中美商务谈判中的文化差异案例分析.pdf

Abstract Business negotiation between different countries is a common form of intercultural communication. With the increasing number of international trades, there are more and more business contacts between countries, and the business negotiation has also become the core of communication between countries. Based on Hofstede’s cultural dimension theory and an actual case of Sino-US business negotiation, this paper makes an attempt to analyze the impact of cultural differences during business negotiations between the two countries. And this paper proposes some practical ways to reduce the communication barriers caused by cultural differences and make the negotiations more smooth. Keywords: business negotiation; cultural dimension; cultural differences; case analysis I 摘 要 不同国家间的商务谈判，是跨文化交际中的一种常见形式。随着国际贸易增 长，国家间的商务往来也越来越多，商务谈判成为了各国交流的核心。 本文尝试通过霍夫斯塔德的文化维度理论，结合中美商务谈判的实际案例, 浅析文化差异对两国的商务谈判所造成的影响。并依据此案例，提出了一些切 实可行的方法来减少文化差异所带来的交流障碍，使谈判更加顺利。 关键词: 商务谈判；文化维度；文化差异；案例分析 II Contents Abstract I 摘 要 II 1. An introduction to this paper1 1.1 Research background of the study1 1.2 The purpose of this paper 1 1.3 The organization of this paper2 2. The theoretical framework of this paper 2 3. Cultural differences in a specific case of business negotiation4 3.1 Case description 4 3.1.1 The Chinese and American Participants 4 3.1.2 Synopsis of the Case 4 3.2 Case analysis 6 3.2.1 Individualism and Collectivism 6 3.2.2 Power Distance7 3.2.3