跨文化商务谈判冲突管理中面子行为方式研究

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1、AStudyofFacePracticesinConflictManagementofInterculturalBusinessNegotiationYaoQiumeiSupervisor：LuJianfeiThesisSubmittedtoForeignLanguag,CollegorelnanguageollegeShanghaiNormalUniversityInPartialFulfillmentoftheRequirementsforTheDegreeofMasterofArtsinEnglishLanguageandLit

2、eratureMarch2013跨文化商务谈判冲突管理中面子行为方式研究姚秋梅导师：陆建非上海师范大学外国语学院文科硕士学位论文2013年3月AbstractFaceisaconceptthatpenetratesallformsofsocialandpersonalrelationshipsinAsiancultures．However，itisnotlimitedtoEasterncultures，butauniversalnotion．Researchoncross—culturalpsychology，sociology，an

3、danthropologysuggeststhattheinfluenceoffaceonsocialinteractionsisbothpervasiveandpowerful．Faceissuchaninevitableissueinanycommunicationsituationthatwhetheritcanbeeffectivelymanagedornotwilldirectlyinfluencetheconsequenceofthecommunicationprocess：SUCCESSorfailure．Moststu

4、diesdealingwithfacehasidentifiedfacefactorsininterpersonalcommunicationtoshowtheimpoz‘tanceoftheconstructface．ThefactthatfaceplaysadominantandevencentralroleinsocialrelationsiswellestablishedThisstudyfocusesonfaceperceptionsandassociatedconflictmanagementstylesinintel‘c

5、ulturalbusinessnegotiation．Thepl‘esentauthordescribesfindingsofresearchaboutthecomprehensiveroleoflhceworkininterculturalbusinessnegotiation．based011detaileddescriptionsofChineseandsomeforeigninterculturalnegotiatol‘Swhohavehadtherichexperienceol、negotiating．Andthrougha

6、nal3,7sisofcollecteddata．1heauthortriestoidentify11m、’l’ing—Foomey’Sfacenegotiationtheouinfluencesintm‘culturalnegotiators；aswellaswhatdifferentconflictmanagementstylesnegotiatorswouldemployaccordingtotheirdiffe,‘entculturalbackgroundsAlsothereisadiscussionofthesefindin

7、gs，whictishowslightOIlunderstandingbehaviorsininterculturalbusinessnegotiationbasedonface．Furthermore，relatedrecommendationsareprovidedforinterculturalnegotiatorstoaddresslacemoreeffectivelyinbusinessnegotiation．KeyWords：face；facenegotiationtheoiy；conflictmanagementstyl

8、es；interculturalbusinessnegotiation摘要面子对于亚洲文化来说，它渗透到社会关系与人际关系的方方面面。但是，它的影响力并不仅限于东方文化。不论是从心理学、社会学还是人类学的角度所进行的跨文