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1、北京理工大学珠海学院2011届本科生毕业论文The Influence of Cultural Differences between China and the United States on Business Negotiation学 院： 外国语学院专 业：姓 名：指导老师：商 务 英 语麦 日 勤学 号：职 称：161005103887吴 陈 亮讲 师中国珠海二二 年 五 月北京理工大学珠海学院2020届本科生毕业论文毕业论文诚信承诺书本人郑重承诺：我所呈交的毕业论文 The Influence of Cultural Differences between China and th
2、e United States on Business Negotiation是在指导教师的指导下，独立开展研究或调查所取得的成果，文中引用他人的观点和材料，均在文后按顺序列出其参考文献，文中所使用的数据真实可靠。承诺人签名： 日期： 年 月 日The Influence of Cultural Differences between China and the United States on Business NegotiationAbstractWith the continuous changes in international relations and the changes i
3、n the world economic situation, Chinas economic cooperation with other countries around the world has gradually increased. Where there is economic transaction, there is business negotiation. Business negotiation is an important prerequisite for economic cooperation between countries, as well as the
4、realization process of cultural exchange, collision and integration between countries. If the negotiators do not fully understand the cultural differences between the two sides, there may be cultural conflicts in the negotiation, and the final negotiation will be interrupted or ended up in failure.
5、In recent years, China and the United States have witnessed frequent bilateral trade and further development of economic cooperation. The negotiations between the two sides are affected by the economic, political and social environment, but it cannot be ignored that cultural differences also have a
6、great impact on the Sino-US trade negotiations.Therefore, in order to avoid the negative impact of cultural factors on Sino-American business negotiation, this paper expounds the influence of cultural factors on Sino-US business negotiation from the cultural perspective. By referring to the research
7、 of other scholars, the author first summarizes the definitions and theories of cultural differences and negotiation, and analyzes the cultural differences between China and the United States from the four aspects of thinking mode, value orientation, verbal communication and non-verbal communication
8、 combined with the cross-cultural knowledge learned by the author. Finally, the author helps negotiators understand how cultural differences affect business negotiations with specific examples, clarifies the issues that should be paid attention to and avoided in the negotiations, and puts forward fe
9、asible negotiation strategies so that China and the United States can reach a successful business negotiation. Keywords: cultural differences, business negotiation, cross culture中美文化差异对商务谈判的影响摘 要随着国际关系的不断变化和世界经济形势的变化，中国与世界各国的经济合作逐渐加强。有经济贸易，就会有商务谈判。商务谈判是国家间经济合作的重要前提，也是国家间文化交流、碰撞和融合的实现过程。如果谈判者不能很好地理解双
10、方的文化差异，谈判过程中就可能会出现文化冲突，最终导致谈判的中断，甚至失败。近年来，中美双边贸易频繁，经济合作也有了进一步发展。中美双方的商务谈判会受到经济、政治和社会环境的影响，但文化因素对中美商务谈判的影响力也不容小觑。因此，为了避免中美文化差异对双方谈判带来负面影响，本文旨在阐述文化因素对中美商务谈判的影响。在借鉴其他学者的研究成果的基础上，笔者首先总结了文化差异和商务谈判的定义和理论，并结合了自身所学的跨文化知识，整合分析中美谈判者在思维方式、价值取向、语言交流和非语言交际四个方面的文化差异。最后，笔者结合具体事例帮助谈判者了解文化差异是如何影响商务谈判的，理顺谈判中应注意和避免出现的
11、文化冲突问题，提出合适的应对策略，使中美双方顺利达成商务谈判。 关键词：文化差异；商务谈判；跨文化IIContentsAbstract摘 要Introduction11 Relevant Theories of Cultural Differences and Business Negotiation3 1.1 Relevant Theories of Cultural Differences3 1.1.1 Cultural Differences3 1.1.2 Cultural Dimensions Theory3 1.2 Relevant Theories of Business Nego
12、tiation4 1.2.1 Business Negotiation4 1.2.2 Theories of Business Negotiation5 1.3 Relationship of Culture Differences and Business Negotiation52 Cultural Differences Shown in SINO-US Business Negotiations7 2.1 Differences in Thinking Mode7 2.2 Differences in Value Orientation7 2.3 Differences in Verb
