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【摘要】：本文旨在以跨文化视角对中德商务谈判的风格异同进行对比探讨。本文应用跨文化交际理论,如：Geert Hofstede的文化维度理论,Edward.T.Hall的高语境和低语境文化理论,结合Ting Toomey的面子协商理论,以及Weiss的12个国际商务谈判文化变量,构建了一个对中德商务谈判的风格异同进行对比探讨的理论框架。随着全球一体化趋势愈加明显,各国之间的经贸往来逐步增加,中国作为世界第二大经济体不断寻求与各国之间的经济合作。作为世界第四大经济体的德国是中国在欧洲的第一大贸易伙伴,两国之间的进出口有稳中求升的趋势。随着经贸关系不断加深,其中由于对文化异同了解的缺失而导致中德商务谈判失败的案例比比皆是,但从跨文化交际学角度对中德商务谈判失败案例的探讨还相对较少。本论文结合应用定性探讨和定量探讨来探寻中德两国在商务谈判风格上的差异。论文作者对两个真实的中德商务谈判案例进行了略论和讨论,设计了调查问卷来获取相关重要相数据以此支持案例略论。探讨试图找出中德双方在商务谈判风格上的差异之处。探讨发现中德双方在时间观念、决策制定、说服方式等谈判风格上有着较大的不同,而在不确定性规避、长期导向与短期导向等多方面有着相似之处。
【关键词】：跨文化交际 商务谈判风格 文化维度 文化变量 案例略论
摘要5-6 Abstract6-9 Chapter One Introduction9-12 1.1 The Research Background of the Study9-10 1.2 The Purpose of the Study10 1.3 The Organization of the Thesis10-12 Chapter Two Literature Review and the Theoretical Framework12-34 2.1 Previous Study on Intercultural Business Negotiation12-23 2.1.1 Studies on the Process of Intercultural Business Negotiation12-15 2.1.2 Studies on Cultural Influence on Intercultural Business Negotiation15-16 2.1.3 Studies on Chinese Characteristics of Intercultural Business Negotiation16-21 2.1.4 Studies on German Characteristics of Intercultural Business Negotiation21-23 2.2 Theoretical Framework of Cultural Values of Intercultural Business Negotiation23-29 2.2.1 Hofstede's Cultural Dimensions Theory23-25 2.2.2 Edward T.Hall's Low-and-High Context Culture Theory25-28 2.2.3 Ting-Toomey's Face-Negotiation Theory28-29 2.3 Research on the Intercultural Business Negotiation Style29-32 2.3.1 Studies on Intercultural Business Negotiation Variables29-30 2.3.2 Stephen E.Weiss's Intercultural Business Negotiation Variables30-32 2.4 Summary of the Chapter32-34 Chapter Three Case Study A:A Successful Sino-German BusinessNegotiation34-67 3.1 Methodology of the Case Study34 3.2 Material of the Case Study34-38 3.2.1 The Chinese and German Participants34-35 3.2.2 Synopsis of the Case35-38 3.3 Qualitative Study of the Case38-56 3.3.1 Analysis of Intercultural Differences from Cultural Dimension Perspective38-43 3.3.1.1 Individualism and Collectivism38-39 3.3.1.2 Power Distance39-41 3.3.1.3 Uncertainty Avoidance41-42 3.3.1.4 Long-Term and Short-Term Orientation42-43 3.3.2 Analysis of Intercultural Differences from Cultural Context Perspective43-46 3.3.2.1 Low-Context Culture V.S. High-Context Culture43-44 3.3.2.2 Face Concern44-46 3.3.3 Analysis of Intercultural Differences from Business Negotiation Variables Perspective46-56 3.3.3.1 Most Significant Type of Issue46-47 3.3.3.2 Selection of Negotiators47-48 3.3.3.3 Decision-Making In Group48-49 3.3.3.4 Orientation toward Time49-51 3.3.3.5 Risk-Taking Propensity51-52 3.3.3.6 Bases of Trust52 3.3.3.7 Communication Complexity52-54 3.3.3.8 Concern with Protocol54-55 3.3.3.9 Nature of Persuasion55-56 3.4 Quantitative Study of the Case56-62 3.4.1 Composition57-58 3.4.2 Questionnaire58 3.4.3 Results of the Questionnaire58-62 3.5 Summary of the Case Study62-67 Chapter Four Case Study B:An Unsuccessful Sino-German BusinessNegotiation67-79 4.1 Methodology of the Case Study67 4.2 Material of the Case Study67-70 4.2.1 The Chinese and German Participants67-68 4.2.2 Synopsis of the Case68-70 4.3 Qualitative Analysis of the Case70-75 4.3.1 Analysis of Intercultural Differences from Cultural Context Perspective70-71 4.3.2 Analysis of Intercultural Differences from Face-Negotiation Perspective71-72 4.3.3 Analysis of Intercultural Differences from Business Negotiation Variables Perspective72-75 4.3.3.1 Most Significant Type of Issue72-73 4.3.3.2 Form of Agreement73-75 4.4 Quantitative Study of the Case75-77 4.4.1 Composition75-76 4.4.2 Questionnaire76 4.4.3 Results of the Questionnaire76-77 4.5 Summary of the Case Study77-79 Chapter Five Conclusion79-82 5.1 General Conclusion79-80 5.2 Limitations of the study80-81 5.3 Suggestions for further study81-82 Reference82-86 Acknowledgements86-87 ，德语论文网站，德语论文题目 |
