英语专业毕业论文OnInefficientCrossculturalBusinessNegotiationbetweenChinaandAmerican

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1、Table of ContentsAbstract in English.1Key Words in English .1Abstract in Chinese1Key Words in Chinese .2.Introduction.3. Problem3. Reasons.31. The differences of the concept of value.61.1 Individualism vs. Collectivism61.2 Centralization vs. Decentralization.71.3 Long-term vs. Short-term orientation

2、.82. The differences of the thinking model.92.1 Synthesis vs. Analysis.92.2 Line model vs. Spiral model.112.3 Indistinct model vs. Accurate model.11. Solution.121. Before the negotiation.132. In the negotiation .133. After the negotiation.13Conclusion.14Appendix .15Bibliography.17 共17页,全文共4550字On In

3、efficient Cross-cultural Business Negotiation between China and AmericanAbstract Since China entered into the WTO, the business between China and American is more frequent than past and the business negotiation also increases continuously. Due to the cultural difference between China and American, t

4、here are lots of differences between Chinese and American when they meet the same matter. Also they may solve the same problem with different way. Thus, how to make the efficient communication in the business negotiation is an essential problem. Only if we increasingly know the cultural difference a

5、nd realize the difference of the concept and the thinking model between two countries, could we reduce the inefficient cross-cultural communication in the business negotiation. This article will analyze the problem that is caused by the inefficient cross-cultural communication and the reason that ca

6、uses the inefficient cross-cultural communication. Then, the article will relatively propose solution to the inefficient cross-cultural communication in the negotiation.Key words: business negotiation, the inefficient cross-cultural communication, cultural difference 摘 要随着中国加入WTO, 中美贸易活动变得更加的频繁。商务谈判

7、也日益增多。由于中美文化不同，中国人和美国人在看待同样的问题时，可能存在着很多的不同，处理问题的方式也不尽相同。所以，如何在商务谈判中进行有效的沟通就显得非常重要。因此只有加强对中美双方文化差异的了解，认识到两者的价值观，思维方式等不同的现状，并以此作为相互交流的基础，才能减少商务谈判中的无效沟通，使商务活动顺利进行。因此，本文将分析无效沟通在商务谈判中所造成的问题和导致无效沟通的原因，并提出相应的解决建议。关键词：商务谈判 无效沟通 文化差异. IntroductionWith the development of the economical integration and globali

8、zation, the international trade has been a universal business activity in China. The business with the American that is the biggest partner of China becomes increasingly frankly. In the process of business between China and American, business negotiation is regarded as more and more important becaus

9、e it often affects whether the business could succeed. As we know, business negotiation can not be separated from culture. Business negotiation is a series of actions and the culture is a lubricant to the process. Only knowing about other countrys culture will bring about the efficient cross-cultura

10、l communication in business negotiation. On the contrary, neglecting the cultural difference will lead to the inefficient cross-cultural communication of the business negotiation.Thus, we should define the concept of the “culture” and the “international business negotiation” firstly. Culture is defi

11、ned 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 between government, trade organizations, multinational enterprise, private business firms and bu

12、yers and sellers in relation to investment and import and export of products, machinery and equipments and technology. It is one of the important steps taken towards completing import and export trade agreement. Through these two definitions, we could see the culture has great influence for the inte

13、rnational business negotiation further. Form the definitions, we could know the international business negotiation exists between organizations of different countries to negotiate some matters and every nation in the world has its unique culture. All the nations have not only commonality but also in

14、dividuality in their culture, China and American re no exception, so cultural difference could bring barriers and problems in the business negotiation. Thus, it is essential for the success of trade between China and American to know other nations culture, find out the cultural difference, use the c

15、orrect negotiation strategies and try the best to minimize inefficient cross-cultural communication in the business negotiation.In order to minimize the inefficient intercultural communication in the business negotiation between China and American teams to realize the negotiation and trade succeed,

16、firstly we should know the problem that the inefficient cross-cultural communication 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. ProblemIf we want to redu

17、ce and control the inefficient cross-cultural communication in the business negotiation between China and American, we need know what the problem the inefficient cross-cultural communication lead to, because the problem could directly point to the presentation of the inefficient cross-cultural commu

18、nication in the business negotiation. Lets talk about it from a case.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 is the direct and

