中美文化差异对其商务谈判的影响【毕业论文】.doc

1、（20_届）本科毕业设计英语中美文化差异对其商务谈判的影响THEINFLUENCEOFSINOUSCULTURALDIFFERENCESONTHEIRBUSINESSNEGOTIATIONSI摘要近年来，随着中国经济的飞速发展，尤其是加入WTO以来，我国各企业面临的商务谈判越来越多，其中美国占有重要分量。随着中美两国间的经贸往来的飞速发展，双方的商务谈判也越来越频繁。然而由于两国政治环境、长期所受教育的不同等，使其存在着截然不同的文化差异。文化差异对商务谈判的各个方面都有直接的影响，在谈判中忽视文化差异可能会造成沟通障碍和不必要的麻烦，因此了解这种差异显得尤为重要。本文从语言和非语言交际方式、

2、价值观和思维方式三方面的差异来探讨其对商务谈判的影响，并给出几点建议。只有在充分了解了其文化差异之后，才能在谈判中指定合适的策略，达到一种双赢的局面。关键词商务谈判；文化差异；影响IIABSTRACTRECENTLY,ALONGWITHTHEFASTDEVELOPMENTOFCHINESEECONOMY,ESPECIALLYAFTERJOININGTHEWTO,BUSINESSENTERPRISESFACEMOREANDMORENEGOTIATIONSAMONGTHEM,THEUNITEDSTATESPLAYSANIMPORTANTROLESINOUSECONOMICANDTRADEEXCHA

3、NGEHAVERAPIDDEVELOPED,ANDBUSINESSNEGOTIATIONSBETWEENTHETWOSIDESBECOMEMOREFREQUENTENTIRELYCULTURALDIFFERENCESEXISTBETWEENTHETWOCOUNTRIESDUETOTHEDIFFERENCESINPOLITICALENVIRONMENTANDEDUCATION,ETCCULTURALDIFFERENCESWILLAFFECTTHEBUSINESSNEGOTIATIONSDIRECTLYTHEREWILLBECOMMUNICATINGOBSTACLESORUNNECESSARYTR

4、OUBLESBECAUSEOFTHEIGNORANCEOFCULTURALDIFFERENCESSOITISVERYIMPORTANTTORECOGNIZETHECULTURALDIFFERENCESBETWEENCHINAANDTHEUSATHISPAPERWILLDISCUSSTHEINFLUENCEOFSINOUSCULTURALDIFFERENCESONTHEIRBUSINESSNEGOTIATIONS,ANDTHENGIVESOMESUGGESTIONSTOTACKLEITONLYTOHAVEAGOODKNOWLEDGEOFTHECULTURALDIFFERENCESBETWEENT

5、HETWOSIDES,CANWEUSESUITABLESTRATEGIESTOREACHAWINWINSITUATIONKEYWORDSBUSINESSNEGOTIATIONCULTURALDIFFERENCESINFLUENCECONTENTS中文摘要IABSTRACTII1INTRODUCTION111THEBACKGROUND112THEOUTLINEOFTHISPAPER22ABRIEFRECOGNITIONOFNEGOTIATIONANDCULTURALDIFFERENCES321ABRIEFRECOGNITIONOFNEGOTIATION222ABRIEFRECOGNITIONOF

6、CULTUREANDCULTURALDIFFERENCES33CULTURALDIFFERENCESANDTHEIRIMPACTSONBUSINESSNEGOTIATION531LINGUISTICANDNONLINGUISTICDIFFERENCES5311LINGUISTICDIFFERENCESANDIMPACTS4312NONLINGUISTICDIFFERENCESANDIMPACTS532DIFFERENCESINVALUES6321INDIVIDUALISMANDCOLLECTIVISM6322EQUALITY9323TIME833DIFFERENCESINTHINKINGPAT

7、TERN9331THEOVERALLTHINKINGPATTERNANDINDIVIDUALTHINKINGPATTERN10332THECURVEDTHINKINGPATTERNANDLINEARTHINKINGPATTERN10333THECOMPREHENSIVETHINKINGPATTERNANDANALYTICALTHINKINGPATTERN114STRATEGIESTOTACKLETHECULTURALDIFFERENCESINBUSINESSNEGOTIATION155CONCLUSION17BIBLIOGRAPHY18ACKNOWLEDGEMENTS1911INTRODUCT

