了解美国文化有助于跨文化谈判

1、理解美国文化有助于跨文化会谈理解美国文化有助于跨文化会谈摘要:不同国家、不同民族间文化的文化差异,带来了商业文化、价值观念等方面的差异。其中根本设想和价值观是文化的核心局部,具有行为标准性维度,是社会行为的决定性因素。本文通过跨文化理论中至今最具影响力的Hfstede的文化维度理论分析美国文化的核心价值观,并对其形成,开展和对社会各方面的影响加以讨论,以求得针对性地推测出对方在特定的情况下很可能做出的反响,并解释其行为方式,以最终化解跨文化冲突,利用跨文化优势,实现对外贸易目的及促进跨国经营的开展。关键词:美国文化Hfstede的文化理论贸易会谈I.IntrdutinPepleareheavi

2、lyinfluenedbytheulturehihexistedbefreurbEingandillntinuetexistlngafterearegne.Huansarefundaentallyreaturesfulture.Therefre,aarenessfnesulturerevealsinsightsintnesself.论文联盟.Ll.Inreentyears,theAerianinflueneandAeriandesignedglbaleninetrkseesstrngerintherld.Thereareseutstandingreasnsexist.Firstly,theip

3、rveentftehnlgyandinnvatinfailitatestheinvadingttherultures.Frexaple,iththeassistaneftheiprvingtehnlgyfputerandteleuniatin,pepleangettkneahtherandaquirelatestneseasilyandquikly.Sendly,beausefthetradebingandtheiprtantnsuingrlefarketfAaria,theruntrieshaslserrelatinshipithAeria.Thirdly,duettheleadingpsi

4、tinfAerianatterinenyaspetrplitialaspetintherldaeleratesitsinflueningintherultures.PleasefindthefllingdataftheAnalysisReprtntheRankingfprehensiveStatePeradebythehineseAadeyfSialSiene,releasedn25De.2022.Aeria,beingasthesuperperintherld,hasltsfperfuladvantagesnseveralaspets.Nadays,thereisntheruntryinth

5、erldanpareithitsprehensivestateper.Inrdertiprvehinasenylevel,itisneessaryfrhinesetiprtandaknledgethekn-handthesuessexperienefAeriantehnlgyandanageentfield.Intheeanhile,itisvaluabletknellhataredefiningharateristisfitsulture.hatsre,beingasthebiggestexprtsupplierfrAeria,andAeriabeingasthebiggestpurhase

6、rintherld,thereillbereandrebusinessandplitialnegtiatinsandperatinsbeteenhinaandUShihdeandshinesebusinesspepletknprfundlyanddeeplyabutthisiprtantpartner.II.ultureandinterulturalnegtiatinEveryuntryhasitsnuniqueulture.Theharaterfauntrysulturerbusinessliateisaprdutftherevaluesandbusinesspriniplesthatbus

7、inesspepleespuse,thestandardsfhatisethiallyaeptableandhatisnt,thenegtiatinpratiesandbehaviurthatdefinehedthingsarundhere,theapprahtpepleanageentandstylefperating,theheistryandthepersnalitythatpereatesthenegtiatinenvirnent.Ininternatinalbusinessnegtiatin,itisgenerallyagreedthataknledgefthethersidesul

8、tureallsanegtiatrtuniate,tunderstand,tplan,andtantiipatereeffetively.ArdingtranStripp(1991)interulturalnegtiatininvlvesdisussinfnandnflitinginterestsbeteenreasnsfdifferentulturalbakgrundshrktreahanagreeentfutualbenefit.TheriesfridentifyinghereandhulturesdifferarefgreatesthelphentheyaidusinseEingurse

9、lvesinrelatintthepepleeareeetingatthetable.Andurperliesntinveringrhangingthetherside,butinunderstandingit.Havingafundfknledgeabutantherultureanhelpnegtiatrbetterdeidehatisapprpriateandinapprpriatebehaviur.Auntrysultureisiprtantbeauseitinfluenesthenegtiatinsatinsandapprahestndutingbusiness-inaveryrea

10、lsense,theultureisthenegtiatrsperatingsysterrganizatinalDNA.Theaifaknledgingurunterpartersrevalueistverethatbiasistreateaarenessfurnulturalsystebyunderstandinghtheybehaveintheirsyste.Andahievingthebjetivestbegainedfrtheinternatinalbusinessandalti-natinalanageent.III.Htregnizeandunderstandauntrysultu

