商务活动中的中西方文化差异--商务英语本科学位论文.doc

中国某某某某学校

学生毕业设计(论文)

题 目： 商务活动中的中西方文化差异
姓 名 ： 00000
班级、学号 ： 000000
系 (部) ： 经济管理系
专 业 ： 商务英语
指导教师 ： 000000000
开题时间： 2009-04-10
完成时间： 2009-11-08

2009 年 11 月 08日
19

目 录

毕业设计任务书……………………………………………………………1
毕业设计成绩评定表………………………………………………………2
答辩申请书………………………………………………………………3-5
正文………………………………………………………………………6-21
答辩委员会表决意见………………………………………………………22
答辩过程记录表……………………………………………………………23

课 题 商务活动中的中西方文化差异
一、提纲
引言
1．中西方文化差异在国际商务中体现
1.1 中西方价值观差异
1.2 中西方语言及非语言表达的差异
1.3 思维方式的差异
1.3.1感性思维与逻辑思维的差异
1.3.2统一思维与对立思维的差异
1.3.3螺旋型思维和直线型思维的差异
1.3.4伦理和法制观念的差异
2．应对国际商务谈判中中西方文化差异的策略
2.1在谈判前做好充足的准备工作
2.1.1做好谈判的计划工作
2.1.2考虑谈判的策略
2.1.3 对谈判的长期性做好思想准备
2.2正确表达自己的意思,克服语言上的障碍
2.3屏弃种族主义思想
2.4提高法律意识，增强法制观念
结束语

二、内容摘要
随着经济全球化的发展, 国际商务合作与交易等跨国经济活动与日俱增, 由文化差异引起的谈判冲突日益被越来越多的学者与商务人士所重视。本文从价值观﹑语言﹑思维方式﹑伦理与法制等方面分析了中西文化的主要差异,探讨了在国际商务谈判中双方应采取的策略,以推动谈判过程中能顺利达成协议。

三、参考文献
[1] 李郁，张泳:浅谈国际商务谈判中的跨文化问题及对策.商业研究,第308期,2004
[2] 肖靖:论国际商务谈判中的跨文化策略.商业现代化，第451期,2005
[3] 汤秀莲:国际商务谈判.南开大学出版社,2003
[4] 黄步苑:中西文化方式差异与国际商务谈判.商场现代化，第466期,2006
[5] 吴迅捷:跨文化商务谈判中应该注意的一些问题.中国期刊全文数据库，第8期,2005
[6] 赵伟君:中西文化冲突与我国跨文化商务谈判对策.商业研究,第258期,2002 ．

