摘要

国际商务谈判究其本质是一种跨文化交际活动。在经济全球化发展的大背景下，国际商务活动已成为不可或缺的一部分。各国主要通过商务谈判实现两国之间的商务交流和发展。美国是中国最大的贸易伙伴，从跨文化的角度研究中美两国商人的商务谈判策略具有重要意义。两国不同的文化背景决定了他们在谈判思想、谈判风格及谈判行为等方面存在着较大的差异。如何帮助双方谈判者促成利益最大化的谈判合作，不仅是谈判者密切关注的话题，也已经成为一项值得研究的重要课题。

本文将在霍夫斯泰德的文化维度理论的视角下对中美不同的谈判策略进行对比研究，并提出促成中美商务谈判顺利进行的措施，为中国商人在商务谈判中取得成功提供一些参考。

关键词：文化维度，中美商务谈判，谈判策略

Contents

Abstract I

摘要 II

Introduction 1

1. International business negotiation and Sino-US business negotiation 2

1.1 Definition and principles of international business negotiation 2

1.2 The significance of Sino-US business negotiation 3

2.Geert Hofstede’s theory of cultural dimension 4

2.1Power distance 4

2.2 Individualism versus collectivism 5

2.3 Long-term orientation versus short-term orientation 5  

3.Different negotiation strategies adopted by Chinese and Americans 5

3.1 Compromise strategy and competition strategy 6

3.2 Consensus strategy and Jekyll and Hyde Strategy 6

3.3 Decision making: hierarchical and independent 7

3.4 Threat and politeness strategy 8

4. Reasons for the differences from the perspective of cultural dimension 9

4.1 High power distance and low power distance 9

4.2 Individualism and collectivism 10

4.3 Long-term and short-term business relationship 12

5. Suggestions on promoting successful Sino-US business negotiation 13

5.1 Improving cross-cultural awareness 13

5.2 Following the negotiation principle of equality and mutual benefits 14

5.3 Adhering to cultural adaptability 15

Conclusion 16

References 17