浅析中美文化礼仪差异对商务交际的影响.doc

本科毕业论文（设计）

题 目： 浅析中美文化礼仪差异对商务交际的影响
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摘 要
经济全球化的发展以及中国的入世，各国间商务交往及商务谈判的日益频繁，对不熟悉他国礼仪的谈判者产生了巨大的挑战。商务谈判过程中的利益忽略很可能会导致商务谈判的失败。因此，一桩成功的商务谈判必须从了解彼此的利益差异开始。
美国作为当今世界经济强国，也是中国重要的贸易伙伴，但是中美两国的文化差异对谈判产生了巨大的影响，使谈判不能顺利进行。
所以研究中美文化差异对中美两国谈判的影响是十分必要的。中美文化差异对国际商务谈判影响方面的研究主要是由北美学者进行的，特别是法国、荷兰、瑞典、阿根廷和俄罗斯。
中国有着几千年的悠久历史，而美国只有短短几百的历史，在历史发展过程中，中美两方形成了不同的价值观和思维方式。由于中美方之间这种文化背景的差异，使得两国在谈判中有着迥异的谈判风格，引起文化冲突，使得谈判很难顺利进行。中国商务谈判人员应该深入了解中美文化差异，分析文化差异对商务谈判的影响并制定应对之策。
该论文研究中美文化的主要差异,并对两种文化的融合提出了建议；结论认为，了解中西方礼尚交往之间的习惯差异是很有必要的，因为这对跨文化的商务交往的成败起着至关重要的作用。

关键字：文化 礼仪 差异 商务交际 影响

Abstract
With the development of globalization and China's accession to the WTO, business contacts and business between countries have become increasingly frequent talks on his country manners are not familiar with the negotiations who had a huge challenge. Business interests of the negotiation process is likely to lead to ignoring the failure of business negotiations. Therefore, a successful business negotiations must be different from the beginning to understand each other's interests.
But the culture difference between China and America has tremendous influence on the commercial communication, which sets barrier in the progress of negotiation.
Therefore it is very necessary to research the effect the cultural etiquette difference between China and America has on commercial communication. With the culture etiquette difference, the economic and trade relations
Culture means that a country and a nation have the same thinking method, life value and religion, which reflects the characteristics of the country, and decides its ways of activities. Difference lie between China and America under this culture background, which makes them have the different negotiation styles, and the latter in turn triggers cultural conflict and even poses as barrier to business talks.
The essay illustrates the main differences regarding culture of the two nations, and puts forward suggestions as to the coordination of the two cultures. The paper concludes that it is becoming very essential to understand the etiquette difference for business and commercial purposes, for the success business communication is usually determined by how well the cultural awareness is gained.
Key words: Culture, Etiquette, Difference, Commercial Communication, Effect

Contents
1 . INTRODUCTION 1
1.1 The nationality difference between America and Chinese 1
1.2 The politic difference between America and China 8
1.2.1The economic difference between America and China 12
1.2.2 The religionary difference between America and China 13
1.2.3 The regional difference between America and China 14
2. DIFFERENCES BETWEEN CHINESE AND AMERICAN CULTURAL CONVENANCES 16
2.1 Different linguistic culture between China and America 16
2.1.1 Greeting and appellation 16
2.1.2Expressing gratitude 17
2.1.3 Habits and thinking methods difference 18
2.2 Differences of dietetic convenances 20
2.2.1 The categories of foods 20
2.2.2 The circumstances of diet 21
2.2.3 The order of seats 22
2.2.4 The diet characteristic difference 22
2.3 Differences of Dressing Convenance 24
2.3.1 Type and function of clothing 24
2.3.2 Occasional dressing demand 25
2.4 Differences of Business Presenting. 28
2.4.1 The choices of gifts 28
2.4.2 Presenting 29
2.4.3 The conveyances of presenting 29
3. COMMUNICATION DIFFERENCE BETWEEN AMERICA AND CHINA AND THE EFFECT OF THE CULTURE DIFFERENCE ON BUSINESS NEGOTIATION 30
3.1Communication difference between America and China 30
3.1 .1 Addressing others with Respect 30
3.1.2 General Guidelines when Communicating 30
3.1.3 Visual Communication 31
3.1.4 Revising the instructions of the paper 31
3.2 The effect of the culture difference on business negotiation 32
3.2.1 The culture difference can put negotiation under the embarrassing situation. 32
3.2.2 The culture difference may cause business negotiation cracked. 33
3.2.3 The culture difference can cause misunderstanding of the business negotiation. 33
4. ADVICE FOR THE COORDINATION OF CHINESE AND AMERICAN CULTURAL CONVENANCES 35
CONCLUSION 39
ACKNOWLEDGEMENTS 40
REFERENCES 41

