文化差异对中美商务谈判的影响

摘要：中美两国间经济贸易飞速发展，双方商务交往活动越来越频繁，商务谈判的重要性也日渐显现。然而，由于中美两国之间存在着巨大的文化差异，中美两国谈判者之间很可能出现文化冲突以及不必要的误解。因此，两国商务谈判者了解中美文化的差异显得十分必要。中美双方在商务谈判中必须增强对文化差异的敏感性，制定出合适的谈判策略。本文重点讨论了中美之间的文化差异及其对商务谈判的影响并提出了化解文化冲突的几点建议，使中美贸易谈判能顺利进行。

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关键词：文化差异 中美商务谈判 影响

序言：

当今，由于国际经济的快速发展与融合，国际商务合作和活动更加的频繁与复杂。史无前例的国际商务发展使不同文化的成员之间的面对面谈判更加频繁。为了追求成功的国际商务谈判，谈判者必须了解谈判双方的文化差异。

众所周知，中国是世界上最大的经济体之一，美国是我们最大的贸易伙伴。自从25年前中美两国关系开始正常化以后，中美两国的商务合作迅速发展。由于文化因素和其它原因，商务谈判也成了双方发展中的一个困难。

谈判是我们每天都会涉及的人类基本活动之一。国际谈判是指两国或两国以上来自不同文化背景的集体为达到一个共同利益的目的而进行共同或冲突利益的讨论。国际商务谈判则是指商务界的谈判，并且以此来处理商务关系。毫无疑问，当进行跨文化商务谈判时会比同来自相同文化背景时更加困难。文化差异与沟通障碍在谈判中扮演者什么样的角色不仅会导致误解，而且有时会导致双方间合作关系的瓦解。当进行国际谈判时，竟会有很多的因素会影响商务谈判的结果，例如地理距离、政治环境、经济因素和以及不同的文化背景。然而，最主要的因素是谈判者对于新文化内容的敏感性以及责任性。但是实际上来自不同文化环境的成员会表现出很大的不同，并且可能会注重商务的不同层面。因此，谈判双方最好能能很好地理解双方的文化差异。

在人类历史中，文化有多种多样的定义，而且至今没有一个大家公认的定义。一个多世纪以前，文化被认为是一个复杂的整体，其中包括了知识、信仰、艺术、道德、法律、风俗还有其它一些社会成员所拥有的能力和习惯。最近地，文化再次被定义为是使一个人类群体成员区别于其它人类群体的思维的总体规划。因为美国式一个典型的西方国家，中国则是一个典型的东方国家，因此两国之间存在着巨大的文化差异。

在中美商务谈判中，必须重视文化差异的存在，不然的话将会产生一系列影响，例如对谈判目标（交易或者合作关系）和态度（双赢或者一胜一负）的影响。

本文聚焦于中美商务谈判中的文化差异的影响。文章分为三个章节。第一小节对中美两国间的文化差异进行了分析，例如中国的集体主义对比美国的个人主义；低语言情景对比高语言情景以及时间观念。第二小节强调文化对中美商务谈判的影响。主要影响包括目标、沟通方式、冲突解决、合约形式、冒险倾向和决策过程。第三小节为对存在文化差异的谈判取得有效成果提出了一些建议。

Impacts of Cultural Differences on

Sino-U.S. Business Negotiations

Abstract：With the rapid development of economic trade between china and America , the business contacts of the two countries become more and more frequent , the importance of business negotiation gets obvious gradually. However, the huge cultural differences between the two countries may give rise to potential cultural conflicts and unnecessary misunderstandings. So it is imperative that negotiators should learn the cultural factors in Sino-U.S. business negotiation. The thesis emphasizes the importance of taking cultural sensitivities into consideration during business negotiation to make proper negotiation tactics. In view of such a situation, this thesis makes an effort to highlight the cultural impacts on negotiation and puts forward several suggestions in reconciling cultural differences in order to make the negotiation develop smoothly.

Key words: cultural differences; Sino-U.S. business negotiation; impact

Introduction

Nowadays, due to the rapid development and integration of global economy, international business contacts and activities are increasingly frequent and complex. The unprecedented growth of international business has resulted in an increased volume of face-to-face negotiation between members of different culture. While pursing the success of international business negotiation, it is imperative for negotiators to know the cultural difference of negotiating parties.

As we all know, China is one of the largest economic country in the world, and America is our biggest trade partner. Since the normalization of relations between China and America began 25 years ago, Sino-U.S. business relationships have been growing at a fast pace. Negotiations have often been a difficult process for both sides, for cultural and other reasons. Cultural differences of China and America constitute an enormous challenge for cross-border negotiation.

Negotiation is a kind of basic human activity that wersquo;re involved almost everyday. International negotiation is the process in which two or more entities from various cultural backgrounds discuss common and conflicting interests in order to reach an agreement of mutual benefits. It is clear that international business negotiation refers to the negotiation that take place in the business world and deals with business relationship. It may be understood as encounters between firms(or economic organization) with the goal of reaching agreement to gain economic benefits. It is no surprise that when business people negotiate across cultures, the process is often more difficult than within their own culture. Culture differences and communication barriers in how the negotiation game is enacted can lead not only to simple misunderstandings, but sometimes a complete breakdown of the process and relationship between the parties. When negotiating internationally, there are a variety of factors contributing to the result of business negotiation, such as geographical distances, political situation, economic factors and foreign cultural backgrounds. However, the most crucial factor is the negotiatorsrsquo; sensitivity and responsiveness to the new cultural context. But in fact, members with different cultural background may behave quite differently, and may focus on different aspect of business. Therefore it is better for both negotiating parties to understand their cultural difference well.

