商務(wù)談判英語畢業(yè)論文--中美商務(wù)談判中的不良溝通

1、<p>　　Table of Contents</p><p>　　Abstract in English………………………………………………….…………………1</p><p>　　Key Words in English ……………………………………….………………………...1</p><p>　　Abstract in Chinese…………………

2、…………………………………………………1</p><p>　　Key Words in Chinese ………………………………………………………………...2</p><p>　?、?Introduction………………………………………………………………………...3</p><p>　　Ⅱ. Problem………………………………………………………………………

3、……3</p><p>　?、? Reasons…………………………………………………………………………….3</p><p>　　1. The differences of the concept of value…………………………………………….6</p><p>　　1.1 Individualism vs. Collectivism………………………………

4、……………………6</p><p>　　1.2 Centralization vs. Decentralization…………………………………………….….7</p><p>　　1.3 Long-term vs. Short-term orientation……………………………………………...8</p><p>　　2. The differences of

5、 the thinking model……………………………………………....9</p><p>　　2.1 Synthesis vs. Analysis……………………………………………………………..9</p><p>　　2.2 Line model vs. Spiral model……………………………………………………..11</p><p>　　2.3

6、 Indistinct model vs. Accurate model……………………………………………..11</p><p>　?、? Solution…………………………………………………………………………..12</p><p>　　1. Before the negotiation………………………………………………………….….13</p><p>　

7、　2. In the negotiation ………………………………………………………………….13</p><p>　　3. After the negotiation……………………………………………………………….13</p><p>　　Conclusion…………………………………………………………………………....14</p><p>　　Appen

8、dix ………………………………………………………………………….....15</p><p>　　Bibliography………………………………………………………………………….17 </p><p>　　共17頁,全文共4550字</p><p>　　On Inefficient Cross-cultural Business Negotiation betw

9、een China and American</p><p><b>　　Abstract </b></p><p>　　Since China entered into the WTO, the business between China and American is more frequent than past and the business negoti

10、ation also increases continuously. Due to the cultural difference between China and American, there are lots of differences between Chinese and American when they meet the same matter. Also they may solve the same proble

11、m with different way. Thus, how to make the efficient communication in the business negotiation is an essential problem. Only if we increasingly know the cu</p><p>　　Key words: business negotiation, the inef

12、ficient cross-cultural communication, cultural difference </p><p><b>　　摘 要</b></p><p>　　隨著中國加入WTO, 中美貿(mào)易活動變得更加的頻繁。商務(wù)談判也日益增多。由于中美文化不同，中國人和美國人在看待同樣的問題時，可能存在著很多的不同，處理問題的方式也不盡相同。所以，如何在商務(wù)

13、談判中進(jìn)行有效的溝通就顯得非常重要。因此只有加強(qiáng)對中美雙方文化差異的了解，認(rèn)識到兩者的價值觀，思維方式等不同的現(xiàn)狀，并以此作為相互交流的基礎(chǔ)，才能減少商務(wù)談判中的無效溝通，使商務(wù)活動順利進(jìn)行。因此，本文將分析無效溝通在商務(wù)談判中所造成的問題和導(dǎo)致無效溝通的原因，并提出相應(yīng)的解決建議。</p><p>　　關(guān)鍵詞：商務(wù)談判 無效溝通 文化差異</p><p>　　Ⅰ. Introdu

14、ction</p><p>　　With the development of the economical integration and globalization, the international trade has been a universal business activity in China. The business with the American that is the bigges

15、t partner of China becomes increasingly frankly. In the process of business between China and American, business negotiation is regarded as more and more important because it often affects whether the business could succ

16、eed. As we know, business negotiation can not be separated from culture. Business negoti</p><p>　　Thus, we should define the concept of the “culture” and the “international business negotiation” firstly. Cul

17、ture is defined as a complex matter including knowledge, belief, art, morals, custom and other capabilities acquired by people as a member of society. And international business negotiation is a consultative process betw

18、een government, trade organizations, multinational enterprise, private business firms and buyers and sellers in relation to investment and import and export of products, m</p><p>　　In order to minimize the i

19、nefficient intercultural communication in the business negotiation between China and American teams to realize the negotiation and trade succeed, firstly we should know the problem that the inefficient cross-cultural com

20、munication causes and the reason which causes the inefficient cross-cultural communication. Then formulating and adopting the efficient solutions to reach the win-win goal in the business negotiation.</p><p>

21、;　?、? Problem</p><p>　　If we want to reduce and control the inefficient cross-cultural communication in the business negotiation between China and American, we need know what the problem the inefficient cros

