中美文化差异对商务谈判的影响【开题报告+文献综述+毕业论文】.Doc

1、1毕业论文开题报告英语中美文化差异对商务谈判的影响一、论文选题的背景、意义（所选课题的历史背景、国内外研究现状和发展趋势）当今世界经济全球化的趋势日益加强，国与国之间的交往与联系日益密切。中国加入世界贸易组织之后，中国企业和世界各国企业的商务往来与日俱增。中美两国间经济贸易随着全球经济一体化进程的加快而飞速发展，双方商务交往活动越来越频繁，商务谈判的重要性也日渐显现。在西方激烈的竞争和特定的社会条件下产生的谈判理论，其原则与方法日趋完善和系统化，日益显示出其对谈判实践的指导作用。具有代表性的理论主要有美国谈判协会会长、著名律师杰德勒I尼尔龙伯格（GERARDINIERENBERG）的“谈判需要

2、理论“。他在谈判艺术（THEARTOFNEGOTIATING）一书中所阐述的观点非常明确谈判的定义最为简单，而涉及的范围却最为广泛，每一个要求满足的愿望和每一次要求满足的需要，至少都是诱发人们展开谈判过程的潜因。只要人们为了改变相互关系而交换观点，只要人们为了取得一致而磋商协议，他们就是在进行谈判。（转引自刘园，2007）美国人卢西恩W派伊（1985）在他的中国人的商务谈判作风一书中指出中国人的谈判行为具有如下六个特点（1）注重原则，轻细节；（2）注重“意向性”协议，但又可能随时取消；（3）注重对方的威望和名声；（4）以拖延战术来考验对方的耐心；（5）反对妥协而喜欢强调共同利益；（6）合同的签

3、订是双方维持长期关系的开始。他指出，“用帮助中国人得到面子的办法，可以得到很多东西。”派伊的这部专著在西方影响极大，已成为要与中国打交道的人的必备指南。在中西方文化中，价值观差异是被研究最多的问题。美国学者罗基切（MROCKEACH）认为，“价值观是人们关于什么是最好的行为的一套持久的信念，或者依重要性程度而排列的一种信念体系。”我国学者李德顺（1993）从形式和2功能两个方面谈了价值观的定义，“价值观念是由人们对那些基本价值的看法、信念、信仰、理想等所构成，是人的精神追求目标系统。”中国学者朱永涛（2002）在其美国价值观一个中国学者的探讨书中对美国人的价值观进行了详细的阐述。他认为，价值观

4、处于文化的深层。中国人和美国人对个人主义有着颇不相同的理解。个人主义是美国价值观的核心所在，它是制约美国人其他价值观的中心思想。他用实例说明个人主义在中美两国文化中的含义，并指出这种差异绝不是偶然，而是在不同的历史条件下形成的。事实上，美国人在国际谈判中也充分展现了他们典型的个人价值观。纵观西方谈判学的研究和实践，除了对谈判本身固有规律的研究外，还特别注重不同的社会制度、文化观念、传统与习惯对谈判活动的影响，特别针对东方文化提出了一系列的谈判方略。这是值得我们认真研究和加以重视的。“先谈原则,后谈细节”的谈判策略是中国的谈判方式最明显的特征之一安冬风2006。美国人认为世界是由事实而非概念构成

5、的，所以他们不会过于相信纯理性的东西。谈判过程中他们重具体胜于整体，谈判一开始就直奔正题讨论具体款项。他们认为总体原则可有可无，只有实实在在的具体问题才能使谈判得到进展。商务谈判不仅是谈判双方基于经济利益的交流与合作。也是双方所具有的不同文化之间的碰撞与沟通。国际商务谈判受到各自国家、民族的政治、经济、文化等多种因素的影响，其中最难以把握的就是文化因素。俗话说“百里不同风，十里不同俗”。由于世界各国历史传统、政治制度、经济状况、文化背景、风俗习惯以及价值观念存在明显差异，所以各国谈判者在商务谈判中都会形成不同的谈判风格。每一个谈判人员来到谈判桌前时，都带着自己深深的文化烙印。由于谈判者来自不同

