Different Face Considerations in Sino-American Business Negotiation

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  • Topic: Chinese culture, Shame society, Face
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  • Published : April 28, 2013
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Different Face Considerations in Sino-American Business Negotiation

中美商务谈判中的面子观差异

摘要

随着世界经济全球化以及中国加入世界贸易组织,国际商务谈判逐渐成为商业活动中不可或缺的一个部分,在国际贸易与合作中起着举足轻重的作用。中国是世界上最大的发展中国家,而美国是世界上最发达的国家,中美两国之间的贸易增长尤为显著,中美商务谈判在中美商务关系的发展历程中扮演着越来越重要的角色。国内外不少学者都对跨文化谈判中的文化因素进行了深入的剖析,但关于面子问题的研究还很少。本文旨在研究中美商务谈判中的面子观差异及其对商务谈判的影响。 本文分为三个部分,即引言、论文主体和结论部分。引言部分是本文的研究背景和写作目的。主体部分分为四章。第一章从商务谈判的定义、中美商务谈判发展以及文化差异对中美商务谈判的影响这几个方面对中美商务谈判进行概述。第二章阐述面子观的相关理论并分析中美面子观的差异及其根源。第三章主要探析中美面子观差异对商务谈判不同阶段的影响。第四章对如何有效进行商务谈判提出一些建议。最后部分是本文的结论。通过本文的研究,帮助希望能帮助人们了解中美面子观的差异及其对商务谈判的影响,从而更好地进行商务谈判。 [关键词]商务谈判;面子观;差异

Abstract

With the advancement of the economic globalization and China’s entry into the World Trade Organization, international business negotiations have gradually become an indispensable part in the international business activities and thus they are playing a pivotal role in the international trade and corporation. China is the biggest developing country in the world, while America is the world’s most developed country. The trade between China and America grows so rapidly and impressively. Therefore, Sino-American business negotiation, as a result, is playing a more and more important role in the development of Sino-American business relationship. Many scholars, both abroad and at home, have done research on the role that culture plays in business negotiation. But researches about the face consideration in negotiation are still limited. This paper aims to study the different face considerations and its impacts on Sino-American business negotiation. This paper consists of three parts, namely, introduction, main body and conclusion. The introduction part is the research background and the writing purpose of this paper. The main body is divided into four chapters. The first chapter is an overview of the definition of business negotiation, the development of Sino-American business negotiation and the culture impact on Sino-American business negotiation. The second chapter first introduces the theories related to face and then analyzes the different face considerations between Chinese and American and the roots for these differences. The third chapter mainly discussed the impact of different face considerations on different stages of Sino-American business negotiation. The forth chapter puts forward some suggestions for effective business negotiation. The last part of this paper is the conclusion. It is hoped that this paper can help people know the different face considerations and its impacts on Sino-American business negotiation, thus do better in the business negotiation.

[Key words] business negotiation; face consideration; difference

Contents
Introduction.................................................................................................................3 1. An Overview of Sino-American Business Negotiation....................................... ..3 1.1 Business Negotiation............................................................................................. 4 1.2 The Development of Sino-American business negotiation……………………...4 1.3 The Culture Impact on Sino-American Business Negotiation…………………..4 2. An Overview of Face Consideration.......................................................................5 2.1 Theories Related to Face…………………..…………………………………….5 2.2 Different Face Considerations between American and Chinese...........................6 2.2.1 American Face Consideration........................................................................6 2.2.2 Chinese Face Consideration...............................................................................7 2.3. Roots of Different Face Considerations………………………………………...8 2.3.1 The Roots of American Face Consideration…………………………………..8 2.3.2 The Roots of Chinese Face Consideration………………………………….....8 3. The Impact of Different Face Considerations on the Three Stages of Sino-American Business...
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