8、ION11THEBACKGROUNDWITHTHEACCELERATINGPROCESSOFGLOBALECONOMICINTEGRATION,INTERNATIONALBUSINESSACTIVITYHASBECOMEMOREANDMOREFREQUENTINTERNATIONALBUSINESSNEGOTIATIONPLAYSAVERYIMPORTANTROLEINTHEINTERNATIONALBUSINESSACTIVITY,WHICHISACROSSBORDERACTIVITYINTHEINTERNATIONALECONOMICANDTRADEEXCHANGESBETWEENDIFF

9、ERENTSUBJECTSRELATEDTOENTERPRISESTOCONDUCTBUSINESSESONTHECONSULTATIONSANDDIALOGUESINTERNATIONALBUSINESSNEGOTIATIONISNOTONLYBASEDONTHEECONOMICINTERESTSOFTHEPARTIESTOEXCHANGEANDCOOPERATE,ITALSOHASCOLLISIONSBETWEENDIFFERENTCULTURESANDEXCHANGESLINFANG,2008NEGOTIATORSFROMDIFFERENTCULTURALBACKGROUNDSHAVED

10、IFFERENTCOMMUNICATIONWAYS,VALUESANDTHINKINGPATTERNSINTHOSECASE,ITISNOTENOUGHTOFIRMLYUNDERSTANDTHEFOREIGNLANGUAGESBESIDES,ONEHASTOUNDERSTANDTHEDIFFERENCESBETWEENDIFFERENTCULTURESANDACCEPTTHEDIFFERENTCULTURESFROMONESOWNTHOUGHTODAYSWORLDSEEMSLIKEASINGLEFAMILY,INFACT,BECAUSEOFTHECULTURALDIFFERENCES,PEOP

11、LEFROMDIFFERENTCOUNTRIESSTILLHAVEMANYDIFFERENCESTHEYUSEDIFFERENTPERSPECTIVESANDPOSITIONSTOSEETHEWORLD,ASWELLASINTHEUNDERSTANDINGANDEXPRESSIONOFIDEASFORTHETRADETARGETGENERALLY,PEOPLEWILLPUTTHEIRIDEAS,PREJUDICEANDSOMEOTHERCULTURALCHARACTERISTICSTOTHEBUSINESSNEGOTIATION,WHICHWILLCAUSEINEVITABLYCOLLISIO

12、NORCONFLICT,OREVENRESULTINFAILUREOFTHENEGOTIATIONAFTERJOININGTHEWTO,CHINASECONOMYDEVELOPSRAPIDLYANDINTEGRATESINTOTHEWORLDECONOMYFURTHERFOREIGNTRADEHASALSOBECOMEMOREANDMOREFREQUENTNOWADAYS,THEUNITEDSTATESISTHEWORLDSLARGESTECONOMYENTITYASWELLASCHINAISTHELARGESTTRADINGPARTNERCHINAANDTHEUNITEDSTATES,RES

13、PECTIVELY,ASTHEWORLDSLARGESTDEVELOPINGANDDEVELOPEDCOUNTRY,HAVEMOREANDMOREBUSINESSCONTACTSANDTHETRADEAMOUNTISINCREASINGALONEWITHTHERAPIDDEVELOPMENTOFSINOUSTRADE,SINOUSBUSINESSNEGOTIATIONSALSOHAVEBECOMEINCREASINGLYFREQUENTTHEREISNODOUBTTHATBUSINESSNEGOTIATIONSINSINOUSTRADERELATIONSHIPWILLPLAYASIGNIFIC

14、ANTROLEHOWEVER,WHATCANTBEIGNOREDISTHATTHESINOUSCULTURALDIFFERENCESHAVETREMENDOUSIMPACTONTHEIRBUSINESSNEGOTIATIONSTHETWOSIDESWILLTENDTOUNCONSCIOUSLYPUTTHEIROWNCULTURETOTHENEGOTIATINGTABLE,INWHICHPROCESS,CULTUREWILLOFTENAFFECTPEOPLESATTITUDEANDNEGOTIATIONBEHAVIORINASUBTLEWAYIFTHEYUSETHEIROWNCULTURALPA

