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摘要随着全球化已经成为当今全球经济发展的重要趋势，中国与世界其他各国的贸易联系更加密切。而美国作为中国最大的贸易伙伴，无疑和中国的贸易往来会更频繁，这也就使得跨文化谈判在中美贸易中显得尤为重要。因此，为了完成这篇论文的写作，本文主要采用了采访，做笔记，问卷调查等方法。文章主要讨论了相关概念、中美两国文化障碍产生的原因、文化障碍的类型及其影响。通过分析文化障碍的影响，本文就商务谈判人员如何克服文化障碍提供了几点建议。最后希望本文对商务谈判的操作能有一定的积极意义。40826
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毕业论文关键词：文化；商务谈判；影响；策略
Abstract With the globalization becoming a significant trend in the development of global economy, the trade links between China and foreign countries are gradually strengthened. But America is the biggest trade partner of China, there is no doubt that the Sino-America business transactions are particularly frequent. So in order to accomplish this paper, those methods, interviews, notes, questionnaires and so on, are taken mainly. This paper mainly discusses the relevant definitions and the causes, types and influences of the cultural barriers between the two countries. Accordingly, by the analyzing of the influences produced by cultural barriers, some suggestions for the negotiators to overcome the cultural barriers are provided. At last, hopefully this paper will be beneficial to the operating of the business negotiations.
Key words: culture; business negotiation; influence; strategy
The Analysis of Cultural Barriers in Sino-American Business Negotiations and Coping Strategies
Contents
摘 要...i
Abstract...ii
I. Introduction 1
II. The Relevant Definitions and the Causes of Cultural Barriers in Sino-American Business Negotiation 2
2.1 The Definition of Business Negotiation 2
2.2 The Definition of Culture 2
2.3 Factors of Customs 3
2.4 Factors of Linguistic Phenomenon 3
2.5 Personal Factors in Business Negotiation 4
III. The Types and Influences of Cultural Barriers 5
3.1 Types of Cultural Barriers 5
3.1.1 The Barrier in Language Culture 5
3.1.2 The Barrier in the Sense of Time 6
3.1.3 The Barrier in the Concept of Face 6
3.2 The Impact of Cultural Barriers in Sino-American Business Negotiation 7
3.2.1 The Influence on Verbal and Non-verbal Behaviors 7
3.2.2 The Influence on the Process of Decision Making 8
3.2.3 The Influence on Negotiation Goals 9
3.2.4 The Influence on Negotiation Strategies 10
IV. Achiving Effective Negotiations through Effective Negotiation Strategies 11
4.1 Enhance the Awareness of Intercultural Negotiation 12
4.2 Be Familiar with Negotiation Styles 13
4.3 Overcome Communication Barriers 13
4.4 Take Delaying Strategy 14
Ⅵ. Conclusion 15
Bibliography 16
Acknowledgements 17
I. Introduction
Business negotiation is one of the most universal phenomena in international business. Comprehending the different actions of negotiators is an important precondition for successful negotiation to reach mutual-benefit agreements. Because China has entered WTO, the trade contacts between China and other foreign countries have been increasing in a great number. At the same time, more and more American companies and projects have been flouring in China like mushrooms after rain and likewise overseas corporations of China have been setting foot in the American market. Therefore, intercultural negotiation is increasingly playing a vital role in social and economic life, especially when two parties come from different backgrounds. US has become the strongest economic entity as well as the biggest commercial partner of China and China has become the biggest developing country in the whole world, so the trade between them has attracted much worldwide attention. However, the negotiations between the two countries are affected severely by their cultural differences which have a great influence on their negotiations. Cross-cultural awareness is the profound foundation for long-term mutual-benefit cooperation. Cultural differences between the two nations exert a direct influence on their business negotiations, thus leading to their sensitivity to strengthen this point in both sides.