6、的国家和地区，有着不同的社会文化背景和政治经济体制，人们的价值观念、思维方式、行为方式、语言及风俗习惯各不相同，从而使影响谈判的因素大大增加，导致谈判更为复杂。（刘园，2007）中国有着几千年的悠久历史，而美国只有短短几百的历史，在历史发展过程中，中美两方形成了不同的价值观和思维方式，两国在谈判中也有着迥异的谈判风格。美国作为当今世界经济强国，其典型的商务谈判理论一直备受推崇。而中国的迅猛发展也备受关注，早在20世纪80年代，就有许多学者、专家开始探讨中国人的谈判方式。GRAHAM和LAM2004指出，中国商人受5000年历史文化的3影响相当深，其中平均地权论、道德论、象形文字语言以及对外国人

7、所持的谨慎心理使中国人在谈判中一般遵循八个方针关系、中间人、社会等级、人际和谐、整体观念、节俭、面子、吃苦耐劳。（张晓谦，2008）随着经济全球化的不断发展,中美之间商贸往来会更密切，各种层次、各种类型的国际商务谈判也越来越显示其重要作用。正确认识中美之间的文化差异及其对商务谈判的影响是确保两国之间商务谈判成功的关键。这也必将是未来中美企业商务谈判中不变的发展趋势。二、研究的基本内容与拟解决的主要问题本文旨在从文化的定义入手，剖析文化差异产生的原因，阐述文化差异对商务谈判的影响，并在此基础上为如何应对谈判过程中出现的文化差异问题提出相应策略。本文作者首先介绍国际商务谈判的概况，介绍谈判中会受到

8、哪些因素的影响。然后着重分点阐述中美文化的差异及其在两国谈判中所起的作用，并且举中美商务谈判中的案例来分析不同的文化背景中所产生的问题。最后从中得出启示，理清谈判中特别要注意和避免的问题，制定出合理制胜的谈判策略，使双方顺利达成商务谈判。由于同类研究作品很多，作者将侧重于中美文化的差异全面分析，融入作者自身的理解与意见，从价值观、语言及非语言表达、思维方式、风俗习惯和民族性格等角度研究并分点论述影响中美商务谈判的几个方面，包括谈判目的，谈判策略，决策方式，语用方式，时间概念等。三、研究的方法和技术路线1研究方法本文作者主要基于前人的研究基础，通过文献查阅法，对比总结法和举例分析法作为本论文的研

9、究方法。首先，通过对中美文化差异导致国际商务谈判中存在的问题进行研究分析。同时，运用对比法和案例分析法，一方面用实例把客观问题具体化并加以比较分析，一方面使问题更加突出，有利于认识问题产生的潜在原因并给出相应的解决策略。2技术路线4选取作者此前修过的跨文化交际和国际商务谈判课程的部分内容作为的基础，立足中西文化之间的差异对比来阐述其对中美之间谈判的影响。此外，通过阅读相关的书籍、报刊、网上相关的资料和期刊等方法收集有用的资料，并对这些资料进行概括、提炼和补充，结合自己的观点，来帮助完成论文的写作。3英文提纲如下OUTLINEANALYSISOFIMPACTSOFCULTURALDIFFEREN

10、CESONSINOUSBUSINESSNEGOTIATIONSTHESISSTATEMENTEFFORTSINTHETHESISAREDEVOTEDTOEXPLORINGWHATARETHEMAINDIFFERENTCULTURALFACTORSBETWEENCHINAANDAMERICATHATHAVEGREATINFLUENCESONTHE中美文化差异对商务谈判的影响【题目】介绍背景、意义中美之间的文化差异文化的定义、重要性中美之间五个文化方面的主要差异结论战略、启示文化差异对谈判的影响5NEGOTIATIONBUSINESSNEGOTIATIONRELATEDCULTURALDIFFER