15、TTERNSASTHEBASISTOEVALUATETHEACTIONS,VIEWSANDCUSTOMSOFTHEOTHERSIDE,ITWILLLEADTOTHECULTURALCONFLICTANDITISDIFFICULTTOREACHAUNIFIEDACTION,WHICHEVENMAYBRINGTHEFRICTIONANDCONFLICTINTENSIFIEDSOMETIMES,THOUGHBOTHSIDESARESINCERE,THEYCANTACHIEVEANYPOSITIVERESULTULTIMATELYTHEREFORE,TOUNDERSTANDEACHOTHERANDFA

16、MILIARWITHTHEBUSINESSACTIVITIESOFCULTURALDIFFERENCESISOFGREATSIGNIFICANCEINSINOUSBUSINESS2NEGOTIATIONSITHELPSBOTHSIDESNEGOTIATORSUNDERSTANDEACHOTHERBETTER,ANDTHENADJUSTTHESTRATEGYINTIMESOASTOAVOIDSOMEPOSSIBLECONFLICTSCAUSEDBYCULTURALDIFFERENCESINTHISWAY,THEBILATERALTRADEALONGTHEMUTUALRECIPROCITYANDM

17、UTUALBENEFITWILLCONTINUETHEHEALTHYDEVELOPMENT,SOASTOREACHASATISFACTORYAGREEMENTEVENTUALLY12THEOUTLINEOFTHISPAPERTHISPAPERMAKESASPECIFICANALYSISOFTHEINFLUENCEOFSINOUSCULTURALDIFFERENCESONTHEIRBUSINESSNEGOTIATIONSITCANBEDIVIDEDINTOFIVEPARTSCHAPTERONEINTRODUCESTHECURRENTTRADESITUATIONBETWEENCHINAANDTHE

18、USANDPRESENTSTHEOUTLINEOFTHISPAPERCHAPTERTWOGIVESABRIEFRECOGNITIONOFNEGOTIATIONANDCULTURALDIFFERENCESCHAPTERTHREEANALYZESTHECULTURALDIFFERENCESBETWEENTHETWOCOUNTRIESONTHEIRBUSINESSNEGOTIATIONSFROMTHREEPERSPECTIVESSPECIFICALLYTHEFIRSTISLINGUISTICANDNONLINGUISTICDIFFERENCESTHESECONDISDIFFERENCESINVALU

19、EINTHISPART,DEEPERANALYSISWILLBECARRIEDOUTFROMTHREECONCRETEASPECTS,INDIVIDUALISMANDCOLLECTIVISM,EQUALITYANDTIMEANDTHETHIRDISDIFFERENCESINTHINKINGPATTERNINTHISPART,SPECIFICANALYSISWILLBECARRIEDOUTFROMTHEOVERALLTHINKINGPATTERNANDINDIVIDUALTHINKINGPATTERN,CURVEDTHINKINGPATTERNANDLINEARTHINKINGPATTER,CO

20、MPREHENSIVETHINKINGPATTERNANDANALYTICALTHINKINGPATTERNCHAPTERFOURGIVESSOMESUGGESTIONSTOTACKLETHECULTURALDIFFERENCESINBUSINESSNEGOTIATIONBETWEENCHINAANDTHEUSANDINTHELASTCHAPTER,ACONCLUSIONHASBEENREACHEDTHROUGHOUTTHEANALYSIS,THISPAPERAIMSTOANALYZECULTURALDIFFERENCESANDTHEIRIMPORTANTIMPACTSONBUSINESSNE

21、GOTIATIONBETWEENCHINAANDTHEUSMORECLEARLY,WHICHHELPSREADERSREDUCETHENEGATIVEEFFECTSCAUSEDBYTHECULTURALDIFFERENCESINTHEPROCESS2ABRIEFRECOGNITIONOFNEGOTIATIONANDCULTURALDIFFERENCES21ABRIEFRECOGNITIONOFNEGOTIATIONNEGOTIATIONPLAYSANIMPORTANTROLEINOURDAILYLIFEITISABASICHUMANBEHAVIORWHICHMANYPEOPLEDOEVERYD