Culture, in humanrsquo;s history, has been defined in a variety of ways, and there is no agreement on a single definition of the term. More than a century ago, “culture” was defined as that complex whole which includes knowledge, belief, art, morals, laws, customs and any other capabilities and habits acquired by man as a member of society. More recently, “culture” was again treated as the collective programming of the mind which distinguishes the members of one human group from another. As America is a typical Western country while China is a typical Eastern country, there exists huge cultural differences between this two countries.

In the Sino-U.S. business negotiation, cultural difference must be paid much attention, or a lot of impacts will be produced, such as impacts on negotiating goals (business or relationship) and attitudes (win/win or win/lose).

This thesis focuses on the impacts of cultural difference on Sino-U.S. business negotiation. It is divided i

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CONTENTS

Abstracthellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;1

Introductionhellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;2

Chapter 1 Analysis of Cultural Difference Between China And Americahellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;5

1.1 Individualism vs. Collectivismhellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;5

1.2 Inductive Thought vs. Deductive Thoughthellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;6

1.3 Low-context vs. High-contexthellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;7

1.4 View of Time hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;8

Chapter 2 The Impact of Cultural Difference on Sino-American Business Negotiationhellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;11

2.1 Impact on Goals: Contract or Relationship?hellip;hellip;hellip;hellip;hellip;hellip;hellip;11

2.2 Impact on Communication Style: Direct vs. Indirecthellip;hellip;hellip;12

2.3 Impact on Conflict Resolutionhellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;13

2.4 Impact on Agreement Building: Bottle-up vs. Top-downhellip;hellip;14

2.5 Impact on Risk-taking Propensityhellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;15

2.6 Impact on Decision-making: One Leader vs. Concensushellip;hellip;16

Chapter 3 Suggestions for Effective Cross-cultural Negotiation

3.1 Enhancing Cultural Awarenesshellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;17

3.2 Preparing Well before Negotiationhellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;18

3.3 Overcoming Communication Obstacles in Businesshellip;hellip;hellip;hellip;18

Conclusionhellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;20

Noteshellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;22

Bibliographyhellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;23

Acknowledgementshellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;hellip;24

Impacts of Cultural Differences on

Sino-U.S. Business Negotiations

Abstract：With the rapid development of economic trade between china and America , the business contacts of the two countries become more and more frequent , the importance of business negotiation gets obvious gradually. However, the huge cultural differences between the two countries may give rise to potential cultural conflicts and unnecessary misunderstandings. So it is imperative that negotiators should learn the cultural factors in Sino-U.S. business negotiation. The thesis emphasizes the importance of taking cultural sensitivities into consideration during business negotiation to make proper negotiation tactics. In view of such a situation, this thesis makes an effort to highlight the cultural impacts on negotiation and puts forward several suggestions in reconciling cultural differences in order to make the negotiation develop smoothly.

Key words: cultural differences; Sino-U.S. business negotiation; impact

摘要:中美两国间经济贸易飞速发展，双方商务交往活动越来越频繁，商务谈判的重要性也日渐显现。然而，由于中美两国之间存在着巨大的文化差异，中美两国谈判者之间很可能出现文化冲突以及不必要的误解。因此，两国商务谈判者了解中美文化的差异显得十分必要。中美双方在商务谈判中必须增强对文化差异的敏感性，制定出合适的谈判策略。本文重点讨论了中美之间的文化差异及其对商务谈判的影响并提出了化解文化冲突的几点建议，使中美贸易谈判能顺利进行。

关键词: 文化差异;商务谈判;影响

Introduction

Nowadays, due to the rapid development and integration of global economy, international business contacts and activities are increasingly frequent and complex. The unprecedented growth of international business has resulted in an increased volume of face-to-face negotiation between members of different culture. While pursing the success of international business negotiation, it is imperative for negotiators to know the cultural difference of negotiating parties.

As we all know, China is one of the largest economic country in the world, and America is our biggest trade partner. Since the normalization of relations between China and America began 25 years ago, Sino-U.S. business relationships have been growing at a fast pace. Negotiations have often been a difficult process for both sides, for cultural and other reasons. Cultural differences of China and America constitute an enormous challenge for cross-border negotiation.

Negotiation is a kind of basic human activity that wersquo;re involved almost everyday. International negotiation is the process in which two or more entities from various cultural backgrounds discuss common and conflicting interests in order to reach an agreement of mutual benefits. It is clear that international business negotiation refers to the negotiation that take place in the business world and deals with business relationship. It may be understood as encounters between firms(or economic organization) with the goal of reaching agreement to gain economic benefits. It is no surprise that when business people negotiate across cultures, the process is often more difficult than within their own culture. Culture differences and communication barriers in how the negotiation game is enacted can lead not only to simple misunderstandings, but sometimes a complete breakdown of the process and relationship between the parties. When negotiating internationally, there are a variety of factors contributing to the result of business negotiation, such as geographical distances, political situation, economic factors and foreign cultural backgrounds. However, the most crucial factor is the negotiatorsrsquo; sensitivity and responsiveness to the new cultural context. But in fact, members with different cultural background may behave quite differently, and may focus on different aspect of business. Therefore it is better for both negotiating parties to understand their cultural difference well.

Culture, in humanrsquo;s history, has been defined in a variety of ways, and there is no agreement on a single definition of the term. More than a century ago, “culture” was defined as that complex whole which includes knowledge, belief, art, morals, laws, customs and any other capabilities and habits acquired by man as a member of society. More recently, “culture” was again treated as the collective programming of the mind which distinguishes the members of one human group from another. As America is a typical Western country while China is a typical Eastern country, there exists huge cultural differences between this two countries.lt;

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