11、ENCESFURNISHSOMESTRATEGIESFORCHINESENEGOTIATORSINVOLVEDINTHESINOUSBUSINESSNEGOTIATIONS,MAKINGEACHBATTLESUCCESSFUL1INTRODUCTION11THECONCEPTOFINTERNATIONALBUSINESSNEGOTIATION12FACTORSAREUSUALLYENCOUNTEREDININTERNATIONALBUSINESSNEGOTIATIONS2CULTURALDIFFERENCESBETWEENSINOUS21WHATISCULTURE22THEIMPORTANCE

12、OFCULTURE23CULTURALDIFFERENCESBETWEENCHINAANDAMERICA231DIFFERENCESBETWEENCHINESEANDWESTERNVALUES2311ETHICALVALUE2312SENSEOFCOMMUNITY2313SENSEOFCOLLECTIVE2314SENSEOFTIME232DIFFERENCESINVERBALANDNONVERBALCOMMUNICATION233DIFFERENCESINTHINKING234DIFFERENCESINCUSTOMS235DIFFERENCESINETHNICCHARACTERS3CULTU

13、RALIMPACTSONSINOUSBUSINESSNEGOTIATIONS31IMPACTOFDIFFERENTCHINESEANDWESTERNVALUE32IMPACTOFDIFFERENTVERBALANDNONVERBALCOMMUNICATION33IMPACTOFDIFFERENTTHINKING34IMPACTOFDIFFERENTCUSTOMS35IMPACTOFDIFFERENTETHNICCHARACTERS4ENLIGHTENMENT41HOWTOAVOIDCULTURALCLASHESINTHEINTERNATIONALBUSINESS42STRATEGIESANDR

14、ECOMMENDATIONSFORCHINESENEGOTIATORS5CONCLUSION6BUSINESSNEGOTIATIONACTSASANIMPORTANTROLEININTERNATIONALBUSINESSACTIVITIESHOWEVER,CULTURALDIFFERENCESOCCURFREQUENTLYWHICHMAKESOBSTACLESDURINGINTERNATIONALBUSINESSSOITISIMPORTANTTORESEARCHTHEIMPACTSOFCULTURALDIFFERENCESONSINOUSBUSINESSNEGOTIATIONANDFINDOU

15、TTHESOLUTIONS四、论文详细工作进度和安排2010年9月20日10月24日确定论文题目2010年10月24日2010年12月20日指导老师下达任务书，学生提交开题报告，文献综述2011年1月底前提交论文初稿2011年3月底前初稿、二稿的修改2011年4月底前三稿、四稿的修改2011年5月10日前定稿，提交按要求装订的论文终稿一式四份五、主要参考文献PYELUCIANW1985,CHINESECOMMERCIALNEGOTIATIONSTYLECAMBRIDGE,MASSOCGELSCHLAGER,GURINCULTURALDIFFERENCESSINOUSSTRATEGIESIMPA

16、CT18CONTENTSABSTRACT1INTRODUCTION12CULTURALDIFFERENCESBETWEENCHINAANDUS221VALUES322PERSPECTIVEOFFACE423SENSEOFTIME424VERBALANDNONVERBALCOMMUNICATION525THINKINGPATTERNS53CULTURALIMPACTSONSINOUSBUSINESSNEGOTIATIONS631HARDTOUNIFYTHEAGENDAINBUSINESSNEGOTIATION632HARDTOUNIFYTHEDECISIONSINBUSINESSNEGOTIAT

17、ION733RISKFORREACHINGANIMPASSEINBUSINESSNEGOTIATION734RISKFORMISUNDERSTANDINGINBUSINESSNEGOTIATION835RISKFORFINALBREAKINBUSINESSNEGOTIATION936CASESTUDY94STRATEGIESANDRECOMMENDATIONSFORCHINESENEGOTIATORS105CONCLUSION12BIBLIOGRAPHY13ACKNOWLEDGEMENTS141INTRODUCTIONWHENTHEWHEELOFHISTORYENTERSTHE21STCENT