22、AYTOGETWHATTHEYWANT,TOPROVEONSELF,ORTOSHOWTHEIRDIFFERENCESFROMOTHERPEOPLE“NEGOTIATIONISAPROCESSBYWHICHTHEINVOLVEDPARTIESORGROUPSRESOLVEMATTERSOFDISPUTEBYHOLDINGDISCUSSIONSANDCOMINGTOANAGREEMENTWHICHCANBEMUTUALLYAGREEDBYTHEMITALSOREFERSTOCOMINGTOCLOSINGABUSINESSDEALORBARGAININGONSOMEPRODUCT“WECANSEET

23、HATNEGOTIATIONISADECISIONMAKINGPROCESSTHATPROVIDESOPPORTUNITIESFORTHEPARTIESTOEXCHANGECOMMITMENTSORPROMISES,THROUGHWHICHTHEYWILLRESOLVETHEIRDISAGREEMENTSANDREACHASETTLEMENT3NORMALLY,NEGOTIATIONCONTAINSINTERESTS,TIMEANDCOMMUNICATIONLIHONGYUE,2010INTERESTSAREDEFINEDASTHEGOALEACHPARTYDESIRESTOACHIEVEBO

24、THPARTIESHAVECERTAININTERESTSBEFORETHEBEGINNINGOFTHENEGOTIATIONITISTHEMOTIVATIONTHATPUSHESTHEPARTIESTOENTERINTOANEGOTIATIONASUCCESSFULNEGOTIATIONISBENEFICIALTOBOTHSIDESWHENTHEINTERESTSOFTWOPARTIESARECOMMONANDCOMPLEMENTARY,ITWILLMAKETHENEGOCIATINGPROCESSPOSITIVELYWHILEIFTHEINERESTSOFTWOPARTIESARECONF

25、LICTING,ANAGREEMENTBECOMESUNLIKELYANEGOCIATINGPROCESSATSOMEPOINTISALSOACOMMUNICATINGPROCESSTHEPOWERANDSTRATEGYOFCOMMUNICATIONDECIDETHERESULTOFTHENEGOTIATIONTOAGREATEXTENT,SOEFFECTIVENEGOTIATINGSKILLSWILLCONTRIBUTETOTHESUCCESSOFNEGOTIATIONS22ABRIEFRECOGNITIONOFCULTUREANDCULTURALDIFFERENCESAGOODAPPREC

26、IATIONOFCULTUREISIMPORTANTFORAGOODUNDERSTANDINGOFCULTURALDIFFERENCESCULTUREISAVERYABSTRACTCONCEPT,COVERINGALLASPECTSOFHUMANLIFE,WHICHINCLUDESBELIEFS,KNOWLEDGE,ART,CUSTOMS,ETHICSANDMANYASPECTSOFSOCIALLIFEGEERTHOFSTEDE,ANEXPERTONMANAGEMENTANDCROSSCULTURALDIFFERENCES,DEFINEDCULTUREAS“THECOLLECTIVEPROGR

27、AMMINGOFTHEMINDWHICHDISTINGUISHESTHEMEMBERSOFONEHUMANGROUPFROMANOTHERCULTURE,INTHISSENSE,INCLUDESSYSTEMSOFVALUES,ANDVALUESAREAMONGTHEBUILDINGBLOCKSOFCULTURE“GEERT,1991TYLOREB,AFAMOUSBRITISHANTHROPOLOGIST,FIRSTPUTFORWARDHISCLASSICDEFINITIONOFCULTUREINHISPRIMITIVECULTUREFROMANANTHROPOLOGICALPERSPECTIV

28、EHEDESCRIBESCULTUREAS“THATCOMPLEXWHOLEWHICHINCLUDESKNOWLEDGE,BELIEFS,ARTS,MORALS,LAW,CUSTOMSANDANYOTHERCAPABILITIESORHABITSACQUIREDBYMANASAMEMBEROFSOCIETY“TYLOR,1971CULTUREISSHARED,LEARNED,TRANSMITTEDANDINTEGRATEDCULTUREISSHAREDMEANSTHATEVERYCULTUREISSHAREDBYAGROUPOFPEOPLETHEMEMBERSOFACULTURESHAREAS

