从跨文化的角度研究中美商务谈判

Literature Review

I have read some foreign books, first some books from abroad about the analysis of intercultural communication. The American cultural anthropologist Edward Hall (Edward Hall) of classic "Silent Language" (1959) is regarded as the beginning of intercultural communication. This book first time used the words of Intercultural Communication. From a certain perspective, the publication of this book marks the birth of cross-cultural communication. Edward Hall said there have four kinds of spatial distance between people. :1) Public distance; 2) Social distance; 3)Personal distance; 4) Intimate distance . Hall thinks that culture determines the understanding of time and space, and different understanding will lead to interpersonal communication difficulties. Iris Varner and Professor Linda Beamer professor is the subject of business management experts, they integrated the cross-cultural communication into business management disciplines, setting up a new subject, intercultural business communication study. Professor Chan Kwok Ming and professor Dodd's research also made great progress in the field of intercultural business communication, they all said intercultural business communication was a main trend of the development of cross-cultural communication discipline. Cross-cultural communication will pay more attention to the cultivation of cross-cultural ability talents. The differences between Chinese and Western Cross – cultural will attract more and more attentions. With the deepening of the reform and opening up, China is increasingly integrated into the international environment, more and more inseparable from the cross-cultural communication, and cross-cultural differences’ impact on intercultural communication is becoming more and more obvious. There are more and more foreigners in China for study and work, objectively increasing the opportunity to communicate with other cultures. Communication inevitably produces collision, however, how to think about other cultures and how to communicate with people from different cultural background values, how to improve the cross-cultural communication ability has become a realistic problem urgently to be solved.

From the perspective of domestic, in the early 80’s, cross-cultural communication comes to China by the introduction of foreign language teachers  Academic circles generally believe that Xu Guozhang in "modern foreign Language" in 1980, No. 4  published titled "Culturally - the loaded Words and English Language would", marks the birth of cross-cultural communication in China. Since the middle of 80’s, Chinese scholars published nearly 300 research papers, published over 20 monograph. Research has focused on the following aspects: 1) the relationship between language and communication; each culture has its own peculiarities and throws special influence on the language system. For example, referring to the same common domestic animal, English chooses the word “dog”, while Chinese has its own character“狗”; Chinese has the phrase“走狗”while English has the expression “running dog”, but the meanings attributed to the two expressions are completely different according to Chinese culture and Western culture respectively. To Westerners, “running dog” has a positive meaning since the word “dog”, in most cases, is associated with an image of an animal pet－the favorite friend, thus they have the phrases “lucky dog”（幸运儿）, “top dog”（胜利者）, “old dog”（老手）, “gay dog”（快乐的人）, and it is usually used to describe everyday life and behavior, as in “Love me, love my dog”（爱屋及乌），“Every dog has its day”（凡人皆有得意日）. But in Chinese“走狗”refers to a lackey, an obsequious person. Since Chinese associates derogatory meaning to the character“狗” depending on the cultural difference, Chinese has such expressions as “狗东西”，“狗腿子”，“狗仗人势”，“狗胆包天”，“狗嘴里吐不出象牙”，“狼心狗肺”，“痛打落水狗”，“狗急跳墙”. 2) nonverbal communication; 3) comparing Chinese customs;4) management pattern comparison of Chinese and western;5) national character research.  1995 was held in Harbin institute of technology in our country the first cross-cultural communication conference, this is the country for the first time as a major issue of cross-cultural communication meeting, set up at the meeting in the Chinese society for the study of intercultural communication. Domestic scholars in the field of intercultural communication study Mr Mankind to make a great contribution to introducing cross-cultural communication theory. Cross- cultural communication in the development of China to stay in on one of the introduction of the theory of foreign and local level, much to the development of basic theory development. Chinese scholars of intercultural communication study is engaged in the foreign language teaching experts, more is not the purpose of the study the intercultural communication study the development of the discipline but promote the development of foreign language teaching. Different research purposes, make the development of cross-cultural communication in China to stay on the introduction of the theory of foreign and local level. Cross- cultural communication in China will not to develop into independent discipline.

 Foreign language teaching in China has started to attach importance to the development of cross-cultural communication and cross-cultural communicative competence. Professor Guan Shi Jei also analyzed about the present situation of intercultural communication research in China, should strengthen the application of quantitative analysis method is put forward. Research way of thinking and method, that is, cross-cultural communication discipline hypothesis, theory and ideas need to constantly test, development and sublimations, is only a critical view, questioning mind in study of discipline, to contribute to the development of discipline. Intercultural communication study abroad to be more theoretical achievements of cultural anthropology and communication as the research foundation, ability to cross-cultural communication research of scholars for more communication. 

Now situation about China's current social values, academic circles generally .This thesis intends to adopt the method of combining theory with instance, firstly analysis the root cause of the difference between the Chinese and American cultural , and then expounds the differences between different culture values to the impact of cross-cultural communication, and combined with case analysis, put forward the corresponding solutions, to avoid conflicts in cross-cultural communication, thus more smoothly cross-cultural communication. Full text to analysis the values differences impact on intercultural communication and its solution is important and difficult.

Through in-depth analysis of Chinese and American values differences and its influence on the morning of cross-cultural communication negotiations, discusses how to overcome differences in values for the solution to the negative impact of cross-cultural communication.

Mainly through extensive reading related literature material, adopt the method of combining theory with instance, detailed analysis of the values differences impact on intercultural communication, based on this, puts forward some Suggestions on how to overcome its negative effects.

Keywords　 Cultural communication;  Cross - cultural communication; Business negotiation; Influence.

Contents

Literature Review……………       ……I,II, III ,IV Contents… ………………………………….....…..V,VI 

1.Introduction 1

2.Brief Introduction of The Research 2

2.1 The Purpose and Reseasons of The Research 2

2.2 Methods and Object of The Research 2

3. Cross – Cultural Communication 3

3.1 Cultural Theory……………………………………………………………. 3

3.2Cultural Differences in Intercultural Communication                 3

3.3Different Cultural Backgrounds……………….…………………….. 3

3.3.1 Principle and Details 4

3.3.2 Different Manners 4

3.3.3 Hostede’s Four Dimensions of Work-Relate  Values 4

4. A Variety of Cultural Factors Affecting Business Negotiations 5

4.1 Different Information Sharing Strategies 5

4.2 Different Time  Concepts …………………………….5

4.3 Kay Judgment Biases in Sino-U.S. Business Negotiations   5

5 .Conclusion 9

References 10