跨文化中的有效商務(wù)溝通.pdf

1、This thesis aims at investigating (1) what are the main causes leading to business communication failure (or miscommunication),(2) what are the cultural causes for business negotiation failure, and (3) how to improve int

2、ercultural business communication. In order to find answers to these questions, 3 research instruments---case analyses, questionnaires and interviews---were administered to the subjects (45 subjects, including 20 MBA stu

3、dents, 5 experienced professors, 15 salesmen, who frequently go abroad for business, and 5 managers in multinational enterprises). Case analyses were given to the subjects (20 MBA students), who were invited to analyze 3

4、 groups of cases of business negotiation failure or miscommunication. They are required to point out the causes leading to miscommunication or negotiation failure and also present their suggestive methods in solving thes

5、e problems. The questionnaires were mainly administered to salesmen (N=15) and professors (N=5) to acquire some valuable negotiation experiences around the world, to analyze cultural causes for negotiation failure, to as

6、sess their doings, and finally pressent helpful suggestions. The interviews were conducted among several eastern and western negotiation experts with an attempt to gain more data about Chinese negotiation and its cultura

7、l motivations, as well as suggestions for effective business communication. The results of this study are: (1) more business miscommunication comes from culture level rather than from language level. From intercultural p

8、erspective, misunderstanding in some culture concepts between eastern and western businessmen, for example, individualism vs. collectivism, eloquence vs. silence, privacy vs. openness, showing oneself vs. being modest, g

9、oing Dutch vs. Chinese hospitality; stereotyping and prejudice;culture shock, ethnocentrism, lack of cultural uncertainty avoidance, and different discourse pattern used by participants are major barriers to effective bu

10、siness ocmmunication; (2) culture shock, cultural context (the high-context culture and the low-context culture), violation of international negotiation rules, such as different negotiation strategies, tactics, and style

11、s, different etiquette and customs, etc. are the major cultural causes for business negotiation failure; (3)improving one's intercultural communication competence, learning to respect each other's cultures , and avoiding

12、 misunderstanding in intercultural business communication are valuable suggestions for effective business communication. The findings highlight the importance of target culture interpretation in effective business commun