文档介绍：该【中美商务谈判中拒绝策略对比研究-定稿 】是由【风一样的男子】上传分享，文档一共【15】页，该文档可以免费在线阅读，需要了解更多关于【中美商务谈判中拒绝策略对比研究-定稿 】的内容，可以使用淘豆网的站内搜索功能，选择自己适合的文档，以下文字是截取该文章内的部分文字，如需要获得完整电子版，请下载此文档到您的设备，方便您编辑和打印。01ContentsChineseAbstract 2EnglishAbstract ’spolitenessTheory 7parisonofRefusalStrategiesinBusinessNegotiationbetweenAmericaandChina 13References 15152中美商务谈判中拒绝策略差异研究摘要在经济全球化的进程中,中美之间的贸易往来日益频繁,国际商务谈判的重要性也更加凸显。但在国际商务谈判中,来自不同文化背景下的谈判者有着不同的价值观念和思维方式,这影响着双方谈判风格中拒绝策略的选择。为了避免沟通上的障碍及误解,“拒绝策略”的成功应用有着重大的意义。本文以拒绝言语行为等理论为基础,以中美企业贸易往来的实例为对象,具体分析文化差异在中美商务谈判中产生的影响。通过研究发现,中美商务谈判因世界观的差异,采用了迥异的拒绝策略。美国人由于崇尚个人主义,所以在商务谈判中更倾向于采取较为简洁的直接拒绝策略。而中国人受儒家文化的影响,更注重保全双方的面子,更多地采用了间接拒绝策略。但受文化全球化的影响,中美之间在商务谈判中采取的拒绝策略融合趋势增强,产生出一定的共性。在一些特定的场合,中美之间的拒绝策略也有相似之处。关键词:中美商务谈判;拒绝策略;文化差异32AComparativeStudyonRefusalStrategiesinSino-USBusinessNegotiationAbstractIntheprocessofeconomicglobalization,,ininternationalbusinessnegotiations,negotiatorsfromdifferentculturalbackgroundshavevariousvaluesandwaysofthinking,,,theauthoranalyzestheeffectofculturaldifferencesinSino-,,,Chinesepeoplevaluemutualface,,owingtotheinfluenceofculturalglobalization,thetrendofintegrationofrefusalstrategiesadoptedbyChineseandAmericansinbusinessnegotiationshasincreased,,:Sion-USbusinessnegotiation;refusalstrategies;-,’thaveaclearunderstandingofmutualsocialculture,language,religionandsoon,,(1952),,,,,,,,whichcontainsrefusalspeechact,contextofcultureandBrownandLevinson’-,,,.(1990)co-&Breshnahan((2004),.(1999),(paresthesimilaritiesofrefusalstrategiesbetweentheUnitedStatesandChina,’(2003)-orientedcountry,whileAmericaisanindividually-(2002),praise,euphemism,,,,, Inourdailylife,plaints,disapproval,requests,-,,thispartincludesthreeminorsectionsthatareAustin’sspeechacttheory,Searle’,,thereseemstobenoclear-,,,therearethreesensesinwhichsayingsometimesmaybeunderstoodasdoingthatincludeslocutionaryact,,in1975,,linguistic,non-verbalinformation,(2014)saysthatrefusalspeechact,asaface-threateningactivitytothehearer,urswhenthespeakermakessuggestions,invitations,requests,offersandsoon,andthehearerdirectlyorindirectlysays“no”.However,,,,,inbusinessnegotiation,,(1976),,accordingtothedefinitionofhighandlowcontextculture,HalldividesChina,Japan,,,,,,’spolitenessTheoryEnglishscholarsBrownandLevinson(1978)publishedUniversalsinLanguage:PolitenessPhenomena,’spolitenesstheoryisusuallycalledface-,BrownandLevinsonimprovedthetheoryandchangedthetitletoPoliteness:,,freedomofaction,,appreciated,wellthought-of,-threateningacts(FTA),-,,,owingtothedifferentcultures,,itwillnotonlytriggerthebreakdownoftrade,,,individualsusepolitespeechindifferentways,(2007)saysthattheserefusalstootherinvitations,requirementso