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1、中美文化差异对商务谈判的影响 :随着我国经济的发展以及全球市场一体化的进一步加强,中国企业与美国企业的商业谈判迅速增加。由于价值、态度和行为等方面的文化差异,这些谈判可能会变得更加复杂和困难。本文分析了中美两国文化的不同,介绍了这种文化差异对企业谈判造成的影响,并给中国企业提供了一些建议,以期能帮助他们克服文化障碍,避免谈判中的误解,取得谈判成功。 关键词:文化差异,商务谈判,高语境,低语境下的集体主义,个人主义;层次;平均主义,系统思维,线性思维;权力距离。 ImpactsofCulturalDifferencesonSino-AmericanBusinessNegotiati
2、ons eanericannegotiatorsconfrontthesameproblem.Culturaldifferencesbetericaarethecrucialcauseinationofthebilateralbusinessnegotiationsanddifficultiesofagreement.Therefore,understandingculturaldifferencesandcrossingovertheculturalobstaclesbeethecorepointinbusinessnegotiationsbeterica. Althoughd
3、efinitionsofculturearenumerousandvague,itismonlyrecognizedthatcultureisasharedsystemofsymbols,beliefs,attitudes,values,expectations,andnormsforbehavior[1].Cultureisthemajordeterminantofstrategiesandtacticsinbusinessnegotiations.Becausenegotiationsinvolvemunication,timeandpoericahavedifferenthis
4、toricalbackgroundsandprocessesofsocialdevelopmentrespectively.Thustheirculturaldifferencesarehighlevel. 2.DifferencesbetericanCultureandImpactsonBusinessNegotiations ToparethedifferencesbetericanandChinesecultures,cultureorientationsareneededtoidentifyaculturebyitscorevalues.Therearemanycultu
5、reorientationspresentedbyscholarsandthefolloostimportantandprevalentcultureorientationspactsonbusinessnegotiations.2.1HighContextvs.Lounicationyetmoreonthecontextofnonverbalcues,environmentalsettings,andimplicitinformationtoconveymeanings[2].Asaresult,Chinesenegotiatorscanappearasratherindirect
6、andvagueinbusinessnegotiations.Incontrast,Americancultureisaloericansrelymoreonverbalmunicationandlessoncircumstancesandnon-verbalcuestoconveymeanings.Sotheyareverydirect,preciseandexplicitinnegotiations. Therefore,misunderstandingscanoccurbecausetheChinesenegotiatorsareseekinginformationonman
7、ylevelsinadditiontothespokenericansmainlydependontheessagesconveyedaremistakenlyinterpreted.Forexample,duetotheirtendencytoprotectthefaceofeachsideandavoidopenconflict,Chinesenegotiatorsseldomsay"no"openlytotheotherparty'sface.Nev