1 . Introduction
This paper will discuss the effect that the etiquette difference between China and America has on commercial communication.
In detail, the essay deals with different traditions between China and America: cultural etiquette difference, diet etiquette difference, clothes etiquette difference, the advice for the coordination of Chinese and western cultural differences, as well as their effect on commercial communication.
To begin with, a general outlook on the geological and cultural differences is explored hereinafter.
1.1 The nationality difference between America and Chinese
The United States population density of every square kilometer was 26.9, of which accounted for more than 80% of whites, the majority of them are the descendants of European immigrants. Blacks accounted for about 12.1%, Latin America, immigrants accounted for about 9 percent, Asian population of 7.3 million, accounting for 2.9 percent of the total population, of which Chinese has about 1.5-2.0 million people.
Another 1.4 million are Indians, which is about 0.8 percent of the total population .The distribution of the U.S. population showed the phenomenon of uneven, the majority of the population concentrated in the Great Lakes, Mississippi River and near the Atlantic coast, but the population continues to move to the west and south of the "Sunshine Belt", in which the population of the western Rocky Mountain states increase dramatically , the population of 1990 increased 22.3% than that of 1980 ; the southern population increased 13.5%, the three states of California, Texas and Florida have the highest growth rate, from 1980 to 1990 ,the population of Florida grew by 33%; California’s population increased 26 %; Texas’s population increased 20%. As for the total population of the United States, about 77% of them live in urban areas, nearly half of them concentrated in the 37 large cities, to the large extent, which was put forward by the employment opportunities. As a result of new immigrants’ moving into the large cities, residents of large cities are going to move to the suburbs, and then the suburbs’ population grows faster than that of the urban area.
The composition of the population has Significant changes: (1) the aging population. 1990 census shows that the United States has more and more elderly people, the proportion of young people has a sharp decline. (2) The male population increased faster than the growth rate of the female. From 1980 to 1990, the United States’ male population increased by 10.55 million, women had an increase of 10.44 million, which was the first time in this century. (3) Ethnic minorities have an alarming growth rate of the population; Asians have the highest growth rate. The U.S. minority population growth rate of 1980 is almost 2 times higher than that of 1970, in which the population growth rate of Asian was 107.8%, which was the nation that has the fastest growth rate of population. Other minority population growth is also very fast, the Spanish-speaking Latin American immigrant population had an increase of 7.7 million people than the past 10 years, the population of which is expected to exceed the total number of blacks by 2015, and it will be the largest U.S. minority.
The United States is a multi-religious country that has no state religion, religious belief is very common. The majority of them believed Christian, Roman Catholic took 24% of the total population, which was regarded as the second-largest religion, Judaism regarded as the third largest religion, and which had about six million followers, in addition to it, there were Orthodox, Buddhism, Islam and Hinduism and so on. In addition, the United States had a variety of strange sects, such as sending the devil, Jesus and decadent, and People's Temple and so on.
Chinese of all ethnic groups is an integral part of the family of nations of the world, with the exception of Han ethnic nation, there were 55 groups are minorities. Our culture tour costumes of ethnic minorities mainly aimed at ethnic minorities of China's clothing culture, so it is necessary for the research of the general characteristics of the China's ethnic minority costume culture.
China is a united multi-ethnic country. As early as half a century ago, Comrade Mao Zedong pointed out in the article of "the Chinese revolution and the Communist Party of China”: "China is one of the world's largest countries, its territory equaled the whole area of Europe roughly. In the vast territory on its territory and the whole area of Europe roughly. In this vast territory, with vast land fertile, which gave the source of our food and clothing, with many mountains, which gave the broad masses of our forests; with many rivers and lakes, which gave us the benefits of boats and water supply; with many long coastlines, which gives us the convenience of the transport from overseas of all ethnic groups. From very early ancient times, the ancestors of our nation labored, interested, reproduced in this vast land. "After the foundation of People's Republic of China, after careful scientific