.Andinordertodobusinessnegotiationsuccessfully,negotiatorsshouldrealizetheexistenceofculturalconflicts,enhancesenseofcultureandtrytoavoidmisunderstandingwhichimpedetheirbusinesstransactionsandbusinessnegotiationaswell.
2LiteratureReview
Tomakeabusinessnegotiationsuccessful,youhavetobeagoodnegotiatorwhohasthepatienceofaclockmakeranddoesnotsufferfromprejudicesorstereotypes.Differencesinwaysofthinking,behaving,andmanagingconflicthaveaprofoundimpactonhowsuccessfullythepartiesareabletonegotiateorconductbusinesstransactions.Andone’sownculturedetermineshiswaysofthinking,behavingandsoon.Sincecultureisubiquitous,itisreflectedeverywhereoverbusinessnegotiation,andculturalconflictswouldinfluencethesmoothandsuccessofanegotiation.Culturalconflictsareubiquitousandinfluencedailycommunication.Sosomeresearcherspaygreatimportancetothestudiesofcultureandculturalconflicts.Andsinceinternationaltrademakesgreatcontributiontothedevelopmentofonecountry’seconomy,socross-culturalbusinessnegotiationalsocauseresearchers’focus.
2.1Studiesoncultureandculturalconflicts
Aswehaveitalmostanywhereandanytime,cultureisubiquitous,multidimensional,andall-pervasive.Itisunderstoodbypeoplethroughouttheworld.“Americansbelievethatcultureisafast-movingtrain,whichiscloselyconnectedswithwhatisgoingonforthetimebeing.However,Chinesepeoplebelievethatcultureiscloselyrelatedtothepast”(WangWeibo&CheLijuan,2011:
2).
“Theterm‘culture’,ofcourse,hashadmultiplemeaningsindifferentdisciplinesanddifferentcontexts”(Harrison,2000).In1871,EdwardBunettTylor,Englishanthropologistregardedasthefounderofculturalanthropology,definedcultureinhismostimportantworkPrimitiveCulture,“Cultureorcivilization,takeninitswideethnographicsense,isthatcomplexwholewhichincludesknowledge,belief,art,morals,law,custom,andanyothercapabilitiesandhabitsacquiredbymanasamemberofsociety.”(Tylor,1992:
1)Cultureisinvisible,uniqueanduniversal.People’ssharedbeliefs,valuesandnormsofsocialpracticesallbelongtoculturalpatterns.Goodenoughholdsthatcultureisacomplicatedandubiquitousphenomenon,anditistheknowledgehierarchyunderwhichthesocialmemberscommun
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- 关 键 词:
- 中美 商务 谈判 文化 冲突