22、s-cultural communication lead to, because the problem could directly point to the presentation of the inefficient cross-cultural communication in the business negotiation. Let’s talk about it from a case.</p><

23、p>　　This case is the example of the inefficient cross-cultural communication. It reflects the problem that is the cultural misunderstanding between the Chinese party and American party. This cultural misunderstanding

24、is the direct and widespread expression of the inefficient cross-cultural communication in the business negotiation.</p><p>　　In this case, it is easy for us to find that there are several specific reasons w

25、hich cause the failure of this negotiation. For the American party, first, Mr. Green considered Mr. Wang (the Chinese group leader) as an insincere guy apologizing for the big dinner. Second, Mr. Green felt little unplea

26、sant in that Mr. Wang didn't want to begin to negotiation immediately, but want to invite he and his members to visit and enjoy. Third, when the negotiation began, Mr. Green felt puzzled why the Chin</p><p

27、>　　At the same time, for the Chinese party, Chinese representatives also felt embarrassed, puzzled and angry for American representative’s words and behavior. Firstly, Mr. Wang felt embarrassed because Mr. Green direc

28、tly refused his suggestion about visiting around the city and enjoying themselves but requires beginning the negotiation as soon as possible. Then when the negotiation began, Mr. Wang couldn't understand why Mr. Gree

29、n took a lawyer in the negotiation. At last, he also felt angry becaus</p><p>　　This cooperation broke finally because of the failure of the negotiation. From the above mentioned content, the basic reason th

30、at causes the failure of the negotiation would be concluded to one problem that exists in the negotiation---that is the cultural misunderstanding. This cultural misunderstanding is the direct presentation of the ineffici

31、ent cross-cultural communication. Thus, if we want to solve the problem of the cultural misunderstanding and avoid the inefficient cross-cultural communi</p><p>　?、? Reasons</p><p>　　The culture

32、 difference is the reason which causes the inefficient cross-cultural communication. Generally speaking, the culture difference could be classified to three kinds---the spiritual culture difference, the behavioral cultur

33、e difference and the systematic culture difference. However, the spiritual culture difference is the most basic and deepest reason so this part will mainly analyze the spiritual culture difference.</p><p>　　

34、Spiritual culture is the deep cultural phenomenon which includes concept of value, the thinking model and so on. This culture could guide people to choose when they face the contradiction and the conflict. It confines th

35、e person’s communicational behavior, such as the idea or behavior which is considered as a common matter in a certain culture but couldn't accept in other culture. Because of the difference of -the spiritual culture,

36、 the cultural misunderstanding appears frequently in the busines</p><p>　　1. The differences of the concept of value.</p><p>　　The concept of value is a kind of belief which is accepted universa

37、lly by all social members. It conforms to the social culture with the endurance and stability. It is not only the composition of the social culture, but also the consequence of long-term penetration and deposit in people

38、’s minds based on social cultural factors. It continuously influences the people’s attitude, needs and behavior. Generally speaking, the differences of the concept of value mainly refer to following aspects.</p>&

39、lt;p>　　Individualism vs. Collectivism.</p><p>　　People with individualism often proceed from the individual benefit and emphasize the “ego” concept, such as personal liberty, power, competition and depend

40、ence. They are their own master and that few people should be scarified for another one. They pay more attention to individual achievement and prefer to create instead of accepting other’s view readily. The negotiators w

41、ith individualism in the business negotiation often show their idea directly. They’re always full of confidence and use all </p><p>　　While persons with the collectivism always pay great attention to the gro

42、up relationship. They emphasize the unity, cooperation and harmony between people in a group. In order to maintain harmonious and others’ face, they could avoid proposing their idea directly even scarify their own ideas.

43、 Under such concept of value, the decision is made by whole group instead of individual. In business negotiation, the negotiators who hold the collectivism value always show their opinion indirectly even if </p>&

44、lt;p>　　Centralization vs. Decentralization.</p><p>　　In the common sense, the “centralization” and “decentralization” are considered as the political terms show that the degree of power which a country ho

45、lds. But in the culture field, they are defined as the power distance which is used to measure the degree that people accept the inequality in the power. People with culture of high power distance often think the power d

46、istance is a part of society and there is different position between supervisor and low level. The supervisor makes policy and gi</p><p>　　The cultural value of power distance also causes the cultural misund

47、erstanding. From the case, it is easy to find Chinese team shared the culture of high power distance. Every negotiator couldn't do his job out of his power and the final decision would be made by the supervisor who d

