面子和礼貌理论视角下中美谈判者的谈判风格研究

发布时间：2018-04-16 05:37

本文选题：中美文化差异 + 面子　；参考：《天津商业大学》2013年硕士论文

【摘要】：每个民族都有自己的文化，区别于其他民族，有其独特性。而“面子”观则是文化的重要组成部分。应该如何使跨文化商务谈判得以顺利进行并且取得圆满便成为中美谈判者急需解决的问题。国内外有很多学者对此问题作过研究，但是有关面子问题对谈判的影响研究却甚少。本文就面子理论和礼貌原则视角下中美谈判者谈判风格的不同进行了比较细致的研究，提出了一些新的观点。本文通过对国内外学者，如萨莫瓦、霍夫斯泰德，布朗、斯考伦、贾文山，顾曰国，胡先缙等人有关文化、面子以及一些有关谈判的理论进行了深入研究，提出三个假设。1.在商务谈判中，，中美谈判者都注重维护集体面子。2.和美国谈判者相比，中国谈判者更注重把脸面和地位紧密联系起来。3.中国谈判者在维护利益和自己脸面时和美国谈判者一样直截了当。为了验证假设，作者设计了调查问卷，分发给150位有谈判经验的谈判者，并收集了110份有效的问卷。110份的问卷调查结果基本证实了提出的假设，说明了中美谈判者在对面子问题的认识及处理方式确实是不同的。中国谈判者比美国谈判者更在乎维护面子，当集体面子和个人面子发生冲突时，中国谈判者更多的选择维护集体面子，而美国谈判者则过多的关注个人面子；中国谈判者习惯性地把面子与地位联系在一起，地位越高，面子越大，而美国谈判者则采用一种随意的态度，讲求人人平等；大多数的中国谈判者在谈判中表现得很谦虚只为维护双方的面子，美国谈判者则更为自信乐观。通过分析问卷调查，作者也发现了一些新的观点。第一，中国是一个讲求面子的国家，这在日常生活和交际中表现得极为明显，但是在商务谈判中,当经济利益与面子发生矛盾时，很多中国谈判者会将面子放在次要位置。第二，在中国，谈判者的社会地位越高，在商务谈判中就越讲究维护面子。第三，中国谈判者也有一小部分在谈判中采取直截了当，坚决的方法面对冲突和争辩，也有小部分的美国谈判者重视集体面子和致力于建立和维护双方关系，提倡友好合作精神。根据问卷调查结论，论文最后提出了几个在中美商务谈判中应当注意的问题，希望能对中美谈判人员有所帮助。
[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.
【学位授予单位】：天津商业大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：H313;H136

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