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1、Effect of the Culture Etiquette Difference Between China and America on Commercial Communication摘 要 经济全球化的发展以及中国的入世，各国间商务交往及商务谈判的日益频繁，对不熟悉他国礼仪的谈判者产生了巨大的挑战。商务谈判过程中的利益忽略很可能会导致商务谈判的失败。因此，一桩成功的商务谈判必须从了解彼此的利益差异开始。美国作为当今世界经济强国，也是中国重要的贸易伙伴，但是中美两国的文化差异对谈判产生了巨大的影响，使谈判不能顺利进行。所以研究中美文化差异对中美两国谈判的影响是十分必要的。中美文化差异对
2、国际商务谈判影响方面的研究主要是由北美学者进行的，特别是法国、荷兰、瑞典、阿根廷和俄罗斯。在20世纪90年代，有关的研究集中在几个问题上：文化对谈判过程和谈判结果的影响程度、文化和谈判形势之间的联系、对专业人员的实际建议，以及研究和方法论的问题。中国有着几千年的悠久历史，而美国只有短短几百的历史，在历史发展过程中，中美两方形成了不同的价值观和思维方式。由于中美方之间这种文化背景的差异，使得两国在谈判中有着迥异的谈判风格，引起文化冲突，使得谈判很难顺利进行。中国商务谈判人员应该深入了解中美文化差异，分析文化差异对商务谈判的影响并制定应对之策。该论文研究中美文化的主要差异,并对两种文化的融合提出了
3、建议；结论认为，了解中西方礼尚交往之间的习惯差异是很有必要的，因为这对跨文化的商务交往的成败起着至关重要的作用。关键字：文化 礼仪 差异 商务交际 影响ABSTRACT After China took part in WTO, the connection between China and America has become much tighter, negotiation also played a more significant role in the economic realm. The USA is regarded as the most developed countr
4、y in the world, which is also the important trade partner of China. But the culture difference between China and America has tremendous influence on the commercial communication, which sets barrier in the progress of negotiation. Therefore it is very necessary to research the effect the cultural eti
5、quette difference between China and America has on commercial communication. With the culture etiquette difference, the economic and trade relationship between China and America becomes closer and closer, the commercial activities among the enterprises become more and more frequent, and the communic
6、ation strategies of the commercial negotiation also get updated day by day.Culture means that a country and a nation have the same thinking method, life value and religion, which reflects the characteristics of the country, and decides its ways of activities. Difference lie between China and America
7、 under this culture background, which makes them have the different negotiation styles, and the latter in turn triggers cultural conflict and even poses as barrier to business talks. The essay illustrates the main differences regarding culture of the two nations, and puts forward suggestions as to t
8、he coordination of the two cultures. The paper concludes that it is becoming very essential to understand the etiquette difference for business and commercial purposes, for the success business communication is usually determined by how well the cultural awareness is gained.Key words: Culture, Etiqu
9、ette, Difference, Commercial Communication, Effect 目 录 1 引言 1.1 民族特点 1 1.2 政治，经济 宗教及地域影响 8 2 中美文化礼仪的差异 2.1 交际语言的差异16 2.1.1 语言和非语言16 2.1.2 称谓和问候18 2.1.3 语言的规范性18 2.1.4 风俗习惯和思维方式差异19 2.2 餐饮礼仪的差异20 2.2.1 食物的讲究 202.2.2 饮食的氛围 212.2.3 坐席的排列 222.2.4 饮食特点的区别 222.3 服饰礼仪的差异 232.3.1 服饰的类型和功能 242.3.2 着装的场合要求 24
10、2.4 商务赠礼礼仪的差异 272.4.1 礼品的选择 272.4.2 送礼 282.4.3 受礼的礼仪 283 中美交际的差异以及文化差异对商务交际的影响 3.1 中美交际的差异 29 3.2 中美文化差异对商务交际的影响 304 中西商务交际中礼仪文化融合的建议 结论35 致谢36 参考文献 36 CONTENTS1 Introduction11.1 The nationality difference between America and China11.2.1 The politic difference between America and China81.2.2 The eco
11、nomic difference between America and China131.2.3 The religionary difference between America and China141.2.4 The regional difference between America and China152 Differences between Chinese and American Cultural Convenances162.1 Different linguistic culture between China and America162.1.1 linguist
12、ic and illinguistic162.1.2 Greeting and appellation172.1.3 Expressing gratitude182.1.4 Habits and thinking methods difference192.2 Differences of dietetic convenances202.2.1 The categories of foods202.2.2 The circumstances of diet212.2.3 The order of seats222.2.4 The diet characteristic difference22
13、2.3 Differences of Dressing Convenance232.3.1 Type and function of clothing242.3.2 Occasional dressing demand242.4 Differences of Business Presenting.272.4.1 The choices of gifts282.4.2 Presenting282.4.3 The conveyances of presenting283 Communication difference between America and China and the effe
14、ct of the culture difference on business negotiation293.1Communication difference between America and China303.1 .1 Addressing others with Respect303.1.2 General Guidelines when Communicating303.1.3 Visual Communication303.1.4 Revising the instructions of the paper313.2 The effect of the culture dif
15、ference on business negotiation313.2.1 The culture difference can put business negotiation agenda under the risk of inconsistency.313.2.2 The culture difference can put the business negotiation under the embarrassing situation.323.2.3 The culture difference may cause business negotiation cracked.323
