中西方不同价值观如何影响英语商务谈判过程.docVIP

PAGE PAGE 22 中西方不同价值观如何影响英语商务谈判过程 摘要：英语作为一种国际语言，已经被广泛使用于国际商务谈判语言。无论是在美洲，还是在欧洲，或亚洲，谈判双方都极可能用英语进行谈判。讲同一样的语言不意味着谈判就能顺利进行，因为各国使用的英语也存在着很大的区别。除了语言的障碍，其他因素也制约着谈判的过程。由于历史、政治等因素的影响，中西方在价值观上存在着很大的差异，主要表现在集体与个人价值观、等级价值观、情感价值观、法律价值观和时间观念这五个方面。受不同价值观的影响，中西方谈判人员在谈判目标、谈判风格和谈判决策上也存在着差异。中国人非常注重谈判双方关系的建立，并采用循序渐进的谈判方式，谈判决策通常经过讨论并由领导人员决定；而西方人谈判目标明确，通常以解决问题为导向，直截了当，并且谈判人员可以代表公司作出决策。因此，商务英语的学习除了是语言的学习也是文化的学习。 关键词：商务英语；价值观；谈判目标；谈判风格；谈判决策 How Different Chinese and Western Values affect English Business Negotiation Process Abstract: English, as a world language, has been widely used in international business negotiation. Whether in the America, Europe, or Asia, both parties of the negotiation are likely to negotiate in English. However, speaking the same language doesn’t mean that the negotiation will go well, there are great differences in English used by different countries. In addition to the language barrier, other factors also constrain the negotiation process. There are great differences in the values between Chinese and Westerners because of the different historical, political and other factors, mainly reflected in the following several aspects: collectivism and individualism, equal and unequal, human feelings and legal consciousness, the good sense of time and the bad sense of time. These different values also lead to the different negotiation goals, different negotiation styles and different negotiation decisions between Chinese and Western negotiators. Interpersonal relationship is very important to Chinese, and during the negotiation process, the final decisions are always discussed by the group and made by the leader. While for the Westerners, business is business. They always get straight to the point and they can make decisions on behalf of the company. Therefore, business English learning does not only mean language learning, but also mean cultural learning. Key words: Business English; Values; Negotiation Goals; Negotiation Styles; Negotiation Decisions 1. Introduction