13、al Communication8 2.4 Differences in Nonverbal Communication83 The Impact of Cultural Differences on SINO-US Business Negotiations9 3.1 Different Thinking Modes of Negotiators9 3.2 Different Value Orientations of Decisions10 3.3 Different Verbal Communications in Negotiation Styles11 3.4 Different N
14、onverbal Communications in Negotiation Process124 Suggestions for SINO-US Business Negotiators14 4.1 Suggestions on the Mental Preparation14 4.2 Suggestions on the Action Preparation14Conclusion16References17Acknowledgments18IntroductionWith the continuous opening of the world economy, trade between
15、 countries is becoming more and more frequent. With Chinas accession to the world trade organization, Chinas trade with other countries has become closer, and the business negotiations are also increasing. There are many factors that affect the negotiation between countries, such as ideology, econom
16、ic power, society environment and so on. However, with the increase of global economic exchanges and the growth of interregional economy, the increase of international and interregional economic cooperation promotes the communication of cultures among different countries to a certain extent. Culture
17、, as a significant part of soft power, also has an important impact on business negotiation. As the core of a countrys soft power, culture has a great influence on business negotiation among countries. Today, China is the developing country with the strongest comprehensive national strength, while t
18、he United States is the worlds first economy. The two countries have maintained close economic exchanges and frequent business negotiations. As there are many cases of cultural conflict between China and the United States leading to the failure of negotiations, negotiators should know the impact of
19、cultural factors on business negotiations, foresee the negotiation process and adjust negotiation strategies.With the worlds attention to Sino-US trade relations and business negotiations, scholars from China, the United States and even other countries have also explored the impact of cultural facto
20、rs on Sino-US negotiations. In the domestic research on International Business Negotiation, Liu Yuan pointed out that due to the obvious differences in ideology, economic level, cultural atmosphere, social habits and other aspects in the world, in international negotiations, negotiators must underst
21、and and compare the cultural differences between the two countries, summarize the differences in values, ways of thinking and other aspects of the other negotiators from different cultural backgrounds, and plan out a reasonable response to possible cultural conflicts (Y. Liu, 2007). In addition, in
22、the article The Impact of Cultural Differences on Sino-American business Negotiation, after comparing the differences in language style, negotiation style and value standard between China and America, Lin Hai gives suggestions to Chinese negotiators. He suggests that in the business negotiations bet
23、ween China and America, we should formulate and adjust our own negotiation styles and coping strategies according to the differences in cultural backgrounds (Lin, 2007). In foreign studies, a Dutch psychologist, Hofstede came up with Hofstedes cultural dimension theory. Hofstede divides cultural dif
24、ferences into six basic dimensions of cultural values and analyzes their performance in different social forms. In the paper Intercultural Negotiation in International Business, Salacuse. J. W., the American author, also pointed out the cultural differences between the two parties will affect or hin
25、der the business negotiation in many ways (Salacuse, 1991).Obviously, we can often see the existence and influence of cultural factors in business negotiation activities. Moreover, more and more Chinese and American scholars pay attention to the influence of cultural factors on business negotiation.
