文化差异对中美商务谈判的影响及策略研究

近年来，中国加入世界贸易组织后各个经济领域日益对外开放，促进了中国经济全球化的进程。全球化已经成功地把世界上各个不同的地区紧密连接成为一个动态的整体，沟通和谈判在各个商务领域里发挥着至关重要的作用。
本论文是从跨越文化的视角来对比美国人和中国人谈判风格的不同.尽管有多方面的因素造成两国谈判风格的差异，但是文化差异是最重要的因素。本论文笔者着重从集体主义与个人主义，权利差距，不可避免因素等文化视角展现中美文化差异对商务谈判的影响。同时，本部分还着重强调了本篇论文的写作目的，即通过改进知识和了解彼此的文化特性及差异把双方的误解降到最低限度，并且对中美两国的谈判人员提供一些建议，以便为中美两国在经济领域更好的合作做出贡献.
在球经济一体化的快速发展，各国商务活动的繁荣，国际商务谈判与日俱增的国际大背景下，国际商务谈判在国际贸易中扮演核心角色，国际商务谈判的成败与否将直接关系到企业自身的兴衰成败。但是，不同文化价值体系的分歧加深了双方在谈判目的和形式上的冲突。因此，笔者认为有必要将中美商务谈判作为探究当前中西商务沟通的一项重要课题，并且把目光从研究商务活动的本身拓宽到以文化为切入点对中美商务谈判进行比较分析，促使谈判者认识到文化差异对中美商务谈判的影响，以减少中美商务谈判中的文化差异给谈判带来的负面影响，并可增加谈判获得成功概率。

关键词  文化差异 ；商务谈判；影响；策略
Abstract
In recent years, China keeps opening up to the world after accession to the World Trade Organization ，and which push Chinese economy to the  whole world. Globalization has successfully woven different parts of the world into a dynamic entity where communication and negotiation have been playing a major role in all kinds of business transactions.
This thesis compares American and Chinese negotiation styles from a cross-cultural perspective. There are many factors contributing to a certain type of negotiating style, but cultural difference is one of the most important. The thesis shows impacts of cultural differences on Business Negotiation from thinking value of individualism, collectivism, power distance and so on. . The goal is to improve the knowledge and understanding of negotiation-related cultural features as well as cultural differences to minimize future misunderstandings, furnish some recommendations for negotiators involved in Sino-American business negotiations, and thus contribute to the bilateral economic cooperation between China and America.
Owning to the rapid development of economic globalization and the prosperity of international business, international business negotiation plays a key role in international trade, the success of enterprises will heavily depend on the success of negotiation. However, conflicts over goals and procedures of negotiation are often intensified by cultural differences. Therefore, the author considers it necessary to take the thesis as a subject to study on cultural differences. Improving the  awareness  of the influences of cultural differences in Sino-US business negotiations to reduce the negative influences caused by the cultural differences to the Sino-US business negotiation, which can also increase the possibility to successful negotiation.

Key Words: Cultural Dimension; Business Negotiation; Influence；Strategies

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