Different Cultural Values between China and America:Collectivism and Individualism in Business Negotiation

作者:潘迪 刊名:海外英语 上传者:邹洪茂

【摘要】Along with the advancement of globalization and China's further integration into the global market, business negotiations between Chinese and American enterprises have been increasing rapidly. In order to successfully communicate with each other and promote the progress of business negotiation, this paper analyzes differences between America's individualism and China's collectivism in Business Negotiation, and uses the case of Lenovo's acquisition of IBM's PC unit as an example. The last part provides Chinese negotiators with some recommendations to achieve successful negotiations.

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1IntroductionWiththefastdevelopmentofglobalizationandtheeconomyofChina,ChinaasthebiggestdevelopingcountryhasacceptedtheattentionfromallovertheworldsincejoiningtheWTO.ThebusinessenterprisesinChinahavetofacemoreandmorenegotiationswithforeignenterprises,especiallywithAmericanenterprises.CulturaldifferencesbetweenChinaandAmericaarethecrucialcausewhichenlargedtheindeterminationofthebilateralbusinessnegotiationsanddifficultiesofagreement.Soitisimportanttounderstandculturaldifferencesandovercometheculturalobstacles.2TheOverviewofIndividualismandCollectivism2.1ThevaluesofindividualismTheword“individualism”camefromtheLatinword“Individualism”,whichmeans“personal”,“indivisiblethings”.AmericanphilosopherRalphWaldoEmersonwasthefirstonetousethiswordin1835anddoublyadmiredit,whothoughtitwasgoodforthedevelopmentofhumanandtheprogressofsocietyanditwasalsoakindofpositivehumanspirit.InAmerica’shistoricalprogressofproductiondevelopment,individualismhasplayedacertainrole,whichisakindofculturalheritageoffrontier.Therefore,itisalwaysthebeliefofAmericansandthevaluestodominateeverything.2.2ThevaluesofcollectivismChina’shistoricalandculturaltraditionalwaysstressedthesenseofcommunity.Confucian’sClassicofRitesdescribestheharmonioussocietyastheageofgreatharmony;peopleshouldputtheirowncountryatthefirstplace.ChairMao’sidea,servethepeople,alsoshowsthevaluesofcollectivism.Today’sworldbecomesmuchmoreadvocatingtheindividualssubjecttocollective,andtheideaofselflessnessandofferingtootherswithoutself-interestisundo

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