面子文化差异对中美商务谈判的影响.docx
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面子文化差异对中美商务谈判的影响.docx
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面子文化差异对中美商务谈判的影响
面子文化差异对中美商务谈判的影响
中国矿业大学外文学院
2011级学年论文
姓名:
刘佳学号:
12115124
专业:
商务英语 班级:
2011-03
论文题目InfluenceofFaceCultureonSino-USBusinessNegotiation
指导教师:
陈硕职称:
讲师
2014年6月徐州
InfluenceofFaceCultureonSino-USBusinessNegotiation
Abstract:
WiththerapiddevelopmentofglobalizationandChina’sentryintotheWTO,ChinahasacloserandcloserrelationshipwiththeUnitedStatesfromeconomytopolitics,culturetotechnology.Itiscommonthatpeopleindifferentculturebackgroundsalwaysdifferinthinking,communicatingandliving.Especiallyininternationalcommunication,understandingandmutualrespectarethebasicprinciplesinbusinessnegotiations.Amongmanyfactorsthatimpactbusinessnegotiation,culturefactorisbecomingstrongerandstrongerinrecenttimes.Thereforepeopleneedtohaveagoodcommandofother’sculture.Chinahasenjoyedgreatreputationasatraditionalorientalcountry,fromthisperspective,wecanconcludethatpolitenesshasplayedamajorroleininterpersonalcommunication.FaceisoneofthemostimportantpartsofChinesepolitenesswhichinfluencesSino-USbusinessnegotiationtoalargedegree.WecannotdenythatChinaandtheUnitedStateshaveaquitedifferentviewonfaceperspectiveinSino-USbusinessnegotiations.ThispapermainlytalksabouttheinfluenceoffacecultureonSino-USbusinessnegotiation.
Keywords:
faceculture,difference,Sino-USbusinessnegotiation
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面子文化差异对中美商务谈判的影响
摘要:
随着全球化的飞速发展,中国加入世界贸易组织,中美关系无论是在经济上还是政治上,亦或是科技上都日益密切。
然而,不同文化背景下的民族,人民在思想,交流和生活上都截然不同。
尤其是在国际贸易中,相互理解和尊重各种文化是最基本的原则。
影响国际贸易谈判的因素有很多,其中文化因素在商务谈判中的影响日益增强。
因此,各国人民应该对其他民族的文化有所了解。
作为东方大国的中国,自古以来盛誉在望,礼貌文明在人际交流中起到了重要作用。
面子文化作为中美文化的重要组成部分,对中美商务谈判的影响日益增加。
我们必须承认不同的面子文化观念对中美商务谈判产生一定的影响。
本文试通过对面子文化的比较分析,阐述其对中美商务谈判的影响。
关键词:
面子文化;差异;中美商务谈判
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InfluenceofFaceCultureonSino-USBusinessNegotiation
1.Introduction:
Withtheinfluenceofglobalizationandboomingmarketeconomy,ChinaandtheUnitedStatesarecloselyrelatedtoeachother.TheUnitedStatesisoneofthestrongestcountriesintheworldwithadvancedtechnologyandstableeconomy.ItseconomicpoweristhesolidestanditsGDPaccountsfor1/10oftheworld’stotalGDP.Similarly,Chinaisthelargestdevelopingcountrywhoseeconomygrowsrapidlyandprosperously.Thereisnoquestionthatthesetwocountrieshaveheatedbusinessnegotiationswitheachother.In2013,thetotaltradevolumebetweenthetwonationsreached582.21billiondollars,markinga4.9percentageincreaseoverthelastyear.However,ChinaandtheUnitedStateshaveuniquecultureandfacecultureisanimportantpartofculture.Differentfaceperspectivewillcausealotofdifferencesintheirbusinessnegotiation.
BasedonthefaceculturaltheoryfromHofstede,HuHsienchin,andGoffman,thepapermakesafurtherresearchaboutfaceculturedifferencesbetweenChinaandtheUnitedStates.Andonthisbasis,thepapercombineswithexamplesofbusinessnegotiationstoillustratetheinfluenceofdifferencesoffacecultureonSino-USbusinessnegotiation.Bywayofcasestudymethod,thepaperconcludesthatSino-USbusinessnegotiationisaffectedinexpression,conceptandetiquette.Thispaperisdividedintofiveparts,thefirstpartdescribesthedefinitionoffaceculture,thesecondisthereasonsofSino-USculturaldifferences,andthethirdpartisthefaceofculturaldifferencesimpactonChina-USbusinessnegotiations,andfinallythepaperputsforwardsomesuggestionsbasedonSino-USbusinessnegotiation.
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2.DefinitionofFaceCulture
FaceoriginatesfromChinaanditisdividedintotwocharacters,oneishonorandreputationandtheotherisself-esteemanddignity.HuHsienchinisthefirstscholarwhobringsfacecultureintotheWest.Accordingtohisopinion,hebelievesthatfacerepresentsimportantsocialreputationandsocialstatuswhichcouldenhancetheirrespectandhonor.LinYutangoncesaid,Chinesepeople’sfacecanbewashed,shaved,lost,given,foughtandsaved.Everyoneofoursocietyneedstoprotectourfacenomatterweareyoungorold,poororrich.
Inviewofwesterncountries,theyalsohavetheirperspectivesoffaceculture.AccordingtoGoffman,faceisasociologicalconstructofinteractionandonceindividualsgiveoutapositiveselfimageofthemselves,theywouldhavetokeepthatsetimage.Whenindividualscannotkeeptheimagetheyclaimtobe,theyriskbeingembarrassedandalsotheywillbeconsideredtobeoddandperverse.Furthermore,Goffmancombinesfacewithsocialinteraction,believingfaceisthecentralgoalofinterpersonalrituals.Theprinciplesofsocialinterpersonalritualsareprotecting,preservinganddefendingface.So,inthisway,wecanconcludethatfaceinChinesemeansmianzi,whichvaluesface,reputation,self-respect,prestige,honoran
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- 关 键 词:
- 面子 文化差异 中美 商务 谈判 影响