本文从文化角度分析了跨文化谈判中的矛盾和差异。第一部分阐述了历史背景，导致了宗教和礼仪的鲜明特征。这些文化差异反映在谈判桌上。第二部分引用了一个具体案例来研究西方人误解的原因并比较他们的谈判模式。最后，本文从时间，人，地三个方面总结了管理建议，这些是跨文化谈判的关键点。演讲跨文化谈判的关键因素是什么？答案可能很简单，了解不同文化的差异。许多学者花时间研究美国人，法国人或德国人如何谈判。然而，我们无视分析自己，研究我们自己常常认为理所当然的独特角色。我们的一些传统习惯可能会在不知不觉中冒犯我们的商业伙伴。那怎么避免呢？我们应该从历史和宗教的角度来充分认识我们与外国人的区别。中外学者对于中国几千年前是否经历过封建主义仍然存在分歧，因为当时中国有一个中央委员会，它阻止了商业主义的发展。这是历史学家争论的问题。但有一点是肯定的：帝国主义及其紧密相关的分封制度对中国人的行为有着持久的影响，比如人与人之间的复杂关系。网络在中国企业中起着至关重要的作用。俗话说，做生意前先做一个人。外国公司需要采取以人为本的方式与中国进行商务谈判，并培养与中国谈判人员的健康关系。另一方面，我们中国人应该习惯外国人的心态，这种心态在商业和人民之间通常有明确的界限。试图与西方人建立亲密的友谊可能被认为是低效的官僚主义。服务豪华仪式可能被视为一种策略和浪费资源。这只是历史如何影响我们的谈判模式的一个例子。近年来，中国人在与外国人交流方面取得了很大的进步。然而，在每次谈判之前，我们有很多作业要做，正如我在论文中提到的，每个案例涉及不同的时间、地点和人员。希望本文能给你提供一个新的历史视角来看待跨文化谈判中的冲突。谢谢您。
This paper analyzes the conflicts and differences in cross-cultural negotiation from the cultural perspective. The first part elaborates on the historical backgrounds, which lead to the distinctive characters in religion and etiquette. Those cultural differences are reflected on the negotiation table. The second part quotes a specific case to study the reason for Westerners’s misunderstands and compare their negotiation patterns. Finally, the paper concludes managerial suggestions from three aspects, timing, people and place, which are key points in cross-cultural negotiation. Presentation What is the key factor in cross-cultural negotiation? The answer may be easy, understanding the differences in different cultures. Many scholars take time to study how Americans, or French, or German negotiate. However, we ignore to analyze ourselves, to study our own distinctive characters that we often take for granted. Some of our traditional habits may offend our business counterparts unconsciously. How to avoid it? We should fully aware our differences from foreigners from historical and religious perspective. Chinese and foreign scholars still disagree whether China experienced feudalism thousands of years ago because China at the time had a central committee, which prevented the evolvement of commercialism. This is a question for historians to debate. But one thing is certain; imperialism and its closely related system of enfeoffment have a lasting effect on Chinese behaviors, such as the complex relation between people. Networking plays an essential role in Chinese business. As an old saying goes, be a person before doing business. Foreign firms need to take a people-oriented approach to business negotiations with China and to nurture a healthy guanxi with the Chinese negotiators. On the other hand, we Chinese should get used to foreigner’s mentality, which usually have a clear border between business and people. Trying to build intimate friendship with Westerners may be considered inefficient and bureaucratic. Serving a luxurious ceremony might be seen as a tactic and waste of resources. This is only one example of how history influences our negotiation patterns. In recent years, Chinese have made a great deal of progress in communicating with foreigners. However, we have a lot of homework to do before each negotiation as I have mentioned in paper each case involves different time, place and people. I hope my thesis can provide you with a new historical view in perceiving the conflicts in cross-cultural negotiation. Thank you.
