高低语境文化视域下中美商务英语谈判文化及风格差异

Cultural and Stylistic Differences Between Chinese and American Business EnglishNegotiations from the Perspective of High-and Low-Context Culture

高语境文化对交际环境依赖程度高,交流信息多寓于语境、情景之中,而低语境文化对社会文化环境和交际情境的依赖程度低,直接在交流中明确表达信息。在国际商务英语谈判中,高语境文化的中国代表和低语境文化的美国代表,其谈判文化和风格具有显著差异,主要表现在:中国代表谈判语言委婉含蓄,强调集体意识与群体文化、社会等级和人格身份;而美国代表谈判语言直接明了,倾向于以个人为中心,遵从人人平等的观念。

High contextual culture is highly dependent on the communicative environment,and the information is mostly embedded in context and situation,while low contextual culture is less dependent on social cultural environment and communicative situation,so the information is mostly expressed directly in communication.In international business English negotiation,there are significant differences in the negotiation culture and style between Chinese high-contextual culture and American low-contextual culture.The differences are mainly reflected in the following aspects.Chinese negotiation representative language is euphemistic and implicit,emphasizing collective consciousness,group culture,social class and personality identity;while American negotiation representative language is direct and clear,tending to be individual-centered and abiding by the concept of equality.