中美文化差异对商务谈判的影响及其解决策略

摘要：在当今社会，由于经济全球化的快速发展，中美两国之间的商务谈判有着显著的增长。可是，由于中美之间存在着众多的文化差异，有时这会在谈判过程中带来一些不必要的误解。因此，如何使谈判更好的进行成为了中美双方急需解决得一个问题。为了更有效的进行谈判，谈判者应当对文化以及文化差异有一个较好的了解。更为重要的是，他们应当知道文化是如何对谈判进行影响的。通过这些，谈判者可以预知谈判过程中会出现的状况，并制定相应的策略，以求达成一个满意的协议。所以，对于文化差异对商务谈判的影响的研究是社会发展的需要，并具有一定的现实意义。本论文以中美商务谈判为例，展现了文化、跨文化交流、商务谈判理论的一些理解。在本文中，作者说明了文化差异对中美商务谈判的影响，并提出了一些能使谈判成功的可行性建议。

关键词：文化差异；商务谈判；应对策略
 Impacts of Sino-US Cultural Differences over Business Negotiation and Countermeasures

Abstract： Nowadays, as the world is experiencing fast development in the era of economic globalization, Sino-US trade and economic corporation has increased significantly. But due to huge cultural differences between China and the United States, sometimes it may bring unnecessary misunderstanding during the negotiation process. As a result, how to conduct cross-culture business negotiation better is a question that needs to be resolved for the negotiation between China and America.In order to negotiate effectively, negotiators should have a good understanding of culture and cultural differences. More importantly, they should know how negotiation is affected by culture. In doing so, negotiators can predict the process and adjust strategies in order to reach a satisfactory agreement. Therefore, the research on how culture influences negotiation is in the need of social development, and is of practical significance.This paper takes Sion-US business negotiation practice as model, and presents comprehensive review of theories on culture, intercultural communication and business negotiation. In the paper, the author presents different cultural influence on Sino-America business negotiation, and  puts forward some tentative suggestions for successful negotiations.

Key Words: cultural difference; business negotiation; countermeasures

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