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摘 要
文化是跨文化交际的根基,中美文化差异主要表现在语言沟通、非语言沟通等诸方面。在跨文化商务交际中,交际者为达到交际目的,应积极地采取必要对策。目前中美两国间经贸发展较快,双方商务谈判越来越频繁。美国是世界上最大的经济实体,也是我国最大的贸易伙伴。商务谈判在双方经贸往来中扮演着重要角色。由于两国文化差异对商务谈判的各个方面都有直接的影响, 对文化差异缺乏敏感的人用自己的文化模式为依据来评价另一种文化中人们的行动、观点、风俗,往往会导致文化冲突。中美双方在商务谈判中必须增强文化差异的敏感性,了解在语言沟通、非语言沟通和谈判风格上的差异,为达成协议打下基础。在语言交际方面，文化对语言交际的影响主要体现在不同文化中词的内涵意义和比喻意义不同；在非语言交际方面，对手势、面部表情、目光接触等行为的不同理解都会影响谈判；在谈判风格方面，从各个案例可见，中美谈判者对待人际关系的态度、决策方式、时间观念和对待冲突的态度都有所不同。针对以上差异，从跨文化交际的角度对中美谈判者提出了利于和谐交际的建设性意见。
关键字：文化差异；商务谈判；语言交际；非语言交际；谈判风格
ABSTRACT
Culture is the basic element in intercultural communication. The cultural differences between China and the United States mainly lie in verbal and nonverbal communication, and so on. In intercultural business communications, people should take necessary measurements actively to achieve effective purpose. At present, the business conducted between the two countries grows rapidly and business negotiations are conducted more and more frequently. The United States is the largest economic entity, and is also the biggest business partner of China. Business negotiation plays an important role in their business interaction. Because the cultural differences have direct influence on every aspects of the negotiation, to evaluate the action, ideas, and custom of people from another culture with one’s own assumption may cause culture conflicts. Both the Chinese and the Americans should enhance the awareness of cultural differences, try to understand the differences in verbal, nonverbal communication and negotiating styles, and make preparation for successful negotiations. In terms of verbal communication, the culture impact on negotiation mainly lies in the difference of words’ connotation and figurative meaning in different culture. About nonverbal communication, the different understandings of such behaviors: gesture, facial expression and eye contact can also influence the result of negotiation. In the aspect of negotiation styles, we can see that Chinese and American negotiators have different attitudes toward interpersonal relationship, different decision-making patterns, different time concepts and different attitudes toward confrontations. Considering the above differences, we put forward some proposal from the perspective of cross-cultural communication for the negotiators from both China and the United States.
Keywords: cultural differences; business negotiation; verbal communication; nonverbal communication; negotiation styles
Contents
1 A Survey of Sino-U.S. Business Negotiation
1.2 Present Situation of Sino-U.S. Business Negotiations 2
2 Verbal Differences Affecting Sino-U.S. Business Negotiations
2.1 Words with Different Connotations
2.2 Words with Different Figurative Meanings
3 Nonverbal Differences Affecting Sino-U.S. Business Negotiations 7
4 Negotiation Styles Affecting Sino-U.S. Business Negotiations
4.1 Attitudes toward Interpersonal Relationship 12
4.3 Different Time Concepts 14
4.4 Attitudes toward Confrontations
5 Suggestions for Sino-U.S. Business Negotiation 18
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