48、idn't take part in the negotiation. Thus, Mr. Wang said he had to talk with his boos which was real condition but not he didn't want to negotiate with Mr. Green or shirked responsibility. Mr. Green could not unde

49、rsta</p><p>　　1.3 Long-term vs. Short-term orientation</p><p>　　The culture value of long-term and is the totally different answer that whether people advance the frugality, pursue the stable li

50、fe and follow the traditional opinion in a certain culture. In the business field, the long-term orientation and short-term orientation are often defined as relationship orientation and task orientation. According to the

51、 research of the long-term and short-term orientation between 23 nations and regions, China ranks the first and American ranks the seventeenth, so rel</p><p>　　According to this result, we could see that in

52、the business activity, Chinese party often tends to establish a good relationship at the beginning of business cooperation. It is not only advantage to assure the negotiation to go on smoothly based on this good relation

53、ship, but also could bring the long-term cooperation and benefit. Even if the cooperation could not bring an expected consequence, but based on this good relationship, both parties still have the possibility of the coope

54、ration in the</p><p>　　For the task-oriented American team, negotiators would know what the goal in the negotiation was then make a plan to realize the goal. They considered other communications except reach

55、ing the goal as the time-consuming or cost-consuming behavior. Therefore, in the case, Mr. Green refused all arrangements that bore no relation to the negotiation and suggested that they should begin the negotiation soon

56、 because for his opinion, the negotiation was only a single business process and its goal was to</p><p>　　To sum up, we could draw a conclusion that is the difference of the concept of value often causes ser

57、ious cultural misunderstanding. It may directly lead to the failure of the negotiation.</p><p>　　The differences of the thinking model.</p><p>　　The thinking model is the thinking habit or think

58、ing procedure which is formed during the long history in a certain nation or area. It is the core of the national culture. Due to the difference of geographical environment, production way, historical background, philoso

59、phical idea, culture and custom and language, the thinking way between China and American also includes to the different characters. The most common differences of the thinking model refer to the following aspects.</p

60、><p>　　2.1 Synthesis vs. Analysis.</p><p>　　Synthesis is the thinking model that unifies all parts of an object to a whole and combines all kinds of attribute, aspect, connection and so on together

61、. People who use the synthesis thinking model often pay attention to the whole instead of part and are good at concluding instead of analyzing. Therefore, they gain the result that is always influenced by subjective fact

62、ors. In the business negotiation, Chinese representatives often use the synthesis thinking model so they prefer to adopt the st</p><p>　　The analysis thinking model usually separates a whole objects the comp

63、osition or differentiates the attribute, aspect and connection of an object to single part. Persons who own the analysis thinking model think highly of the detail rather than the whole and are used to analyze calmly and

64、examine objectively. However, excessively neglecting the whole may lead to the unilateral result. In the business negotiation, American representatives with the analysis thinking model always adopt the strategy</p>

65、<p>　　2.2 Line model vs. Spiral model</p><p>　　Through the name of two models, we could know the characters of them. People with line thinking model always like entering the subject directly. They are

66、 sensitive to the material problems instead of ceremonial or superficial matters. They appreciate the frank opponents rather than others. All indirect and ambiguous answers show that their opponents lack of the confidenc

67、e of sincerity. People with spiral thinking model often pursue the implicit and euphemistical expression. In the communication,</p><p>　　In the case, the difference of two thinking models not only showed in

68、the big dinner before the negotiation, but also in the process. In the big dinner, although much food was served, Mr. Wang still said “I’m very sorry that we’ve just prepared some poor food, I hope you don’t mind about i

69、t”. These words let the Mr. Green feel puzzled and considered Mr. Wang was an insincere guy. In fact, those words was just the customary greetings for Chinese people and was only considered by Chinese people as</p>

70、<p>　　2.3 Indistinct model vs. Accurate model.</p><p>　　In the case, we find a small detail that lets Chinese representatives feel disappointed and angry that was there was a lawyer in the American te

71、am. I think Mr. Green shouldn’t know the disappointment of Chinese representatives, or he would be puzzled again because in their opinion, the existence of a lawyer meat the negotiation between both parties didn't ba

72、se on the mutual trust. However, why did the misunderstanding exist?</p><p>　　The reason is the difference between the indistinct thinking model and the accurate thinking model. For Chinese, they own the ind

73、istinct thinking model. In their opinion, it is enough to hold whole direction and characters of a master. They don't want to regulate everything in a specific and definite region. For the business activity, they bel

