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文化差异对中美商务谈判的影响


全文字数:7000字左右  原创时间:<=2022年

【内容摘要】

文化差异对中美商务谈判的影响


随着经济全球化的不断发展,中国与美国之间的经济贸易往来越来越频繁。随着两国间的贸易数额日益增长,商务谈判在两国间经济活动中起的作用显得尤为重要。尤其是中国加入世界贸易组织后,商务谈判在商务活动中的作用日益凸显。然而由于中美两国文化间存在的差异较大,两国从业者不同的思维方式和价值观决定了其谈判方式的不同。在中国文化中,谈判者往往采用通盘考虑的方法,而美国谈判者时常会把一个复杂的谈判分解成一个一个相对较小的问题,依次解决。这时常会导致双方的沟通障碍,阻碍谈判的顺利进行。因此,要顺利开展两国间的商务活动,必须正确了解、认识两国间的文化差异,在此基础上制定出合理的谈判策略,从而保障商务活动的顺利进行。
本文基于谈判理论和文化理论,采用案例分析和比较分析的方法对中美两国从业者的谈判方式进行比较,分析商务谈判中存在的文化差异及其对商务谈判活动的影响。旨在通过进一步了解、认识两国间的文化异同点,在商务谈判中恰当避免由文化差异导致的误解,最大限度的保障国际商务谈判的顺利进行。本文最后对中美商务谈判从业人员提出了一些建议,以便保障商务谈判的有效顺利进行,为中美两国进一步的经济贸易合作及经济领域的往来做出更大的贡献。

关键字: 国际商务谈判;  中美文化差异;  影响
Abstract

With the continuous development of economic globalization, business activities between China and America become more and more frequent. With the growing amount of trade between the two countries, negotiations between them play a particular role. Especially after China’s WTO entry, business negotiation plays a more and more important role in business activities. However, the enormous culture differences affect the negotiations a lot. People from different cultures often have different ways of thinking and different values. In Chinese culture, negotiators tend to use holistic methods, and the U.S. negotiators will often break down one complex negotiation into some problems of relatively small, in order to solve them one by one. Then definitely their negotiating styles are totally different which often result in misunderstandings between the two sides and thus affect the smoothness of business negotiations. Therefore, to have a correct and appropriate understanding of the culture differences between China and America plays vital role in keeping the negotiation going well.
This study is based on negotiation-related theory and culture-related theory, using case studies and comparative analysis methods to compare negotiating styles of Sino-American negotiations practitioners, analyze the culture differences and their impacts on business negotiations. The aim of the study is to properly avoid misunderstandings caused by culture differences and to keep the business negotiation going smoothly by further understandings of the similarities and differences between the two countries. Finally, this paper puts forward some suggestions for the smoothness of business negotiations between the two countries and strives to contribute more in trade and economic cooperation in the future.

Key words: international business negotiation;  Sino-American culture differences ;  impact

 

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