中美文化差异对商务谈判的影响

摘要：中国和美国是当今世界两大强国，由此引起的两国经济贸易往来和商务谈判不可避免。近年来，中美间的贸易关系也处在良好状态，这种关系对两国人民乃至整个世界的未来都是至关重要的。中国已成为美国一个主要的贸易伙伴，中美间的商务谈判数量也有了显著的增加，在商务谈判中遇到的问题也逐渐突显出来，引起这些问题的主要因素之一是中美的文化差异。两国的商务谈判人员生活在不同的文化环境中，这样就导致了双方在交流时和在处理事情上出现差异，进而导致谈判不顺利。因此，如何开展互利双赢、成功的谈判逐渐成为中美谈判代表及学者专家的一个热门的话题。本文通过研究两国文化的差异进而分析文化差异对商务谈判的影响，并提出可行性建议。

关键词：中美文化差异；商务谈判 ；影响

An Analysis of the Impact of Cultural Differences on Sino-U.S. Business Negotiations

Abstract

China and the United States are the world's two big powers, it’s unavoidable to build up economic and trade relationship with each other. These years the business relationship between China and the United States has becoming close.  This relationship is significant not only for the two peoples but also for the future of the whole world. China has already become one of the major trading partners of the United States. As a result, business negotiations between China and the United States have dramatically increased. Meanwhile, negotiations from two countries have met many problems which are mainly aroused by culture difference. In such case, they can not help coping with matters or communicating with each other in accordance with their own understanding. As a consequence, negotiation can not go on smoothly. Before negotiations, only if two countries negotiators have a full understanding to opposite’s culture, the negotiation will be effective. So how to conduct win-win or successful negotiation gradually becomes a hot topic for both Chinese and American negotiators and scholars.  The paper is divided into four parts to analyze the culture difference and its impact on business negotiation. And some accessible suggestions will be given.

Key words: Sino-U.S culture differences；business negotiation；impact

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