跨文化因素对中美商务谈判的影响

摘要：自成功加入世界贸易组织以来，我国的国际贸易和对外交往日益频繁，国际商务谈判的作用日趋明显，谈判中不可避免地会遇到文化差异的问题。文化差异对我国与其它国家进行贸易谈判时产生了巨大影响，也引发了不少文化冲突。文化差异几乎影响到谈判各个方面，小到说话的艺术，大到决策过程，对其缺乏认识和了解，会使谈判复杂化，甚至会阻碍谈判。目前,美国是世界上最大的经济实体，是我国最大的贸易伙伴。中美双方存在巨大的文化差异，这些差异影响着中美商务谈判的方方面面，只有正确认识到这些差异并制定出相应的策略，才能在谈判中获胜。本文通过研究中美文化差异对国际商务谈判的影响，寻求在中美国际商务谈判中的方法和策略，促进我国经贸的发展。本文首先从对文化及文化差异的理解着手；接着指出中美文化差异存在的原因，并从不同的风俗习惯，不同的宗教信仰，不同的思考方式，不同的价值观分析了原因；接下来指出了中美文化差异的表现，如个人主义和集体主义，人际关系，中美语言和非语言交流的差异；之后，着重探讨了中美文化差异对商务谈判的影响，本文最后针对中美文化差异对国际商务谈判的影响制定了相应的策略，如增强跨文化意识，超越文化偏见，理解中美文化差异，建立全球文化观。

关键词：国际贸易.; 商务谈判.; 文化差异.; 影响.; 策略.
The Influence of Cross-cultural Elements on Sino-US Business Talks

Abstract: Since the successful accession to the World Trade Organization, China's international trade and foreign contact have been growing rapidly，the role of international business negotiations increasingly is becoming more and more important ,also the role makes it clear that the negotiations would inevitably encounter the problem of cultural differences. The cultural differences between China and other countries have a tremendous impact on the negotiations, also cause a lot of culture shock. The cultural differences affect almost all aspects of the negotiation process, small enough to speak of art, or even to the decision-making process. If with lack of knowledge and understanding it would complicate the negotiations, or even obstruct the negotiations. At present, United States is the world's largest economic entity in the world, also it is China's largest trading partner. There are huge cultural differences between China and United States, these differences affect all aspects of Sino-US business negotiations, only with the right understanding about these differences can we make the appropriate strategies to win in the negotiations. This paper begins with the understanding of culture and the cultural differences; then points out the reasons for the existance of Sino-US cultural differences. There are four reasons, the different customs, different religion, different ways of thinking, and different values. At he same time, the paper analyses the reasons; then it shows the performance of Sino-US cultural differences, such as individualism and collectivism, and human relationship, language and non-verbal communication differences of Sino-US, next the paper focuses on the influence of cross-cultural elements on Sino-US business talks. Finally, in order to reduce the influence of cross-cultural elements on Sino-US business talks, we should make some relevant strategies, such as enhancing cross-cultural awareness, overcoming the cultural prejudice, understanding of cultural differences on Sino-US, and establishing the view of global culture.

Key Word: International trade; business negotiation; cultural differences; influence; strategy

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