资源描述：
《american business negotiation intercultural communication（美国商务谈判跨文化沟通）》由会员上传分享，免费在线阅读，更多相关内容在教育资源-天天文库。
1、AmericanBusinessNegotiationInterculturalCommunicationREVIEWPapers::increasinglyfrequentSino-UStraderelationsbetweenthetwocountriesthatmakebusinessnegotiationisgraduallyincreasing.Chinesebusinesspeopletoconsciouslycultivatecross-culturalawareness.PaperKeywords:negotiat
2、ion,cross-cultural,countermeasureTheUnitedStatesistheworld’slargesteconomy,isalsooneofChina’smostimportanttradingpartner.IncreasinglyfrequentSino-UStraderelationsbetweenthetwocountriesthatmakebusinessnegotiationisgraduallyincreasing.Sincenegotiatorsfromdifferentcountr
3、ies,language,behavior,psychologyandsohasagreatdifference,thesedifferencesobviouslyculturalbackgroundareimportantfactorsthataffectthenegotiations.Withoutacorrectunderstandingofthesedifferences,itcouldcauseunnecessarymisunderstanding,fallshort.11First,thelanguageofbusin
4、essnegotiationsbetweenChineseandAmericananthropologistHall(EdwardHall)bylanguagedirectlyexpresstheextentofthesizeofthesocialcontextintohighsocietyandlow-contextsocieties.TheUnitedStatesisatypicallowcontextcountries.Inthisculture,mostoftheinformationisclearandspecificl
5、anguageortexttransmission.SoUSnegotiatorsaccustomedtoclear,frankanddirectwaytocommunicate,distinguishrightfromwrong,rarelyambiguous,vague,andliketoargue.ButthatoftenmakesChinesenegotiatorsfelttheUS’saggressive,high-contextculturesbecauseofourcountry,toexpresstheirfeel
6、ings,transmissionofinformationismoreindirect,melody,andupholdtheprinciplesofmakingmoneyandgas,wedonotliketoargue,especiallywhenexpressingdissentorrefusal,becauseoftheface,oftendonotdirectlysay‘no.’Second,theAmericanBusinessNegotiationnonverbaldifferencethewaypeoplecom
7、municate,includinglanguageandnon-verbalforms.Studiesshowthatintheexpressionoffeelingsandattitudes,language,only7%ofcommunicativebehavior,theinformation11passednonverbalbehaviorbutasmuchas93percent,negotiatorsfromdifferentculturalbackgroundscaneasilymisunderstoodinform
8、ation.Ontheonehand,Americanbusinessmantabooofsilenceintheconversation.ThisiscausedbytheinfluenceofAmericanRenaissancemovemen
