面子文化差异对中美商务谈判的影响.doc

中国矿业大学外文学院级年论文姓 名：　 刘佳　 　 学 号： 　１2１１51２4　 专 　 业:　 商务英语　　班 级:　 -0３ 　 　论文题目Inｆluencｅ of Facｅ Cｕlturｅ oｎ Sino-ＵS　　 　 　 　 　 　　 Buｓineｓs Ｎegoｔｉａtion　　　　　 　　 　 　 　 指引教师： 　 陈硕　 　 职 称：　 讲师　 　 　 　　 　 年　 6 月 徐州 Infｌuｅnce oｆ Fａｃe　Ｃulture on　Siｎo-US　Buｓiness Negoｔiatiｏn Ａbsｔrａcｔ: Wiｔh the rapid deｖｅloｐmｅnt ｏｆ gｌｏｂalｉzaｔioｎ　aｎd Ｃhiｎａ’s enｔｒy ｉnto thｅ WTＯ, China haｓ a clｏser　and clｏｓｅｒ rｅｌaｔｉｏnsｈｉp ｗｉth the Ｕｎiｔed Ｓtateｓ from ecｏnomy to　pｏｌitics，　cultｕre to teｃｈnoｌogy. It is coｍmｏn that　ｐeｏple　in diｆfｅｒｅnt cｕlture backgrｏunds　alwayｓ dｉffer iｎ thinｋing,　ｃommｕnicatｉnｇ aｎd　ｌivｉnｇ.　Espeｃｉally　in iｎternational　communｉcaｔｉon, understanｄing aｎｄ mutual rｅspeｃt are　tｈｅ basｉc prｉnciｐｌｅs ｉn business negotiatiｏns.　Among many　factorｓ ｔhaｔ ｉｍｐacｔ ｂｕsinｅｓs ｎegｏtiatｉon,　culｔure　faｃtor is becoming stｒongｅr ａnd strｏnger in　recｅnt tｉmeｓ． Therefｏrｅ　people nｅed　ｔo haｖe a　good command of oｔｈer’s cｕｌturｅ.　China ｈａs ｅnｊoyｅd ｇｒｅat　ｒepuｔatｉｏn ａs　a traditionａl ｏrｉｅｎtaｌ countrｙ, from　this persｐectｉve, ｗｅ cａn　conｃｌuｄｅ that politｅnesｓ has played a　maｊor rolｅ in ｉｎｔｅrperｓonal comｍunicatioｎ.　Ｆaｃe is one　of tｈｅ mｏst ｉmporｔanｔ　parｔs　ｏf Ｃhｉnese politeｎeｓs which inｆluences Ｓino－US busiｎess ｎeｇｏtｉation to ａ ｌaｒｇｅ ｄegree.　We ｃanｎot dｅnｙ that　China and ｔhe Uｎｉteｄ Sｔates hａve a quite diffｅrent　view on　faｃe perｓｐｅｃｔivｅ ｉn　Sｉno-US bｕsｉnesｓ nｅｇｏtiａｔions． Ｔhiｓ papｅｒ　ｍainly talks　about the ｉnfluｅnce of facｅ ｃulｔｕre ｏn Sｉno-US busｉｎesｓ　nｅgｏtｉation. Key words: face culｔure,　difference, Sｉno－ＵＳ bｕsｉnｅss negotiation 　 　 　ｉ 　 面子文化差别对中美商务谈判旳影响 　 　 　 摘要:随着全球化旳飞速发展,中国加入世界贸易组织,中美关系无论是在经济上还是政治上，亦或是科技上都日益密切。

然而,不同文化背景下旳民族，人民在思想,交流和生活上都截然不同特别是在国际贸易中，互相理解和尊重多种文化是最基本旳原则影响国际贸易谈判旳因素有诸多,其中文化因素在商务谈判中旳影响日益增强因此,各国人民应当对其他民族旳文化有所理解作为东方大国旳中国，自古以来盛誉在望,礼貌文明在人际交流中起到了重要作用面子文化作为中美文化旳重要构成部分,对中美商务谈判旳影响日益增长我们必须承认不同旳面子文化观念对中美商务谈判产生一定旳影响本文试通过对面子文化旳比较分析,论述其对中美商务谈判旳影响　 　核心词：面子文化;差别；中美商务谈判ii 　 　　 　 　 　　 　 　 ContenｔsAbｓｔract .．......．.....．......．.．...........．.．．...．..........．.．．......．..．．..．．....................．.．．.．．.．....．......i 　 中文摘要 ...．..．．.．....．.....．.....．．.....．.．...．..．.............．．..．.．.．．...........．.．...．.．..........．.....．....．.ｉiContenｔs ．．......．....．．.....．..．......．....．．..．......．..．.........．.．..．．...．．..．.．．........．．..．.．..．．．..．.．.....．．.ｉii１. Inｔｒｏdｕｃｔion .．..........．....．..．．...．．.....．．.．.....．．..．........．...．．.......．.．..．．...．.．．....．.．.．..........12. Dｅｆinitiｏn of Fａｃe Cｕｌｔurｅ ．．.．..．．.．.．..．.．．．.....．...．............．.．...．.．..．.．．.．.．.....．..．.．.．.．.．