毕 业 论 文
（2016届）
商务交往中的中美文化差异
The culture differences in commercial contacts between China and
America
学 院 专 业 班 级 学 号 学生姓名 指导教师 日 期
英语学院 商务英语 商务英语1202班 0310120219 翁彬青 冯超 2016年3月26日
摘 要
随着全球经济一体化的加速发展，各国的商务活动越发频繁，国际间的商务谈判不断繁荣，但是，不同文化机制体系的分歧加深了双方在谈判过程中的冲突。随着中美商务活动的日益频繁，文化差异对中美谈判的影响显得尤为重要。了解不同的文化价值体系，懂得和尊重文化差异才能在谈判中获胜。在中美商务谈判中，双方都应意识到文化差异的影响力，了解文化差异对中美商务谈判的影响因素，以便采取适当的策略使得谈判顺利进行。中国是典型的集体主义国家，美国是典型的个人主义国家。中美两国之间存在较大文化差异。随着中国迈入新世纪和加入世贸组织，中美之间的关系日益密切。全球经济的发展和市场化的运作，使得商务谈判成为国际商务活动中的一项重要内容。在商务谈判中，不可避免地会遇到文化差异。因此，了解清楚中美文化差异，对于中美商务谈判具有重要的意义。
关键词 ： 商务谈判；中美文化差异；思维方式；谈判方式；双赢
I
ABSTRACT
With the accelerated development of global economic integration, more and more business activities in various countries, international business negotiations continue to flourish. However, the differences between different cultural mechanisms deepen the conflict between the two sides in the negotiation process. Solutions of different cultural value system, understand and respect for cultural differences can win in the negotiations. In Sino US business negotiations, both sides should be aware to the influence of cultural differences, understanding of cultural differences on Sino US business negotiation influencing factors, so as to take appropriate strategy makes the negotiations carried out smoothly. China is a typical country of collectivism, the United States is a typical individual country. There are great cultural differences between China and America. As China enters the new century and joins the WTO, the relationship between China and the United States has become increasingly close. The development of the global economy and market operation, the business negotiation has become one of the most important contents of international business activities. In business negotiation, inevitably will encounter cultural differences. Therefore, a better understanding of the cultural differences between China and the United States, for the Sino US business negotiation has important significance.
Key Words ：commercial contacts; culture difference; mode of thinking; negotiation;
II
浙江越秀外国语学院本科毕业论文（设计）
Table of Contents
摘 要 .................................................................................................................... I ABSTRACT ............................................................................................................ II Introduction ............................................................................................................. 1 1 The Culture Differences In Commercial Contacts Between China And America .................................................................................................................... 2
1.1Differences in language and non language behavior .......................................................... 2 1.2Difference Of Values .......................................................................................................... 2 1.3 Difference of thinking mode ............................................................................................. 3 1.4Time concept difference ..................................................................................................... 5 1.5Individualism and collectivism .......................................................................................... 6
2 Countermeasures to deal with the influence of Chinese and American cultural differences on international business negotiation. ................................. 7
2.1Seek win-win is the key negotiations. ................................................................................ 7
2.2 The begining of the negotiation......................................................................................... 9
3 Type of emotion ................................................................................................... 10 4 After negotiations to improve the follow-up to cultural differences ............. 10
4.1Cultural differences in decisions. ..................................................................................... 10 4.2In the Americans, concessions is essential at the conclusion of the contract . ................. 11
Conclusions ............................................................................................................ 12 Acknowledgments .................................................................................................. 13 References .............................................................................................................. 14
III
浙江越秀外国语学院本科毕业论文（设计）
Introduction
In recent years, as the two largest economies, China and the United States trade is developing rapidly. In order to avoid misunderstandings and conflicts, and to safeguard their own interests, negotiators need to learn different cultures. This paper starts from the introduction of the status of Sino US business negotiations, then from the view of value, mode of thinking, customs and other aspects of the analysis the cultural differences. Cultural differences to negotiators thinking dimension. Cultural differences on the negotiations influence. Cultural differences to negotiate group idea influence. Cultural differences influence of negotiating style. To deal with the cultural differences between China and the United States, an accurate grasp of the future negotiations on the advantage and leading and the smooth conduct of business activities and success to enter the international market, achieve a win-win situation. There are great cultural differences between China and America. As China enters the new century and joins the WTO, the relationship between China and the United States has become increasingly close. The development of the global economy and market operation, the business negotiation has become one of the most important contents of international business activities. In business negotiation, inevitably will encounter cultural differences. Therefore, a better understanding of the cultural differences between China and the United States, for the Sino US business negotiation has important significance. In recent years, as the two largest economies, China and the United States trade is developing rapidly. In order to avoid misunderstandings and conflicts, and to safeguard their own interests, negotiators need to learn different cultures. This paper starts from the introduction of the status of Sino US business negotiations, then from the view of value, mode of thinking, customs and other aspects of the analysis the cultural differences. Cultural differences to negotiators thinking dimension. With the increasingly frequent business activities in China and the United States, the impact of cultural differences on Sino US negotiations is particularly important. Solutions of different cultural value system, understand and respect for cultural differences can win in the negotiations.
1