On the Sino-US Business Negotiation from the Perspective of Culture Difference_英语论文

摘要

随着世界经济全球化的发展，我国的对外经济贸易也越来越频繁了，我国与美国之间也拥有越来越多的经济往来。中美两国之间存在着不同的历史背景和文化差异，这使中美两国之间拥有不同的世界观，人生观和价值观，从而影响了了人们之间的思想和行为。这些文化差异使中美两国的商务谈判存在差异。中美商务谈判的差异主要表现在谈判目标、沟通方式、谈判成员的数量和时间观等方面。这些差异可能对谈判造成误解、僵局乃至破裂等负面影响。中美商务谈判的差异表现根源在中美之间存在的文化上的差异，这种文化上的差异主要表现在集体和个人主义、思维方式和权力距离差异三个方面。中美之间的文化上的差存在于两国的各个方面，这影响到商务谈判的成败与否。这篇文章从中美商务谈判的文化差异开始，分析两国差异的原因，表现以及策略，从而促进中美商务谈判的进行。

关键词：文化；中美商务谈判；差异；策略

Contents

摘  要 I

Abstract II

1 Introduction 1

1.1 Business Negotiation 3

1.2 Characteristics of Business Negotiation 3

1.2.1 Business Negotiations Center on Economic Interests 3

1.2.2 Business Negotiation Process with Cooperation and Conflict 3

1.2.3 A variety of Complex Factors in the Business Negotiations 3

2 Causes of Sino-US Cultural Differences in Business Negotiation 4

2.1 Individualism and Collectivism 4

2.2 Ways of Thinking 4

2.3 Right Distance 5

3 Sino-US Cultural Differences in Business Negotiation 5

3.1 Negotiation Goal 6

3.2 Ways of Communication 6

3.3 The Number of Negotiators 7

3.4 Time View 7

3.5 Decision-making Authority 8

4 Conflict Solutions of Sino-US Business Negotiation 9

4.1 Facing Sino-US Cultural Differences 9

4.2 Establishing Cross-cultural Negotiation Consciousness 9

4.3 Good Preparation before Negotiations 9

4.4 Respecting Different Cultural Differences 10

4.5 Overcoming Communication Barriers 10

5 Conclusion 11

References 12