从跨文化的角度研究中美商务谈判中的交流失败问题
摘要
跨文化交流中的交际失败现象自从20世纪以来就受到了许多学者的关注。而这篇论文从跨文化交流的角度研究在商务谈判的特殊环境中，交际失败的各种原因和特殊形式。研究模型选用美国和中国之间的商务谈判。
为了研究商务谈判中交际失败的文化原因，这篇论文广泛地回顾了相关理论，如，文化理论，交流和商务谈判的理论等。中国文化和美国文化都有其独特的性质，这种文化特性塑造了不同的谈判风格，商务谈判中的交流失败由此产生，有时甚至会破坏整个的谈判。
案例分析和说明为本文提供了在商务谈判的自然环境中的例子。论文还采用了比较分析的方法，研究中国和美国谈判风格的不同。七个案例和九段采访引用选自相关的商务谈判书籍和本文作者的谈判经历。
通过案例分析，本文研究了六种中美商务谈判的交流失败的原因，这包括人际关系，时间概念，对待冲突的态度，权力影响力，和以人为中心和以问题为中心的谈判风格。
除此之外，本文还研究了解决交流失败问题的方法，并且给中国和美国的谈判人员提供了一些有用的建议。
Communication failures in a cross-cultural context have drawn the researchers’ attention since the 1900s. However, culturally based communication failures have special forms with different reasons in business negotiations, which is studied in this thesis. American and Chinese business negotiation is chosen as the study model.
For the purpose of studying culturally based reasons of communication failures in business negotiations, the thesis presents a comprehensive review of theories on culture, communication and business negotiation. Unique characters of Chines and American cultures shape different negotiating styles neglecting of which lead to communication failures in negotiations and even destroy the whole negotiation.
Case analysis and illustrations prove evidence in natural business negotiation situations. Comparative analysis is also conducted in this study about the differences of Chinese and American negotiating styles. Seven cases and nine citations from interviews have been chosen from books concerning business negotiations and my negotiation experience.
By analyzing the cases, the research shows six reasons of communication failures in business negotiations between Chinese and Americans, which include personal relationship, time concepts, attitudes to confrontation, power influence and people or problem orientation in the process of business negotiations.
In addition, the research studies possible approaches to resolving communication failures and gives some useful suggestions for both Chinese and American negotiators.
Acknowledgments
Firstly, I wish to express my sincere thanks to all the teachers in the English Department of the School of International Studies who have taught and helped me during my three-year study in this university. I am most grateful to Associate Professor Zhang Cuiping for her sustained guidance through the process of the subject, to the improving of the structure and wording. Without her, the completion of this thesis would not have been possible.
I am also obliged to my family who have provided their kind encouragement and assistance in the course of preparing this paper. I also want to express my appreciation to my friends who offered their sustained help in collecting cases and offering reference books. In addition, I have benefited enormously from many eliciting discussions with my ex-colleagues concerning both the subject and the content.
The faults or infelicities in this thesis remain my own.
为了研究商务谈判中交际失败的文化原因，这篇论文广泛地回顾了相关理论，如，文化理论，交流和商务谈判的理论等。中国文化和美国文化都有其独特的性质，这种文化特性塑造了不同的谈判风格，商务谈判中的交流失败由此产生，有时甚至会破坏整个的谈判。
案例分析和说明为本文提供了在商务谈判的自然环境中的例子。论文还采用了比较分析的方法，研究中国和美国谈判风格的不同。七个案例和九段采访引用选自相关的商务谈判书籍和本文作者的谈判经历。
通过案例分析，本文研究了六种中美商务谈判的交流失败的原因，这包括人际关系，时间概念，对待冲突的态度，权力影响力，和以人为中心和以问题为中心的谈判风格。
除此之外，本文还研究了解决交流失败问题的方法，并且给中国和美国的谈判人员提供了一些有用的建议。
Communication failures in a cross-cultural context have drawn the researchers’ attention since the 1900s. However, culturally based communication failures have special forms with different reasons in business negotiations, which is studied in this thesis. American and Chinese business negotiation is chosen as the study model.