19、widespread expression of the inefficient cross-cultural communication in the business negotiation.In this case, it is easy for us to find that there are several specific reasons which cause the failure of this negotiation. For the American party, first, Mr. Green considered Mr. Wang (the Chinese gro

20、up leader) as an insincere guy apologizing for the big dinner. Second, Mr. Green felt little unpleasant in that Mr. Wang didnt 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 Chinese

21、 company sent so many persons to the negotiation. Then he was also very unsatisfied even angry because he couldnt understand why Chinese company sent Mr. Wang to negotiation but he couldnt make any decision, why Mr. Wang always gave him some puzzling answer and why Mr. Wang kept silent when he inqui

22、red “puzzling answer” of Mr. Wang. Because of these reasons, Mr. Green thought the Chinese company didnt really want to cooperate with his company and he left China with his members at last.At the same time, for the Chinese party, Chinese representatives also felt embarrassed, puzzled and angry for

23、American representatives words and behavior. Firstly, Mr. Wang felt embarrassed because Mr. Green directly 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 couldnt under

24、stand why Mr. Green took a lawyer in the negotiation. At last, he also felt angry because Mr. Green continuously and further asked him “What are problems?” and doubted his companys cooperation sincerity.This cooperation broke finally because of the failure of the negotiation. From the above mentione

25、d content, the basic reason that 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 inefficient cross-cultural communication. Thus, if we want t

26、o solve the problem of the cultural misunderstanding and avoid the inefficient cross-cultural communication, we should know the reason that causes it. Therefore, the article will analyze reasons in next part. ReasonsThe culture difference is the reason which causes the inefficient cross-cultural com

27、munication. Generally speaking, the culture difference could be classified to three kinds-the spiritual culture difference, the behavioral culture difference and the systematic culture difference. However, the spiritual culture difference is the most basic and deepest reason so this part will mainly

28、 analyze the spiritual culture difference.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 the persons communicational behavior, su

29、ch as the idea or behavior which is considered as a common matter in a certain culture but couldnt accept in other culture. Because of the difference of -the spiritual culture, the cultural misunderstanding appears frequently in the business negotiation. Thus the next part of the article will focus

30、on the spiritual culture difference between Chinese party and American party to compare and analyze.1. The differences of the concept of value.The concept of value is a kind of belief which is accepted universally by all social members. It conforms to the social culture with the endurance and stabil

31、ity. It is not only the composition of the social culture, but also the consequence of long-term penetration and deposit in peoples minds based on social cultural factors. It continuously influences the peoples attitude, needs and behavior. Generally speaking, the differences of the concept of value

32、 mainly refer to following aspects.1.1 Individualism vs. Collectivism.People with individualism often proceed from the individual benefit and emphasize the “ego” concept, such as personal liberty, power, competition and dependence. They are their own master and that few people should be scarified fo

33、r another one. They pay more attention to individual achievement and prefer to create instead of accepting others view readily. The negotiators with individualism in the business negotiation often show their idea directly. Theyre always full of confidence and use all kinds of skills to reach their g

34、oals. Theyre usually the active party. The American negotiation representatives always own individualism. Their team always owns a few members who have power to make a decision immediately then report to the superior. In their opinion, it shows a person without capability if he always asks for the s

35、upervisor so except for special rules, they make the decision by themselves. Thus, in the case, the confusion of Mr. Green for the large number of Chinese negotiators attending the negotiation and his angry that Chinese team leader couldnt make any material decision both show that he possess the con

36、cept of value of the individualism. While persons with the collectivism always pay great attention to the group 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 e

37、ven scarify their own ideas. 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 they feel unsatisfied or angry, or keep silence when they have di

38、fferent opinion or feel unpleasant because they dont want to let others lose face or break the harmony of the whole team. In the case, we could see the influence of the collectivism. When Mr. Green directly refused the Mr. Wangs suggestion, Mr. Wang felt very embarrassed and unpleasant because behav

39、ior of Mr. Green let Mr. Wang lose the face. At the same time, the Chinese party is the typical team of collectivism so Chinese team with lots of members appears in the negotiation. Moreover, Mr. Wangs answer “I can fully understand this, but Im afraid there are many problems about this. Its very co

40、mplex” and his silence show tactfully his disagreement or he still couldnt decide for the articles that Mr. Green recommended. However, because Mr. Green lacked of knowing the collectivism of Chinese team, he lose his temper in the negotiation at last.1.2 Centralization vs. Decentralization.In the c

