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| 价值观差异对中美商务谈判的影响 摘要 随着中美两国经济贸易的发展，双方商务谈判越来越频繁。而在中美商务谈判过程中，文化差异起着非常重要的作用，尤其是双方在价值观上的差异更是影响双方谈判的决定性因素之一。本文首先会对文化价值观和商务谈判进行概括性的介绍，然后从价值观差异的五个方面论述文化价值观差异对中美商务谈判风格、谈判组织、谈判进程、谈判结果、谈判策略等方面的影响。 关键词：文化价值观；中美商务谈判；影响 Abstract With the economic and trade development of Sino-US,business negotiations between the two sides have become more frequent. In the process of Sino-US business negotiations, cultural differences play a very important role.Especially the difference in values between the two parties is one of the decisive factors that affect the negotiations between the two parties. This thesis will first give a general introduction to cultural values and business negotiations, and then discuss the differences in cultural values for Sino-US business negotiations (including negotiation style, organization, process,result and strategy) from five aspects: individualism and collectivism,superior relations, attitudes towards interpersonal relations and conflicts, and time concepts. Key words : Cluture Value; Sino-US Business Negotiation; Impact Content 1.Introduction 1 2.Literature Review 2 2.1 The concept of cultural values 2 2.2 The concept of business egotiation 3 2.3 Overview of relationships between cultural value and business negotiation 4 3.Differences in Sino-US Cultural Values 4 3.1 Individualism-Collectivism 4 3.2 Leader-member relationship 5 3.3 Attitudes to interpersonal relationship 6 3.4 Attitudes to conflict 6 3.5 Time perception 6 4.The impact of Cultural Values on Sino-US Business Negotiation 7 4.1 Negotiation style 8 4.2 Negotiation organization 8 4.3 Negotiation process 9 4.4 Negotiation result 10 4.5 Negotiation strategy 11 5.Strategies in Promoting Sino-US Business Negotiation 11 5.1 Facing up to Sino-US cultural differences 12 5.2 Establishing cross-cultural negotiation awareness 12 6.Conclusion 12 References 14 |
