文化全球化背景下中美商务沟通中的跨文冲突分析--英语(教育方向)毕业论文

毕业论文On Inter-cultural Conflicts in Sino-America Business Communication Under theBackground of Cultural Globalization文化全球化背景下中美商务沟通中的跨文化冲突分析院（系）名称外国语学院专业名称英语（教育方向）学生姓名指导教师年月日AcknowledgementsThe thesis is completed although a lot to be desired. While the completion the thesis cannot be separated from the great help of a lot of people. I would like to extend my warmest gratitude and genuine appreciation to those who give me support and assistance directly and indirectly during the process of making the research.First and foremost, I would like to address my special thanks to my erudite and amiable supervisor, associate professor XXX. She provides me valuable advice and suggestions about thesis as well as many life truth. Her righteous scholarship and upright life attitude influenced me deeply.Besides, I want to show my gratitude to all the teachers in the XXX College. Their earnest teachings not only gave me a lot of knowledge but also helped me to set up correct outlook on life.Thirdly, I would like to express my gratefulness to my dearest classmates such as XXX and XXX. They always gave me advice friendly and encouraged me heartily during the time I completing the thesis.Last but not least, I want to give my thanks to my patents. Their earnest support and patiently care is the wealth of my whole life.On Inter-cultural Conflicts in Sino-America Business Communication under the Background of Cultural GlobalizationAbstractWith the development of globalization, the communication among countries is more and more frequent. A variety of joint ventures and foreign-funded enterprises emerges in China, which facilitate the diversification of Chinese economic forms as well as the prosperity of Chinese economy. Entering 21th century, business communication between China and America increase rapidly. Both China and America attach great importance on the bilateral trade relations. Cultural differences between China and the America is the biggest obstacle to the development of bilateral economic and trade relations, which is reflected in all aspects, including values, beliefs, ways of thinking, communication, etc. It is supposed to be solved in the background of Cultural globalization. Cultural globalization refers to the transmission of ideas, meanings and values around the world in such a way as to extend and intensify social relations.The circulation of cultures enables individuals to partake in extended social relations that cross national and regional borders. Cultural globalization is beneficial to the development of the foreign trade between China and America as well as the amalgamation of the world culture and diminish conflicts and obstacles among countries. This paper is supposed to analyze the different cultures between China and America under the background of cultural globalization, finding out the existing conflicts in the business communication, including the conflicts in daily communication and business negotiation, language styles and context as well as different working groups and identities. The cause for the cultural conflicts are also to be discussed from the cultural personality, development and interests. Through the discussion of cultural conflicts, the solutions are to be raised so that improve the efficiency of the business communication between China and America.Key words:Inter-cultural conflicts, Sino-America business communication, Cultural globalization文化全球化背景下中美商务沟通中的跨文化冲突分析摘要随着全球化的发展，国与国之间的交往日益频繁。

大量的中外合资、外资企业在中国如雨后春笋般出现，促进了国内经济形式的多样化和中国经济的繁荣。

进入21世纪后，中美之间的商务交流骤增，两国对双边贸易关系都极为看重。

而文化的不同则成为两国双边贸易关系发展的最大障碍，这种障碍反映在方方面面，如价值观、信仰、思维方式等方面的不同。

而这种不同可以在文化全球化的背景下得以解决。

文化全球化是指世界范围内传播思想、意义、价值观等，以扩大和强化社会关系，文化的循环使得个体能够跨越国家和区域的边界来扩展社会关系，对中美商务交流的发展具有重大意义，同时也有利于世界文化的融合以及国与国之间冲突和障碍的消除。