18、URY,ANEWWORLDECONOMYPATTERNISUNFOLDEDBEFORECHINASEYESCHINASPEEDSUPTOTHEWORLD,ANDTHEWORLDISEAGERTOEMBRACECHINAECONOMICEXCHANGESBETWEENCHINAANDTHEWORLDAREDEEPENINGOPPORTUNITIESANDCHALLENGESAREBOTHEXISTINGININTERNATIONALBUSINESSACTIVITIESININTERNATIONALBUSINESSNEGOTIATION,CULTURALDIFFERENCEISANEXTREMEL

19、YIMPORTANTANDVERBOSEVARIABLETRAITSOFINTERNATIONALBUSINESSNEGOTIATIONSAREMULTINATIONALANDMULTIRACIALNEGOTIATORSFROMDIFFERENTCOUNTRIESANDAREASHAVEOBVIOUSDIFFERENCES,SUCHASVALUES,NONVERBALCOMMUNICATION,WAYOFTHINKING,ETCITISTHESECULTURALDIFFERENCESTHATGETTHENEGOTIATIONSINTODEADLOCKOREVENAFAILURETHUS,BES

20、IDESTHOSEBASICSKILLS,ITISVERYIMPORTANTTOKNOWTHEINFLUENCESCAUSEDBYTHECULTURALDIFFERENCESANDMAKEFULLPREPARATIONSASONEOFTHEKEYELEMENTSININTERNATIONALTRADE,INTERNATIONALBUSINESSNEGOTIATIONSARESIGNIFICANTTOTHEMICROBENEFITSOFENTERPRISESANDTHEMACROBENEFITSOFTHECOUNTRYWTOACCESSIONMEANSTHATCHINAWILLCARRYOUTB

21、USINESSACTIVITIESINTHENEWFRAMEWORK,INACCORDANCEWITHINTERNATIONALCONVENTIONSANDITISALSOPROPOSEDTOUPDATETHEHIGHERDEMANDSFOROURINTERNATIONALBUSINESSNEGOTIATORSTHEUNITEDSTATESISCHINASLARGESTTRADINGPARTNERANDCOMMONOPPONENTINBUSINESSNEGOTIATIONSASMOREANDMOREAMERICANMULTINATIONALENTERPRISESESTABLISHEDINCHI

22、NA,DEALINGWITHTHEAMERICANSWILLBECOMMONPLACEAMERICANSAREHIGHLYINDIVIDUALISTICANDADVOCATEFREEDOMTHEYAREINPLEASANTPERSONALITY,CONFIDENT,RESOLUTE,PRACTICALANDMATERIALISTICEVERYTHINGISJUDGEDBY“SUCCESSORFAILURE“TOWARDSTHEMTHEREFORE,THEYARESTRAIGHTFORWARD,DIRECT,EFFICIENTANDPURSUINGMATERIALISMINNEGOTIATION

23、SAMERICANSAREACCUSTOMEDTODISCUSSTHECONTRACTITEMBYITEM,SOLVINGONE,CARRYINGONE,INORDERTOSHORTENTIMETHEYAREVERYGOODATBARGAINING,ANDSUCCEEDINGWITHWISDOMANDSTRATEGYTHEYAREJUSTIFIEDTHUS,ITISCLEARTHATWESHOULDNOTUSEROUNDABOUTEXPRESSIONSOROUTFLANKINGTACTICS,INSTEAD,WEMUSTREMAINCLEARTHATALLQUESTIONSNEEDTOBEAS

