从中西文化视角看商务谈判

文献研究、自我审视与实际观察表明,西方学者对中国商人重＂关系＂＂、面子＂、＂等级＂等看法属实,但从文化脉络梳理问题有片面性。文化对人行为的影响不全见于先哲们的论述中,更多地与一些生活中形成的通俗理念有关,因而西方文献将＂厚黑学＂＂、孙子兵法＂与商业活动密切联系的趋向有偏颇。商业是互利的,政治与军事却在于击败敌手,过分渲染攻心用计有悖于＂先做人、后经商＂、＂君子爱财,取之有道＂等一些熟知的中华信条。

The Business Negotiation Viewed from both Western and Chinese Cultures

Many features of Chinese business men have been recognized by western authors, which include that they relatively rely on the personal connection, take their faces or the social capital more seriously and pay much attention to the social status, etc. Those are here believed to be true on the basis of real observation and Chinese literature studies. Some other western authors, however, strongly connected the business style of Chinese to the political or military theory likethick face, black heartandSun Tzu o...