中西方价值观差异对商务谈判的影响
摘要：随着改革开放的深入，国际间的经济贸易交往日益频繁，国际商务谈判越来越显示出在企业经营中的重要地位。在商务谈判中，谈判者的价值观不同是影响国际商务谈判的重要原因之一。价值观不同主要体现在人们应处理的社会关系中，如谈判双方在决策方式、平等性、法律观念、时间和效率等方面的差别。以此人们来分析这些不同对商务谈判造成的影响，提出减少这些负面影响的应对策略以提高谈判效率，巩固谈判成果。了解这种价值观不同有助于在商务谈判中减少冲突，减少跨文化商务谈判中的误解和障碍，维护和争取已方利益。
关键词：商务谈判；价值观；差异；影响
The Impact of Different Values between China and the West on Business Negotiation
Abstract: With the deepening of reform and opening up, international Economic and trade exchanges are becoming more and more frequent. International business negotiations are becoming more and more important in the business operation. In the international business negotiations, the different values of the negotiations are one of the most important factors that affect business negotiation. Different values are mainly reflected in the social relations that people should deal with, such as the differences between the two parties in decision-making, equality, legal concept, time and efficiency. The impact of these differences on business negotiations is analyzed. In order to improve the efficiency of the negotiation and consolidate the results of the negotiations, the countermeasures are put forward to reduce their negative effects. Understanding the differences in values helps to reduce conflicts in business negotiations, and reduce misunderstanding and obstacles in business. At the same time, both parties will also safeguard their own interests.
Keywords: business negotiations; value; difference; influence
Contents
1 Introduction 1
2 Different Values between China and the West 3
2.1 Differences in Hierarchy 3
2.2 Differences in Emotional Values 4
2.3 Differences in Legal Values 5
2.4 Differences between Collective and Individual Values 5
2.5 Differences in Time Values 6
3 Influence of Different Values on International Business Negotiations 6
3.1 The Impact of Different Values on Hierarchy 6
3.2 The Impact of Different Emotional Values 7
3.3 The Impact of Different Legal Values .. 8
3.4 The Impact of Different Values of the Collective and the Individual 9
3.5 The Impact of Different Time Values......................................................................10
4 How to Reduce the Negative Effects of Different Values in International Business Negotiations.. 11
4.1 Respecting the Differences in the Values of the Two Countries 11
4.2 Having Cross-cultural Awareness 12
4.3 Overcoming Obstacles of Language Communication 13
5 Conclusion.................................................................................................................14
（1）课题任务、方向：随着中国对外开放的深入发展，中西方商务谈判显得尤为重要，人们需要更好地了解中西方在价值观上的差异，从而有效地避免因差异引起的负面影响，实现中西方更好地进行商务谈判。本研究围绕中西方价值观差异性比较展开，并分析其原因及应对策略。
（2）研究范围及目标：分析中西方在等级价值观念上、情感价值观念上、法律价值观念上、集体与个人之间价值观念上、以及时间价值观念上的差异,通过对中西方价值观差异进行比较从而分析出差异的原因,及如何减轻其对于双方谈判的负面影响。
（3）文献评论：需查阅近年来与中西方价值观差异对商务谈判的影响相关中英文文献近10余篇。
（4）将论文按规定格式打印定稿，提交指导教师。按系统一要求进行答辩准备
Contents
1 Introduction 1
2 Different Values between China and the West 3
2.1 Differences in Hierarchy 3
2.2 Differences in Emotional Values 4
2.3 Differences in Legal Values 5
2.4 Differences between Collective and Individual Values 5
2.5 Differences in Time Values 6
3 Influence of Different Values on International Business Negotiations 6
3.1 The Impact of Different Values on Hierarchy 6
3.2 The Impact of Different Emotional Values 7
3.3 The Impact of Different Legal Values .. 8
3.4 The Impact of Different Values of the Collective and the Individual 9
3.5 The Impact of Different Time Values......................................................................10
4 How to Reduce the Negative Effects of Different Values in International Business Negotiations.. 11
4.1 Respecting the Differences in the Values of the Two Countries 11
4.2 Having Cross-cultural Awareness 12
4.3 Overcoming Obstacles of Language Communication 13
5 Conclusion.................................................................................................................14
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