11、rethrughly?hatisulture?ultureisabutsurvivalfthehuanspeies.ithutulture,huanbeingsanntsurvive.ulturereferstaayflifefapeple.Itinvlvessharedunderstandingabutthisayflife.ultureaybeaterial(physialartifat)rnnaterial(abstratins).uraterialulture(tehnlgy,buildings,et)isinfluenedbythe(nnaterialulture)valuestha

12、tgiveshapeturarsandbuildings.Differentuntrieshavedifferentultures.ultureisthelletiveprgraingftheindhihdistinguishestheebersfneategryfpeplefranther.(Hfstede,1991)TheHfstededelfulturalDiensinsanbefgreatusehenitestanalyzingauntrysultureindepth.Hisideaserefirstbasednalargeresearhprjetintnatinalulturedif

13、ferenesarsssubsidiariesfaultinatinalrpratin(IB)in64untries.Subsequentstudiesbythersveredstudentsin23untries,elitesin19untries,erialairlinepiltsin23untries,up-arketnsuersin15untries,andivilservieanagersin14untries.Tgetherthesestudiesidentifiedandvalidatedfurindependentdiensinsfnatinalulturedifferenes

14、,ithafifthdiensinaddedlater(PerDistane,Individualis,asulinity,UnertaintyAvidane,Lng-Terrientatin).TheflledisseexaplesftheHfstedeanalysis,theindexhasbeenlletedthrughquestinnaireallvertherld.Intheflledreprt,IillhaveaspeialstudyabuttheAeriaindex.IV.hataretherevaluesfAerianulture?St.Augustinesaid,apeple

15、isaultitudinusasseblagefratinalbeingsunitedbynrdregardinglvefthingsheldinn.thus,eneedtinvestigatehatapeplesnrdisinrdertgetattheheartfaivilizatin.Aeria,isaulti-ulturalgrupithanyethnigrups,bundbyaarketenyandrepresentingneivilizatinithanyultures.IV.1TunderlinetheAerianulturefrPerDistaneaspetHfstedesPer

16、distaneIndexeasurestheextentthihthelessperfulebersfrganizatinsandinstitutins(likethefaily)aeptandexpetthatperisdistributedunequally.Aeriahasa40ntheulturalsalefHfstedesanalysis.paredthinaheretheperdistaneisveryhigh(80).AerianlikeGeran,AustrianhavingtheharateristiftheEiffelTerulture,hihisaparativelylp

17、erdistane.Inthelerperdistane,(Heklin,1995:31)higher-eduatedeplyeeshlduhlessauthritarianvaluesthanler-eduatednes.Thebedieneshedfrthesubrdinatestthesuperirsisntasuhastherientalay.Theleadershipanbealledashierarhyandnsensus.Eplyeeanhavedifferentpininithhis/herbss.Andhenhe/shegtdifferentideas,he/sheangal

18、ltheayuptthebssanddisusstheprble.Thisisagdthingusuallypanyayexplrealltheptentialsfitseplyees,beausesetiethesubrdinatesayhavethebetterideafthebusiness.IV.2TlearnAerianulturefrindividualisaspetIndividualisisthenesideversusitsppsite,lletivis,thatisthedegreethihindividualsareintegratedintgrups.ntheindiv

19、idualistsideefindsietiesinhihthetiesbeteenindividualsarelse:everyneisexpetedtlkafterhi/herselfandhis/heriediatefaily.nthelletivistside,efindsietiesinhihpeplefrbirthnardsareintegratedintstrng,hesivein-grups,ftenextendedfailies(ithunles,auntsandgrandparents)hihntinueprtetingtheinexhangefrunquestiningl

20、yalty.TheUnitedStatesanlearlybeenseenasindividualisti(sringa91).TheAeriandreaislearlyarepresentatinfthis.ThisistheAerianshpefrabetterqualityflifeandahigherstandardflivingthantheirparents.Thisbeliefisthatanyne,regardlessftheirstatusanpulluptheirbtstrapsandraisetheselvesfrpverty.Individualis,therefthe