29、ETOFIDEALS,VALUES,ANDSTANDARDSOFBEHAVIORCULTUREISNOTANINNATESENSIBILITY,BUTALEARNEDCHARACTERISTICNOINDIVIDUALISBORNWITHASENSEOFHIS/HERCULTURE,THEYHAVETOLEARNITINORDERFORTHECULTURETOBETRANSMITTEDSUCCESSFULLYFROMONEPERSONTOANOTHER,ANDONEGENERATIONTOTHENEXTGENERATION,ASYSTEMOFSYMBOLSNEEDSTOBECREATEDSOA

30、STOTRANSLATETHEIDEALSOFTHECULTURETOITSMEMBERS,WHICHMEANSCULTUREISTRANSMITTEDTHENINORDERTOKEEPTHECULTUREFUNCTIONING,ALLASPECTSOFTHECULTUREMUSTBEINTEGRATEDEXPLORINGTHESECHARACTERISTICSWILLHELPUSUNDERSTANDTHECULTURALDIFFERENCESININTERNATIONALBUSINESSNEGOTIATIONSBETTERCULTURALDIFFERENCESNOTONLYOCCURINDI

31、FFERENTCOUNTRIES,REGIONSANDDIFFERENTETHNICGROUPS,BUTALSOINHISTORICAL,POLITICAL,ECONOMIC,CULTURALTRADITIONS,CUSTOMSANDSELFMANAGEMENTOROTHERDIFFERENCESCHINESECULTUREISTHEOLDESTINTHEWORLD,ANDITISTHEONLYCULTURALSYSTEMWHICHHASNEVERBEENINTERRUPTEDTHEUSISANATIONOFIMMIGRANTS,4WHOSEANCESTORSCOMEFROMAROUNDTHE

32、WORLDPEOPLEMOVETOTHEUNITEDSTATES,NOTONLYMOVEDABOUTGEOGRAPHICALLY,BUTALSOPUTTHEMSELVESINTOANEWCULTUREWHERETHEYLIVETHEREFORE,THEREAREFUNDAMENTALDIFFERENCESBETWEENCHINAANDTHEUS3CULTURALDIFFERENCESANDTHEIRIMPACTSONBUSINESSNEGOTIATION31LINGUISTICANDNONLINGUISTICDIFFERENCESTHEWAYINWHICHPEOPLECOMMUNICATECA

33、NBEDIVIDEDINTOVERBALANDNONVERBALCOMMUNICATION,WHICHDIRECTLYAFFECTINTERNATIONALBUSINESSNEGOTIATIONSNOWADAYS,ENGLISHHASBECOMETHEMAINLANGUAGEINTHEINTERNATIONALBUSINESSNEGOTIATIONSPEOPLEWHOSEMOTHERTONGUEISNOTENGLISHCANSPEAKENGLISHFLUENTLYWHILETHEVASTMAJORITYOFAMERICANSCANTSPEAKCHINESEQUITEANUMBEROFCHINE

34、SENEGOTIATORSORALENGLISHISWEAKERTHANTHEIRREADINGANDWRITINGABILITYTHEYARENOTGOODATMAKINGADECISIONUNDERTHECIRCUMSTANCEOFNOPREPARATIONORINTHEPUBLIC,WHICHISDIFFERENTFROMTHEAMERICANSAPARTFROMTHEVERBALCOMMUNICATION,THENEGOTIATORSALSOUSENONVERBALCOMMUNICATION,SUCHASBODYGESTURES,EYECONTACT,FACIALEXPRESSIONS

35、,COSTUMESANDSOON311LINGUISTICDIFFERENCESANDIMPACTSAMERICANANTHROPOLOGISTANDCROSSCULTURALRESEARCHERHALLDIVIDEDCULTURESINTOHIGHCONTEXTANDLOWCONTEXTPATTERNSLIUFENGXIA,2005THEUSISATYPICALLOWCONTEXTCOUNTRYINITSCULTURE,MOSTOFTHEINFORMATIONISTRANSMITTEDBYCLEARANDSPECIFICSPEECHESORWRITTENWORDSAMERICANNEGOTI

36、ATORSTENDTOCOMMUNICATEINAFRANKANDDIRECTWAYTHEYWILLSPEAKCLEARLYANDDIRECTLYWHATTHEYWANTOWINGTOTHEHIGHSTATUSWHICHSTANDTHELONGTERMTRADEANDTHEIRSTRONGNEGOTIATINGSKILLS,THEUSNEGOTIATORSAREALWAYSCONFRONTATIONALINTHENEGOTIATIONWITHTHEIREXQUISITENEGOTIATINGSKILLSWHILECHINABELONGSTOHIGHCONTEXTCULTUREINITSCULT