For the purpose of studying culturally based reasons of communication failures in business negotiations, the thesis presents a comprehensive review of theories on culture, communication and business negotiation. Unique characters of Chines and American cultures shape different negotiating styles neglecting of which lead to communication failures in negotiations and even destroy the whole negotiation.
Case analysis and illustrations prove evidence in natural business negotiation situations. Comparative analysis is also conducted in this study about the differences of Chinese and American negotiating styles. Seven cases and nine citations from interviews have been chosen from books concerning business negotiations and my negotiation experience.
By analyzing the cases, the research shows six reasons of communication failures in business negotiations between Chinese and Americans, which include personal relationship, time concepts, attitudes to confrontation, power influence and people or problem orientation in the process of business negotiations.
In addition, the research studies possible approaches to resolving communication failures and gives some useful suggestions for both Chinese and American negotiators.
Acknowledgments
Firstly, I wish to express my sincere thanks to all the teachers in the English Department of the School of International Studies who have taught and helped me during my three-year study in this university. I am most grateful to Associate Professor Zhang Cuiping for her sustained guidance through the process of the subject, to the improving of the structure and wording. Without her, the completion of this thesis would not have been possible.
I am also obliged to my family who have provided their kind encouragement and assistance in the course of preparing this paper. I also want to express my appreciation to my friends who offered their sustained help in collecting cases and offering reference books. In addition, I have benefited enormously from many eliciting discussions with my ex-colleagues concerning both the subject and the content.
The faults or infelicities in this thesis remain my own.
引文
Adler N.J. International Dimensions of Organizational Behavior. Boston: PWS-Kent, 1997.
Barnouw V. Culture and Personality. Homewood, IL: Dorsey., 1979.
Barry Nalebuff & Adam Brandenburger. Co-opetition. London: Harper Collins, 1996.
Bellah R.N., Madsen R. Sullivan W.M., Swidler, A. and Tipton S. Habits of the Heart: Individualism and Commitment in American Life. New York: Harper & Row, 1985.
Blackman C. Negotiating China: Case Studies and Strategies. St. Leonards, NSW, Australia: Allen & Unwin, 1997.
Byers P.Y. Organizational Communication: Theory and Behaviors. Needham Heights: Allyn and Bacon, 1997.
Chan W. T. A Source Book in Chinese Philosophy. Princeton, NJ: Princeton University Press, 1963.
Chen & X. W. Xiao. (Eds.) Comprehensive Handbook of Sino-foreign Enterprise Management and Contract Negotiating. Beijing: Hua Wen Press, 1993.
C. Y. Cheng. “Chinese Philosophy and Contemporary Communication Theory.” In D.L.Kincaid(Ed.), Communication Theory:Eastern and Western Perspectives. New York: Academic Press, 1987.
Condon J. and Yousef F. An Introduction to Intercultural Communication. New York: Bobbs-Merrill, 1975.
D.A.Foster. Bargaining Across Borders. New York: McGraw-Hill, 1992.
Edward B. Tylor. Primitive Culture: Researches into the Development of Mythology, Philosophy, Religion, art, and Custom. London: Murray, 1871.
Edward T. Hall. Beyond Culture. Garden City, NY: Anchor, Doubleday, 1977.
Edward T. Hall. The Silent Language. Anchor Press Doubleday, New York, 1959.
Elazar D.J. American Federalism: A View from the States. New York: Thomas P.
Crowell Company, 1972.
Tony Fang. Chinese Business Negotiating Style. SAGE Publications, Inc, 1998.
Ferraro. G. P. The Cultural Dimension of International Business. Englewood Cliffs, NJ:Prentice Hall,1990.
Geert Hofstede. Culture’s Consequences: Comparing Values, Behaviors, Institutions and Organizations Across Nations. Second Edition: Sage Publications, 2000.