本文在文化全球化的背景下，分析中美两国不同的文化，包括日常交流和商务谈判、语言风格和语境、工作团体与身份认同等方面的不同。

本文也将从文化性格、发展与利益等方面讨论中美文化差异的根源。

通过以上分析，文章会提出解决中美商务交流中跨文化冲突的办法，以提高中美商务沟通效率和质量。

关键词：跨文化冲突，中美商务沟通，文化全球化ContentsAcknowledgements (I)Abstract in English (II)Abstract in Chinese ................................................ .. (IV)1Introduction (1)2 Literature Review (3)2.1 Inter-cultural Communication (3)2.2 Definition and Features of Culture (3)2.3 Features of Inter-cultural Conflicts in Business Communication under the Background of Cultural Globalization (5)2.4 Previous Studies at Home and Abroad (5)3 Inter-cultural Conflicts in Business Communication between China and America Under the Background of Cultural Globalization (6)3.1 Inter-cultural Conflicts in Business Communication Occasions (6)3.1.1 Daily Communication (7)3.1.2 Business Negotiations (7)3.2 Inter-cultural Conflicts in Business Communication Objects (8)3.2.1 Different Working Groups (8)3.2.2 Different Identities (9)3.3 Inter-cultural Conflicts in Business Communication Language Uses (9)3.3.1 Language Styles (10)3.3.2 Language Contexts (10)3.4 Case Analysis (11)4 Analysis of the Causes of the Cross Cultural Conflicts in Sino American Business Communication (12)4.1 The Theory of Cross Culture (12)4.1.1 Six Value Orientation Theory (12)4.1.2 Cultural Dimension Theory (13)4.2 Reasons of Cross-cultural Conflicts in Sino America Business Communications under the Background of Cultural Globalization (13)4.2.1 Differences in Cultural Personality (14)4.2.2 Different Levels of Cultural Development (14)4.2.3 The Interests have Changed under the Globalization (15)5 Analysis of the Countermeasures for Solving Cross Cultural Conflicts in Sino American Business Communication (15)5.1 The Necessities of Solving Cross Cultural Conflicts in Sino American Business Communication (15)5.2 Countermeasures for Solving Cross Cultural Conflicts in Sino American Business Communication under Background of Cultural Globalization (16)5.2.1 Enhance the sensitivity of cross-cultural ideas (16)5.2.2 Strengthen communication and establish a global cultural view (17)5.2.3 Seek common ground and strengthen cross-cultural awareness (17)6 Conclusion (19)Notes (20)Bibliography (21)On Inter-cultural Conflicts in Sino-America Business Communication Under theBackground Cultural Globalization1 IntroductionWith the development of globalization, business communication among countries are more and more frequent. Cooperation and competition are the main stream in the business communication, which determines the important position of countries’ interaction and communication. China and America are two great powers in the world. There are many connections not only in politics but also in economy. In 1980s, China put forward the policy of reform and opening up, the business relationships with countries in the world are closer, especially with America. After entering WTO, Business communication between China and America became more frequent. It can be seen that the business communication between China and America is an important part for Chinese foreign trade. As the crucial position of Sino-America business communication takes, there are many cultural conflicts among the business interaction between China and America, since the different cultures. The conflicts always pose challenge and instability to business communication between China and American. Hence it is urgent to solve the inter-cultural conflicts in order to advance the business communication.Entering 21th century, business communication between China and America increase rapidly. Both China and America attach great importance on the bilateral trade relations. Cultural differences between China and the America is the biggest obstacle to the development of bilateral economic and trade relations, which is reflected in all aspects, including values, beliefs, ways of thinking, communication, etc. It is supposed to be solved in the background of Cultural globalization. Cultural globalization refers to the transmission of ideas, meanings and values around the world in such a way as toextend and intensify social relations.The circulation of cultures enables individuals to partake in extended social relations that cross national and regional borders. Cultural globalization is beneficial to the development of the foreign trade between China and America as well as the amalgamation of the world culture and diminish conflicts and obstacles among countries. This paper is supposed to analyze the different cultures between China and America under the background of cultural globalization, finding out the existing conflicts in the business communication, including the conflicts in daily communication and business negotiation, language styles and context as well as different working groups and identities. The cause for the cultural conflicts are also to be discussed from the cultural personality, development and interests. Through the discussion of cultural conflicts, the solutions are to be raised so that improve the efficiency of the business communication between China and America.With the situation, it is supposed to solve the inter-cultural conflicts under the background of cultural globalization. Cultural globalization refers to the transmission of ideas, meanings and values around the world in such a way as to extend and intensify social relations. This process is marked by the common consumption of cultures that have been diffused by the Internet, popular culture media, and international travel. This has added to processes of commodity exchange and colonization which have a longer history of carrying cultural meaning around the globe. The circulation of cultures enables individuals to partake in extended social relations that cross national and regional borders. The creation and expansion of such social relations is not merely observed on a material level. Cultural globalization involves the formation of shared norms and knowledge with which people associate their individual and collective cultural identities. It brings increasing interconnectedness among different populations and cultures.It can be seen that cultural globalization is supposed to mediate the problems and conflicts in the business communication, which is surely beneficial