74、ieve id both parties reach agreement, both sides will do the best to cooperate. If the contract wouldn’t realize both sides could renegotiate the terms of </p><p>　　Because of the difference of two thinking

75、models, Chinese party never sent the lawyer to negotiate. They believe the credit and trust exist between two parties. While American party never lacks a lawyer because they believe only if there is a lawyer could ensure

76、 their benefit and reduce the conflict in the future.</p><p>　　To sum up, we could fain the conclusion from the above mentioned content that difference of the thinking model is another important factor that

77、has great influence to the negotiation. It shouldn’t lead to the failure of the negotiation directly but we could neglect it influences.</p><p>　　All in all, through the comparison and analysis, we could kno

78、w the difference of the concept of value and thinking model between China and American has large effect to the business negotiation. The analysis of difference of concept of vale and thinking model is dependent, but when

79、 we face a case, we still combine them together to analyze the problem because two aspects of the spiritual culture difference and affect to each other. The isolated analysis only causes the unilateral result. Thus, com&

80、lt;/p><p>　?、? Solution</p><p>　　When we realize the problem and reason, we need find out the solution in order to maintain the efficient cross-cultural communication. There are three steps to solv

81、e the problem.</p><p>　　1. Before the negotiation.</p><p>　　In fact, the reason that we neglect the cultural difference in the negotiation is that we are in the wrong position. We are often the

82、observers but not a negotiator so we could find the problem but couldn’t realize that we have the cultural prejudice. Thus, only if we turn to a negotiator, we could realize, know, accept and adapt the cultural differenc

83、e before the negotiation.</p><p>　　First, we should realize, know and accept the cultural difference between Chinese and American party. We should know what does the “accepted behavior” that is accepted by b

84、oth parties refer to, what is the object standard and what is only ourselves’ idea. Then, we should adapt the other’s culture. In fact, there is no right or wrong about the culture so we only need adjust the prepared neg

85、otiation strategies firstly and avoid cultural misunderstanding in order to adapt other’s culture much bette</p><p>　　2. In the negotiation.</p><p>　　We should communicate with others actively a

86、nd solve the emergence condition flexibly in the process of the negotiation.</p><p>　　We couldn’t anticipate all problems which happen in the negotiation. Thus when the expected problem happens, we should so

87、lve it flexibly on the basis of disobeying the principle. It could not only reduce inefficient cross-cultural communication in the negotiation.</p><p>　　3. After the negotiation.</p><p>　　When w

88、e finish the negotiation, no matter it is success of failure, we should conclude the experience because the experience could help us adapt other’s culture in the short time and increase the opportunity of the success of

89、next negotiation.</p><p>　　Conclusion</p><p>　　In the late decades, the business between China and American becomes increasingly frequent, even if it is affected by economic crisis, American sti

90、ll our major business partner. Thus, in order to make the business smoothly, we should know the cultural difference carefully and formulate the suitable negotiation strategy, which would help us hold the proceeding of th

91、e negotiation and reach the negotiation’s goal.</p><p><b>　　Appendix</b></p><p>　　Case description:</p><p>　　A Chinese software company wanted to cooperate with an Ameri

92、can software company, so they invited the American company to China to have a negotiation. The latter was very interested in this invitation because they all knew that nowadays China is the would-be largest potential mar

93、ket in the world. Therefore, the American company sent three persons to China, of whom Mr. Green was the group leader. On the other hands, Mr. Wang, as the group leader of fifteen people, was in charge of this matter for

94、</p><p>　　When finally Mr. Wang saw Mr. Green at the airport, he smiles,” you must be very tired!” Mr. Green was somewhat puzzled, but he did not pay more attention to that. Then, when they arrived at the ho

95、tel, Mr. Wang treated Mr. Green a big dinner. Mr. Green was at a loss when he saw that so much food was served. “That is impossible to eat out all that food,” said Mr. Green. But Mr. Wang said, “I’m very sorry that we’ve

96、 just prepared some poor food, I hope you don’t mind about it”. Mr. Green was total</p><p>　　Next day when Mr. Green suggested that they should begin the negotiation. Mr. Wang just laughed, “There is no need

97、 to hurry after all, and you three come to China for the first time, so just see around our city for several days. First enjoy yourselves, and then talk about business. Would that be all right?”</p><p>　　But

98、 Mr. Green was a little unpleasant, “If we don’t begin our negotiation, what on earth did we come to China?”</p><p>　　“I know that our business is negotiation, but we also hope that you can enjoy yourselves.