Geert Hofstede. Cultures and Organizations. London: McGraw-Hill, 1991.
Geert Hofstede & Bond M. H. The Confucius Connection: From Cultural Roots to Economic Growth. Organizational Dynamic., 1988.
Gudykunst W. and Ting-Toomey S. Culture and Interpersonal Communication. Newbury Park, CA: Sage Publications,1988.
Gary P. Ferraro. The Cultural Dimension of International Business. Second Edition: Prentice Hall, 1994.
Ghauri P. & Usunier J.C. International Business Negotiations. Oxford, UK: Pergamon, 1994.
Ghauri P. Introduction. International Business Negotiations. Oxford, UK: Pergamon, 1996.
Glen Fisher. International Negotiation: A Cross-cultural Perspective. Yarmouth, MA: Intercultural Press, 1980.
Graham, J. L. & Herberger R. A. Negotiators Abroad—Don’t Shoot from the Hip. Harvard Business Review, 1983.
Graham J.L. & Sano Y. Smart Bargaining: Doing Business With the Japanese. New York: Harper Business, 1990.
Gudykunst William B. and Y.Y.Kim. Communicating with Strangers: An Approach to Intercultural Communication. Reading, Mass.: Sddison-Wesley,1984.
Harris. P. R. & Moran. R. T. Managing Cultural Differences. Houston: Gulf, 1996.
Ike F. C. How Nations Negotiate. New York: Praeger, 1968.
J. M. Brett. “ Cultural and Negotiation”, International Journal of Psychology. Reprinted with the kind of permission of the International Union of Psychological
Science, 2000.
Larry A. Samovar and Richard E. Porter. Intercultural Communication. Seventh Edition: Wadsworth, Inc., 1994.
Lee.S. M. Spectrum of Chinese Culture. Selangor Darul Ehsan: Pelanduk, 1995.
McNaughton W. The Confucian Vision. Ann Arbor: University of Michigan Press, 1974.
McCall. J. B. & Warrington. M.B. Marketing by Agreement: A Cross-cultural Approach to Business Negotiations. Chichester, UK: Wiley, 1984.
Nancy J. Adler. International Dimensions of Organizational Behavior. Second Edition Boston: Kent, 1991.
Philip R. Harris and Robert T. Moran. Managing Cultural Differences. Third Edition Houston: Gulf Publishing, 1991.
Pye L. W. Chinese Commercial Negotiating Style. Cambridge, MA: Oelgeschlager, Gunn & Hain, 1982.
Raiffa H. The Art and Science of Negotiation. Cambridge, MA: Harvard University Press, 1982.
Root. F. R. Entry Strategies for International Markets. Lexington, MA: Lexington Books, 1987.
Ropp P. S. Introduction. In P. S. Ropp (Ed.), Heritage of China: Contemporary Perspectives on Chinese Civilization. Berkeley: University of California Press, 1990.
Rosalie L. Tung. “ U.S.-China Trade Negotiations: Practices, Procedures, and Outcomes,” Journal of International Business Studies 13, 1982.
Solomon. Richard H. Chinese Political Negotiating Behavior: A Briefing Analysis. Santa Monica, Calif.: The RAND Corporation, 1985.
Spitzberg B. H. And Cupach W. R. Interpersonal communication Competence. Newbury Park, CA: Sage Publication, 1984.
Swidler. A. Culture in Action: Symbols and Strategies. American Sociological Review, 51(2), 273—286.,1986.
Tan. Management Concepts and Chinese Culture. In J. Child & M. Lockett, Advances in Chinese Industrual Studies. Greenwich, CT: JAI, 1990.
Terpstra. V. & David K. The Cultural Environment of International Business. Cincinnati, OH: South-Western, 1991.
Thomas Leung and L. L. Yeung. Negotiation in the People’s Republic of China. Allen & Unwin Pty Ltd, 1995.
