An Analysis of Intercultural Communication Barriers in Sino-German Business Negotiations and Corresponding Strategies_英语论文

摘要

中德两国谈判者来自于不同的文化背景，这种文化背景导致了两国之间文化差异的存在。而这些文化差异，尤其是语言习俗、价值观念、商业惯例和商务谈判礼仪上的差异，使得国际商务谈判中的跨文化障碍日益凸显。只有谈判双方能够跨越和避免谈判中的文化障碍和冲突，国际商务谈判才能顺利进行，从而实现经贸领域双赢的局面。本文将从语言与非语言交际差异、价值观念差异、商业惯例差异、礼仪差异的角度来分析中德商务谈判中存在的跨文化沟通障碍，并提出相应的跨文化谈判的应对策略。

关键词：中德商务谈判；跨文化沟通障碍；语言与非语言交流；价值观念；商务谈判礼仪 

Contents

1. Introduction 1

2. Literature Review 2

2.1. Definition of Intercultural Communication 2

2.2. Definition of International Business Negotiation 3

3. Manifestations of Intercultural Barriers in Sino-German Business Negotiations 5

3.1. Different Communication Approaches 6

3.1.1. Different Degrees of Context Required in Communication 6

3.1.2. Different Nonverbal Communication Approaches 8

3.2. Different Values 9

3.2.1. Individualism in Germany versus Collectivism in China 9

3.2.2. Polychronic Time Orientation & Monochronic Time Orientation 10

3.3. Different Approaches in Business Practice 11

3.3.1. Decision-making Influenced by Power Distance & Hierarchy 11

3.3.2. Differences in Preference of the Form of Agreement 12

3.4. Different Business Negotiation Etiquette 14

4. Suggestions for Effective Sino-German Business Negotiations 15

4.1. Effective Approaches for Verbal and Nonverbal Language 15

4.2. Seeking Common Points while Reserving Difference in Values 16

4.3. A Keen Consciousness of International Commercial Practice 17

4.4. Appropriate Adaptation to International Negotiation Etiquette 18

5. Conclusion 19

References 21