The Promotion of Cultural Relativism in Sino-US Business Negotiations

摘要

随着中国加入世界贸易组织(WTO),国际贸易日益频繁.国际商务谈判在国际贸易中扮演核心角色,国际商务谈判的成败与否将直接关系到企业自身的兴衰成败.本文作者选取中美商务谈判作为本文的研究对象,其原因如下:美国是世界上唯一的超级大国以及最大的发达国家,而中国是世界上最大的发展中国家;随着中国加入WTO,中美两国的贸易往来与日俱增;中美两国之间存在较大的文化差异,甚至出现文化冲突.从文化视角对中美商务谈判进行研究具有很强的时代感和实用性,这正是本文研究的意义所在.本文从价值观、交际方式、思维方式三个层面对中美商务谈判进行系统对比研究,旨在提出把文化相对论应用到中美商务谈判中是解决谈判中文化差异问题的有效途径的观点,从而增强谈判者的交际能力,提高谈判的成功率.

目录

文摘

英文文摘

西南财经大学学位论文原创性及知识产权声明

INTRODUCTION

CHAPTER 1 LITERATURE REVIEW

1.1 CULTURE

1.1.1 Controversy over Definitions of Culture

1.1.2 Characteristics of Culture

1.1.3 Cultural Universals

1.1.4 Cultural Diversity

1.1.5 Culture Shock

1.2 ETHNOCENTRISM

1.3 CULTURAL RELATIVISM

1.3.1 Comments on definitions of cultural relativism

1.3.2 Significance of Cultural relativism

CHAPTER 2 INTERNATIONAL BUSINESS NEGOTIATION

2.1 NEGOTIATION

2.1.1 Comments on Definitions of A Negotiation

2.1.2 Conditions of Being A Negotiation

2.1.3 Conflict Management Strategies

2.2 INTERNATIONAL BUSINESS NEGOTIATION

2.2.1 Empirical Base of International Business Negotiation

2.2.2 Factors Influencing International Business Negotiation

CHAPTER 3 CULTURAL INFLUENCES ON SINO-US BUSINESS NEGOTIATIONS

3.1 VALUES

3.1.1 Individualism versus Collectivism

3.1.2 Equality versus Hierarchy

3.1.3 Competition versus Face

3.1.4 Results versus Relationships

3.2 COMMUNICATION APPROACHES

3.2.1 Verbal Communication

3.2.2 Nonverbal Communication

3.3 THOUGHT PATTERNS

CHAPTER 4 CONCLUSIONS AND COUNTERMEASURES

4.1 CONCLUSIONS

4.2 COUNTERMEASURES

4.3 LIMITATIONS

BIBLIOGRAPHY

ACKNOWLEDGEMENTS