16、.2.4 The culture difference can cause misunderstanding of the business negotiation.334 Advice for the Coordination of Chinese and American Cultural convenances34Conclusion37Acknowledgements38Bibliography391 Introduction This paper will discuss the effect that the etiquette difference between China a
17、nd America has on commercial communication. In detail, the essay deals with different traditions between China and America: cultural etiquette difference, diet etiquette difference, clothes etiquette difference, the advice for the coordination of Chinese and western cultural differences, as well as
18、their effect on commercial communication.To begin with, a general outlook on the geological and cultural differences is explored hereinafter. 1.1 The nationality difference between America and Chinese The United States population density of every square kilometer was 26.9, of which accounted for mor
19、e than 80% of whites, the majority of them are the descendants of European immigrants. Blacks accounted for about 12.1%, Latin America, immigrants accounted for about 9 percent, Asian population of 7.3 million, accounting for 2.9 percent of the total population, of which Chinese has about 1.5-2.0 mi
20、llion people.Another 1.4 million are Indians, which is about 0.8 percent of the total population .The distribution of the U.S. population showed the phenomenon of uneven, the majority of the population concentrated in the Great Lakes, Mississippi River and near the Atlantic coast, but the population
21、 continues to move to the west and south of the Sunshine Belt, in which the population of the western Rocky Mountain states increase dramatically , the population of 1990 increased 22.3% than that of 1980 ; the southern population increased 13.5%, the three states of California, Texas and Florida ha
22、ve the highest growth rate, from 1980 to 1990 ,the population of Florida grew by 33%; Californias population increased 26 %; Texass population increased 20%. As for the total population of the United States, about 77% of them live in urban areas, nearly half of them concentrated in the 37 large citi
23、es, to the large extent, which was put forward by the employment opportunities. As a result of new immigrants moving into the large cities, residents of large cities are going to move to the suburbs, and then the suburbs population grows faster than that of the urban area.The composition of the popu
24、lation has Significant changes: (1) the aging population. 1990 census shows that the United States has more and more elderly people, the proportion of young people has a sharp decline. (2) The male population increased faster than the growth rate of the female. From 1980 to 1990, the United States m
25、ale population increased by 10.55 million, women had an increase of 10.44 million, which was the first time in this century. (3) Ethnic minorities have an alarming growth rate of the population; Asians have the highest growth rate. The U.S. minority population growth rate of 1980 is almost 2 times h
26、igher than that of 1970, in which the population growth rate of Asian was 107.8%, which was the nation that has the fastest growth rate of population. Other minority population growth is also very fast, the Spanish-speaking Latin American immigrant population had an increase of 7.7 million people th
27、an the past 10 years, the population of which is expected to exceed the total number of blacks by 2015, and it will be the largest U.S. minority. The United States is a multi-religious country that has no state religion, religious belief is very common. The majority of them believed Christian, Roman
28、 Catholic took 24% of the total population, which was regarded as the second-largest religion, Judaism regarded as the third largest religion, and which had about six million followers, in addition to it, there were Orthodox, Buddhism, Islam and Hinduism and so on. In addition, the United States had
29、 a variety of strange sects, such as sending the devil, Jesus and decadent, and Peoples Temple and so on.Chinese of all ethnic groups is an integral part of the family of nations of the world, with the exception of Han ethnic nation, there were 55 groups are minorities. Our culture tour costumes of
30、ethnic minorities mainly aimed at ethnic minorities of Chinas clothing culture, so it is necessary for the research of the general characteristics of the Chinas ethnic minority costume culture. China is a united multi-ethnic country. As early as half a century ago, Comrade Mao Zedong pointed out in
