A Study of Cultural Differences and Its Countermeasures in Sino-US Business Negotiation_英语论文

摘要

随着全球经济一体化不断推进，中美之间的活动往来日渐频繁。在国际商务活动中，国际谈判非常关键。由于文化差异，国际商务谈判复杂多变，我们必须了解和认识商务谈判时文化差异带来的影响，理清双方冲突的原因并且掌握化解冲突的策略，才能最终达到双赢。由此可见，研究文化差异给商务谈判带来的影响并寻找解决对策具有十分重要的现实意义。

鉴于国际商务谈判的现状，本文剖析了中美文化的差异及其对谈判的影响,同时提出相关策略，以期给谈判员在同类国际贸易的商务谈判时提供相应指南。

关键词: 中美商务谈判；文化差异；对策

Contents

Acknowledgements I

Abstract II

摘要 III

Chapter One Introduction 1

1.1 Research Significance 1

1.2 Sino-US Cultural Differences 1

1.3 Research Status 2

1.4 Thesis Structure 2

Chapter Two Cultural Factors that Influence Negotiation 3

2.1 Low-context vs. High-context 3

2.2 Individualism vs. Collectivism 3

2.3 Egalitarianism vs. Hierarchy 4

Chapter Three Impact of Cultural Factors on Negotiation 5

3.1 Different Understandings of Negotiation 5

3.2 Makeup of Negotiation Team 5

3.3 Pace of Negotiation Process 6

3.4 Decision-making System 6

3.5 Forms of Agreement 6

Chapter Four Countermeasures in Sino-US Negotiation 8

4.1 Enhancing Self-awareness 8

4.2 Learning the Counterpart’s Culture 8

4.3 Showing Respect for the Counterpart’s Culture 9

4.4 Bridging the Culture Gap 10

Chapter Five Conclusion 11

References 12