跨文化视角下中美商务谈判的交际风格差异

湘潭大学硕士学位论文跨文化视角下中美商务谈判的交际风格差异姓名：刘明志申请学位级别：硕士专业：英语语言文学指导教师：唐德根20060501DescriptiveChineseAbstractiDescriptiveChineseAbstractWTOEnglishAbstractiiEnglishAbstractAfterChina’sentryintoWTO,andwiththeaccelerationofeconomicglobalization,economiccooperationbetweencountriesorregionsallovertheworldhasdevelopedrapidly.Therefore,Chineseenterprisesortransnationalcorporationswillhavemoreandmoreopportunitiestoparticipateinglobaleconomiccooperationandtotakepartininternationalbusinessnegotiations,whicharebecomingincreasinglyimportantininternationalbusinessactivities.ThebusinessrelationshipbetweenChinaandtheUnitedStatesisalsoatitsbesttheseyears.ChinahasalreadybecomeoneofthemajortradingpartnersoftheUnitedStates.Asaresult,businessnegotiationsbetweenChinaandtheUnitedStatesareincreasingdramatically.ThemorecontactsofeconomyandtradewiththeUnitedStatesaremade,themorebusinessnegotiationswilloccurbetweenSino-USbusinessnegotiators.However,duetoenormousculturaldifferencesbetweenChinaandtheUnitedStates,membersofthesetwoculturesbehavequitedifferentlyandhavedifferentwaysofthinking.Thecommunicationbarriersandunnecessarymisunderstandings,evennegotiatingfailureswilloccurduringtheSino-USbusinessnegotiationprocessifSino-USnegotiatorsdonotunderstandeachother’sculturesandhavenotenoughtheoreticalguidanceandthecorrelativeknowledgeofinterculturalcommunication.Therefore,thecomprehensionoftheotherside’sculturebeforeenteringintonegotiationsisbeneficialforbothpartiestoreachadesirableagreement.Thedissertation,fromthemacroviewandfromthecross-culturalperspective,incombinationwiththetheoriesofinterculturalcommunication,cross-culturalpragmaticsandtheconcretenegotiatingpracticebetweenSino-USbusinessnegotiations,creativelyanalyzestheinfluencesofcultures,particularlyculturalvaluesandpragmaticpolitenessorfaceprinciplesaffectedgreatlybyculturesontheinternationalbusinessnegotiation.ThedissertationalsolaysmorestressonthediscussionofcommunicationstyledifferencesbetweenChineseandAmericanbusinessnegotiatorsnegotiatingcross-culturallyandtheculturalreasonsresultinginthedifferences.Intheend,thethesispresentsrecommendationstoChinesebusinessnegotiatorsabouthowtodeveloptheirowninterculturalcommunicationcompetence.Inauthor’sviewofthedissertation,apartfromthefundamentalandprofessionalknowledgeofbusinessnegotiation,ChinesebusinessnegotiatorsoughttohaveagoodEnglishAbstractiiicommandoftheknowledgeofinterculturalcommunicationandcross-culturalpragmatics.Theyneednotonlytobefamiliarwiththeirownculturesandthenegotiatingcommunicationstylesaffectedgreatlybytheirownculture,butalsotoknowwelltheircounterparts’cultureandcommunicationstylesinnegotiation.Cultivatingculturalawareness,culturalsensibilityandthendevelopinginterculturalcommunicationcompetencearehelpfulfordomesticnegotiatorstoovercomethebarriersofcommunicationcausedbydifferentcultureswhennegotiatinginternationallyandthentotransformthedifferentculturesofothercountriesinto“valuable”negotiatingsourcestobeappliedtotheinternationalbusinessnegotiations.Thatistheinnovationofthethesis.Chapter1,theintroductorypart,introducesthestatusquoofresearchingthecombinationofthetheoriesofinterculturalcommunication,cross-culturalpragmatics,internationalbusinessnegotiationandinadequaciesofresearchingthistopicatpresent.Moreover,itintroducesbrieflythesignificance,objectiveandmethodologyofstudyingthetopic.Chapter2makesabriefliteraturereviewaboutthetheoriesofinterculturalcommunication,cross-culturalpragmaticsandinternationalbusinessnegotiationandtheirintrinsicrelationships.Chapter3mainlydiscussestheculturalfactorsorculturalvaluesthatinfluencegreatlythecommunicationstylesofbusinessnegotiatorsfromdifferentculturesandanalyzesthemtheoreticallyandculturally.Chapter4givesacomparativeanalysisofthenegotiationstyledifferencesbetweenChineseandAmericanbusinessnegotiators.InChapter5,bymeansofthreeconcretenegotiatingcasesoccurringbetweenSino-USnegotiators,thethesisconcretelyanalyzesthestyledifferencesofSino-USbusinessnegotiatorsandpresentssomerecommendationstodomesticnegotiatorsnegotiatinginternationallyaboutcultivatingcross-culturalawarenessandsensibilityandthendevelopinginterculturalcommunicationcompetence.Theconclusionpartsummarizesthecentralideasofthewholedissertationandpointsouttheorientationofstrivingtoresearchthistopicinthefuture.Keywords:intercultural/cross-culturalcommunication;cross-culturalpragmatics;internationalbusinessnegotiation;communicationstylesChapter1Introduction1Chapter1Introduction1.1TheStatusQuooftheStudyWiththerapiddevelopmentofthetheoriesofinterculturalcommunication,cross-culturalpragmatics,andbusinessnegotiation,moreandmorescholarshavebeenawareoftheimportanceofthecombinedresearchintheabovethreefieldswhetherinsomemajorwesterncountriesorinChina.Scholarswhoresearchinterculturalcommunicationconcerntheapplicationofthetheoryofinterculturalcommunicationtointernationalbusinessnegotiation.Edward.T.Hallcanberegardedasthefatherofthefieldofinterculturalcommunicationstudy(Chen&Starosta,20058)forhisfamousbookTheSilence’sLanguage(1959)whichmarkedthebeginningo