個人/集體主義價值觀差異對中美商務談判的影響分析

國際貿易論文編號:GM174  論文字數:13127,頁數:18

目  錄

1   引言 ..............................................................2
1.1 研究的背景和意義 ..................................................2
1.2 國內外研究現狀 ....................................................2
1.3 本文的寫作思路 ....................................................3
1.4 本文的創新及不足之處 ..............................................3
2 個人主義與集體主義價值觀概述 ........................................4
2.1 價值觀概述 ........................................................4
2.2 個人主義取向的價值觀概述.......................................... 5
2.3 集體主義取向的價值觀概述 ..........................................6
2.4 對個人主義與集體主義價值觀差異的比較 ..............................7
3   個人主義與集體主義價值觀差異對中美商務談判的影響 ..................8
3.1 對談判班子組成的影響 ..............................................8
3.2 對談判策略的影響 ..................................................10
3.3 對談判合同的影響 ..................................................13
4   在中美商務談判中應對個人/集體主義價值觀差異的對策 .................14
4.1 尊重價值觀差異 ....................................................14
4.2 拋棄文化偏見 ......................................................15
4.3 真誠地相互對待 ....................................................15
5 結語 ................................................................16
參考文獻 ..............................................................17
致   謝 ...............................................................18

摘   要

     隨著經濟全球化進程的加快和我國經濟的迅猛發展, 尤其是北京申奧成功和中國加入世界貿易組織后,作為世界上最大發展中國家的中國和最大發達國家的美國之間的貿易往來, 越來越受到彼此乃至世界的矚目。然而在中美的跨文化商務活動中，雙方往往會感受到兩個不同民族間的文化差異導致的碰撞和沖突，尤其是作為文化核心層的價值觀的差異，更是對商務活動帶來了巨大的影響，對商務活動的重要環節——商務談判的影響尤為明顯。個人主義與集體主義是價值觀的兩個基本取向，它們的差異對商務談判有著極其重大的影響。了解二者的差別有助于減少中美商務談判中的誤解和障礙。
本文整合了國內外學者在相關領域的研究成果，在分析個人主義與集體主義價值觀各自主要特征的基礎上，探討二者的差異對中美商務談判的影響，以期為中美雙方在進行商務談判時提供一些有實際意義的參考。

【關鍵詞】價值觀 個人主義 集體主義 國際商務談判 影響

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