浅析高低语境文化差异对中美贸易谈判的影响_英语论文

Analysis of the Influence of the High and Low Context Cultures Differences on Sino-U.S. Business Negotiation

摘要

随着经济全球化迅速发展，世界各国之间的经济贸易往来与日俱增。国际贸易谈判作为对外经济贸易往来的重要组成部分，是国家间经济贸易往来顺利进行的前提和基础。中美贸易关系日益紧密，作为战略合作伙伴关系的中美两国，分别属于高低语境文化中的高语境文化和低语境文化。语境文化上存在巨大差异，使得双方存在冲突的潜在可能性。

本文将从语言特点、价值观，谈判风格以及思维方式等四个方面对中美贸易谈判风格进行对比分析，阐述高低语境文化下中美商务谈判各自风格及其差异所在。并从决策制定、风险承担和谈判目标等角度，论述语境文化差异对中美贸易谈判的具体影响。最后通过语境文化分析给中方谈判者提供一些可行性建议，希望能减少中美贸易谈判中因语境文化差异给谈判带来的误解，促进中美双方贸易发展。

关键词：高语境；低语境；语境文化差异； 中美贸易谈判； 影响

Abstract

With the rapid development of economic globalization, the economic and trade exchanges between countries of the world are increasing day by day. As a vital part of foreign economic and trade exchanges, international trade negotiation is the prerequisite and basis for the smooth progress of economic and trade exchanges between countries. Sino-U.S. trade relations are getting closer, as a strategic partnership between China and the United States. They belong to high context culture and low context culture. There are great differences in the context culture, making the potential conflict between the two sides.

This paper analyzes comparison of Sino-U.S. business negotiation styles from four aspects: verbal negotiation styles, values, negotiation styles and different thinking patterns, to expound the styles and differences of Sino-U.S. business negotiation. Then, analyzes the specific influence of context cultural differences on Sino-U.S. business negotiations from three aspects: decision making, risk taking, negotiation goal. Lastly, based on the influence of different context culture in Sino-U.S. business negotiation, there are some suggestions which the author hopes to reduce misunderstandings caused by context cultural differences in Sino-U.S. business negotiations, and promote the development of trade between China and the United states.

Key Words: High context culture; Low context culture; Context cultural differences; Sino-U.S. trade negotiation；Influences

Contents

Abstract i

摘  要 ii

1. Introduction 1

1.1 Background of the Study 1

1.2 Purpose and Significance of the Study 2

1.3 Layout of the Thesis 2

2. Literature Review 4

2.1 Business Negotiation 4

2.1.1 Concept of Business Negotiation 4

2.1.2 Process of Business Negotiation 4

2.2 Context Cultures 5

2.2.1 Definitions of High-Context and Low-Context Cultures 6

2.2.2 Differences between HC and LC 7

2.3 Context Cultural Differences of Sino-U.S. Business Negotiation 8

3. Comparison of Sino-U.S. Business Negotiation Styles between HC and LC 10

3.1 Verbal Negotiation Styles of Chinese HC versus American LC Cultures 10

3.1.1 Direct versus Indirect 10

3.1.2 Self-enhancement versus Self-effacement 11

3.1.3 Talk-oriented versus Silence-oriented 12

3.2 Individualism versus Collectivism Values Differences 13

3.3 Rigorous Attitude versus Flexible Attitude Negotiation Style 14

3.4 Synthesis versus Analysis Thinking Patterns 14

4. Context Cultural Influences on Sino-U.S. Business Negotiation 16

4.1 Context Cultural Influences on Decision Making 16

4.2 Context Cultural Influences on Risk Taking 17

4.3 Context Cultural Influences on Negotiation Goal 17

5. Suggestions 19

5.1 Recognize and Accept Cultural Differences 19

5.2 Flexible Decision-making 19

5.3 Focus on the Business 20

6. Conclusion 22

Bibliography 23

Acknowledgements 24