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中国矿业大学外文学院2011级学年论文姓名：刘佳学号：12115124专业：商务英语班级：2011-03论文题目InfluenceofFaceCultureonSino-USBusinessNegotiation指导教师：陈硕职称：讲师2014年6月徐州InfluenceofFaceCultureonSino-USBusinessNegotiationAbstract:WiththerapiddevelopmentofglobalizationandChina’sentryintotheWTO,ChinahasacloserandcloserrelationshipwiththeUnitedStatesfromeconomytopolitics,culturetotechnology.Itiscommonthatpeopleindifferentculturebackgroundsalwaysdifferinthinking,communicatingandliving.Especiallyininternationalcommunication,understandingandmutualrespectarethebasicprinciplesinbusinessnegotiations.Amongmanyfactorsthatimpactbusinessnegotiation,culturefactorisbecomingstrongerandstrongerinrecenttimes.Thereforepeopleneedtohaveagoodcommandofother’sculture.Chinahasenjoyedgreatreputationasatraditionalorientalcountry,fromthisperspective,wecanconcludethatpolitenesshasplayedamajorroleininterpersonalcommunication.FaceisoneofthemostimportantpartsofChinesepolitenesswhichinfluencesSino-USbusinessnegotiationtoalargedegree.WecannotdenythatChinaandtheUnitedStateshaveaquitedifferentviewonfaceperspectiveinSino-USbusinessnegotiations.ThispapermainlytalksabouttheinfluenceoffacecultureonSino-USbusinessnegotiation.Keywords:faceculture,difference,Sino-USbusinessnegotiationi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iiContentsAbstract................................................................................................................i中文摘要.............................................................................................................iiContents..............................................................................................................iii1.Introduction....................................................................................................12.DefinitionofFaceCulture.............................................................................23.CulturalDifferencesandReasonsbetweenChineseandAmericanFacePerspective.........................................................................................................33.1IndividualismandCollectivism..............................................................33.2EqualityandHierarchy...........................................................................44.InfluenceofFaceCultureofSino-USBusinessNegotiation......................64.1ExpressionintheNegotiation.................................................................64.2ConceptintheNegotiation......................................................................84.3EtiquetteintheNegotiation.....................................................................85.Conclusion....................................................................................................10Bibliography.....................................................................................................11iiiInfluenceofFaceCultureonSino-USBusinessNegotiation1.Introduction:Withtheinfluenceofglobalizationandboomingmarketeconomy,ChinaandtheUnitedStatesarecloselyrelatedtoeachother.TheUnitedStatesisoneofthestrongestcountriesintheworldwithadvancedtechnologyandstableeconomy.ItseconomicpoweristhesolidestanditsGDPaccountsfor1/10oftheworld’stotalGDP.Similarly,Chinaisthelargestdevelopingcountrywhoseeconomygrowsrapidlyandprosperously.Thereisnoquestionthatthesetwocountrieshaveheatedbusinessnegotiationswitheachother.In2013,thetotaltradevolumebetweenthetwonationsreached582.21billiondollars,markinga4.9percentageincreaseoverthelastyear.However,ChinaandtheUnitedStateshaveuniquecultureandfacecultureisanimportantpartofculture.Differentfaceperspectivewillcausealotofdifferencesintheirbusinessnegotiation.BasedonthefaceculturaltheoryfromHofstede,HuHsienchin,andGoffman,thepapermakesafurtherresearchaboutfaceculturedifferencesbetweenChinaandtheUnitedStates.Andonthisbasis,thepapercombineswithexamplesofbusinessnegotiationstoillustratetheinfluenceofdifferencesoffacecultureonSino-USbusinessnegotiation.Bywayofcasestudymethod,thepaperconcludesthatSino-USbusinessnegotiationisaffectedinexpression,conceptandetiquette.Thispaperisdividedintofiveparts,thefirstpartdescribesthedefinitionoffaceculture,thesecondisthereasonsofSino-USculturaldifferences,andthethirdpartisthefaceofculturaldifferencesimpactonChina-USbusinessnegotiations,andfinallythepaperputsforwardsomesuggestionsbasedonSino-USbusinessnegotiation.12.DefinitionofFaceCultureFaceoriginatesfromChinaanditisdividedintotwocharacters,oneishonorandreputationandtheotherisself-esteemanddignity.HuHsienchinisthefirstscholarwhobringsfacecultureintotheWest.Accordingtohisopinion,hebelievesthatfacerepresentsimportantsocialreputationandsocialstatuswhichcouldenhancetheirrespectandhonor.LinYutangoncesaid,Chinesepeople’sfacecanbewashed,shaved,lost,given,foughtandsav