31、the article of the Chinese revolution and the Communist Party of China”: China is one of the worlds largest countries, its territory equaled the whole area of Europe roughly. In the vast territory on its territory and the whole area of Europe roughly. In this vast territory, with vast land fertile,
32、which gave the source of our food and clothing, with many mountains, which gave the broad masses of our forests; with many rivers and lakes, which gave us the benefits of boats and water supply; with many long coastlines, which gives us the convenience of the transport from overseas of all ethnic gr
33、oups. From very early ancient times, the ancestors of our nation labored, interested, reproduced in this vast land. After the foundation of Peoples Republic of China, after careful scientific identification, there were 56 nationalities in China, they are: the Han, Mongolian, Hui, Tibetan, Uygur, Mia
34、o, Yi, Zhuang, Buyi, Korean, Manchu, Dong, Yao, Bai, Tujia, Hani, Kazak, Dai, Li, Lisu Lisu, Wa, She, mountains, Lahu, Shui, Dongxiang, Naxi, Jingpo, Kirgiz, soil, Daur ,Qiang, Brown, Sarah,brave man, Xibe, Achang, Pumi, Tajik, Nu, Ozbek, Russian, Ewenki,security, Yugur, Jing, Tatar, Dulong, Oroqen,
35、 Hezhen, bus doors. In addition, there are some outstanding people in the Community that had not been recognized. According to census statistics of 1982 ,in the 55 ethnic minorities, the Zhuang minority had the largest population , about 13.38 million people,in addition,back, Uygur, Yi, Miao, Manchu
36、, Tibetan, Mongolian, Tujia, Buyi, Korean, Dong, Yao, Bai, Hani and other ethnics population are over one million; Hezhe has the least population, only 1476 people. Less than 7% of the total population of ethnic minorities in China accounts for a total area of about 50 - 60% of large areas, especial
37、ly in the vast south-west, northwest and northeast border areas. They made rich and powerful offering to their homelands independence and prosperity, but also created their own culture. The progress of the formation of the Chinese of all ethnic groups experienced at least two thousand years of diffe
38、rentiation or integration. From the names of the Summer, Xu, Di, “Yi, Zhu Pu, Baiyue and other names of other family perspective emerged in the ancient classics, China was a multi-ethnic country as early as in the Qin Dynasty, and the establishment of the feudal autocratic system of the Qin dynasty
39、made multi-ethnic country under the central government of such a high degree of unity. Therefore, the culture of various nationalities in China has long-term development of the historical tradition, including clothing culture. From the prospective of the reality of the situation, the costumes cultur
40、e of Chinas ethnic minority has the following five general characteristics: Firstly, China has a wide range of ethnic minorities, and has the vast distribution, and numbers of ethnic minority areas and has long been in the situation of difficult transportation, and under the situation of communicati
41、on difficulties, so ethnic costumes are colorful, costumes culture is content-rich, and there are inexhaustible resources of clothing. There are 55 ethnic minorities in China, living in 70 percent of the county over 2000 counties in the country, with a broad distribution. In these ethnic minorities,
42、 some of the nation but also has many branches, such as the Miao Miao is divided into the five categories ,such as red, black Miao, White Miao, Young, sprout, of which , sprout includes the bulk of saplings and seedlings, Typhonium Miao, Mongolian yarn Miller flowers ,which were divided according to
43、 different costumes. As a result, not only different nationalities have different costumes, but also the same nation has different costumes because of different branches, which made the costumes of Chinas ethnic minorities particularly rich. In the past, because the Han Chinese clothing of urban and
44、 rural residents that took the vast majority of our population are more confined to dark blue, part of ethnic minorities also advocates dark blue, so some people say we are the blue ants of the country. In fact, seen from the prospective of a very colorful minority costumes, the saying of blue ants
45、of the country is not very realistic. Chinas ethnic minority costumes no matter seen from the terms of quality and color, or no matter seen from the terms of style are very rich. Yunnan Province which has 24 ethnic minorities held the first National Arts Festival in September 1988 , thousands of people to the ranks of minority literature and thousands of people of ethnic minority costumes performing team amazed Chinese and foreign guests. Kunming National Song and Dance Tr