37、URE,NONVERBALCOMMUNICATIONISTHETRANSMISSIONANDUNDERSTANDINGOFSOMEIMPORTANTFACTORSUSUALLY,PEOPLEWILLUSEBODYLANGUAGE,EYECONTACT,APPEARANCE,TONE,LOCATION,DISTANCEANDOTHERNONVERBALFACTORSTOCOMMUNICATEBECAUSEOFTHEDIFFERENTIMPLICATIONSOFLANGUAGEUSAGE,UNDERSTANDINGTHEMEANINGTHROUGHBOTHVERBALANDNONVERBALCOM

38、MUNICATIONISVERYNECESSARYINBUSINESSNEGOTIATIONSINMOSTCULTURES,THEBUSINESSWILLBECONSIDEREDRUDEWITHOUTSOMECHATATTHEBEGINNINGCHATTINGISANIMPORTANTWAYTOUNDERSTANDTHENEGOTIATINGPARTNERS,WHICHOFTENINCLUDESTHEWEATHER,THESURROUNDINGENVIRONMENT,DAILYNEWS,ETCINTHEUNITEDSTATES,PEOPLESHOULDNOTCHATABOUTPOLITICAL

39、,RELIGIOUS,PERSONALINCOMEANDPERSONALLIFEEVENWHENTALKINGABOUTTHE5FAMILY,ITSSIMPLEFOREXAMPLE,WHENASKEDHOWISYOURLIFE“,ONEJUSTANSWERFINE,THANKSTOITSINCETHEUSNEGOTIATORSCANNOTSPEAKCHINESE,ITISVERYIMPORTANTFORTHECHINESENEGOTIATORSTOLEARNTOSPEAKENGLISH,ESPECIALLYSOMECOMMONLYUSEDWORDS,SUCHASPLEASE,THANKYOU“

40、,“OKSOMETIMES,CHINESENEGOTIATORSWILLBEEMBARRASSEDWHENTHEYDONOTKNOWHOWTOANSWERTHEPRAISE,COMPLIMENTANDTHANKSFROMTHEIRAMERICANCOUNTERPARTSINFACT,YOUAREWELCOMEISJUSTOKWHENFACINGTHESECASESDURINGTHENEGOTIATIONS,MANYAMERICANSLIKETOMAKELONGSPEECHESINMANYCASES,ITISUNNECESSARYFORUSTOINTERRUPTTHEM,WHICHMAYBECO

41、NSIDEREDIMPOLITEBYMANYCHINESEACTUALLY,SINCETHEAMERICANSNEGOTIATINGMODELISDIRECT,YOUCANREJECTITORMAKESOMEGESTURESTOSUSPENDFOREXAMPLE,CHINESEEXCUSEMEAMERICANYESCHINESEITHINKYOUHAVEMADEYOURPOINTNOWPLEASEALLOWUSTOMAKEOURSIFTHEAMERICANREMAININDIFFERENTTOIT,THECHINESECANSTANDUPANDLOUDLYPROTEST“MRAWEARENOT

42、HERETODAYJUSTLISTENTOYOU,UNLESSWEAREALLOWEDTOPRESENTOURVIEW,THEREISNOPOINTINCONTINUINGTHISMATTER“INTHISCASE,IFTHECHINESEDONTKNOWTHEAMERICANSNEGOTIATINGMODELCLEARLY,ANDJUSTWAITFORTHEMTOENDTHEIRTALKING,THEREMAYBENOAGREEMENTINTHEENDINFACT,THEYCANEXPRESSTHEIRIDEASTOTHEIRPARTNERSDIRECTLY312NONLINGUISTICD

43、IFFERENCESANDIMPACTSBESIDESTHEUSEOFVERBALCOMMUNICATION,NONLINGUISTICMEANSAREALSOWIDELYUSEDINNEGOTIATIONSUNLIKETHELINGUISTICCOMMUNICATION,NONVERBALCOMMUNICATIONSDONOTHAVECLEARSYMBOLSANDSIGNIFICANCE,SOITISEASYMISUNDERSTOODBIJIWAN,1999DIFFERENTCULTURESHAVEDIFFERENTWAYSOFNONVERBALCOMMUNICATIONSWITHOUTKN

