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浅谈中美商务谈判中的文化差异-On Cultural Differences Reflected in Sino-U.S. Business Negotiation

论文作者:www.51lunwen.org论文属性:课程作业 Coursework登出时间:2014-05-11编辑:caribany点击率:23346

论文字数:6054论文编号:org201405102303437700语种:英语 English地区:中国价格:免费论文

关键词:中美商务谈判文化差异Cultural DifferencesSino-U S Business NegotiationEffective Business Negotiation

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。

浅谈中美商务谈判中的文化差异-On Cultural Differences Reflected in Sino-U.S. Business Negotiation

 

I. Introduction  引言

文化对商务谈判的影响是非常重要的。当双方谈判,他们会将不同的文化带到谈判桌上。不同的文化有不同的价值观,态度,道德,行为和语言风格,所有这些都可以极大地影响谈判的过程,结构和结果。
The influence of culture on business negotiations is very important. When two parties negotiate, they bring culture to the negotiation table. Different cultures have different values, attitudes, morals, behaviors and linguistic styles, all of which can greatly affect the process, structure and outcome of negotiation.

 

随着向外部世界的改革开放的不断发展,中国和美国,这两个典型国家的东部和西部已成为对方重要的经贸合作伙伴。中国已经成为了美国第三大贸易伙伴。中国和美国之间的双边贸易额在2009年达到了5000亿美元。以上引用的数字清楚地表明,中国和美国之间的业务快速发展。
With the constant development of reform and opening up to the outside world, China and America, the two typical countries in the east and west has become important economic and trade partners to each other. China has become the third largest trading partner to the America. The bilateral trade volume between China and America amounted to U.S$500 billion in 2009. The above quoted figures clearly show the fast business development between China and America. However, not all the enterprises go smoothly in trading with foreign companies. In fact, stories about the ending of cooperation and the withdrawing of foreign funds can be heard from time to time. There are many reasons for such failures, but most of them are due to the unsuccessful business negotiation. Intercultural business negotiations are the negotiations between two parties who are from different cultures. The cultural factors, such as the ideology, power distance, concepts of time and so on, mean a lot in the process of intercultural business negotiations.
 
II. Culture and Business Negotiation  文化与商务谈判
Culture influences every aspects of human society, from values, beliefs to people’s daily life. When people with different thinking, feeling and behaving come to the table to start a business negotiation, it will be very easy for negotiators to misunderstand each other. Thus, in order to reduce conflicts caused by cultural difference and gain a satisfying result in the cross-cultural business negotiation, people should first have a general understanding of what are culture and negotiation as well as the impacts of culture on business negotiation.
2.1 Understanding Culture
What is culture? It’s not a new but rather complex topic, which has been heatedly discussed and defined in a variety of ways, and there is no agreement on a single definition of the term. Herbig(1997)estimated that there are over 450 definitions of the word culture, each of them lay different emphasis on different aspects of culture. According to the Concise Oxford Dictionary, culture is “the arts and other manifestations of human intellectual achievement regarded collectively” but from anthropologic perspective, culture is “the customs, civilizations, and achievements of a particular time or people.” Geert Hofestede(1980)views culture from a psychological perspective, defining it as “the collective programming of the mind which distinguishes the members of one human group from another.”
 To clarify the concept, we use Schneider’s(1997)the model of culture, which treat culture as an iceberg, usually, about one-ninth of an iceberg is visible论文英语论文网提供整理,提供论文代写英语论文代写代写论文代写英语论文代写留学生论文代写英文论文留学生论文代写相关核心关键词搜索。

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