21、sialphilsphyandvalueinAerianulture,takesupthestiprtantpsitinintheAerianidelgy,influeningallaspetsfliferangingfrplitialtsialfields.Itfusesnthesatisfatinfnesndesireandintereststhrughself-reliane.TherdindividualisasfirstprtedbytheFrenhplitialrevieerAlexisdeTquevilleinhislassialbkDerayinAeriapublishedin

22、1835.论文联盟.Ll.AerianindividualisaffetedalsteveryaspetfAerianlife.Thsegreetingsareveryppularinhinasuhashereareyuging?Haveyueatenyureal?uldleadtAeriansangerbeausetheybelievedthatthisishisnprivaybutntanythersbusiness.Thistypefintentinallybuildupfpersnalityandpursueustizedindividualishasitsprsandns,itgiv

23、esinentivestpepleandaketheexertntheirptentialandisdandasaresultaeleratethedevelpentftheentireraeandnatin;nthetherhand,itisdiffiulttkeepgdrelatinshipangpepleifeveryneisegentrithusaketheentiresietylakfunity.IV.3asulinitysietyrFeininitysiety?asulinityversusitsppsite,feininityreferstthedistributinfrlesb

24、eteenthegendershihisantherfundaentalissuefranysietythiharangefslutinsarefund.TheIBstudiesrevealedthat(a)ensvaluesdifferlessangsietiesthanensvalues;(b)ensvaluesfrneuntrytantherntainadiensinfrveryassertiveandpetitiveandaxiallydifferentfrensvaluesntheneside,tdestandaringandsiilartensvaluesnthether.Thea

25、ssertiveplehasbeenalledasulineandthedest,aringplefeinine.Aerianitizenshaveaasulineultureitha62nthesalefHfstede(Netherlands14).asulinetraitsinludeassertiveness,aterialis/aterialsuess,self-enteredness,per,strength.Aerianitizensephasizenahieveentsandrespetheres.TheyhavegreatsenseinthEirheartstpraisesue

26、ssandheres.PersnalahieveentsarenefthseiththehighestvalueinAerianind.Aerianhaveverystrngsensesfsuess.SuessisthepursuitfstAerian,itistheirattrativefutureandtheinentivesfrvingfrard.Theybelievethatnespersnalvalueisequivalentthisahieveentsinhisareer.Sehighahieversintheirareersuhasentrepreneurs,sientists,

27、artistsandallkindsfsuperstartsbeaedernheres.Thepressandresultfhtheystrivedhavebeethefraefreferenefsialulturevalueandthereallifetextbkfrparentsteduatetheirhildren.AquiringandaintainingalargenuberfaterialpssessinsisfgreatiprtanetstAerian.aterialealthhastraditinallybeenaidelyaeptedeasurefsialstatusinth

28、eUnitedStates.BeauseAerianrejetedtheEurpeansystefhereditaryaristrayandtitlesfnbility,thehadtfindasubstitutefjudgingsialstatus.Thequalityandquantityfanindividualsaterialpssessinsbeaeanaeptedeasurefsuessandsialstatus.rever,thePuritanrkethiassiatedaterialsuessithgdliness.Aerianbelieveinthevaluefhardrk.

29、ThePrtestantrkethi-hihtellsthetrkhardfrhattheyantrAvieflifethatprteshardrkandself-disiplineasaeanstaterialprsperity(Hirsh,KettandTrefil,2002).AllingarefrtablestandardflivinghardrkhasbeenbthneessaryandreardingfrstAerianthrughuttheirhistry.SauelP.HuntingtnexpundedinhisbkhAree:ThehallengestAeriasNatina

30、lIdentityasthatThehabitsflifearethsefanexlusivelyrkingpeple.Frtheenthegetsup,theAerianisathisrk,andheisabsrbedinittillthehurfsleep.Evenealtieisntfrhiaperidfrelaxatin.Itisnlyadisagreeableinterruptinfbusinesshihheutsshrtasuhaspssible.IV.4IfUnertaintyAvidaneisiprtantfrAerian?Unertaintyavidanedealsithas

31、ietystleranefrunertaintyandabiguity;itultiatelyreferstanssearhfrTruth.ItindiatesthatextentaultureprgrasitseberstfeelEitherunfrtablerfrtableinunstruturedsituatins.Unstruturedsituatinsarenvel,unknn,surprising,anddifferentfrusual.Unertaintyavidingulturestrytiniusthepssibilityfsuhsituatinsbystritlasandr

