帮忙找几个中国和美国 以及中国和日本商务谈判的案例 英文版的 写论文用的

Abstract

During the last three decades, China has changed its political policies to open

itself to foreign investment. With many foreign investors’ helps, China has made great

economic progress and has been emerging fast in the global marketplace. Since more

and more foreign enterprisers join the Chinese markets, many questions and problems

regarding to the issue of cross-cultural negotiation have been raised. Cross-cultural

negotiation has never been an easy task. A cross-cultural negotiation requires a mutual

understanding of culture differences and the practices of applied negotiation styles. This

study is to help Western business negotiators better understand Chinese negotiation

strategies and techniques, so they can develop appropriate strategies when negotiating

in China.

I. INTRODUCTION

After China and Taiwan both became the members of World Trade Organization

(WTO) in year 2002, the importance of business transaction with Chinese has drawn a

huge attention to most businessmen in the world. As Zhao (2000, pp.209-237) said,

during the last three decades, China has changed its political policies to open itself to

foreign investment. With many foreign investors’ helps, China has made great economic

progress and has been emerging fast in the global marketplace. Since more and more

foreign enterprisers join the Chinese markets, many questions and problems regarding

to the issue of cross-cultural negotiation have been raised. Cross-cultural negotiation

has never been an easy task. As Mintu-Wimsatt and Gassenheimer (2000, pp.1-15)

indicate “Cultural differences, in contrast, increase the complexity of the relationship

and the negotiation encounter, potentially jeopardizing the business relationship’s

future.” Thus, it is important to explore the cultural difference between west and east,

and to study different communication styles.

II. LITERATURE REVIEW

By presenting a fruitful literature review, this article explores a greater insight on

how western businessmen can establish a long-term relationship with Chinese business

persons.

A. Cultural Differences between West and East

Western countries such as US and Canada are called low culture context countries

which rely on verbally expressed (Mintu-Wimsatt and Gassenheimer 2000, pp.1-15).

They tend to communicate directly to others. For example, when an American

businessman tries to make a deal, not only a lots of oral presentations will be held but

also will place directly on confirming the agreements. On the other hands, in highcontext

cultures such as Chinese and Japanese cultures provide less information in

verbal expression. They prefer an indirect communication style (Mintu-Wimsatt and

Gassenheimer 2000, pp.1-15). For example, when a Chinese negotiator delivers a

message no matter in verbal or writing, many variables would need to be considered and

decoded in order to fully comprehend the message. The variables can be individual

backgrounds, associations, values, gender, position in company and status in society.

Because of the cultural differences, some factors which affect the effectiveness of

successful negotiation would need to be addressed. They are: “1. differences in decision

making, 2. status protocol, 3. social aspects of negotiation, 4. how time is viewed, and 5.

personal relationships” (Herbig and Kramer 1992, pp.287-299). Based on those factors,