Ting-Toomey S. Intercultural Conflict Styles: A Face-Negotiation Theory. In Y.Y. Kim & W.B. Gudykunst. Newbury Park, CA: Sage, 1988.
Trompenaars. F. Riding the Waves of Culture: Understanding Diversity in Global Business. Chicago: Irwin, 1994.
Withane S. A Consensual Framework for Business Negotiation: An Analysis of the Chinese Cultural and Religious Value System. In W. C. Wedley, Advances in Chinese Industrual Studies. Greenwich, CT: JAI, 1992.
Wu D. Y. H. Chinese Childhood Socialization. In M. H. Bond, The Hand book of Chinese Psychology. Hong Kong: Oxford University Press, 1996.
陈俊森. 主编《外国文化与跨文化交际》 华中理工大学出版社，1999.
贾玉新.《跨文化交际学》上海外语教育出版社, 1997.
Barnouw V. Culture and Personality. Homewood, IL: Dorsey., 1979.
Barry Nalebuff & Adam Brandenburger. Co-opetition. London: Harper Collins, 1996.
Bellah R.N., Madsen R. Sullivan W.M., Swidler, A. and Tipton S. Habits of the Heart: Individualism and Commitment in American Life. New York: Harper & Row, 1985.
Blackman C. Negotiating China: Case Studies and Strategies. St. Leonards, NSW, Australia: Allen & Unwin, 1997.
Byers P.Y. Organizational Communication: Theory and Behaviors. Needham Heights: Allyn and Bacon, 1997.
Chan W. T. A Source Book in Chinese Philosophy. Princeton, NJ: Princeton University Press, 1963.
Chen & X. W. Xiao. (Eds.) Comprehensive Handbook of Sino-foreign Enterprise Management and Contract Negotiating. Beijing: Hua Wen Press, 1993.
C. Y. Cheng. “Chinese Philosophy and Contemporary Communication Theory.” In D.L.Kincaid(Ed.), Communication Theory:Eastern and Western Perspectives. New York: Academic Press, 1987.
Condon J. and Yousef F. An Introduction to Intercultural Communication. New York: Bobbs-Merrill, 1975.
D.A.Foster. Bargaining Across Borders. New York: McGraw-Hill, 1992.
Edward B. Tylor. Primitive Culture: Researches into the Development of Mythology, Philosophy, Religion, art, and Custom. London: Murray, 1871.
Edward T. Hall. Beyond Culture. Garden City, NY: Anchor, Doubleday, 1977.
Edward T. Hall. The Silent Language. Anchor Press Doubleday, New York, 1959.
Elazar D.J. American Federalism: A View from the States. New York: Thomas P.
Crowell Company, 1972.
Tony Fang. Chinese Business Negotiating Style. SAGE Publications, Inc, 1998.
Ferraro. G. P. The Cultural Dimension of International Business. Englewood Cliffs, NJ:Prentice Hall,1990.
Geert Hofstede. Culture’s Consequences: Comparing Values, Behaviors, Institutions and Organizations Across Nations. Second Edition: Sage Publications, 2000.
Geert Hofstede. Cultures and Organizations. London: McGraw-Hill, 1991.
Geert Hofstede & Bond M. H. The Confucius Connection: From Cultural Roots to Economic Growth. Organizational Dynamic., 1988.
Gudykunst W. and Ting-Toomey S. Culture and Interpersonal Communication. Newbury Park, CA: Sage Publications,1988.
Gary P. Ferraro. The Cultural Dimension of International Business. Second Edition: Prentice Hall, 1994.
Ghauri P. & Usunier J.C. International Business Negotiations. Oxford, UK: Pergamon, 1994.
Ghauri P. Introduction. International Business Negotiations. Oxford, UK: Pergamon, 1996.
Glen Fisher. International Negotiation: A Cross-cultural Perspective. Yarmouth, MA: Intercultural Press, 1980.
