论中美文化差异对国际商务谈判的影响
毕业论文关键词: 中美文化差异；商务谈判；影响；对策
Abstract In international business negotiations, the huge cultural differences between China and the U.S. may give rise to misunderstandings and potential cultural conflicts, which directly affects the actual effect of business negotiations. Therefore, how to solve the Sino-US cultural differences in business negotiations is very important. This paper firstly makes a comparative analysis on the cultural differences between China and the US, such as different verbal and nonverbal behaviors, different thinking modes and different values. Then it explores the influences of cultural differences on Sino-US business negotiations, and finally proposes some countermeasures which include using pragmatic language, simplifying etiquette, making an elastic commitment, proposing persified solutions and so on, so as to help promote the smooth development of Sino-US trades.
Key words: Sino-US cultural differences; business negotiations; influences; countermeasures
An Analysis on the Influences of Sino-US Cultural Differences on International Business Negotiations
Contents
摘 要 i
Abstract ii
I. Introduction 1
II. The Cultural Differences Between China and the United States 2
2.1 Different Verbal and Non-verbal Behaviors. 3
2.2 Different Thinking Modes 4
2.3 Different Values 5
III. The Influences of Sino-US Cultural Differences on Business Negotiations 5
3.1 The Influence of Different Verbal and Nonverbal Behaviors on Business Negotiations 6
3.2 The Influence of Different Thinking Modes on Business Negotiations 7
3.3 The Influence of Different Values on Business Negotiations 8
IV. Countermeasures to Cultural Barriers in Sino-US Business Negotiations 9
4.1 Making a Sufficient Plan 9
4.2 Being a Good Listener. 10
4.3 Using Pragmatic Language. 10
4.4 Propsing Diversified Solutions. 10
4.5 Elastic Commitment 11
4.6 Etiquette Simplification 11
4.7 Tolerance and Understanding 11
V. Conclusion 11
Bibliography 14
Acknowledgments 15
I. Introduction
With the development of international trades, commercial negotiation between China and the US has become increasingly frequent. To make bilateral negotiations more fluent, a research on Sino-American cultural differences is very necessary. In business negotiations, the two sides need to enhance sensitivity to differences of culture such as the different values between the two nations, negotiating styles, negotiation strategies in order to achieve a double-win agreement. Studying the influence of Sino-US cultural differences on international business negotiations is helpful to promote the development of China’s foreign trade.
Researches on the impact of cultural differences on international business negotiations have already been done by many scholars. Wang Qingnan(185)analyzed the influences of cultural differences on international commercial negotiations and proposed some countermeasures. Wang Tengning(46)studied the influences of Sino-Western cultural differences on business negotiations. Lin Hai(110)explored the influence of cultural differences on Sino-US business negotiations. Liu Yuan(8)conducted a research on the cultural obstacles in international business negotiations and its countermeasures, and so on. However, these studies are not systematic and deep-going enough. Therefore, the author attempts to conduct a comprehensive study on the influences of cultural differences on Sino-US business negotiations and then put forward some specific countermeasures, so as to help reduce misunderstandings in international business negotiations.