26、 But with the development of economy, the cultural differences between China and the United States have new changes, which lead to different effects on business negotiation. Therefore, this paper mainly discusses the influence of cultural differences between China and the United States on business n
27、egotiation.This paper adopts literature review research and case study research. This paper makes a theoretical study of cultural differences, business negotiations and the role of cultural factors on business negotiations between China and America by searching various literatures and relevant resea
28、rches of various scholars. Then through specific cases, the paper compares and analyzes the impact of cultural differences between the two countries on business negotiations, and finally draws the feasible negotiation planning to avoid cultural conflicts.This paper is divided into five chapters：Chap
29、ter 1 shows the theory of cultural differences and business negotiation, and discusses the correlation between cultural differences and business negotiation. Chapter 2 shows the cultural differences between China and the United States from thinking mode, value orientation, verbal communication and n
30、on-verbal communication. Chapter 3 shows the influence of cultural differences on business negotiation between the two countries. Based on some specific cases, the author analyzes the impact of cultural differences on business negotiation from four aspects: business negotiators, decision, styles and
31、 process. Chapter 4 puts forward feasible suggestions for cross-cultural business negotiation between China and the United States.1 Relevant Theories of Cultural Differences and Business Negotiation 1.1 Relevant Theories of Cultural DifferencesBefore doing any research, scholars need to refer to som
32、e authoritative theories and definitions. This paper will discuss the theory of cross-cultural negotiation, so it is inevitable to define the meaning of “culture” first. In our daily life, we often use or hear the word “culture”. In the research at home and abroad, scholars have different views on t
33、he definition of culture.1.1.1 Cultural DifferencesDefinitions of culture are numerous. Edward.B.Tylor systematically defined “Culture” is the product of complex human life, including knowledge, spirit, custom, statute, and other abilities and conventional habits dominated by members of society (F.X
34、. Liu, 2005, p.37). Some scholars will determine the concept of culture from the aspects of emotion and thought. For example, one definition given by two negotiation experts is that “Culture is a collection of shared and common beliefs, morality and norms, and that characterize racial, national and
35、lead their action” (Salacuse, 1991, p.217). In a word, culture includes thinking, knowledge, custom, morality, values, behavior and many other aspects. It is a synthesis of social material and splendid culture. Therefore, in general, cultural differences refer to the differences in language, knowled
36、ge, morality, behavior, customs and other aspects formed by people in different cultural environments.1.1.2 Cultural Dimensions TheoryThrough a series of experimental studies, Hofstede put forward four dimensions of cultural differences: power distance, uncertainty avoidance, individualism and mascu
37、linity.Power distance refers to the degree to which authority is valued and respected in a particular culture. The central issue of power distance is how to determine the power status between people in the society. In any kind of social form, everyone has his own power position, but their power cann
38、ot be completely equal, so there is a power distance between people. Through comparative study, Hofstede found that in a society with high power distance index, social members can accept a relatively strong hierarchy and are not easily dissatisfied with their position. In a society with low power di
39、stance index, social members are dare to put forward their own opinions and will not yield to others because of their authority. Because the principle of power distance is different among the social members in different cultural backgrounds, there are differences in values.The Uncertainty Avoidance
40、dimension describes the degree of risk and unconventional situation of social members. The core issue here is how a society handles an unknown situation (T.N. Wang, 2004). Uncertainty avoidance index is also a key indicator of Hofstedes cultural difference dimension. In a culture with high uncertain
41、ty avoidance index, social members do not tolerate biased views and behaviors, so they will formulate a series of systems and security measures to avoid all kinds of uncertainty factors and believe in absolute truth. In a culture with low uncertainty avoidance index, social members are more likely t
42、o accept abnormal behaviors and opinions, like risks and challenges, and rather than rules and authoritative opinions.The differences between individualism and collectivism are important topic in cultural dimensions theory. According to Hofstedes research, individualism shows that in individualistic
43、 culture, social members are far away from each other and have weak interdependence. They pursue individual interests and ignore collective interests. On the contrary, collectivism refers to that in collectivist culture, social members are closely related and highly interdependent, and people speak
44、and act based on collective interests. The position of a society in this dimension is reflected in whether the self-image of its members is expressed with regard to “I” or “we.” This cultural dimension has a great influence on the behavior of social members.This dimension of masculinity represents t
45、he social preference for self-expression, material, ambition, power and self-confidence. However, femininity stands for a preference for harmony and ethics. In a masculine society, such as the United States, social members are competitive. In a feminine society, such as China, social members are wil
46、ling to cooperate and pursue social harmony. This cultural dimension affects social communication of social members.1.2 Relevant Theories of Business Negotiation1.2.1 Business NegotiationNegotiation is a basic human activity. Everyone plays a different role in society. They are all negotiators. Peop
47、le deal with many relationships every day, such as the relationship between government and the public, the relationship between superiors and subordinates, the relationship between buyers and sellers, etc. Negotiation is such a process. In this process, both sides of trade talk about issues of commo
48、n concern or interest, then adjust their economic and political interests to seek an compromise, so that both sides reach an agreement or a deal under favorable conditions. According to the understanding of the previous definition, business negotiation mainly occurs in the economic field. In the international trade market, in order to reach a transaction and seek cooperation, parties from different countries a