The Cultural Comparison in Business Activities
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Abstract：Along with the economical globalization development, the international commercial cooperation and the transaction and so on the transnational economic activity grows day by day, causes the negotiations conflict by the cultural difference day by day takes by more and more many scholars and the commercial public figure. This article analyzes main differences in values, language, aspects, way of thinking between Chinese and western culture, and it also discusses the strategy which both sides should adopt in the international commercial negotiations, impels in the negotiations process to be able to reach the agreement smoothly.
Key words：International business；Cultural differences；Strategies
Introduction
Joins World Trade Organization along with our country, the foreign commercial activity is day by day frequent, the foreign commercial negotiations also rapidly increases. Not only the international commercial negotiations is the economical domain exchange and the cooperation, moreover is between the various countries' culture collision and the communication. The international commercial negotiations carries on which between the different national ﹑ different nationality is so. Receives respective national ﹑ nationality along with the international commercial negotiations the political ﹑ economy ﹑ culture and so on many kinds of factor influence, but most difficult assurance is the cultural element. In the cultural difference caused in the international commercial negotiations cultural collision even to conflict, therefore, wanted the smooth development commerce activity, had to understand different national the cultural context and the difference, and enhanced strong points and avoid weaknesses in this foundation, formulate reasonably should to the strategy, could accomplish a task with ease in the international commercial activity, moves towards successfully.
1. cultural differences showing in international commerce
1.1 value differences.
The values took cultural the core factor, including the world outlook, the outlook on life, the relations between the human and the nature, the moral standard and so on. displays for certain conforms to the social culture, has the durability, and the stability, of accepting the faith generally for the members of different social classes.
China is taking the kernel as core Confucianism, initiates one kind of person own, interpersonal, the human and society's harmonious principle, also is collectivism. Collectivism emphasis team goal, team spirit. It may be called the collectivism culture, the collectivism culture member is willing to sacrifice individual benefit, the demand and the goal for community's benefit. Because of this, when carrying on the exchange, Chinese people emphasized the personal interest must be subordinated to the social overall benefit, only when the entire society obtains the development, individual can obtain the biggest benefit.
But the Western country is the individualism occupies its cultural core position. The western culture highlights the individual value, individual will, individual dignity, the individual freedom, individual emotion, the individual right and the personal interest. The entire society esteems the individualism vigorously, emphasized extremely the self-value realization, and weighs the life value by individual success. The material receives supremely extremely takes the main characteristic which is the Western culture individual value discusses supremely. Therefore, they in the exchange always take oneself as the center, namely take passing on as the center, the exchange language is straightforward, namely take the result as the guidance. In order to achieve own goal, do not hesitate to use each kind to convince the skill.
1.2. differences in language and non-language expressions.
Because of the long-term cultural inheritance ,different countries have formed the bright language culture. The Chinese culture fastidious humbly ﹑ contains; “Thanks”such reply. in the Chinese custom the saying “ not need to thank” “is impolite”; But in English the reply is “That' s all right.”(Relations), even if it is a easy case.”(Slight effort), it had reflected its honesty . individuality makes it widely known as foreign land culture.
In the international commercial negotiations, negotiations all quarters besides use the spoken language to exchange, but also through hand signal ﹑ facial expression and so on body languages expresses own opinion and the feeling. As a result of the cultural difference, the body language expression way and its meaning differ from. If in world majority countries and area, the people many nod the expression approval or accept, shakes the head the expression not to agree with or the opposition, but is actually opposite in South African some countries, the people express the denial with the nod, with shakes the head expresses the approval, this frequently makes and it negotiations foreign merchant is puzzled
1.3 mode differences.
The mode of thinking is related to the social culture . forming a thinking mode in the different social culture is structured to have the differences .Because of the geographical position., the natural environment, the race origin, the historical vicissitude and the religious belief, the custom culture and the other differences, it then was formed differently, it had respective national culture characteristic consideration question, the understanding thing thinking mode.
1.3.1 perceptual thought and logical thinking differences.
Chinese's thinking mode is perceptual Chinese's thinking in images way emphasizes by the shape sees the principle, opens by America really. It emphasizes is decides the goal or the result value standpoint of assess as according to some clear limits. The Chinese takes regarding the direct-viewing experience, but theoretically often pauses in the empiricism.
　　But westerner's thinking mode is rational, logic. Westerner's abstract thinking way, emphasizes the conceptual analysis, the logic reasoning. It emphasizes does not have any value color the fact.
1.3.2 differences between unification thought and opposition thought
China traditional culture emphasized “the human and a world myriad things body”, “gathers take the beauty one” as the highest boundary. Therefore the Chinese is familiar with observing the thing as a whole and regarding the universe as a whole, conducting the synthetic study from the prospect view. The western unique sea land staggered geography characteristic bred in the Western culture to dare to inquire into the nature, the attention analysis, the attention object important guest body, the friendly analysis thinking mode, the thinking mode they used mainly was the synthesis thinking mode which embarked from the concept of viewing the entire situation.
