论文化差异对中美谈判的影响

随着全球经济一体化的加速发展，各国商务活动的繁荣，国际商务谈判与日俱增。但是，不同文化价值体系的分歧加深了双方在谈判目标及程序等问题上的冲。因此在跨文化商务交流中，懂得和尊重文化差异的谈判者才能在谈判中占据优势。
为此，本文选择中国和美国的商务谈判为研究对象，通过案例分析和比较分析的方法，研究了中美商务谈判中存在的七个方面的差异以及这些差异对谈判的影响，包括人际关系，时间概念，交流方式，权利影响力，面子观，对待冲突的态度等。重点探讨谈判者之间的文化差异对谈判结果产生的影响。

关键词： 文化差异；跨文化谈判；文化差异的影响

Abstract
With the rapid development of economic globalization and the prosperity of international business, international business negotiations are on the dramatic increase. However, conflicts over goals and procedures of negotiation are often intensified by cultural differences. Therefore, in an international business environment, negotiators with an understanding and respect of cultural differences can have a large advantage at the bargaining table.
In this thesis, American and Chinese business negotiation is chosen as my study model. Through case analysis and comparative analysis, the research, which emphases on the impacts on the negotiation result caused by the cultural differences between the negotiators, presents seven kinds of cultural differences including interpersonal relationship, time concepts, communication, power distance, face concern, attitudes towards conflicts and different forms of agreement.

Keywords: cultural differences   international negotiation   impacts of cultural differences

Contents
 
Abstract III
摘要 IV
Chapter One Introduction 1
1.1 The Purpose and Significance of The Study 1
1.2. Methodology 1
1.3. The Structure of the Study 2
Chapter Two Literature Review 3
2.1Understanding Culture 3
2.1.1 Culture Defined 3
2.1.2 Major Characteristics of Culture 4
2.2 Intercultural Communication 5
2.2.1 The Communication Process 5
2.2.2 Intercultural Communication 6
2.3 Negotiation 6
2.3.1 Concept of Negotiation 6
2.3.2 General Negotiation Process 7
Chapter Three Impacts of Cultural Differences on Business Negotiation 8
3.1 Core factors of Chinese and American Culture 8
3.1.1 Chinese Culture 8
3.1.2 American Culture 8
3.2   Impacts of Culture on Business Negotiation 9
Chapter Four Case Analysis of Cultural Differences in Business Negotiation 10
4.1Cultural Difference in the Pre-negotiation Phase 10
4.1.1Different Time Concept 10
Chapter Five Conclusion 13
5.1 Conclusion 13
5.2 Limitations 13
References 15

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