A Tentative Analysis of the Influence of Cultural Differences on Sino-American Business Negotiating Styles 浅谈文化差异对中美商务谈判风格的影响.doc
文本预览下载声明
A Tentative Analysis of the Influence of Cultural Differences on Sino-American Business Negotiating Styles
浅谈文化差异对中美商务谈判风格的影响
Contents
原创性及知识产权声明…………………………………………… Ⅰ
Abstract in Chinese ………………………………………………...Ⅴ
Abstract in English…………………………………………………Ⅵ
Introduction…………………………………………………………. 1
1 Culture and Business Negotiations …………………………… 4
1.1 Definition of Culture……………………………………………… 4
1.2 Definition of Business Negotiation……………………………… 5
1.3 Relationships between Culture and Business Negotiating Styles 6
2 Cultural Differences between China and America ……… 8
2.1 Different Thinking Modes of the Two Countries ……………… 8
2.1.1 Linear Thinking of America ……………………………………… 8
2.1.2 Systemic Thinking of China……………………………………… 9
2.2 Cultural Dimensions Proposed by Greet Hofstede ……………… 9
2.2.1 Individualism Vs. Collectivism………………………………… 10
2.2.2 Power Distance ………………………………………………..… 11
2.3 Different Religions of the Two Countries …………………..… 11
3 Classification of Sino-American Business Negotiating Styles
……………………………………………..……………..……………..14
3.1 Classification of Sino-American Business Negotiating Styles Made by Mr. Salacuse………………………………………..… 14
3.2 Classification of Sino-American Business Negotiating Styles Made by Miss ZhangHongxia …………………………..…… 15
3.3 Classification of Sino-American Business Negotiating Styles Made by Mr. Pang Yanjie………………………………..…..… 16
3.3.1 Business Negotiating Strategy………………………….………. 16
3.3.2 Business Negotiating Decision-making …………………..……… 16
3.3.3 Business Negotiating Goal …………………..…..……..…..…… 17
4 The Influence of Cultural Differences on Sino-American Business Negotiating Styles ………………..…. …….. …….. 18
The Influence of Cultural Differences on Business Negotiating Strategy……………………………………………..…..…..…. 18
Different Negotiating Strategies between China And America… 19
4.1.2 Different Negotiating Strategies Caused by Different Thinking Modes……………………………………..………..…..…..….. 19
The Influence of Cultural Differences
显示全部