24、KEDCLEARLYANDSHARPLY,OTHERWISEITISLIKELYTOCAUSETHEINTERESTCONFLICTONBOTHPARTIES,EVENMAKETHENEGOTIATIONINTOANIMPASSECHINESEBUSINESSMENAREDEEPLYINFLUENCEDBYTHEIRMORETHAN5000YEARSHISTORYANDCULTURE,AMONGWHICHARETHEEQUALIZATIONOFLANDOWNERSHIPTHEORY,ETHICS,HIEROGLYPHICLANGUAGEANDTHEPRUDENTIALPSYCHOLOGYTHE

25、REFORE,THEYAREUSUALLYGUIDEDALONGTHEEIGHTPRINCIPLESINANEGOTIATIONRELATION,INTERMEDIATOR,SOCIALCLASS,INTERPERSONALHARMONY,THEOVERALLIDEA,THRIFTY,PRIDE,TOUGHZHANGXIAOQIAN,2008INTERNATIONALBUSINESSNEGOTIATIONISABEHAVIORPROCESSTHATPEOPLEFROMDIFFERENTCOUNTRIESORDIFFERENTPARTSCOMMUNICATEWITHEACHOTHERTHROUG

26、HINFORMATIONANDMAKEACONSULTATIONONEACHTRANSACTIONININTERNATIONALBUSINESSACTIVITIES,INORDERTOSTRIKEABARGAININTERNATIONALBUSINESSNEGOTIATIONISAKEYCOMPONENTOFINTERNATIONALBUSINESSACTIVITY,THEMAINPARTOFTHEINTERNATIONALBUSINESSTHEORY,ANDTHEEXTENSIONANDDEVELOPMENTOFTHEBUSINESSNEGOTIATIONINTERNATIONALBUSIN

27、ESSNEGOTIATIONISREGARDEDASAUBIQUITOUSANDINDISPENSABLEMEANSINFOREIGNTRADEANDECONOMICACTIVITIESITISUSEDTOAVOIDCONFLICTSBETWEENBUSINESSSECTORSOFDIFFERENTCOUNTRIESANDACHIEVECOMMONINTERESTSLIUYUAN,2007DUETODIFFERENTPOSITIONANDSPECIFICOBJECTIVESOFNEGOTIATORS,THENEGOTIATIONPROCESSISFULLOFCOMPLEXCONFLICTSAN

28、DCONTRADICTIONSITISTHESECONFLICTSANDCONDITIONSTHATMAKEITNECESSARYFORNEGOTIATIONANDHOWTOSOLVETHESECONFLICTSAREWHATNEGOTIATORSSHOULDDOTHISPAPERFOCUSESONTHEDIFFERENCESBETWEENCHINESEANDAMERICANCULTUREANDTHEIRIMPACTSONINTERNATIONALBUSINESSNEGOTIATIONSITELABORATESCULTURALDIFFERENCESINVALUES,PERSPECTIVEOFF

29、ACE,SENSEOFTIME,VERBALANDNONVERBALCOMMUNICATIONANDTHINKINGPATTERNSANDITISSUPPLEMENTEDBYCASESTOANALYZEPROBLEMSARISINGFROMDIFFERENTCULTURALBACKGROUNDITALSOCLARIFIESISSUESANDPROBLEMSTHATNEEDTOBENOTEDANDAVOIDEDINNEGOTIATIONSFINALLY,ITDEVELOPSASERIESOFREASONABLESTRATEGIESFORASMOOTHNEGOTIATIONOFBOTHSIDES2

30、CULTURALDIFFERENCESBETWEENCHINAANDUSCULTUREISASPECIFICATTITUDEANDVALUESYSTEMOFANATIONITCONSTITUTESHUMANBEHAVIORSOFLIFEANDWORKALLNATIONSGRADUALLYDEVELOPTHEIROWNCULTURALTRADITIONANDPATTERNONTHEEARTHBECAUSEOFTHEIRSPECIFICHISTORYANDGEOGRAPHYLIAOLIRONG,CHENYI,2007CULTUREMAINLYCOVERSFOURASPECTSVALUES,VERB