44、OWINGTHEMISUNDERSTANDINGSTHATHAVEGRADUALLYDEVELOPEDDURINGTHENEGOTIATIONANDDONOTCORRECTTHEMTIMELY,ITWILLAFFECTTHENORMALBUSINESSACTIVITIESTHEREFORE,ITISNECESSARYTOKNOWTHENONVERBALEXPRESSIONS,WHOSEINFLUENCEONTHEBUSINESSNEGOTIATIONSCANNOTBEUNDERESTIMATEDTHEREAREMANYCASESOFNONLINGUISTICDIFFERENCESBETWEEN

45、THECHINESEANDAMERICANNEGOTIATORSDURINGTHEIRNEGOTIATINGPROCESSFOREXAMPLE,WEOFTENCANSEETHATWHENACHINESEWANTTOSHOWHISDISAGREEMENTWITHOTHERS,HEUSUALLYSAYSSILENTLYTOSHOWHISCOURTESYANDRESPECTHOWEVER,THISMAKESITDIFFICULTFORTHEAMERICANTOACCEPT,THEYREGARDSILENCEASASENSEOFREFUSEUNDERMOSTCIRCUMSTANCES,SMILINGI

46、SVIEWEDASHAPPY,BUTTHECHINESESOMETIMESUSESMILETOSHOWHELPLESSORDISAPPROBATION,WHICHISDIFFICULTFORTHE6AMERICANTOUNDERSTANDALSO,MOSTAMERICANSWILLSPREADTHEIRHANDSORSHRUGTHEIRSHOULDERSTOMEANTHATIAMSORRY,ORSORRY,ICANT“,ORTHISSITUATIONISHOPELESS,ETCWHENFACINGTHESAMESITUATION,MOSTCHINESEHABITISSHAKINGHEADORW

47、AVINGHANDWHENTHECHINESESAYSORRYTHEYWILLSMILEATTHESAMETIMETOSHOWAPOLOGY,WHICHMAYBEMISTAKENASFALSEBYTHEAMERICANAMERICANSDONOTLIKETOCOMMUNICATEWITHTHEPERSONWHODOESNOTLOOKATHIM,BECAUSETHEYSEETHATASDISRESPECTHOWEVER,TOCHINESE,STARINGATSOMEONEISASORTOFDISRESPECTWHENTHEYCOMMUNICATE,WHICHISREALLYDIFFERENTFR

48、OMTHEAMERICANSO,ASWECANSEE,ITISREALLYVERYNECESSARYTOKNOWTHENONVERBALCOMMUNICATIONDIFFERENCESINTHEBUSINESSNEGOTIATIONSONLYINTHISWAYWILLTHENEGOTIATIONSNOTBECONFUSEDANDEVENMISLED32DIFFERENCESINVALUESVALUEISTHECOREOFTHECULTURE,WHICHDETERMINESVARIOUSCULTURALDIFFERENCESSOWHATSTHEMEANINGOFVALUEVALUESARETHE

49、STANDARDSBYWHICHACULTUREISNOTONLYTHEFOUNDATIONOFCONSTRUCTINGNATIONALCHARACTER,BUTALSOAKINDOFETHNICCULTURECOREPARTCAOLING,2001THEYAFFECTPERCEPTIONSANDCANHAVEASTRONGEMOTIONALIMPACTUPONPEOPLEINDIFFERENTCULTURES,VALUESMAYVARYSIGNIFICANTLYONESPROPERACTIONSINONECULTURECANBESEENASWRONGINAMORALSENSEINANOTHERCULTURETHEREFORE,STRENGTHENINGTHERESEARCHOFVALUEHELPSIMPROVECROSSCULTURALCOMMUNICATION,ESPECIALLYISVERYIMPORTANTFORINTERCULTURALBUSINESSNEGOTIATION321INDIVIDUALISMANDCOLLECTIVISMTHEINDIVIDUALISMEXPECTSPERSONALFREEDOM,BEINGONESELF,HAVINGSELFRELIANCEORSELFIN