【作者】 张志莉；

【导师】 张翠萍；

【作者基本信息】 对外经济贸易大学 ， 语言学与应用语言学， 2004， 硕士

【摘要】 跨文化交流中的交际失败现象自从20世纪以来就受到了许多学者的关注。而这篇论文从跨文化交流的角度研究在商务谈判的特殊环境中，交际失败的各种原因和特殊形式。研究模型选用美国和中国之间的商务谈判。为了研究商务谈判中交际失败的文化原因，这篇论文广泛地回顾了相关理论，如，文化理论，交流和商务谈判的理论等。中国文化和美国文化都有其独特的性质，这种文化特性塑造了不同的谈判风格，商务谈判中的交流失败由此产生，有时甚至会破坏整个的谈判。案例分析和说明为本文提供了在商务谈判的自然环境中的例子。论文还采用了比较分析的方法，研究中国和美国谈判风格的不同。七个案例和九段采访引用选自相关的商务谈判书籍和本文作者的谈判经历。通过案例分析，本文研究了六种中美商务谈判的交流失败的原因，这包括人际关系，时间概念，对待冲突的态度，权力影响力，和以人为中心和以问题为中心的谈判风格。除此之外，本文还研究了解决交流失败问题的方法，并且给中国和美国的谈判人员提供了一些有用的建议。更多还原

【Abstract】 Communication failures in a cross-cultural context have drawn the researchers’ attention since the 1900s. However, culturally based communication failures have special forms with different reasons in business negotiations, which is studied in this thesis. American and Chinese business negotiation is chosen as the study model.For the purpose of studying culturally based reasons of communication failures in business negotiations, the thesis presents a comprehensive review of theories on culture, communication and business negotiation. Unique characters of Chines and American cultures shape different negotiating styles neglecting of which lead to communication failures in negotiations and even destroy the whole negotiation.Case analysis and illustrations prove evidence in natural business negotiation situations. Comparative analysis is also conducted in this study about the differences of Chinese and American negotiating styles. Seven cases and nine citations from interviews have been chosen from books concerning business negotiations and my negotiation experience.By analyzing the cases, the research shows six reasons of communication failures in business negotiations between Chinese and Americans, which include personal relationship, time concepts, attitudes to confrontation, power influence and people or problem orientation in the process of business negotiations.In addition, the research studies possible approaches to resolving communication failures and gives some useful suggestions for both Chinese and American negotiators. <WP=5>AcknowledgmentsFirstly, I wish to express my sincere thanks to all the teachers in the English Department of the School of International Studies who have taught and helped me during my three-year study in this university. I am most grateful to Associate Professor Zhang Cuiping for her sustained guidance through the process of the subject, to the improving of the structure and wording. Without her, the completion of this thesis would not have been possible.I am also obliged to my family who have provided their kind encouragement and assistance in the course of preparing this paper. I also want to express my appreciation to my friends who offered their sustained help in collecting cases and offering reference books. In addition, I have benefited enormously from many eliciting discussions with my ex-colleagues concerning both the subject and the content.The faults or infelicities in this thesis remain my own.更多还原