31、ALANDNONVERBALCOMMUNICATION,CUSTOMS,WAYOFTHINKINGWHICHHAVEGREATINFLUENCEONINTERNATIONALNEGOTIATIONSYANGXIAOHUI,YANXU,2008THEREAREGREATDIFFERENCESBETWEENCHINESEANDAMERICANNEGOTIATIONSTYLE,ANDTHATCULTURECANINFLUENCETHEWAYINWHICHPEOPLEPERCEIVEANDAPPROACHCERTAINKEYELEMENTSINTHENEGOTIATIONPROCESSAGOODKNO

32、WLEDGEOFTHESEDIFFERENCESINTWOCULTURESMAYHELPNEGOTIATORSTOBETTERUNDERSTANDANDINTERPRETTHEIRCOUNTERPARTSNEGOTIATIONBEHAVIORANDTOFINDWAYSTOBRIDGEGAPSCREATEDBYTHESEDIFFERENCESASENIORBUSINESSMANEVENAFFIRMED,“IFYOUCANEFFECTIVELYOVERCOMECULTURALBARRIERS,THEVOLUMEOFUSINVESTMENTCANINCREASETWICETHANNOW“ANDHOW

33、TOEFFECTIVELYOVERCOMECULTURALBARRIERSDEPENDSONTHEUNDERSTANDINGANDAPPLICATIONOFNEGOTIATORSON“HOWCULTURALDIFFERENCEINFLUENCESTHEINTERNATIONALBUSINESSNEGOTIATION“XUZHONGMING,200921VALUESINBOTHCHINESEANDWESTERNCULTURE,VALUESDIFFERENCEISONEOFTHEMOSTPOPULARISSUESWHICHISRESEARCHEDBETWEENCHINESEANDWESTERNCU

34、LTUREUSSCHOLARMROCKEACHTHINKS,“VALUEISALASTINGPERSUASIONTHATWHATISTHEBESTBEHAVIOUR,ORABELIEFSYSTEMWHICHARRANGEDACCORDINGTHEIMPORTANCE“GUANSHIJIE,1995CHINESESCHOLARLIDESHUN1993MAKEADEFINITIONABOUTVALUEFROMTHEFORMANDFUNCTION,“VALUEISTHESPIRITOFPURSUINGTHETARGETSYSTEMWHICHCONSISTOFPEOPLESVIEWTOTHEBASIC

35、OPINION,BELIEF,RELIGIOUSANDIDEALS“CHINAHASALONGHISTORYOFTHOUSANDSOFYEARS,WHILEAMERICAONLYHASASHORTSPANOFHUNDREDSOFYEARSDURINGTHEHISTORICALDEVELOPMENT,BOTHPARTIESHAVEDEVELOPEDDIFFERENTVALUESVALUESARESTANDARDTOMEASUREHUMANBEHAVIORSANDTHEIRRESULTSTHEYAREAFFECTINGTHEWAYTHATPEOPLESUNDERSTANDINGSTOTHEPROB

36、LEMANDALSOBRINGSTRONGEMOTIONALIMPACTSVALUESDIFFERENCESBETWEENCHINAANDAMERICAMAINLYEMBODIEDINCOLLECTIVISMANDINDIVIDUALISMCHINESEVALUEISCOLLECTIVISMITISAKINDOFCONFUCIANISMWHOSECOREISHUMANITY,ANDPROMOTESAHARMONYBETWEENHUMANANDSOCIETYCHINESEATTACHGREATIMPORTANCETOASPECIFICCOLLECTIVEINTERESTORVALUEHOWEVE

37、R,AMERICANCULTUREISINDIVIDUALISM,AKINDOFPERSONALPHILOSOPHY“ITREGARDSINDIVIDUALASTHECENTERTHEYEMPHASIZETHEIROWNVALUESVERYMUCH,ANDTAKEINDIVIDUALSUCCESSASVALUEOFLIFETHEREFORE,THEYAREDIRECT,RESULTORIENTED,REGARDINGTHEMSELVESASTHECENTERINCOMMUNICATIONSANDUSINGVARIOUSTECHNIQUESINORDERTOACHIEVEONESGOAL22PE

