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摘 要当前，随着经济全球化的迅速发展,中美两国之间的经贸关系日益密切，双方的商务谈判也越来越频繁。但是，在国际商务谈判中，由于受不同文化和价值体系的影响，双方在谈判过程中可能会产生分歧和冲突，从而导致谈判失败。因此，正确了解和处理文化差异，对于提高谈判效率，取得谈判的双赢有非常重要的作用。因此，本文旨在探讨文化差异对中美商务谈判的影响，首先分析了中美之间的文化差异；其次，论述了这些文化差异对双方商务谈判的影响；最后，针对双方如何取得谈判的双赢提出了三点可行性建议。7635
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关键词：文化差异；商务谈判；影响；建议
Abstract With the great development of economic globalization, the trade relationship between China and America has become more and more closed. In consequence, business negotiations between the two countries have become more frequent. But in international negotiations, because of the differences in culture and value system, there will be many pergences and even conflicts which may lead to many failures. Therefore, in order to improve negotiating efficiency and get a win-win result, it is very important to know and deal with the cultural differences. Therefore, this paper aims to explore the impacts of cultural differences on Sino-US business negotiations. It firstly analyzes the types of cultural differences between China and America, then it explains the impacts of these cultural differences on Sino-US business negotiations and finally it gives some suggestions about how to get win-win negotiating results.
Key words: cultural difference; business negotiation; impacts; suggestions
Impacts of Cultural Differences on Sino-US Business Negotiations
Contents
摘 要 i
Abstract ii
I. Introduction 1
II. Cultural Differences Between China and America 2
2.1 Value Orientation 2
2.2 Verbal and Nonverbal Behaviors 3
2.3 Customs 4
2.4 Thinking Models 5
III. Impacts of Cultural Differences on Sino-US Business Negotiations 6
3.1 Impacts of Value Orientation on Negotiations 6
3.1.1 Impacts of Time Orientation 6
3.1.2 Impacts of Equality Orientation 7
3.1.3 Impacts of Objectivity 7
3.2 Impacts of Verbal and Nonverbal Behaviors on Negotiations 8
3.2.1 Impacts of Verbal Behaviors 8
3.2.2 Impacts of Nonverbal Behaviors 9
3.3 Impacts of Customs on Negotiations 9
3.4 Impacts of Thinking Models on Negotiations 10
IV. Suggestions for Sino-US Business Negotiations 11
4.1 Making Preparations before Negotiation 11
4.2 Enhancing Cultural Awareness 11
4.3 Conquering Communication Barriers 12
V. Conclusion 13
Bibliography 14
Acknowledgements 15
I. Introduction
Nowadays, due to the rapid development and integration of global economy, international business contacts and activities are increasingly frequent and complex. The unprecedented growth of international business has resulted in an increased volume of face-to-face negotiation between members of different culture. While pursing the success of international business negotiation, it is imperative for negotiators to know the cultural difference of negotiating parties. As we all know, China is the second largest economic entity in the world, and America is one of our biggest trade partner. Cultural differences of China and America constitute an enormous challenge for cross-border negotiation. And before discussing about the impacts of cultural differences on business negotiations, we should know some basic ideas about negotiation and culture.