入世后中国商人商务谈判文化适应现象分析

On Acculturation of the Chinese Businessmen in Foreign Trade Negotiations

入世后,中国传统的商务谈判模式和谈判策略面临着极大的挑战。中国外贸商人在学习西方文化和商业知识的同时,也尝试着改变自己的谈判方式以更好地适应WTO的贸易规则。中国外贸商人在谈判中遇到文化威胁等问题;在国际贸易谈判中的文化适应应是文化差异的适应,其文化取向方面是“沙拉式”的,而非“熔炉式”的。

With China's membership of the WTO, Chinese businessmen find great challenges in business negotiating styles and strategies, which requires Chinese business negotiators to have a good command of the western culture and business practice so as to adapt themselves to the WTO rules concerned. The paper chiefly touches upon the 'culture-threat' problems Chinese businessmen often come across in international trade negotiations and points out that the acculturation in international business negotiations is Salad-oriented rather than Melt-pot-oriented.