论中美谈判过程中文化差异对跨文化谈判变量的影响.pdf

对外经济贸易大学
硕士学位论文
论中美谈判过程中文化差异对跨文化谈判变量的影响
姓名:范黎黎
申请学位级别:硕士
专业:外国语言学及应用语言学
指导教师:张静
20050401
摘要

随着世界经济的飞速发展各国之间的经济合作与往来也日益增强现代信
息科技的发展以及世界贸易的自由化更是加速了国际商业的繁荣和发展因而跨
文化的国际谈判也随之剧增

这些年来中美之间的经济关系也日趋紧密中国已经成为了美国最大的贸
易伙伴之一两国之间的经济和贸易往来对两国和世界的发展都有很重要的意
义经济和贸易往来的日趋频繁使两国之间的商务谈判也逐渐增多但是由于
中美两国之间存在巨大文化差异两国人民的思维习惯和行为方式都有很大的不
同因而中美谈判手在商务谈判过程中就可能出现沟通障碍和不必要的误解
因而在谈判之前适当了解对方的文化在谈判过程中尊重对方的文化可以推
动谈判的顺利进行

本文的第一章简要介绍了谈判理论和谈判的主要基本因素第二章则讨论国
际谈判中的一些文化因素介绍了文化的一些主要定义以及文化的主要特征随
之深入讨论中美文化的主要起源和形成因素以帮助中美谈判手更好地理解对方
在谈判过程中的一些行为举止达到消除误解的目的通过对谈判和文化的介绍
在本文的第三章里作者逐个分析了中美文化差异对十个国际谈判变量的影响
并辅之以案例帮助说明和理解本文的第四章为结尾并对中方谈判者提出了几
点建议


关键词中美谈判国际谈判变量儒家文化集体主义个人主义实用主义



I
Abstract
The last century witnessed rapid economic development around the world and wide
economic cooperation between countries and regions. The development in munication
bined with the loosening of trade barriers and the removing of non-tariff
barriers greatly facilitate the growing of international business.
The business relationship between China and the United States is also at its best these
years. This relationship is significant not only for the two peoples but also for the future of the
whole world. China has already e one of the major trading partners of the United States.
As a result, business negotiations between China and United States are increasing
dramatically, and how to conduct win-win or essful negotiation gradually es a hot
topic for both Chinese and American negotiators and scholars. But due to the huge cultural
differences between China and the United States, members of these two cultures behave quite
differently and may focus on different aspects of an agreement, which may bring unnecessary
misunderstandings during the Sino-US business negotiation process. An appreciation of the
other side’s culture before entering into negotiations is beneficial for both sides to reach a
desirable agreement.
In this thesis, I am going to introduce the prev