中美商务谈判风格中的文化差异
今天，中国经济与世界的融合越来越密切，对外贸易往来愈加频繁。中美两国的商务往来尤为如此，两国间经贸发展较快,双方商务谈判越来越频繁。近几年来中美经贸关系总体上呈现了不断发展的态势。一方面在中国加入WTO的新形势下，双方都高度重视中美经贸发展的加深与扩大，两国高层战略对话及部门间的接触频繁，增进了理解与信任。另一方面，中国经济的持续高速增长以及美国经济的复苏也为中美经贸发展创造了宽松的外部环境。商务谈判在双方经贸往来中扮演着重要角色。由于两国文化差异对商务谈判的各个方面都有直接的影响, 对文化差异缺乏敏感的人用自己的文化模式为依据来评价另一种文化中人们的行动、观点、风俗,往往会导致文化冲突。而这种文化冲突对中美商务谈判的成功或失败起着非常重要的作用。
针对文化上的差异，本文从语言和非语言差异、风俗习惯差异、思维方式差异和价值观差异方面分析商务谈判中的文化差异，以及产生文化差异的原因和文化差异的表现，从而对中美谈判者提出了利于和谐交际的建设性意见,对中美商务谈判风格的差异进行对比研究。
关键词：商务谈判；谈判风格；文化差异
The Cultural Difference in Sino-U.S. business negotiation Styles
Abstract: Nowadays, China's economy is getting increasingly integrated with the world, and foreign trades are much more frequent. Business between China and United States develops rapidly, so Sino-U.S. business negotiations has been a hot point in research and business practice. The United States is the world's largest economic entity, and is also China's largest trading partner. Business negotiations play an important role in foreign trade business between the two sides. However, as cultural differences have a direct impact on all aspects of business negotiations, people who lack sensitivity of cultural differences will evaluate people's actions, viewpoints, customs with their own cultural models, and this often leads to cultural conflict. So culture difference plays a very important role in Sino-U.S. business negotiation. For cultural differences, this thesis will analyze cultural differences in negations from language and non-verbal differences, customs differences, thinking pattern, concept of value and give some suggestion to the two partners. Comparing and studying the differences in business negotiation style on China-US, the formation of a negotiation style may arise from a variety of factors, and there is no doubt that culture is one of the most important aspect. In this paper, through a deep understanding of culture difference I explore the difference between two negotiation styles from a cultural perspective. It’s very important to understand different cultures in business negotiations between China and the United States, and this not only can contribute to a better understanding of their own, but also from the objective perspective to understand each other. And also it can promote trade, achieve mutual benefits and common development.
Keywords: culture difference; business negotiation; negotiation style
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