The Cultural conflicts in American and China Its Influence on Intercultural Business Negotiation 英语专业毕业论文.doc

The Cultural conflicts in American and China Its Influence on Intercultural Business Negotiation Abstract: Culture is a distinguishing feature of a nation. Usually we divide culture into eastern and western categories. As the representative of eastern and western culture, China and America have a lot of incongruities in terms of cultural values which have deep influences on international business negotiation. This thesis aims to analyze the main cultural differences of the target countries using four cultural dimensions on five processes of cross-cultural business negotiation. After a general view of these theories I suggest some negotiating strategies and tactics to solve Sino-US cultural conflict appearing on the negotiating table. 摘要： 文化是一个民族的基本特征，通常我们把文化分为西方文化和东方文化。作为中西文化的典范—中国和美国在文化价值观上有着千丝万缕的差别，而这种差异又对两国间的国际商务谈判有着深远的影响。本文研究的目的是对这两个国家主要的文化价值观的差异作一个分析，运用四个文化元素对跨文化商务谈判的五个过程进行分析。在对中美两国跨文化谈判的理论分析之后，作者提出相关的建议来合理得解决中美商务谈判的冲突。 Keywords: cultural difference conflict business negotiation cross-culture Sino-America 关键字： 文化差异 冲突 商务谈判 跨文化 中美 1 Introduction 1.1 The current situation of international business Modern transportation, telecommunications and internet make the world a small highly interdependent and interactional village; globalization becomes a hot topic in the world economy realm; the multinational annexation and global economic infiltration accelerate the development of joint ventures, and international cooperation are among their most prominent manifestations. All of these require negotiators despite their genders, regions, ethics or ages to sit together around the table and achieve the goals. With respect to negotiation, culture plays a crucial role in a cross-cultural negotiation, which has a significant impact on behaviors of the negotiators. The status of China and America in international business America is a well-known great power in international business, who guides the mode of the world econom