中美商务谈判中冲突及中国人际冲突处理方式研究

论文摘要

随着中国改革开放的不断深入,经济的腾飞和不断的发展,中国和美国之间的经济往来的不断增多,中美之间就各种问题不断的谈判和往来也急剧的攀升。而中美谈判之间的深入也带来了相关的各方面的矛盾和冲突。本文从这个角度切入,试图从跨文化角度来解析中美之间在商务谈判中冲突发生的原因,以及其中间文化和历史成因,以期对跨文化谈判这一极具挑战性的课题,提出一点自己的见解。同时,从中美谈判两方的冲突问题,作者也进一步就中国人对人际矛盾独特的解决方式以及其背后蕴藏的深刻的文化含义和历史成因进行了解析。本论文的文献部分先从文化和冲突入手,然后介绍了霍夫斯德的文化维度理论和Thomas-Kilmann的冲突解决方式模式。在冲突解决模式的基础上,本文分析了中美两方不同的冲突解决模式,一个偏妥协而一个偏竞争。然后进入了本论文的重点部分,就中国人对人际冲突的独特解决方式进行了阐述。此部分先引出了郭教授的面子和人情模式,在此基础上对中国传统的和谐的概念,集体个人,虚假面子和三纲五常进行了介绍。然后在这两部分的基础上,分析了中国人在处理冲突时因冲突对象不同分为垂直圈内人,水平圈内人和水平圈外人三种不同处理方式。而在对待这三种不同矛盾之中,在传统思想影响下,中国人自觉地采取不同的矛盾处理方式。然后本论文回到中美谈判,就产生的跨文化冲突分成了不同的四个部分分析,分别是:由谈判目标,谈判策略,谈判决策方式以及谈判习惯风格不同而产生的冲突。同时在每种冲突背后体现的中国传统文化和历史原因也进行了系统地分析和归纳。最后在三个例子分析中,前面所提到的冲突和原因以及解决方式会进行总结,论文的局限和对中国谈判者的建议也会给出。本文从文化入手,分析中美商务谈判冲突及中国人际冲突解决方式,旨在从跨文化冲突角度看中美商务谈判以及其冲突发生原因进行分析以及可能的解决途径提供一点建议,从而为中国跨文文化交流工作进步发展做出一点自己的贡献。

论文目录

• Chinese Abstract
• English Abstract
• Chapter 1 Introduction
• 1.1 The Background and Purpose of the Study
• 1.2 Structure of the Study
• Chapter 2 Literature Review
• 2.1 Defining Culture and Culture’s Relationships with Conflict
• 2.1.1 Defining Culture
• 2.1.2 Culture& Conflict
• 2.2 Conflict and Conflict Management
• 2.3 Analytical Theory Background
• 2.3.1 Hofstede’s Four Dimensions of Work-Related Values
• 2.3.2 Thomas-Kilmann Conflict Style Mode and Negotiation Modes
• 2.4 Summary
• Chapter 3 Different Conflict Styles of Chinese and American Negotiatiors and Chinese Conflict Resolution Methodology
• 3.1 Conflict Management Styles
• 3.1.1 Further Analysis into Thomas-Kilmann’s Theory
• 3.1.2 Chinese and American Negotiators’ Conflict Management Styles
• 3.2 Further Analysis of Chinese Conflict Resolution Methodology
• 3.2.1 Basic Concepts in Chinese Society
• 3.2.1.1 Guidelines for Ordinary Chinese
• 3.2.1.2 Lian, Mianzi and Harmony
• 3.2.1.3 Big Self and Small Self
• 3.2.3 Model of Face and Favor in Chinese Society
• 3.2.4 Conflict Resolution Methodologies
• 3.2.4.1 Vertical In-Group
• 3.2.4.2 Horizontal In-Group
• 3.2.4.3 Horizontal Out-group
• 3.3 Summary
• Chapter 4 Conflicts in Sino-America Negotiation and Explanations from a Cross-Cultural Perspective
• 4.1 Conflicts in Negotiation Goals and Attitudes
• 4.1.1 Different Negotiation Goals
• 4.1.1.1 Cultural and Historical Explanations for Different Negotiation Goals
• 4.1.2 Different Attitudes Towards Interpersonal Relationship
• 4.2 Conflicts in Negotiation Strategies
• 4.2.1 Cultural and Historical Explanations for Different Thinking Patterns
• 4.3 Conflicts in Decision-Making Process
• 4.3.1 Cultural and Historical Explanations for Different Decision-Making Methodologies
• 4.4 Conflicts Resulting From Different Cultural Customs and Habits
• 4.4.1 Argument Vs. Silence
• 4.4.2 Monochronic Time Vs. Poly-Chronic Time
• 4.4.3 Law Vs. Relationship Rule
• 4.5 Summary
• Chapter 5 Conflict Resolution Cases for Chinese and American Business Negotiators
• 5.1 Case 1 Exhibition Insurance Negotiation
• 5.1.1 Introduction
• 5.1.2 Analysis
• 5.2 Case 2 The Lesson of the “Jinbi Minutes”
• 5.2.1 Introduction
• 5.2.2 Analysis
• 5.3 Case 3 Rattling Bicycles
• 5.3.1 Introduction
• 5.3.2 Analysis
• 5.4 Summary
• Chapter 6 Conclusion, Limitations and Suggestions for Chinese Business Negotiators
• 6.1 Conclusion
• 6.2 Limitations
• 6.3 Suggestions for Chinese Business Negotiators
• 6.3.1 Anticipating Differences in Negotiation Styles Causing Misunderstandings
• 6.3.2 Enhancing the Adaptability and Flexibility
• 6.3.3 Specific Minefields for Chinese and American Negotiators
• 6.4 Summary
• References
• Acknowledgements