从跨文化角度研究中西商务谈判冲突解决风格With the development of global economic and international business, cross-cultural business negotiations grow dramatically. Since China’s entry into the WTO, American and Chinese business communication becomes more and more frequently. The increased business communication gives rise to some conflicts due to different cultures, especially in the field of business negotiation. To find out the interaction of culture, communication,and conflicts from both parties, the author explores the culture values that causes different conflict styles in Sino-western business negotiation. Based on Jeanne M. Brett’s Cultural Dimension Model as well as Thomas-Kilmann’s Conflict Model, the author attempts to deeply analyze different conflict resolution styles commonly found in Chinese and Western cultures. Three typical cases from the books, the media and the Internet are applied to verify the cultural impact on conflict resolution styles of Sino-western business negotiators.
The thesis consists of four parts. Chapter one is the literature review, which focuses on the basic concepts related to culture, conflict and conflict styles. In the part of culture, the author adopts the theory of Jeanne M. Brett’s Cultural Dimension Model to illustrate three dimensions of culture in cross-cultural settings. In the next part of conflict styles, the author discusses Thomas-Kilmann’s Conflict Model. The Model shows five conflict resolution styles. They are collaborating, accommodating, competing, avoiding and compromising. Chapter two makes a in-depth cultural analysis of conflict resolution styles of Sino-western business negotiators from three aspects: collectivism versus individualism, hierarchy versus egalitarianism, high-context versus low-context. Chapter three is case studies. The author collects three typical cases to analyze the differences of Sino-western conflict resolution styles. Chapter four comes to the results of research and provides the suggestions to promoting conflict resolution for Sino-western business negotiators.
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