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。
the capacity to control his or her own destiny. It is the individual, rather than the community in which an individual belongs, has significance. Therefore, individual freedom, right and achievement are highly valued.
However, in order to keep individual freedom and gain respect from others, Americans believe that they must be self-reliant and independent. In the United States, one can take credit only for what he or she has accomplished. To be born in a rich or poor family has no significance, what really matters are that one can realize his or her own value through hard work. The “self-made man or woman” is still very much the ideal even in 21st-century America.
Equality of Opportunity
Equality is the most cherished values for Americans. This concept is so important for Americans that they have even given it a religious basis. Most Americans believe that God views humans alike without regard to birth, family background or other considerations. In secular term is translated into the assertion that every one has the right to succeed in life, and the state should ensure that right through laws and
Education opportunities.
To most Americans, equality means that every individual should have an equal chance for success. Life is seen as a race in which every one competes in order to win. American assert that competition force each person to develop their potential and to display their talents. It seems to offer the fairest possible way to determine one’s worth.
Consequently, the importance of competition is fostered in all levels of American society. Competitiveness, to some degree, is a prerequisite for survival in America. It becomes easy to understand why Americans seem to be aggressive in attitude and desperate for success.
Material Wealth and Hard Work
Americans believe the difference in material possession reflects the difference in personal abilities. Indeed, Americans often seek status and self-fulfillment through gaining material items. Products consumed and owned are indicative of one’s achievement and success, so the material comforts are somewhat worshiped in America. To some extent, a person’s worth is reflected on the qualities of goods he is able to afford. And material wealth is the most widely accepted measure of social status in the United States.
Driven by the desire to make more money and own more material goods, Americans find themselves pressured to work harder. Americans like to think that their material objects are just the natural benefits that always result from hard work.
When the first American stepped on the new continent, North America was underdeveloped. It is only after years of hard toil that the rich resources of land have been turned into material possessions and a higher standard of living. Hard work has been both necessary and rewarding for most Americans throughout their history. Therefore, they have come to realize that they have to pay a price for material wealth through hard work.
3.2 Chinese Culture
Among several factors that founded the Chinese culture, Confucianism has a history for thousands of years in china and has a broad influence on every aspects of Chinese society. Nowadays it still has a deep influence on people’s minds, daily behaviors and so on. Under the effect of this ideology, collectivism has played a significant role in people’s daily life, age and hierarchy is highly respected, every one tries to maintain a h
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