本文選題：中美文化差異 + 面子��； 參考：《天津商業(yè)大學》2013年碩士論文

【摘要】：每個民族都有自己的文化，區(qū)別于其他民族，有其獨特性。而“面子”觀則是文化的重要組成部分。應該如何使跨文化商務談判得以順利進行并且取得圓滿便成為中美談判者急需解決的問題。國內外有很多學者對此問題作過研究，但是有關面子問題對談判的影響研究卻甚少。本文就面子理論和禮貌原則視角下中美談判者談判風格的不同進行了比較細致的研究，提出了一些新的觀點。 本文通過對國內外學者，如薩莫瓦、霍夫斯泰德，布朗、斯考倫、賈文山，顧曰國，胡先縉等人有關文化、面子以及一些有關談判的理論進行了深入研究，提出三個假設。1.在商務談判中，，中美談判者都注重維護集體面子。2.和美國談判者相比，中國談判者更注重把臉面和地位緊密聯(lián)系起來。3.中國談判者在維護利益和自己臉面時和美國談判者一樣直截了當。 為了驗證假設，作者設計了調查問卷，分發(fā)給150位有談判經驗的談判者，并收集了110份有效的問卷。110份的問卷調查結果基本證實了提出的假設，說明了中美談判者在對面子問題的認識及處理方式確實是不同的。中國談判者比美國談判者更在乎維護面子，當集體面子和個人面子發(fā)生沖突時，中國談判者更多的選擇維護集體面子，而美國談判者則過多的關注個人面子；中國談判者習慣性地把面子與地位聯(lián)系在一起，地位越高，面子越大，而美國談判者則采用一種隨意的態(tài)度，講求人人平等；大多數的中國談判者在談判中表現(xiàn)得很謙虛只為維護雙方的面子，美國談判者則更為自信樂觀。 通過分析問卷調查，作者也發(fā)現(xiàn)了一些新的觀點。第一，中國是一個講求面子的國家，這在日常生活和交際中表現(xiàn)得極為明顯，但是在商務談判中,當經濟利益與面子發(fā)生矛盾時，很多中國談判者會將面子放在次要位置。第二，在中國，談判者的社會地位越高，在商務談判中就越講究維護面子。第三，中國談判者也有一小部分在談判中采取直截了當，堅決的方法面對沖突和爭辯，也有小部分的美國談判者重視集體面子和致力于建立和維護雙方關系，提倡友好合作精神。 根據問卷調查結論，論文最后提出了幾個在中美商務談判中應當注意的問題，希望能對中美談判人員有所幫助。
[Abstract]:Each nation has its own culture, different from other ethnic groups, has its own unique.The concept of face is an important part of culture.How to make the cross-cultural business negotiation go smoothly and successfully becomes an urgent problem for Chinese and American negotiators.Many scholars at home and abroad have done research on this issue, but there is little research on the impact of face problem on negotiation.This paper makes a detailed study on the differences of negotiation styles between Chinese and American negotiators from the perspective of face theory and politeness principle, and puts forward some new points of view.This paper makes an in-depth study on the theories of culture, face and negotiation among scholars at home and abroad, such as Samova, Hofstede, Brown, Scoren, Jia Wenshan, Gu Yueguo and Hu Xianjin, and puts forward three hypotheses.In business negotiations, Chinese and American negotiators are focused on preserving collective face. 2.Compared with American negotiators, Chinese negotiators pay more attention to the close connection between face and status.Chinese negotiators are as straightforward as American negotiators in defending their interests and face.In order to verify the hypothesis, the author designed a questionnaire, which was distributed to 150 negotiators with negotiation experience, and collected 110 valid questionnaires.It shows that the Chinese and American negotiators are different in their understanding and handling of face problems.Chinese negotiators care more about maintaining face than American negotiators. When collective face and personal face conflict, Chinese negotiators choose to protect collective face, while American negotiators pay too much attention to personal face.Chinese negotiators habitually associate face with status, the higher the status, the greater the face, while the American negotiator adopts a kind of random attitude and stresses that everyone is equal.Most Chinese negotiators have been modest in their negotiations to preserve both sides' face, while American negotiators have been more confident and optimistic.Through the analysis of the questionnaire, the author also found some new points of view.First, China is a face-oriented country, which is very obvious in daily life and communication, but in business negotiations, when economic interests and face conflict, many Chinese negotiators will put face in the secondary position.Second, in China, the higher the social status of negotiators, the more important it is to maintain face in business negotiations.Third, a small number of Chinese negotiators have also adopted a straightforward and resolute approach in the negotiations to face conflicts and disputes, while a small number of American negotiators have attached importance to collective face and are committed to establishing and maintaining bilateral relations.Promote the spirit of friendship and cooperation.According to the conclusion of the questionnaire, the paper puts forward some problems that should be paid attention to in the Sino-American business negotiation, hoping to be helpful to the Chinese and American negotiators.
【學位授予單位】：天津商業(yè)大學
【學位級別】：碩士
【學位授予年份】：2013
【分類號】：H313;H136

【參考文獻】

相關期刊論文 前1條

1 顧曰國;禮貌、語用與文化[J];外語教學與研究;1992年04期

本文編號：1757555