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中美商務談判中的文化差異
畢業論文
Cultural difference in Sino-American negotiation
Abstract
Foreign trade intercourse between China and other countries has become close more and more since china entered WTO. America is the most important trade partner to China. And a fixed number of Sino-American trades are steadily on the increase. In this condition, successful negotiation plays a significant role in trade contact in the future. However, because of Chinese and American negotiator come from difference cultural background, sometimes we may find even if the two parties have good faith (sincerity), they still can not reach agreement. Therefore, confronting the cultural crash, we should compare and analyze these differences of thinking pattern, concept of value and style of negotiation in order to promote the bilateral trade and offer mutual benefit and achieve common progress. The thesis is a comparative study of the differences of value and negotiation style. There are many factors contributing to cultural conflict, but different concept of value and negotiation style may be one of the most important. Efforts in the thesis are devoted to exploring the underlying cultural factors behind the distinctions of these negotiating styles and concept of value. The objective is to improve the knowledge and understanding of negotiation-related cultural differences and furnish some recommendations for Chinese negotiators involved in Sino-America business negotiations.
Key Words: China; American; business negotiation; cultural differences
摘 要
中國入世以來，中國與世界的貿易往來愈來愈密切。美國作為中國最大的貿易伙伴。中美間的貿易數額與日俱增。在這樣的背景下，1場成功的商務談判將會對以后的貿易活動的順利進行產生深遠的影響。然而，由于中美兩方的談判者來自不同的文化背景，所以，有時雖然談判雙方都報有誠意，但協議最終難以達成。面對這樣的文化碰撞，我們深入的分析，對比中美商務談判中的思維方式，價值觀及談判風格等文化差異現象，將有助于促進雙方的貿易往來，實現互惠互利，最終共同發展。本文旨在對中美商務談判中的價值觀及談判風格差異進行對比研究。商務談判中的沖突源于很多因素，毫無疑問，兩國談判人員的價值觀及受其影響的談判風格是其中的重要方面。本文從跨文化的角度來探討兩種價值觀及談判風格差異背后的文化因素。通過對影響談判的文化差異因素的深刻理解，作者試圖為參與中美商務談判的中國談判者提出自己的1些建議。
關鍵字：中國、美國、商務談判、文化差異
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