Impact of Value Difference on Sino-AmericanBusiness NegotiationsAbstract: America is the largest trade partner of China, thus it is fundamentally important to study negotiations between China and America. As the core of culture, value is one of major factors impacting on Sino-American business negotiations. Because representatives of both sides have different decision-making power, different negotiation patterns, and different attitudes towards their contracts, face and relationships, the awareness of value difference in these areas can keep both sides from possible misunderstandings and enable them to negotiate more successfully.Key words: value; business negotiations; impact
浅析价值观差异对中美商务谈判的影响
摘要:美国是中国最大的贸易伙伴，因此研究中美谈判具有重要意义。作为一种文化的核心部分，价值观是影响中美商务谈判的重要因素之一。由于中美双方的谈判双方拥有不同决策权限，谈判风格，对待合同, 面子和关系的不同态度，因此了解双方在这些方面的差异，能更好地避免在谈判中可能产生的误解，并且能够更加顺利地开展中美商务谈判。
关键词：价值观；商务谈判；影响
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