面子观的差异对中美商务谈判中恭维语及恭维应答的影响

随着中国经济的发展，国际贸易越发频繁，而作为世界两大经济体，美国和中国之间的经贸合作近年来逐渐扩大并深化，因而商务谈判对于商贸合作的成功至关重要。中美两国都有着各自不同的文化，“面子观”是其中的一个重要方面。中美对面子的认识、关注程度以及处理面子问题的方式不同常常给中美之间的商务谈判带来交流上的困难和误解，成为谈判中的障碍。虽然有很多学者对于面子观的差异以及对商务谈判的影响作了研究，但是有关面子观的差异对于谈判中的恭维语的影响的研究还是较少的。本文通过案例分析，体现中美面子观中集体主义与个人主义、等级主义与平等主义、间接与直接三个方面的差异对商务谈判中恭维语及恭维应答的影响。同时本文还从以上三个方面分别给出对于谈判者而言可行的建议，这样便将理论运用于实践，可以使谈判人员进一步提高交流技巧，提高谈判能力，从而获得理想的谈判效果。

关键词：  面子，文化差异，商务谈判，恭维语
The Influence of Face Consideration on Compliment and Compliment Response in Chinese-American Business Negotiation

Abstract

With the rapid development of economic globalization and the prosperity of international business trade, as the world’s two largest economies, China and America’s economic and trade cooperation has been gradually expanding and deepening, which makes business negotiation be vital to the success of cooperation. Both china and America have their own unique cultural habits and the concept of “face” is one of important aspects. Due to different understanding, degree of concern and ways of dealing with problems on the concept of face, invalid communications in the negotiation between china and American can bring difficulties and misunderstandings, which becomes the obstacles during the negotiation. Although many scholars have done researches on differences in face concept and the impact on business negotiation, few have done researches on the influence of face consideration on compliment and compliment response. Through the case analysis, this thesis gives expression to the differences of collectivism and individualism, hierarchism and egalitarianism, indirectness and directness in the face consideration between China and American. And it shows the influence of these three differences on the compliment and compliment response in the business negotiation. At the same time, this thesis also gives negotiators some suggestions respectively from above three aspects. Therefore, it puts these theories into practical use. In this way, negotiators can improve their communicating skills, strengthen their negotiating abilities and achieve desirable results.

Key words:   Face, cultural differences, business negotiation, compliment

*若需了解更多与协助请咨询↓→[电脑QQ][手机QQ]【数据协助】