浅析中美商务谈判的差异

美国是当今世界上最大的经济实体，也是我国最重要的贸易伙伴之一。中美贸易往来的日趋频繁使两国之间的商务谈判也逐渐增多。由于谈判人员来自不同的国家，语言、行为、心理等都有着极大的差别，这些明显文化背景的差异都是影响谈判的重要因素。如果不正确认识这些差别，就可能产生不必要的误解，功亏一篑。
本文首先分析了中美商务谈判中的风格差异，语言和非语言差异，决策机制的差异以及中美谈判的法制观念和人情观，这些差异的产生主要是由于文化的差异，主要是高语境和低语境，集体主义和个人主义，系统思维和线性思维的差异，等级主义和平等主义的差异，其中多数文章停留于对文化差异表象的探讨上，而没能够对产生这种差异的根源做出分析说明。笔者认为对中美商务谈判差异的文化渊源的探讨将有助于中方谈判者更好的了解自己，也能从客观的角度了解对方，从而尽可能避免因为文化差异而导致的冲突，促进双方贸易往来，最后又提出如何跨越文化障碍实现谈判的成功。

关键词：中美贸易   风格差异   差异的文化渊源   文化障碍
Analysis of Chinese-US Differences in Business Negotiations

Abstract

The United States is the world's largest economic country, is also Chinese most important trading partners. business negotiations is gradually increasing during the Chinese-US trade .negotiators have some difference in language, behavioral, psychological because they came from different countries. These apparent differences of cultural background are important factors to affect the negotiations. Without a correct understanding of these differences, it could produce unnecessary misunderstandings, and fail to the business negotiations.
This thesis firstly analyzes the style, verbal and nonverbal differences, differences in decision-making mechanisms, as well as the legal concept and human view of the negotiations in the Sino-US business negotiations, These differences exist because of cultural differences, and cultural differences mainly in high-context and low-context differences, collectivism and individualism, systems thinking and linear thinking, Hierarchy and egalitarian differences, most thesis explore cultural differences superficially, I believe that the good understanding of the cultural differences of Sino-US business negotiations will help the Chinese negotiators to understand their own better, but also to understand counterpart, and to avoid conflicts resulting from cultural differences ,finally to promote bilateral trade, and to propose how to transcend cultural barriers to the success of negotiations.

Key words: Chinese-us Trade,   Style Differences,   Cultural Differences,   Cultural Barriers

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