Graham, J. L. & Herberger R. A. Negotiators Abroad—Don’t Shoot from the Hip. Harvard Business Review, 1983.
Graham J.L. & Sano Y. Smart Bargaining: Doing Business With the Japanese. New York: Harper Business, 1990.
Gudykunst William B. and Y.Y.Kim. Communicating with Strangers: An Approach to Intercultural Communication. Reading, Mass.: Sddison-Wesley,1984.
Harris. P. R. & Moran. R. T. Managing Cultural Differences. Houston: Gulf, 1996.
Ike F. C. How Nations Negotiate. New York: Praeger, 1968.
J. M. Brett. “ Cultural and Negotiation”, International Journal of Psychology. Reprinted with the kind of permission of the International Union of Psychological
Science, 2000.
Larry A. Samovar and Richard E. Porter. Intercultural Communication. Seventh Edition: Wadsworth, Inc., 1994.
Lee.S. M. Spectrum of Chinese Culture. Selangor Darul Ehsan: Pelanduk, 1995.
McNaughton W. The Confucian Vision. Ann Arbor: University of Michigan Press, 1974.
McCall. J. B. & Warrington. M.B. Marketing by Agreement: A Cross-cultural Approach to Business Negotiations. Chichester, UK: Wiley, 1984.
Nancy J. Adler. International Dimensions of Organizational Behavior. Second Edition Boston: Kent, 1991.
Philip R. Harris and Robert T. Moran. Managing Cultural Differences. Third Edition Houston: Gulf Publishing, 1991.
Pye L. W. Chinese Commercial Negotiating Style. Cambridge, MA: Oelgeschlager, Gunn & Hain, 1982.
Raiffa H. The Art and Science of Negotiation. Cambridge, MA: Harvard University Press, 1982.
Root. F. R. Entry Strategies for International Markets. Lexington, MA: Lexington Books, 1987.
Ropp P. S. Introduction. In P. S. Ropp (Ed.), Heritage of China: Contemporary Perspectives on Chinese Civilization. Berkeley: University of California Press, 1990.
Rosalie L. Tung. “ U.S.-China Trade Negotiations: Practices, Procedures, and Outcomes,” Journal of International Business Studies 13, 1982.
Solomon. Richard H. Chinese Political Negotiating Behavior: A Briefing Analysis. Santa Monica, Calif.: The RAND Corporation, 1985.
Spitzberg B. H. And Cupach W. R. Interpersonal communication Competence. Newbury Park, CA: Sage Publication, 1984.
Swidler. A. Culture in Action: Symbols and Strategies. American Sociological Review, 51(2), 273—286.,1986.
Tan. Management Concepts and Chinese Culture. In J. Child & M. Lockett, Advances in Chinese Industrual Studies. Greenwich, CT: JAI, 1990.
Terpstra. V. & David K. The Cultural Environment of International Business. Cincinnati, OH: South-Western, 1991.
Thomas Leung and L. L. Yeung. Negotiation in the People’s Republic of China. Allen & Unwin Pty Ltd, 1995.
Ting-Toomey S. Intercultural Conflict Styles: A Face-Negotiation Theory. In Y.Y. Kim & W.B. Gudykunst. Newbury Park, CA: Sage, 1988.
Trompenaars. F. Riding the Waves of Culture: Understanding Diversity in Global Business. Chicago: Irwin, 1994.
Withane S. A Consensual Framework for Business Negotiation: An Analysis of the Chinese Cultural and Religious Value System. In W. C. Wedley, Advances in Chinese Industrual Studies. Greenwich, CT: JAI, 1992.
Wu D. Y. H. Chinese Childhood Socialization. In M. H. Bond, The Hand book of Chinese Psychology. Hong Kong: Oxford University Press, 1996.
陈俊森. 主编《外国文化与跨文化交际》 华中理工大学出版社，1999.
贾玉新.《跨文化交际学》上海外语教育出版社, 1997.