面子文化差异对中美商务谈判的影响

中国矿业大学外文学院

2011级学年论文

姓名：刘佳学号： ********

专业：商务英语班级： 2011-03

论文题目Influence of Face Culture on Sino-US Business Negotiation

指导教师：陈硕职称：讲师

2014 年 6 月徐州

Influence of Face Culture on Sino-US Business Negotiation

Abstract: With the rapid development of globalization and China’s entry into the WTO, China has a closer and closer relationship with the United States from economy to politics, culture to technology. It is common that people in different culture backgrounds always differ in thinking, communicating and living. Especially in international communication, understanding and mutual respect are the basic principles in business negotiations. Among many factors that impact business negotiation, culture factor is becoming stronger and stronger in recent times. Therefore people need to have a good command of other’s culture. China has enjoyed great reputation as a traditional oriental country, from this perspective, we can conclude that politeness has played a major role in interpersonal communication. Face is one of the most important parts of Chinese politeness which influences Sino-US business negotiation to a large degree. We cannot deny that China and the United States have a quite different view on face perspective in Sino-US business negotiations. This paper mainly talks about the influence of face culture on Sino-US business negotiation.

Key words: face culture, difference, Sino-US business negotiation

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面子文化差异对中美商务谈判的影响

摘要：随着全球化的飞速发展，中国加入世界贸易组织，中美关系无论是在经济上还是政治上，亦或是科技上都日益密切。然而，不同文化背景下的民族，人民在思想，交流和生活上都截然不同。尤其是在国际贸易中，相互理解和尊重各种文化是最基本的原则。影响国际贸易谈判的因素有很多，其中文化因素在商务谈判中的影响日益增强。因此，各国人民应该对其他民族的文化有所了解。作为东方大国的中国，自古以来盛誉在望，礼貌文明在人际交流中起到了重要作用。面子文化作为中美文化的重要组成部分，对中美商务谈判的影响日益增加。我们必须承认不同的面子文化观念对中美商务谈判产生一定的影响。本文试通过对面子文化的比较分析，阐述其对中美商务谈判的影响。

关键词：面子文化；差异；中美商务谈判

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Contents

Abstract ....................................................... (i)

中文摘

要 ................................................................. .. (ii)

Contents ....................................................... . (iii)

1.

Introduction ....................................................... (1)

2. Definition of Face Culture ............................................................ .. (2)

3. Cultural Differences and Reasons between Chinese and American Face

Perspective .................................................... .. (3)

3.1 Individualism and Collectivism ....................................................... . (3)

3.2 Equality and Hierarchy .......................................................... .. (4)

4. Influence of Face Culture of Sino-US Business Negotiation (6)