摘要:本论文的目的是从文化的角度看中美商务谈判的差异。不同的文化塑造不同的方式来感知世界和确定什么是正确和错误的。中国和美国文化的比较研究清楚地证明,这两种文化的谈判者之间的巨大的差异。
tness, individualism in decision-making, differences in pragmatic habits should be engraved on Chinese negotiators’ minds.
Future business negotiators must think globally. A profound knowledge of the important cultural elements of the other side is essential for people to succeed in Sino-U.S. business negotiation.
V. Conclusion 结论
Negotiation is a complex process influenced by a set of factors. The purpose of this
thesis is to identify differences in Sino-U.S. business negotiation from the perspective of culture. Intercultural negotiators are distinguished not only by geographic location, language but more importantly, by the specific cultures in which they grow up. Different cultures shape different ways to perceive the world and to define what is right and wrong. The culturally conditioned negotiating styles are largely operating at an unconscious level. Therefore, cultural differences may cause a great number of problems when people negotiating across borders, especially when negotiators from china and the United States, the typical examples of eastern culture and western one, meet together at the negotiating table.
The comparative studies of Chinese and American culture clearly prove that there are great differences between negotiators from these two cultures. It is quite difficult to discuss all the differences between china and America, so the author just chooses some aspects to discuss in this paper. Major differences of cultural values held by Chinese and American negotiators involve collectivism verse individualism, power distance, and different concepts of time. These differences have been illustrated through case analysis in the third part.
As negotiators become more aware of the differences between Chinese and American cultures, they would adjust their behavior accordingly. More and more Chinese people are studying negotiating skills; they are gradually accepting and observing international negotiation rules. It is the same for Americans with the increasing contact with Chinese. In the last part, some possible suggestions are proposed to negotiators who are engaged in or will be involved in Sino-U.S. business negotiation: Cultivating cultural awareness and sensitivity and developing cultural adaptation and interaction. Undoubtedly, there are still other suggestions for effective business negotiation such as being well prepared, improving language ability and being patient etc. But recognition of cultural differences is essential for successful intercultural business negotiations. Without a good knowledge of another culture, negotiators will find it hard to solve disputes encountered in intercultural negotiations.
Bibliography 参考文献
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[4] Myron W. Lustig & Jolene koester. Intercultural Competence : Interpersonal Communication Across Cultures. ShangHai: Foreign Language Education Press,2007.110,115-120.
[5] Shi D
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