The difference culture of Business Negotiation between Chinese and AmericanWord文档下载推荐.docx
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The difference culture of Business Negotiation between Chinese and AmericanWord文档下载推荐.docx
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fortrade:
Impassive,Aggressive,Stubborn
forinvestment:
Social,Hierarchical,Departmental
Australia
Aggressive,Pragmatic,Indulgent
Social,Cowboy,Platoon
Belgium
fortraded:
Pragmatic,Stern,Technical
Pragmatic,Hierarchical,Departmental
Brazil
Compliant,Deceptive,Social
DivideandConquer,Departmental,Social
Egypt
Aggressive,Secretive,Exploitative
Consensus,JekyllandHyde,Self-Righteous
France
forTrade:
Indulgent,Intimidating
Intimidating,Hierarchical,Social
German
Impassive,Intimidating
Technical,Pragmatic,Hierarchical
India
Social,Deceptive,Compliant
Consensus,Departmental
Indonesia
Deceptive,Compliant,Brinkmanship
Consensus,Hierarchical,Departmental,Indulgent
Ireland
Compliant,Secretive,Social
Platoon,DivideandConquer,Horizontal
Israel
Aggressive,Exploitative
Brinkmanship,Intimidating,Horizontal,JekyllandHyde
Italy
Social,Compliant,Exploitative
Consensus,DivideandConquer,Social
Japan
Consensus,Impassive,Ambivalent
Consensus,DivideandConquer,Deceptive
Malaysia
Aggressive,Impassive,Ambivalent
Consensus,Hierarchical,JekyllandHyde
Mexico
Compliant,Self-Righteous
Hierarchical,Consensus,Social
Philippines
Indulgent,Hierarchical,Deceptive
Russia
Aggressive,Intimidating,Deceptive
Hierarchical,Social,Intimidating,Brinkmanship
Singapore
Aggressive,Impassive
Secretive,Consensus,Exploitative
SouthAfrica
Pragmatic,Stern,Social
Consensus,Hierarchical,Self-Righteous
SouthKorea
Aggressive,Intimidating,Secretive
Thailand
Aggressive,Social,Exploitative
Consensus,DivideandConquer,Indulgent
Turkey
fortradedAggressive,Exploitative,Indulgent
Hierarchical,JekyllandHyde,Social
UnitedKingdom
fortradedFinancial,Stern,Arrogant
Hierarchical,Platoon,Legalistic
UnitedStates
fortrade;
Aggressive,Legalistic,Arrogant,Technical
Cowboy,Platoon,Intimidating
Vietnam
Aggressive,Secretive,Self-Righteous
Consensus,Hierarchical,Deceptive
ThedifferentbetweenChineseandforeignercultures
WithChinaentrytheWTOandwillholdtheOlympicGamesin2008,therelationshipbetweenChinaandWesterninpolitics,economy,culturewillbecomemoreandmoreclose.Itisundoubtedlythattheetiquettewillplayanimportantroleinthisprocess.Tothedefinitionofetiquette,ChinaandWesternhaveadifferentunderstanding.AsChinesethinksthattheetiquetteisthecommonbehaviorstandardsthatallthemembersmustobey,anditspurposeistokeepthenormallivingorderofthesociety.InancientChina,afamousphilosopherthinksthatetiquetteisaprincipaltodealwiththerelationshipbetweenmanandsupernaturalbeings,manandghosts,manandmen.Therearealsomanywordsaboutetiquette
inEnglish.Forexample,courtesywhichmeanscourteousbehavior,goodmanners;
protocolwhichmeanssystemofrulesgoverningformaloccasion,e.g,meetings,
betweengovernments,diplomats,etc.AndthesewordsareallfromthesameFrenchwordetiquette.Ofcourse,morespreadandmoreprofoundculturalcommentof
thewesternetiquetteisfromtheClassicalPeriod,i.e.,oldAthensandRomaculture.Today,etiquettebecomethereflectionandmanifestationofonecountry’
spolitics,economy,cultureinpeople’ssocialcontact.Anditincludetheprincipalandmoralthatpeopleshouldobeyindailylife.Etiquetteformedinthe
processofthedepositionofcultureandsocialcontact.Soeverynationhavetheirownetiquettestandardwhichcreatedwiththespiritofthistheirnation.Becauseofthisformedtheculturaldifferencebetweendifferentnations.Aslanguagesisthecarrierofthehumanculture.Thisdifferencemustreflectinthelanguageofdifferentnations.Sointhefollowing,wewilltakechina,BritishandAmericaastherepresentationofWestern,tolookatsomeculturaldifference
inetiquette,andthenanalyzethereasons.Furthermore,wewilldiscusshowto
learnwesternculture.
