中美商务谈判中文化因素.docVIP

外文摘要 The Cultural Differences in Business Negotiation between China and America Abstract: Many differences exist in the intercultural negotiations. Cultural and value divergence will leads to misunderstandings, even conflict in business negotiation. So it is very important to understand other parties’ cultures, and adapt themselves to that. Thus, negotiation can be more effective. The negotiation between China and America is chosen as a model in this article. As the biggest developing country and the biggest developed country, there are huge differences between them. This article pays attention on analyzing cultural differences in the two countries’ business negotiation, and instructs us to know, to understand, and to respect others’ differences. Only when negotiators have a good knowledge of it, can negotiation processes smoothly and come to a satisfactory end. Keywords: cultural difference; business negotiation 中文摘要 中美商务谈判中的文化因素 摘 要：受不同文化的影响，商务谈判风格差异很大，不同的文化价值体系加深了双方在谈判过程中的分歧，甚至引起冲突，因此，在国际商务谈判中，懂得和正确处理文化差异，对于提高谈判效率是十分重要的。本文选用中国和美国之间的商务谈判为研究模型。作为最大的发展中国家和最大的发达国家，中美两国之间存在着较大的文化差异，甚至文化冲突。本文分析了影响两国商务谈判的文化差异因素，提出了如何正确处理在谈判过程中的文化差异。只有正确认识这些问题，谈判才能顺利进行，达到理想效果。 关键词：文化差异；商务谈判 Contents 1 Introduction………………………………………………………………………1 2 Negotiation and Culture……………………………………………………………..1 3 Cultural Differences in Business Negotiation……………………………………….1 3.1 Greeting behavior………………………………………………………………….1 3.2 Negotiation Techniques…………………………………………………..……..…2 3.3 Group and Individual Behavior……………………………………………………2 3.4 Status………………………………………………………………………………2 3.5 Time Concept……………………………………………………………………...2 3.6 Ethic and Law……………………………………………………………………..2 4 Reasons Result in Cultural Differences……………………………………………...2 4.1 Cultural Background………………………………………………………………2 4.2 Different Values…………………………………………………………………...3 4.3 Nationalism………………………………………………………………………..3 5 Conclusion…………………………………………………………………………...3 References…………………………………………………………………………..4 1 Introduction With the rapid development of economic