to the Sino-America business communication. Under the background of cultural communication, Chineseand American cultures are supposed to be comprehended and mastered by each side, so that reach agreements easier and carry out business activity smoothly, from which way establish a win-win situation in business communication between Chinese and American corporations.This paper is divided into four parts: the first part is introduction, which introduces the cultural globalization, the business communication between China and America and the significance of the study. The second part is literature review, expounding the definition of culture, inter-cultural communication and the previous study at home and abroad. The third part is the body of the research, including the inter-cultural conflicts in the Sino-America business communication, the cause of the conflicts and the solutions to the inter-cultural conflicts between China and America. The inter-cultural conflicts in Sino-America business communication are mainly discussed from different occasions, objects and language use. The causes of the inter-cultural conflicts are analyzed from the cultural personality, cultural development and interests. The countermeasures to the inter-cultural conflicts are mainly three points: Enhance the sensibility of cultural ideas, establish a global cultural view, seek common ground and strengthen cross culture awareness. The fourth part is the conclusion of the whole research.2Literature Review2.1 Inter-cultural CommunicationIntercultural communication is a discipline that studies communication across different cultures and social groups, or how culture affects communication [1]. It is used to describe the wide range of communication processes and problems that naturally appear within an organization or social context made up of individuals from different religious, social, ethnic, and educational backgrounds. Intercultural communication is sometimes used synonymously with cross-cultural communication. Many people inintercultural business communication argue that culture determines how individuals encode messages, what medium they choose for transmitting them, and the way messages are interpreted [2].With regard to intercultural communication proper, it studies situations where people from different cultural backgrounds interact. Aside from language, intercultural communication focuses on social attributes, thought patterns, and the cultures of different groups of people. It also involves understanding the different cultures, languages and customs of people from other countries. Intercultural communication is also referred to as the base for international businesses.The inter-cultural communication discussed here is the business communication between China and America. Because of the different cultural backgrounds, Chinese and American businessmen are supposed to performance in different ways [3]. And the differences will affect the business behavior and style, which will restrict the business activity process. Therefore, the business communication between China and America is not only the economic contacts, but also the cultural collision and communication. Thus, it is of great importance to acquire the knowledge of inter-cultural communication in order to make the business activity carry out smoothly.2.2 Definition and Features of CultureCulture can be defined in numerous ways. In the words of anthropologist Tylor, it is “complex whole which includes knowledge, belief, art, morals, law, custom and any other capabilities and habits acquired by man as a member of society [4].” Alternatively, in a contemporary variant, “Culture is defined as a social domain that emphasizes the practices, discourses and material expressions, which, over time, express the continuities and discontinuities of social meaning of a life held in common[5]”. The Cambridge English Dictionary states that culture is “the way of life, especially the general customs and beliefs, of a particular group of people at a particular time.”As a defining aspect of what it means to be human, culture is a central concept in anthropology, encompassing the range of phenomena that are transmitted throughsocial learning in human societies[6]. The word is used in a general sense as the evolved ability to categorize and represent experiences with symbols and to act imaginatively and creatively. It is also used to denote the complex networks of practices and accumulated knowledge and ideas that is transmitted through social interaction and exist in specific human groups. The concept of material culture covers the physical expressions of culture, such as technology, architecture and art. Whereas the immaterial culture such as mythology, philosophy, literature and science make up the intangible cultural heritage of a society [7].Different cultures acquire different features. As for the business culture, in China, there is authority structure in business world. Although reform and political democratization process have changed the situation in-depth, the trend are corrected gradually, the culture of a nation is the result of long time disposition. Therefore, there is still large gap in business power. Due to many historical reasons, China’s enterprises are characterized by starting late and small scale. The obvious characteristic in commercial activities is local entrepreneurial culture in China. While there is totally different business cultural in America. American enterprises emphasize on individual value, pay attention to the cultivation of staff and respect for customers [8]. They are inclined to d istribute the leadership to company staff and adhere to the company’s values and philosophy. The differences in business cultures between China and America will surely result in the differences in business behavior.2.3 Features of Inter-cultural Conflicts in Business Communication under the background of Cultural GlobalizationSince China and America owns different culture, during the process of business communication, there are inter-cultural conflicts. And there are certain features of the inter-cultural conflicts.First, the inter-cultural conflicts are originated from the immaterial culture, such as the value, philosophy, function