中美商务谈判风格差异研究

近年来，由于经济全球化飞速发展，人们的生活发生了翻天覆地的变化，同时作为经济活动重要部分的国际商务谈判变得越来越重要，不论是在社会、政治，还是经济方面。但是要想在商务谈判中获得成功，掌握主动权，就有必要对两国的谈判风格进行深入了解。本文试图通过案例研究、实证分析、调查问卷等方法探讨中美商务谈判者在谈判过程中的风格差异，并对谈判风格差异分为三部分进行分析。此外并对中国谈判者和美国谈判者分别提出了相应的建议和策略，从而使双方的贸易朝着互惠互利的方向健康发展下去。

关键词：中美商务谈判；谈判风格；策略
A Study of Different Styles in Sino-US Business Negotiation
                     Abstract
Globalization is spreading all over the world, making the Sino-US business negotiation more and more prosperous. They are increasingly important to each other’s economic development. However, the negotiation styles are quite different due to huge differences in cultures including thinking habits, ethical standards and value system, which may bring about  lots of misunderstandings during the negotiation process. Therefore, it is necessary to study different negotiation styles of Chinese and American. This paper attempts to use case study to explore the differences between Chinese negotiator and American negotiator and to offer some practical working advice to both Chinese and American negotiators as well.

Key words: Sino-US business negotiation; negotiation styles; countermeasures

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