In the international commercial negotiations, the Chinese negotiates the way is first the bulking property principle and the common interest which observes together on the related contract both sides institute launches the discussion. They mainly care about are the bilateral long-term cooperation possibility, therefore they avoid in the negotiations outset stage discussion detail question, and arranges the so-called concrete detail question to later negotiations in to solve. This kind “discusses the principle first, latter discussed detail” the negotiations way is one of China's negotiations way most obvious characteristics.
　　But westerner then is just the opposite, they pay great attention to “discuss the detail first, avoids discussing the principle. The American uses especially the negotiations way is the partial orientation, takes the detail. The American as a result of the linear thinking and the analysis thinking mode influence, most takes between the thing the logical relations, heavy exceeds the whole specifically. Their thinking mode manifests on the conference table is specifically “direct” and “concise”. Therefore, they are accustomed to come straight to the point, straightforward.
1.3.3 differences between the screw thought and straight line thought
Chinese's thinking mode is screw type, in the narration thing processing revolves certain central thought, by the spiral form which repeats and also develops as one kind of question launches. Avoids cutting into the subject directly as far as possible. In the international commercial negotiations, the Chinese is using the implicit expression way, they think the implicit expression way surpasses the direct expression way.
　　Otherwise, the Western worldview thought between the things is independent, all forward develop the change in the straight line, from this initiates “the linear inference” idea. Therefore, English language launches generally according to the straight line, usually containing four parts: Inducts, the subject, the support, the conclusion. After cutting into the subject beyond the shadow of a doubt first to state the paragraph in the central thought, carries on the elaboration to the subject, separately finally draws the conclusion.
1.3.4 ethics and concept of law differences.
In adjusts human's behavior and the processing dispute aspect, West's difference is very big. The Chinese usually considers the question from ethics morals, but is not considered from the law. But the majority westerners are actually opposite. In China, “ethics is supreme” is throughout occupying the people thought core status, once has the dispute periphery, how first thinks is wins the public opinion support, “obtains helps, the unjust cause gets little support” in the Chinese looked like has the extremely special connotation and the significance. The Chinese treaters in the negotiations process regarding the economic activity, including economic dispute processing, are often accustomed to the dependence interpersonal relationship, passes “the organization” ﹑ to play the role through the public opinion.
The westerner uses the legal method generally regarding dispute handling, but is not depends on the conscience through the function. The west are very many human of and the company all invites to have consultant 、attorney, has when the dispute processes by attorney. In the international commercial negotiations, they request according to the procedure management, after the negotiations to finish involves the contract management as well as the following exchange, namely evaluates the contract according to the commercial activity rule to restrain both sides together, once has the difference and the conflict, advocated gives the solution according to the official way. Some in the Chinese looked like must dispute which solves through the complex interpersonal relationship network, looks like in the westerner actually not necessarily .
2. strategies to deal with cultural differences in international business negotiations
2.1 To complete sufficient preparatory work before negotiations.
2.1.1 To complete the plan work.
Also I must understand the negotiations which is fully matched with the situation, including other benefit side country and cultural situation, namely so-called knowing oneself and the other side. In order to achieve the friends we have to understand so follow three questions:①Know clearly what they want \in several speeches or brief core expressions ②Must understand any hindrance that they have something they wanted ;③List each kind of choice which negotiations in both sides , considering which plans maybe accepted . perhaps can and so on which is accepted by opposite party. The service negotiations are both sides or in every way, must want to obtain discusses successfully, knows other also is extremely important, in negotiations, not only must comprehensive dynamic understand the match to the agreement expectation, needs to understand information and so on opposite party national habit ﹑ negotiations method and language culture.
2.1.2 To consider the negotiations in the preparation
Because of the different cultural, the treater has each kind of barriers in the communication, therefore in order to cause the negotiations to complete it smoothly, we must have to﹑accept and respect the opposite party in the cultural custom. We also try to Avoid the use of the language in the negotiations process which abstainations with some opposite parties. From the negotiations custom, the Chinese is quite high in the negotiations to the precise engineering data request, but American's language is direct, easy to go directly to the subject, the Japanese is more implicited. They wish very good should to all these, must prepare for full beforehand.
2.1.3 complete the mental preparation to the negotiations long-term characteristic.
The international negotiations lasted often compared to domestic negotiations long 2 times to 6 times, the negotiations personnel may use this period of time to be familiar with and to adapt opposite party country language and the custom, in order to better impetus negotiations advancement
2.2 To express own meaning correctly in the negotiations and overcome language barriers.
Grasps opposite party country in the transnational negotiations the language to have the very significant significance regarding the negotiations smooth progress. The language does not pass is a negotiations very fearful barrier, because he possibly causes both sides to have the misunderstandings, even can cause the negot