identification, there were 56 nationalities in China, they are: the Han, Mongolian, Hui Tibetan, Uygur, Miao, Yi, Zhuang, Buyi, Korean, Manchu, Dong, Yao, Bai, Tujia, Hani, Kazak, Dai, Li, Lisu Lisu, Wa, She, mountains, Lahu, Shui, Dongxiang, Naxi, Jingpo, Kirgiz, soil, Daur ,Qiang, Brown, Sarah,,brave man, Xibe, Achang, Pumi, Tajik, Nu, Ozbek, Russian, Ewenki,security, Yugur, Jing, Tatar, Dulong, Oroqen, Hezhen, bus doors. In addition, there are some outstanding people in the Community that had not been recognized. According to census statistics of 1982 ,in the 55 ethnic minorities, the Zhuang minority had the largest population , about 13.38 million people,in addition,back, Uygur, Yi, Miao, Manchu, Tibetan, Mongolian, Tujia, Buyi, Korean, Dong, Yao, Bai, Hani and other ethnics’ population are over one million; Hezhe has the least population, only 1476 people. Less than 7% of the total population of ethnic minorities in China accounts for a total area of about 50 - 60% of large areas, especially in the vast south-west, northwest and northeast border areas. They made rich and powerful offering to their homeland's independence and prosperity, but also created their own culture.
The progress of the formation of the Chinese of all ethnic groups experienced at least two thousand years of differentiation or integration. From the names of the "Summer", "Xu", "Di", “Yi", "Zhu Pu," "Baiyue" and other names of other family perspective emerged in the ancient classics, China was a multi-ethnic country as early as in the Qin Dynasty, and the establishment of the feudal autocratic system of the Qin dynasty made multi-ethnic country under the central government of such a high degree of unity. Therefore, the culture of various nationalities in China has long-term development of the historical tradition, including clothing culture. From the prospective of the reality of the situation, the costumes culture of China's ethnic minority has the following five general characteristics:
Firstly, China has a wide range of ethnic minorities, and has the vast distribution, and numbers of ethnic minority areas and has long been in the situation of difficult transportation and under the situation of communication difficulties, so ethnic costumes are colorful, costumes culture is content-rich, and there are inexhaustible resources of clothing.
There are 55 ethnic minorities in China, living in 70 percent of the county over 2000 counties in the country, with a broad distribution. In these ethnic minorities, some of the nation but also has many branches, such as the Miao Miao is divided into the five categories ,such as red, black Miao, White Miao, Young, sprout, of which , sprout includes the bulk of saplings and seedlings, Typhonium Miao, Mongolian yarn Miller flowers ,which were divided according to different costumes. As a result, not only different nationalities have different costumes, but also the same nation has different costumes because of different branches, which made the costumes of China's ethnic minorities particularly rich.
In the past, because the Han Chinese clothing of urban and rural residents that took the vast majority of our population are more confined to dark blue, part of ethnic minorities also advocates dark blue, so some people say we are the "blue ants of the country." In fact, seen from the prospective of a very colorful minority costumes, the saying of "blue ants of the country" is not very realistic. China's ethnic minority costumes no matter seen from the terms of quality and color, or no matter seen from the terms of style are very rich. Yunnan Province which has 24 ethnic minorities held the first National Arts Festival in September 1988 , thousands of people to the ranks of minority literature and thousands of people of ethnic minority costumes performing team amazed Chinese and foreign guests. Kunming National Song and Dance Troupe chose the title of "Sun, moon and Wind & Fire" ,introduced a national sentiment evening dress club, including "Spring Light", "Summer on Rongrong", "cool autumn wind," "raging fire in winter," the four scenes displayed 300 sets of national costumes, the varieties, singular styles, rich colors, the alarming patterns amazed everyone. A short span of half an hour’s show convincingly proves: Yunnan is not only the sea of songs and dances, but also the ocean of the ethnic minorities’ costumes. This is a microcosm of multi-ethnic of China.
Secondly, as a result of different natural environments and different national customs and different aesthetic tastes, the Chinese ethnic minority costumes show the significant differences between the North and the South, mountains and grasslands, showing different styles and characteristics. China's natural conditions are different between north and south: north is very cold and has more wind and snow, with vast forest steppe, the multi-ethnic minorities who live in the north lived on animal husbandry and hunting; south is humid and rainy, with mountainous basin Ling phase, during which more ethnic minorities engaged in farming. Different natural environments, productio