中国人的面子观.doc

Face Considerations in China and the US and its Influence for cross-cultural business negotiation Abstract With the rapid development of economy and China’s entry into the WTO, the trade between China and America and its economic cooperation has increased significantly. Sino-US business negotiation, as an indispensable activities for promoting economic exchanges to realize cooperation and mutual benefits, are becoming more and more important. China and the US both have its unique and culture. Face considerations are an important aspect of culture. The differences between China and America in their perspective of face, degrees of concern with face and ways of dealing with face issues often bring difficulties in understanding or even misunderstanding in Sino-US business negotiation, becoming obstacles to negation. How to conduct cross-culture business negotiation better is a question that needs to be resolved for negotiators of China and the US. The thesis makes a relatively detailed study of the influence of the different face consideration in China and the US on business negotiators and give suggestions for Chinese and America negotiators in the last. Key words: face consideration; business negotiation; China and America；culture differences 摘要 随着中国经济的快速发展以及中国加入世界贸易组织，中美贸易往来与经济合作显著增长。中美商务谈判，作为促进经济交流，实现合作共赢的必不中少的活动，其重要性也日益突出。 然而，中美都有自己的独特的文化，而“面子”观是文化的重要方面之一。由于中美对面子观的认识、关注程度以及处理面子问题的方式不同，常给中美之间的商务谈判带来交流上的困难甚至误解，造成谈判中的障碍。如何更好地进行跨文化商务谈判，则是摆在中美谈判者面前的一个需要解决的问题。本文就中美面子观差异对商务谈判的影响进行了细致的研究，并在最后对中美谈判者提出了自己的建议。 ：面子问题，商务谈判；中美；文化差异 Abstract 摘要 Introduction Chapter 1 Face in America and China 1.1 Face consideration in China 1.1.1 The Popular Chinese Phrase and Expressions of Face 1.1.2 Characteristics of the Chinese Face 1.2 American perspective of face 1.2.1 Goffman’s Theory of Face and Social Interaction 1.2.2 Brown Levinson’s Face and Politeness Strategies Theory 1.2.3 SeolionSenllon’s Paradox of Face and Politeness System Theory 1.2.4 Stella Ting-Toomey’s Face Negotiation T