文化因素对中美商务谈判的影响

发布时间：2018-08-23 07:54

【摘要】：商务谈判早已不是新鲜事物,从出现经济交往活动的那天起,商务谈判也随之出现,从这个意义上讲,只要人类不消亡,商务谈判活动就不会停止。从表面上看,商务谈判是一场面对面的技巧和心理素质的较量,但实际上,是一场文化的碰撞和融合。中美两国作为最大的发展中国家和发达国家,经济交往活动是世界贸易的重要组成部分,几乎每时每刻都有商务谈判行为发生,无论谈判人员具有多么深厚的谈判知识,表现出多么专业的谈判素养,都会有主观思想的渗透,这种主观思想正是来自于他身后的社会文化背景。因此文化因素对商务谈判的影响作用不容忽视。本文从文化的宏观层面切入,梳理了国内外学者对跨文化谈判的理论研究,在第二章中介绍了霍夫斯泰德、霍尔、魏斯等人的文化理论。第三章选取了中美商务谈判中已经发生的比较有代表性的案例,首先在案例陈述之后做了相应的个案分析,然后在前文理论框架的基础之上整合分析中美商务谈判中的行为差异,归纳了中美商务谈判人员的谈判特征。第四章从传统文化和企业文化两个角度对谈判行为差异做了更深入的分析,传统文化塑造了一个社会文化体系中核心的价值观部分,影响谈判人员的价值判断。企业文化影响了谈判团队的整体风格和个人偏好。商务谈判作为一门兼具科学性与艺术性的技能,如何提高谈判人员的素质,本文第五章回答了这个问题：一是提高谈判人员的技术水平也就是谈判技巧的掌握,二是培养跨文化意识,学习理解不同的文化差异。入世后,随着中美经济交往活动的日益增多,动态的外部环境变化和时代发展对跨文化谈判者提出了新的要求,本文立足于此,为培养跨文化谈判者提供一些建议,为我国企业实现利益双赢的中美商务谈判提供参考。
[Abstract]:Business negotiation is not a new thing. From the day of economic intercourse, business negotiation also appears. In this sense, as long as human beings do not die out, business negotiation will not stop. On the surface, business negotiation is a face-to-face contest of skills and psychological qualities, but in fact, it is a cultural collision and integration. As the largest developing and developed countries, economic exchanges between China and the United States are an important part of world trade. Business negotiation takes place almost every moment, no matter how deep the negotiator's knowledge is. How professional negotiation literacy, there will be the infiltration of subjective thinking, this subjective thought is from behind the social and cultural background. Therefore, the influence of cultural factors on business negotiation can not be ignored. In the second chapter, the author introduces the cultural theories of Hofstede, Hall, Weiss and so on. The third chapter selects the representative cases that have already taken place in the Sino-US business negotiations, first of all, after the case statement, it makes the corresponding case analysis. Then, on the basis of the previous theoretical framework, the author analyzes the behavioral differences between Chinese and American business negotiations, and concludes the negotiation characteristics of Chinese and American business negotiators. The fourth chapter makes a deeper analysis of the differences in negotiation behavior from the perspectives of traditional culture and corporate culture. Traditional culture shapes the core values of a social and cultural system and influences the value judgment of negotiators. Corporate culture influences the overall style and individual preferences of the negotiating team. As a scientific and artistic skill, how to improve the quality of the negotiator is answered in the fifth chapter of this paper: first, to improve the technical level of the negotiator, that is, to master the negotiation skills. Second, to cultivate cross-cultural awareness, learning and understanding of different cultural differences. After China's entry into the WTO, with the increasing economic exchanges between China and the United States, the dynamic external environment and the development of the times put forward new requirements for cross-cultural negotiators. This paper bases on this, and provides some suggestions for training cross-cultural negotiators. This paper provides a reference for Chinese enterprises to achieve a win-win business negotiation between China and the United States.
【学位授予单位】：华东师范大学
【学位级别】：硕士
【学位授予年份】：2012
【分类号】：F715.4;D80

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