从跨文化角度论中美商务谈判中的文化价值与冲

Cultural Values and Conflict Resolution Styles in Sino-U.S. Business Negotiation: An Intercultural Perspective

Abstract

In an international business environment, negotiators with an understanding of cultural differences, who can utilize conflict resolution fundamentals, have a decidedly large advantage at the bargaining table. To this end, this thesis focuses on the cultural impacts of the varying methods of conflict resolution commonly used by American and Chinese negotiators and makes a comprehensive comparison of the different conflict resolution styles commonly found in the two cultures. This study makes an in-depth cultural analysis of conflict resolving styles adopted by American and Chinese negotiators from three aspects: collectivism vs. individualism, hierarchy vs. egalitarianism, high context vs. low context. Furthermore, this study indicates that conflict styles are not exclusively unchanging and both American negotiators and Chinese negotiators may strategically adopt conflict styles at the negotiating table. The chapter 4 also offers the concrete advices for Chinese negotiators, which would hopefully help future studies in this field.

Key Words: cultural; cultural value; conflict resolving style; intercultural negotiation

摘  要

在跨文化商务交流中，懂得文化差异，又能利用冲突解决原理的谈判手才能在谈判中占据决定性的优势。本文重点讨化对中美谈判手冲突解决方式的影响，并对两国谈判手常见的谈判风格进行了全面的比较。文章分别从集体主义与个体主义，等级制度与平等主义，高语境文化与低语境文化3方面，对中美谈判手的冲突处理风格进行了深入地分析，揭示了中美谈判手在商务谈判中冲突处理风格并不是1成不变的，无论中国谈判手还是美国谈判手都会在谈判中对冲突解决风格加以灵活运用。并向中国谈判手提出了具体性的建议。

关键词：文化、文化价值、冲突解决风格、跨文化谈判

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