2023年文化差异对中美商务谈判的影响1.doc

The Impact of Cultural Differences on Sino-US Business Negotiations 中文： 随着中国参加世界贸易组织后各个经济领域日益对外开放，“全球化〞或“一体化〞已经成为当今商务领域出现频率最高的词语；近年来，全球一体化的进程不断加快。全球化已经成功地把世界上各个不同地地区紧密连接成为一个动态的整体，沟通和谈判在各个商务领域里发挥着之观众啊要的作用。 国际业务出现了前所未有的增长，随着带动了来自各个不同文化群体的人们之间面对面的沟通与谈判。与日俱增的谈判方面的文献反映了当今商务环境中跨文化谈判的重要性。然而，谈判研究中关于不同文化因素对交流沟通对谈判者的影响这一方面仍有大量工作要做。 中国是世界上经济最繁荣的国家之一。目前中国政府采取了一系列措施促进商务活动的开展，目的是为了增加国际竞争力。具有国际潜力的中国企业家们也在试图进入潜在的国际市场。随着中国和美国之间经济关系日趋紧密，中国成为了美国最大的贸易伙伴之一。两国之间经济与文化往来的日趋频繁使两国之间的商务谈判也随着增多。然而，由于中美两国之间存在着巨大的文化差异，因而中美两国谈判者之间可能出现文化冲突以及不必要的误解。因此，本文重要讨论了文化差异对于谈判的影响并提出了化解文化冲突的几点建议。 　　不同文化条件下的商务文化活动就是跨文化商务谈判。文化是跨文化交际的根底。随着全球一体化的进程不断加快，国际间的商务交往活动日趋频繁。由于文化的差异而引起的误会可能会直接影响商务交往的实际效果，因此了解各国间的文化背景在商务谈判中是非常重要的。目前，中国和美国之间的经济往来日趋频繁，因此两国之间的商务谈判也逐渐增多。然而，由于中美两国之间存在着巨大的文化差异，中美两国谈判者之间很可能会在谈判中出现文化冲突以及不必要的误解，因此两国谈判者了解中美文化的差异是非常必要的。中美双方在商务谈判中必须增强文化差异，了解在语言与非语言行为、价值观、风俗习惯、谈判风格上的差异，为达成协议打下良好的根底。本文通过研究文化差异对中美国际商务谈判的影响，对中美谈判者提出了利于和谐交际的意见和策略，从而使两国的商务谈判能够顺利进行。 关键词：文化差异；商务谈判；影响；策略 Abstract： The Chinese economy keeps opening up to the world after China’s accession to the World Trade Organization six years ago, and the buzzword in business nowadays has been either “globalization〞 or “integration〞. In recent years, indicators of global integration have shown remarkable growth. The last century ended with an unprecedented boom in mergers and acquisitions. Globalization has successfully woven different parts of the world into a dynamic entity where communication and negotiation have been playing a major role in all kinds of business transactions. The unprecedented growth of international business has resulted in an in creased volume of face-to-face negotiations between parties of different cultures. The importance of cross-cultural negotiation in today’s business environment is reflected in the growing body of negotiation literature. However, there remains much to be done in negotiation research regarding the impact of culturally divergent modes of communication. China is one of the most economically successful countries in the world. Currently, various modes of international business transactions have been strongly promoted by the Chinese government in order to increase international competitiveness. Chinese entrepreneurs with international business potential are attempting to enter potential international markets. As a result of the increasing economic interdependence between China and the United States, China has become one of the major trading partners of the United States. However, the huge cultural differences between the two countries may give to potential cultural conflicts and unnecessary misunderstandings. In view of such a situation, this thesis makes an effort to highlight the cultural impacts on negotiation and puts forward several suggestions in reconciling cultural difference. Business negotiation under different cultural conditions is cross-cultural negotiations. Cross-culture communication is on the basis of culture. With the remarkable growth of indicators of global integration and frequent business contacts, the unnecessary misunderstandings which are caused by cultural differences may affect the result of the business negotiations. So it’s very important for people to know the different cultures in different countries in the international business negotiations. In recent years, the trade between China and United States has developed very fast, so the negotiations between them become more frequent than before. However, the huge cultural differences between the two countries may cause cultural conflicts and unnecessary misunderstandings. So it is imperative that negotiators should learn the cultural differences in Sino-U.S. business negotiation. The thesis presents cultural differences between the two countries from verbal and nonverbal actions, values, customs and negotiation styles. It’s essential for the negotiators to take cultural sensitivities into consideration during business negotiation in order to make preparations for coming to an agreement. This thesis researches the impacts of cultural differences on Sino-U.S. business negotiation and puts forward some suggestions in negotiation process in order to make the negotiation smoothly. Key words: cultural difference; business negotiation; impact; suggestion Introduction Since China entered into the WTO, its economy and trade with countries around the world have been increasing rapidly. So negotiation plays an important role in the socio-economic life. International business negotiation is not only the exchange and cooperation of economy, but also the exchange and communication of culture. However, the most important factor is culture. Thus people begin to pay much attention to cultural conflicts in cross-cultural communication. Nowadays, the United States is the leader of economy in the world. It is also one of the most important trading partners of China. But the cultural differences between China and the United