system and so on. And since it is on the mental level, the conflicts are not easy to be solved.Second, some inter-cultural conflicts in business communication comes from the different beliefs and expectations. This reflect the mental and material requirements of the both sides, which render the formation of bilateral thinking mode.Third, the inter-cultural conflicts not always exert negative effect on the business activities. Since it is beneficial to the awareness of the differences of culture.Fourth, the inter-cultural conflicts is uncontrollable. Differences in culture sometimes are unpredictable, which determine the uncontrollability of the inter-cultural conflicts [9].2.4 Precious Studies at Home and AbroadWith the development of the business communication between China and America, the inter-cultural differences reveals and there are inter-cultural conflicts every now and then. In terms of the Sino-America business communication, many scholars and researchers made researches about the field.Ronald Applbaum (2006) holds that the solutions to the inter-cultural conflicts in business communication should not only grasp the knowledge of the other culture but also should stand on the other positions to view the business affairs[10]. Thus, it is required for businessman to learn more etiquette and ethical psychology of the other side. Edward Hall (1996) proposes that both sides of the business communication are supposed to respect the others’ culture so that lead the business co mmunication smoothly and healthily. In case of the cultural conflicts, both sides are supposed to prepare for the meeting or the party. While Hofstede Geert (1980) raised out that the inter-cultural conflicts in business communication not just exert negative effect but also provide a possibility for the further communication, hence it is improper to deny all the inter-cultural conflicts. Edgard Schein (1992) considers now that the inter-cultural conflicts are unavoidable, it is expected to regard it calmly and response with positive attitude in case of a further negative effect.With the wide and in-depth researches abroad, the studies of this field at home is also prosperous. Niu Hongyu (2005) detects the polite expressions in inter-cultural business negotiation, holding that the polite expression the respect for others as well asthe reflection of high quality of Chinese business culture, which should be advocated [11]. Wang Panpan (2009) explores the cultural differences between China and American. Some solutions are also raised out to solve the problems resulting from the cultural differences. Bai Yuan (2002) researches into the case studies of the negotiation between China and America, raising out some concrete solving methods for specific occasions, which is very practical.With so many researches about the inter-cultural conflicts in business communication, this paper is supposed to take the former research achievements as a reference, take a in-depth and further s into the inter-cultural conflicts in Sino-America business communication under the background of cultural globalization.3Inter-cultural Conflicts in Business Communication between China and America under the Background of Cultural Globalization3.1 Inter-cultural Conflicts in Business Communication OccasionsThe inter-cultural conflicts are not only reflected on the business negotiations, but also in the daily communication between both sides. In this part, the two aspects of inter-cultural conflicts between China and America are supposed to be discussed in detail.3.1.1 Daily CommunicationIn the Sino-America business communications, there is not merely negotiations but also daily communications such as conference calls, internet meetings or regular receptions. For example, when American cooperative partners arrive at the airport, Chinese sides are supposed to receive them, hold a welcome party or meal, make a schedule and other affairs that needed in relation to work and daily lives. In this process, some inter-cultural conflicts may happen. Some complaints and frictions are supposed to be raised in these occasions for the different customs of the reception. Chinese people usually arrange receptions unrelated to the business affair to connect emotions,while Americans regard it as inefficiency.There is a example, reflecting the different attitudes between China and America. Two senior American managers stayed in China for several months. During the last days in China, they decided to relax by traveling to some scenic beauties and places of interest. However, the Chinese representatives arrange a mass tourism for them together with the Chinese staffs out of good will and kind hearts. The two American managers felt confused and annoyed about this, since they believed that vocation is their owns and no one has the right to arrange without their consent. The central conflict in this example is the conflicts between Chinese hospitality and American view of primacy. There are many other daily communication conflicts in the inter-cultural business communication.3.1.2 Business NegotiationsBusiness negotiations between Chinese staffs and American staffs is a formal business affair, which is also a important part in business communication. Since it is in relation to the sensitive affairs such as bargain of interests and problem-solving. In some occasions, both sides are not familiar with each other, some cultural conflicts are supposed to happen. A professor defined negotiat ion as “the communication that takes place in order to reach agreement about how to handle both common and conflicting interests between two or more parties [12]”. It can be seen that negotiation is a important affair and it is supposed to be dealt well.Because of the different cultural background, Chinese and Americans acquire different negotiation styles and expectations of the output of the negotiation. There is a practical point that reflect the issue. In business negotiation, Chinese put more attention on cultivating relationship with their American cooperative partners. Hence they are inclined to place the negotiation on banquet, which is also called “culture of drinking”. Chinese negotiators are also inclined to sacrifice some interests to show