个人/集体主义价值观差异对中美商务谈判的影响分析

^文档编号:GM174  ^文档字数:13127,页数:18

摘   要

     随着经济全球化进程的加快和我国经济的迅猛发展, 尤其是北京申奥成功和中国加入世界贸易组织后,作为世界上最大发展中国家的中国和最大发达国家的美国之间的贸易往来, 越来越受到彼此乃至世界的瞩目。然而在中美的跨文化商务活动中，双方往往会感受到两个不同民族间的文化差异导致的碰撞和冲突，尤其是作为文化核心层的价值观的差异，更是对商务活动带来了巨大的影响，对商务活动的重要环节——商务谈判的影响尤为明显。个人主义与集体主义是价值观的两个基本取向，它们的差异对商务谈判有着极其重大的影响。了解二者的差别有助于减少中美商务谈判中的误解和障碍。
本文整合了国内外学者在相关领域的研究成果，在分析个人主义与集体主义价值观各自主要特征的基础上，探讨二者的差异对中美商务谈判的影响，以期为中美双方在进行商务谈判时提供一些有实际意义的参考。

【关键词】价值观 个人主义 集体主义 国际商务谈判 影响

Abstract

With the rapid development of globalization and our nation’s economy, especially the success of bidding the Olympic Games and joining in the WTO, China, as the biggest developing country in the world, has been a business partner with America, the most developed country. What’s more, trades between them attract worldwide attention. However, in the business activities, both frequently feel the collision and conflicts caused by culture difference between two countries. The values as the core aspect in a nation’s culture make a great effect on businesses. To negotiation, which is one of the most important links in business activities, the influence shows clearer than other links. Moreover, as two basic orientations of values, the contrast between individualism and collectivism affects the business negotiation seriously. Finding out their difference enable us to decrease the misunderstandings and barriers.         
As a result, this article will analyze the main characteristics of individualism and collectivism firstly, then approach the subject how their discrepancies effect the Sino-America business negotiation on the former basis, expecting it can offer some real reference to the future business negotiation.

【Key Words】Values; Individualism; Collectivism; International business negotiation; Influence

目  录

1   引言 ..............................................................2
1.1 研究的背景和意义 ..................................................2
1.2 国内外研究现状 ....................................................2
1.3 本文的写作思路 ....................................................3
1.4 本文的创新及不足之处 ..............................................3
2 个人主义与集体主义价值观概述 ........................................4
2.1 价值观概述 ........................................................4
2.2 个人主义取向的价值观概述.......................................... 5
2.3 集体主义取向的价值观概述 ..........................................6
2.4 对个人主义与集体主义价值观差异的比较 ..............................7
3   个人主义与集体主义价值观差异对中美商务谈判的影响 ..................8
3.1 对谈判班子组成的影响 ..............................................8
3.2 对谈判策略的影响 ..................................................10
3.3 对谈判合同的影响 ..................................................13
4   在中美商务谈判中应对个人/集体主义价值观差异的对策 .................14
4.1 尊重价值观差异 ....................................................14
4.2 抛弃文化偏见 ......................................................15
4.3 真诚地相互对待 ....................................................15
5 结语 ................................................................16
参考文献 ..............................................................17
致   谢 ...............................................................18

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