32、ules,safetyandseurityeasures,andnthephilsphialandreligiuslevelbyabeliefinabsluteTruth;thereannlybeneTruthandehaveit.TheUnitedStatessresa46denstratedlearlythatAerianbelievethatthereillalaysbeenughpprtunitytgarund,stakingrisks,invlvesnrealdanger.Frthetrulyabitius,failureisnlyteprary.Experientatin,tria

33、landerrrareiprtantaystlearnrtiprvenesprdutrservie.FreedisneftheainfresithinthereAerianvalues.ThisishathasdefinedAeriansinethedaythenstitutinassignedinteffet.iththistheyareableteffetivelyexpresstheirexistene,theyfeelfreetexpresstheirdesires,antsanddislikes.iththefreedtheyareabletbetheindividualsthatt

34、heyareandvierequestsfrhangetheyanttseeithintherld.Aeriansietyhasgreatveentsithinitself.Theseveentsareshnintaspets:veentsanglatinsandveentsinsidethesiety.DevelpedtransprtandthetraditinfadventureandsprtyakesaltfAerianigratefruntrysidetities,frdntntuptn;andfrnrthtthesuthernsunnyland,frneitytanther.Unli

35、keEurpeanuntries,thesiallassesinAeriaisntsstable.Furtherre,iththeavatinfpublieduatin,veentsupardsalngthesialladderhavebeepssible.anypeplelivinginthestates,natterhethertheyareNativeAerianriigrantsfrverseas,havethesaedreafhangingtheirsiallassandaketheirlifetiedreaetruethrughtheirneffrts.Therefre,Aeria

36、nvaluetherevlutins,neideas,refrsasellastakingrisks.AsAerianvie,hangeisnsideredpsitive.Traditinsanbeaguide,buttheyarentinherentlysuperir.IV.5Lng-TerrientatinShrt-TerrientatinLng-TerrientatinisthefifthdiensinfHfstedehihasaddedaftertheriginalfurttrytdistinguishthediffereneinthinkingbeteentheEastandest.

37、FrtheriginalIBstudies,thisdiffereneassethingthatuldntbededued.Therefre,Hfstedereatedahinesevaluesurveyhihasdistributedarss23untries.Frtheseresults,andithanunderstandingftheinflueneftheteahingfnfuiusntheEast,lngtervs.shrtterrientatinbeaethefifthulturaldiensin.论文联盟.Ll.InAerianspinin,veringbstalesshuld

38、equippedithillandstrength,ifntithtie.Aeriasshrtterrientatindesntreinfretheneptflng-ter,traditinalrientatin.InAeria,hangeanurrerapidlyandtraditinsanbeguide,butarentinherentlysuperir.ItisbviuslyntrastediththehineseandtheAsianthefailyulturehihthebusinessilltakelnger,partiularlyfranutsider.V.nlusinBased

39、nHfstededelfulturalDiensins,theabvefivediensinsandbeliefsdhelptunderlineandpereatetheAeriannatinalulture.Thesevaluesandbeliefsdntapplyarssthebardineverysituatin,andseay,nasin,evenatinaysthatdiretlyntraditrflauntthe,buttheyarestillattheheartfAerianulturaleths.Itissefthesebeliefs,iththeharateristibeha

40、viurthatefrthe.Individualis:asensefpersnalautny.Itrefletsaninreasedephasisnahievedstatus(subjettindividualeffrt,likelevelfeduatinahieved)verasribedstatus(afixedstatusiunefrindividualinfluene,likeraerage),andisrelatedtvariushistrialfres:artinLuthersprtestantis,theeergingephasisnliteray(itselfrelatedt

41、thenetehnlgyftheprintingpress),therisefaerantilelassunderagrarianapitalis,andhangingplitialvalueshihhallengetraditinalelitistassuptins(ierisefderayvernarhy).Libertyandfreed:espeiallyfrgvthurhintrusin,alngithafearfnentratedperfanysrt(ie.biggvernent,bigbusiness,biglabr,andbureauray).Equality:espeiallyequalityfpprtunitypetitinandtheval