中文摘要：随着世界经济一体化的逐步发展，中美经贸发展也迎来了一波高潮。中美商务谈判已成为达成协议的重要步骤之一，随之而来的是中美文化的碰撞。目前，许多学者都在研究文化差异在中美商务谈判中的作用及其影响，本文将重点探讨文化差异在中美商务谈判中的成因。

中国五千年文化形成的中国谈判者的世界观、价值观和人生观，当然会与美国谈判者的世界观、价值观和人生观发生碰撞。为了使双方利益最大化，在谈判初期，应事先了解对方文化，尊重和容忍对方文化与自身文化的差异。在谈判的中期阶段，将对方的文化运用到谈判过程中也是本文的目的和方向。在谈判的后期，我们可以利用文化差异来促进双方的合作，最大化双方的利益，避免一些不必要的冲突。

关键词：商务谈判 文化差异 影响

 

Contents

Abstract

中文摘要

Introduction-1

Chapter 1 The Relationship between Cultural Differences and International Trade-2

1.1 The Significance of Cultural Differences in International Trade-2

1. 1. 1 Develop Common Sense and Eliminate Cultural Centralism-2

1. 1. 2 Develop Two-way Communication-2

1. 1. 3 Help to Understand Yourself-3

1. 2 The Importance of Cultural Differences in International Trade-3

1. 3 The Theoretical Basis of the Influence of Cultural Differences on Negotiation-4

1. 3. 1There is a Risk of Misunderstanding between bothParties in Business Negotiation-5

1. 3. 2 There is a Risk that the Business Negotiation Agenda cannot be Unified-5

1. 3. 3 There is a Risk that the Business Negotiation will be Deadlocked-5

1. 3. 4 There is a Risk that the Business Negotiation will Eventually Break Down-6

Chapter 2 The Cultural Origin of the Differences between Chinese and American Business Negotiation Styles-7

Chapter 3  Cultural Differences in Sino-US Business Negotiations-11

3. 1 Differences of Values between China and the United States in Business Negotiation-11

3. 1. 1 The Difference of Values between Superior and Subordinate and the Difference of Decision-making between the Two Sides-12

3. 1. 2 The Differences of Values and Attitudes towards Negotiation Atmosphere-13

3. 1. 3 The Differences of Values in the Relationship among Morality, Tradition, Custom and Law and Their Influence on the Negotiation between the Two Sides-16

3. 1. 4 Individual and Whole-17

3. 1. 5 The Differences of Values in Time and Negotiation Efficiency between the Two Sides-18

3. 2 The Difference of Context in Sino-US Business Negotiation-19

3. 2. 1 Differences in Negotiation Intentions between China and the US-19

3. 2. 2 Differences in Overall Negotiation Styles-20

3. 2. 3 Differences in Understanding of Contract between China and the United States-20

3. 2. 4 Differences in the Expression of Chinese and American Languages-21

3. 3 Differences of Thinking in Business Negotiation between China and the United States-22

3. 3. 1 Comprehensive Unity and Analytical Dialectics-23

3. 3. 2 Subjective and Objective-24

3. 3. 3 Spiral and Straight-25

3. 4 The Difference of Decision Making between China and America in Business Negotiation-26

Chapter 4 Suggestions for Sino-U. S. Business Negotiation-30

4. 1 Actively Seek Win-win Solutions-30

4. 2 Dealing with Conflicts of Interest-31

4. 3 Establish Good Relationship and Strengthen Information Exchange-32

Conclusion-34

References-35

Acknowledgements-36