一.
CulturaldifferencesonpolitenessbetweenwesternandChinesecanbefoundinmanyaspectsofdailycommunication,includingaddressing,greetingandparting,compliments,apologies,thanks,etc.Inthefollowing,wewilllookatsomeculturaldifferentbetweenChinaandwestern.
1.GreetingandParting
Whenpeoplemeetacquaintancesorfriends,peopleusuallygreeteachother.Thepurposeofgreetingistoestablishormaintainsocialcontact.Soformulaicexpressionsareoftenused,butsuchformulaicexpressionsoftencausesconflictbecauseofthegreatculturaldifferencesbetweenChineseandnativeEnglishspeakers.InEnglish,peopleoftenemploythefollowingexpressionstogreeteachother“Goodmorning/evening/afternoon.“Fineday,isn’tit?
”Howiseverythinggoing?
”Haveyoueatenyet?
”Whatareyougoingtodo?
”Wherehaveyoubeen?
”etc.Westernerstreatthemasrealquestion.WhileinChinese,wealwayssay“你吃了吗?
”“你上哪里去?
”“你干什么去?
”toshowourconsideration.Partingmaybedividedintotwosteps.Beforethefinalprating,thereisusualaleave-taking.WesternandChinesecultureshavediversewaystodealwithleave-takings.Firstly,inEnglishsociety,duringtheclosingphaseofanencounter,from”I”perspective,reasonsforterminatingtheencounterarepresentedinmitigatorycomments.Typicalcommentsareassociatedwithexpressionsofapology,suchas“I”amafraidImustbeoff,Ihavetorelievethebaby-sitter”etc.
Westernpeoplebelievethattobewillingtovisitandconversewithsomeoneistohaverespectforhim.;
toterminatethevisitingisnotofone’sownfreewill,butbecauseofsomeotherarrangements,thereforetheyalwaystrytomaketheirleavingsoundreluctantbyfindingsomereasonsandapologizeforittomaketheleavingacceptableforbothparties.Englishspeakersoftensignalseveraltimesbeforeleaving.“Well,it’sbeennicetoseeyouagain.Idoenjoyourtalkandthelovelydinner,butImustbegoingsoon”.Thankyouverymuchforaskingmeover.Ihopewe’llbeabletogettogetheragainbeforelong…”Consolidationinawiderrangeofcommonacquaintancesalsooccurs,inexpressionssuchas“SayhellotoJackforme”or“RemembermetoJohn”.InChinesesociety,duringtheclosingphaseofandencounter,usually,froma“you”perspective,reasonsforendingtheencounteraresetforthinmitigatoryexpressions.Suchexpressionsinclude“你挺忙的,我就不多打扰了。
”“你一定累了,早点休息吧,我要告辞了。
”,etc.Withthesewords,theymaystandupfromtheirseats.Chineseleave-takingisveryshortandquick.Westernpeoplethinkitsoabruptthattheyhavenotprepareforit.Whilemovingtothedoor,Chineseemployexpressionsofapologylike“对不起没,打扰了。
”“对不起,占用你不少时间。
”ItshouldbenotedthattheseexpressionsemployedbyChinesegueststoshowconcernfortheirhostscanonlybeappropriateforbusinessvisitsintheEnglishenvironment2..AddressingBothwesternandChinesepeoplehavetwokindsofpersonalnames---asurnameandagivenname.Buttheorderandtheuseofthesenamesinthetwolanguagesaresomewhatdifferent.InChinese,thesurnamecomesfirstandthenthegivennameAndpeoplelikeadd“小”beforetheirfamilyname.Suchas“小王”、“小郑”、
“小李”、“小徐”andsoon..Whilewesternersnamesarewrittenandspokenwiththegivennamefirstandthefamilynamelast.SoJohnSmith'
sfamilynameisSmith,notJohn.Inaformalsetting,addressmenas"
Mister"
(abbreviatedas"
Mr."
),marriedwomenas"
Misses"
Mrs."
),andunmarriedwomenas"
Miss"
Ms."
).Thesedaysmanywomenprefertobeaddressedusingtheabbreviations"
or"
M."
pronounced"
miz"
.IfthepersonhasanM.D.orPh.D.,theywilloftenbeaddressedas"
Doctor"
Dr."
).Facultyareaddressedas"
Professor"
Prof."
).Inaninformalsituation,westernerswilli
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