41、ommon sense, the “centralization” and “decentralization” are considered as the political terms show that the degree of power which a country holds. 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. Peo

42、ple with culture of high power distance often think the power distance is a part of society and there is different position between supervisor and low level. The supervisor makes policy and gives order and low level takes orders and carries out. While people with the low power distance only consider

43、 the power as a different social roles which is set to improve the social efficiency and there is an equal relationship between supervisor and low level.The cultural value of power distance also causes the cultural misunderstanding. From the case, it is easy to find Chinese team shared the culture o

44、f high power distance. Every negotiator couldnt do his job out of his power and the final decision would be made by the supervisor who didnt take part in the negotiation. Thus, Mr. Wang said he had to talk with his boos which was real condition but not he didnt want to negotiate with Mr. Green or sh

45、irked responsibility. Mr. Green could not understand and accept Mr. Wangs answer because he and his members shared the culture of the low power distance. For his opinion, if one appointed to be in charge of the negotiation, he should have power to make decision.1.3 Long-term vs. Short-term orientati

46、onThe culture value of long-term and is the totally different answer that whether people advance the frugality, pursue the stable life 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 relationshi

47、p orientation and task orientation. According to the research of the long-term and short-term orientation between 23 nations and regions, China ranks the first and American ranks the seventeenth, so relatively speaking, China belongs to nations which pay great attention to long-term orientation and

48、American have the culture value of the short-term orientation.According to this result, we could see that in 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 smoothl

49、y based on this good relationship, 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 cooperation in the future. For Chinese teams, if they co

50、uld not establish relationship based on the mutual trust with their partner, the trade or business may fail so theyre always considered establishing good relationship as the key step in the business. Therefore, in the case, Mr. Wang was like to pay lots of time, money and energy to prepare a big din

51、ner and entertainment. His aim was only to establish good relationship with the unfamiliar American partner for further cooperation. However, good relationship wouldnt be established in this negotiation through the careful preparations of Mr. Wang in that he neglected American was the country which

52、paid more attention to the short-term orientation so its negotiation tea, was always task-oriented.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 reaching the goal as t

53、he 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 because for his opinion, the negotiation was only a single business process and its goal was to

54、sign the contract and gain the benefit. About other activities, he had no interesting for them. In addition, Mr. Green was angry to Mr. Wangs ambiguous answer because the uncertainty would increase the time and cost to reach the goal. Both parties neglected the difference of the long-term orientatio

55、n and the short-term orientation, so the negotiation failed finally.To sum up, we could draw a conclusion that is the difference of the concept of value often causes serious cultural misunderstanding. It may directly lead to the failure of the negotiation.2. The differences of the thinking model.The

56、 thinking model is the thinking habit or thinking 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, philosophical idea, culture and custom an

57、d 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.2.1 Synthesis vs. Analysis.Synthesis is the thinking model that unifies all parts of an object to a whole and combines a

58、ll kinds of attribute, aspect, connection and so on together. 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 factors. In the business

59、 negotiation, Chinese representatives often use the synthesis thinking model so they prefer to adopt the strategy of “First is the principle and next is the detail.” They always negotiate the whole principle which both parties should conform or talk about a general frame with the partners at first.

60、Once both parties reach agreement about the principle or establish the general frame, negotiators will show large flexibility in the detail. In the process of the negotiation, they always connect the all details together, so they only promise or compromise to the whole terms of negotiation at last b

61、ut not promise or compromise terms one by one. In the case, the synthesis thinking model of Chinese representatives caused Mr. Wang didnt do any material promise about the suggestion of Mr. Green in the Mr. Wang only wanted to talk about a general frame for his boss. After he talked with his boss ab

62、out the general frame then went to the detail. However, Mr. Green idea was opposite to Mr. Wangs. For Mr. Green, he wanted to negotiate each specific term of the contract but not the general frame, because he only considered the agreement of the detail as the progress of the negotiation. Mr. Green h

63、ad such idea because he belonged to American team which shared the analysis thinking model.The analysis thinking model usually separates a whole objects the composition or differentiates the attribute, aspect and connection of an object to single part. Persons who own the analysis thinking model thi

64、nk highly of the detail rather than the whole and are used to analyze calmly and 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 of “Talking about more details but less principle and putting the deta