2 3． Ｃulturaｌ Diffeｒｅnceｓ and Reａsons between Cｈｉnｅｓe　anｄ Americａn Ｆaｃｅ Perｓpeｃtｉve　.．...．．...．.．..．.．.．...........．......．..．.......．．...．....．．．.．.．..．......．..．．.......．.......．．．.．.．..．　3　 ３.1 Inｄividualism and Collｅctiviｓm ．......．.................．.．........．.．．．.........．.．...．.....3 3．2 Equalｉty and Ｈierarcｈy　．．．．.....．........．.......．.．...........．..．....．.．.．...．..．.......．.......4　　 4.　Influence ｏf　Face Cｕlture ｏf Sinｏ-US Businｅss Negotｉatioｎ ..．..．....．．．．...．．.．.６ 　4.１ Expｒeｓｓｉｏn iｎ　the Ｎegotiaｔｉon ．.............．．.....．..．．...．．．.．..．..．.．............．....．．....6　 4.2　Concｅpt in ｔｈe Negotiaｔioｎ ...................．.．．．...．....．．.．．.．.....．..．.．......．...．．........8 4．3 Etｉｑuette iｎ thｅ Ｎegotiatｉon ．．.．..．.．...．..．．....．．...．．......．..．..．．.．.．.．.．....．.．．.．...．.....８5. Conｃlusiｏｎ　.．.．．.......．.．....．．..．.．．．.......．..．.......．.．．....．.．............．.．.．．........．.....．．....．..．．10 　　 　Bｉｂｌiｏｇrａphy .．．..．．..........．...．...............．．.．..............．．....．．...．....．...．..．..．．.．.....．.．...．.... 1１ｉｉｉInｆluｅnce oｆ Fａcｅ Cｕltｕｒｅ ｏｎ Sｉｎo-US　Busineｓs Negotiａtioｎ１.　Ｉｎtroduｃtｉon:　 　　Ｗith thｅ iｎfｌuence of globａliｚaｔｉon　aｎd boominｇ maｒket econoｍy, China and thｅ Uniteｄ States are clｏｓeｌｙ　relateｄ to　ｅach other. The Unｉｔed Ｓtatｅs ｉs　one of ｔhe　　stｒonｇｅst coｕntｒies in　ｔhe woｒｌd ｗith advancｅd　teｃhnoｌoｇy and sｔaｂｌe　ｅcｏnomy. Itｓ eｃoｎomic powｅr　iｓ the　sｏlideｓt aｎd iｔｓ GDＰ ａccounts foｒ 1／１０ of thｅ wｏrｌd’s　toｔal GDP. Simiｌarly,　Chｉｎa　iｓ tｈe larｇｅsｔ　develoｐｉnｇ　ｃｏｕntrｙ ｗhose eｃonｏmｙ grows rａpidｌy and ｐrosｐeｒously.　There　is no queｓtｉon ｔhaｔ　thesｅ ｔwｏ ｃｏuntｒｉeｓ have　heateｄ　business ｎｅgｏｔiａtioｎs with each　other．　Ｉｎ , ｔhe　totａｌ trade ｖolｕme　ｂetween thｅ ｔwo　nations reached ５82.21 billion dolｌars,　ｍarking　ａ 4.9 perceｎｔａge　increase ovｅr the ｌasｔ　yeａr. Howeｖｅr，　China and　ｔhe Uｎited Ｓtates have unｉqｕe　cｕlture　aｎｄ face cultuｒe ｉｓ an iｍportant pａrｔ of cuｌｔurｅ.　Difｆerｅnt ｆace peｒsｐective will cause a　loｔ of dｉfｆeｒeｎces ｉn　their　bｕsｉｎess negoｔiaｔion.　 　　 　Baｓed on ｔhｅ face cuｌｔuｒal　ｔheorｙ ｆrom Ｈｏfsｔｅde, Hu Ｈｓieｎchin, and　Gofｆmaｎ, tｈe papｅｒ　makｅs a furｔｈeｒ　ｒｅseａrcｈ aｂout faｃe　cｕｌtｕre differeｎｃes bｅtween　Chiｎa　and the Uniｔed　Statｅs. And on this baｓｉｓ, thｅ pａper combinｅs　wｉth ｅxａmpｌes oｆ businｅｓs　nｅgotiａtions　to　ｉｌlｕstrate　ｔｈe influ。