38、RSPECTIVEOFFACECHINESECAREMOREABOUTFACETHANAMERICANSCOMPARE“RESPECTABILITY“WITH“INTERESTS“,CHINESEPEOPLETENDTOCHOOSE“RESPECTABILITY“ATTHENEGOTIATIONTABLEITISDUETOTHEGROUPCONSCIOUSNESSINCHINESECULTUREWITHOUTFACE,THEYCANTLIVEINTHEGROUP,OREVENABANDONEDBYTHESOCIETYANDCOMMUNITYAMERICANSWOULDCHOOSE“INTERE

39、STS“WITHOUTHESITATIONSOMEWESTERNNEGOTIATORSMENTIONEDINTHEIRWORKS,TOTELLOTHERSTOMAKEFULLUSEOFTHISCHARACTERWHENBARGAININGWITHTHECHINESECLEARLY,UNDERSTANDINGTHISDIFFERENCECORRECTLYANDPROPERLYCANEFFECTIVELYHELPUSTOOVERCOMESHORTCOMINGSANDSTRENGTHENINGOUROWNADVANTAGESAMERICANPYELUCIANW1985POINTEDOUTINHISW

40、ORK“CHINESECOMMERCIALNEGOTIATIONSTYLE“,TOHELPTHECHINESEPEOPLEGETFACEISTHEWAYTOGETALOTOFTHINGS23SENSEOFTIMECHINESEANDAMERICANSHAVEOBVIOUSDIFFERENCESONSENSEOFTIMEAMERICANSOFTENMAKEAGOODARRANGEMENTOFTIMEINLIFE,ANDHAVEAGOODHABITOFDATINGONTIMEINWESTERNCOUNTRIES,ONEMUSTINFORMINADVANCEABOUTHISVISITINGAIM,T

41、HEAGREEDTIMEANDPLACEBEFOREHEVISITSSOMEONEONTHISPOINT,CHINESEPEOPLEARESOADARBITRIUMTHATCANTMAKETHEAMERICANSFEELADAPTIVEHALL1959POINTSOUT,“AMERICANSTREATTIMEASGOODSGETIT,TOSPENDIT,ANDSAVEIT,TOWASTEITPEOPLELIVEWITHSTRICTANDACCURATETIMING“IFONECANTARRIVEONTIME,HESHOULDINFORMINADVANCEANDMAKEANAPOLOGYIFYO

42、UOCCUPYONESTIMEWITHOUTPERMISSION,YOUWILLBETHOUGHTTOHAVESTOLENHISDOLLARSINCHINESECULTURE,“WORKFROMDAWNTODUSK“ISATHOUSANDYEARSLIFESTYLECHINESEPEOPLEOFTENFORGIVELATENESSIFSOMEONEHASREASONS“TIMEISMONEY“ALMOSTHASBEENACREEDFORAMERICANSFOLLOWINGISACASEABOUTTWODIFFERENTATTITUDESTOWARDS“TIME“ANAMERICANBUSINE

43、SSMANWENTTOBEIJINGFORABUSINESSNEGOTIATIONWITHONECHINESECOMPANYBUTHEONLYHADONEWEEKSSCHEDULINGTHEFIRSTDAY,MONDAY,HEARRIVEDCHINESEBUSINESSMENHELDALARGESCALEBANQUETFORHIMWITHCOUNTLESSVARIETYOFMANNERSTHENEXTDAY,THECHINESEPARTYTOOKHIMTOTHEGREATWALL,SUMMERPALACEANDOTHERPLACESOFINTERESTWITHOUTTALKINGABOUTTH

