中美思维方式差异对国际商务谈判的影响
Influence of Sino-US Thinking Mode Differences on International Business Negotiation
摘要
近年来，中国经济快速发展，综合国力迅速提升。随着中国的快速发展，中美商务谈判已经成为一个热点话题。许多国内外学者就文化差异对国际商务谈判的影响做出了研究。作者采用文献研究和比较研究的方法，对中美思维方式差异对国际商务谈判的影响进行研究。本文主要由六个部分组成。引文部分介绍的是研究中美商务谈判的背景和意义。第二、三部分对中美文化差异中的语言、习俗，中美思维差异中的整体和个体思维、曲线和直线思维、综合和分析思维进行比较分析。在此基础上作者探讨了中美思维方式差异对国际商务谈判中的策略、目标和风格的影响。最后作者提出一些可行性的建议避免谈判中产生不必要的误会，使谈判更有效率的进行。    
关键词: 国际商务谈判；中美文化差异； 中美思维差异； 影响
Abstract
In recent years, China’s economy has been developing rapidly and its comprehensive national strength has been notably improved. In order to do a good business with Americans, a successful business negotiation is necessary. Therefore, Sino-American business negotiation has been a hot topic that many scholars have done the research on the relation between cultural differences and international business negotiation. However, in international business negotiation, many misunderstandings and conflicts are caused by the different ways of thinking. The paper is composed of six parts. The introductory part is about the background and significance of the study of Sino-US business negotiation. The second part is the comparative analysis of cultural differences between China and America, including the differences in sense of communication and custom.  On the basis of the previous researches, the writer discusses the thinking differences between China and America, which includes holistic thinking vs. individual thinking, curve thinking vs. linear thinking, and integrated thinking vs. analytical thinking.  Furthermore, the writer attempts to explore researches into the influence of thinking differences on Sino-US business negotiation, which focuses on the influence of different thinking on the negotiating strategies, negotiating objectives and negotiating styles. And finally the writer further discusses some effective measures to avoid these misunderstanding and draws the conclusion that understanding is the key to avoid negotiation conflict because of Chinese and Western ways of thinking are different, and is one of the successful factors of international business negotiation.
Key words: international business negotiation; cultural differences between China and America; differences in thinking mode between China and America; influence