friendliness in order to be beneficial to a long-term cooperation. While Americans look forward to a more efficient negotiation instead of bargaining on the banquet table. Since as far as they are concerned, fairness should be placed in the first place.3.2 Inter-cultural Conflicts in Business Communication ObjectsChinese and American inter-cultural conflicts are also reflected on business communication objects. In this part, the working groups and identities will be discussed.3.2.1 Different Working GroupsThe cooperation between Chinese and American enterprises are also realized by working in an identical teams, in which Chinese and American staffs partake different position of the task. In this angle, the team work is very important in completing the task. Just as the saying “two heads are better than one”. It is universally received that teamwork could increase the productivity and creativity. What’s more, the different segment responsible for different parts of work is more efficient an high quality, in which way reduce the redundant personnel and simplify the working procedures. While in a working group like this, the some inter-cultural conflicts are supposed to occur.For instance, staffs from different departments such as training team and managing group are easily to have conflicts because of the different culture. Chinese staffs are inclined to seek help from one another when encounter a problem. And a Chinese partner is willing to help the one whole cannot deal it well. Yet American staffs may consider that it is the reprehensibility of certain staff, he or she has no right to ask others to do it instead. In this situation, the cultural conflicts emerges.Cox (1996) clarified five critical causes in a group with the members with different cultural background: 1. Customs difference. 2. Assimilation and individual identities. 3. Imbalance of strength. 4. The different targets. 5. The contend for less resources. The five points above reflected vividly in practical work in enterprises.3.2.2 Different IdentitiesSince different values between Chinese staffs and American staffs, there are distinct characteristics of Chinese staffs and American staffs. Chinese staffs are characterized by five features: first, indirect communication, they usually useeuphemism and mild ways to express what they mean in order not to harm the emotion of one another. Second, highlighting dignity, Chinese staff usually high self-esteem and establish a invisible wield on themselves. Third, the respect for elders and authorities. This is a traditional virtue of Chinese, but sometimes excessive humidity is considered recreance by others. Fourth, highlighting families. Chinese regard family as an important part of life, which cannot be removed by anyone in any way. Fifth, the obedience to leaders. Staffs completely accept the authority of leadership and usually be obedient to the direction of leaders.On the contrary, American staffs stress more on the realization of self-value. Thus, they performance totally different from Chinese staff. Americans pay more attention on efficiency, so they are inclined to adopt direct expression so that save time and energy. If there is mistakes or malfunction of the group, they may point out directly no matter whether it is average staff’s error or leaders error. American staffs respect the elders and superior ranks, but if they cannot carry out working schedule in correct way, everyone could stop and give suggestions, since the atmosphere is relative relaxer.Because of the different identities to self position, there are inter-cultural conflicts among business communication between China and America.3.3 Inter-cultural Conflicts in Business Communication Language UseStaffs from Chinese and American culture have different spoken styles which is easy to lead to cultural crash between Chinese and American staffs. It is expected to be highlighted specially in joint-ventures.3.3.1 Language StylesIt is widely accepted that Chinese and Americans acquire unique language styles in business communication.American’s characteristics of language is good at exposing personality, their words are full of enthusiasm and confidence. Americans are very good talkers and theyalways desire to extend their views as well as appreciate those opponents who are good at bargaining. Because of the economic strength and method of negotiations, Americans are interested in a package deal. In the negotiations, Americans have a clear division of labor and responsibilities. Once the conditions in line with the interests, they make decision immediately. Americans usually reach an agreement negotiate a good deal of business in a short time. So the American language style is clear and straightforward.On the contrary, in China, leaders are not required to have high skills in talking. If someone are too chatty, they unseemly to lay responsibility to. This is the right opposite to the characteristics of America. Since China have different social regulations. The speaker must responsible to the communicative connotation. With the different language styles, Chinese and American inter-cultural business communication are supposed to encounter obstacles.3.3.2 Language ContextsFrom the discussions above, it can be seen that American highlight the direct and explicit communication style, whereas Chinese are inclined to indirect, implicit style. Edward Hall (1996) postulated the concept of low-context and high-context communication. “A high-context communication or message is one in which most of the information is either in the physical context or internalized in the person, while very little is in the coded, explicit, transmitted part of the message. A low-context communication is just the opposite. That is to say, In high-context, people intend to interact allusively instead of directly. High-context speakers are inclined to understand non-verbal suggestions. The low-context speakers highlight the role of language, just as the saying “The squeaky wheel gets the grease”. “speak out” is emphasized. It is obvious that the low-context speakers and high-context speakers are easy to appear cultural conflicts in communication.3.4 Case AnalysisTwo American representatives of wallpaper producing company came to。