44、ENEGOTIATIONTHETHIRDDAY,WHENTHEAMERICANBUSINESSMANWASINVITEDTOPLAYGOLF,HEFELTUNHAPPYANDASKED,“WHENCANWETALKABOUTOURPROPERBUSINESS“WEVEBEENDOWNTOTHEPROPERBUSINESS“CHINESEBUSINESSMENANSWEREDINHISINSISTENCETHATDAY,THEYFINALLYBEGANTHENEGOTIATIONINMEETINGROOMANDSIGNEDACONTRACTONSATURDAYHOWEVER,AMERICANBU

45、SINESSMANWASEAGERTOREACHANAGREEMENTASSOONASPOSSIBLE,SOHEHADTOMAKESOMECONCESSIONSINSEVERALASPECTSINSHORT,HEWASNOTSATISFIEDWITHTHECONTRACTVCTORAKREMENYUK,2004FROMABOVE,WECANSEETHATTIMEISANINFINITERESOURCEFORTHECHINESEINTHEIRVIEW,TOTAKETIMETOBUILDRELATIONSHIPSATFIRSTISVERYIMPORTANTITSAPARTOFTHENEGOTIAT

46、IONITCANNOTONLYCREATEAHARMONIOUSATMOSPHEREBUTALSOREFLECTTHEQUALITYOFCHINESEHOSPITALITYAMERICANSDONTDOSOTHEYTHINK,ITISAWASTEOFTIMEANDINEFFICIENTTHEYLIKESTRAIGHTTOTHEPOINTANDCOMPLETEEACHNEGOTIATIONASSOONASPOSSIBLEITCANCLEARLYBESEENTHATTHESETWOVERYDIFFERENTATTITUDESWOULDHAVEGREATINFLUENCEONTHENEGOTIATI

47、ON24VERBALANDNONVERBALCOMMUNICATIONTHEREARETWOFORMSINCOMMUNICATIONVERBALANDNONVERBALLANGUAGEAMERICANSEXPRESSTHEMSELVESFRANKLY,WHILECHINESEPEOPLEOFTENINAROUNDABOUTWAYONCEASKEDFORSOMETHING,THEAMERICANSUSUALLYGIVEADEFINITEANSWER,BUTTHECHINESEADVOCATETHAT“SILENCEISGOLDEN“DEALINGWITHAMERICANS,WESHOULDBEC

48、LEARABOUT“YES“AND“NO“THISISABASICPRINCIPLEIFYOUCANNOTACCEPTTHETERMS,DONTPALTERWITHTHEMUNLIKEWORDS,NONVERBALCOMMUNICATIONISCLEARINSIGNSANDMEANINGSITISEASIERTOBEMISUNDERSTOODBYTWOPARTIESUNDERDIFFERENTCULTUREBACKGROUNDFOREXAMPLE,ACHINESESAYS“SORRY“WITHASMILEWHENHEMAKESANAPOLOGY,ITMAYBEMISTAKENASNOSINCE

49、RITY“LOOKWITHFIXEDEYES“HASTWODIFFERENTMEANINGSCHINESEEXPRESSTHEIRCURIOSITYANDSURPRISE,BUTAMERICANSTHINKITISIMPOLITE,ANDMAKESPEOPLEVERYEMBARRASSEDTHEREFORE,UNDERSTANDINGOFNONVERBALEXPRESSIONISVERYNECESSARY25THINKINGPATTERNSTHINKINGPATTERNSHAVEASOCIALANDCULTURALPROPERTYITREFERSTOFORMSOFREASONINGANDAPPROACHESTOPROBLEMSSOLUTIONSWHICHDIFFERFROMCULTURETOCULTUREBECAUSEOFRESPECTIVEGEOGRAPHICPOSITION,NATURALENVIRONMENT,ETHNICITYANDHISTORICALCHANGES,RELIGIOUSBELIEFS,CUSTOMSANDCULTURALDIFFERENCES,THEEASTANDWESTHAVEDEVELOPEDDIFFERENTTHINKINGPATTERNSWITHTHEIROWNNATIONALCULTUREINCONSID