摘要

文化代表了一个民族的精神，语言文化则是与人沟通的根基。中国作为世界第二大经济体，贸易发展越来越快，与美国的商务谈判越来越多，双方之间的贸易摩擦也不断增大，如何在这种困境中寻找解决办法成为研究中美商务谈判的关键。由于中美两国的文化差异较大，对双方的谈判人员要求较高，如何在谈判前正确掌握彼此之间的价值观差异、个性差异、风俗习惯差异以及礼仪差异就变得尤为重要。而这些文化差异对中美商务谈判有着直接的影响，谈判者必须在谈判的全过程中保持高度的敏感性以应对双方在谈判目的、谈判风格、谈判方式、谈判策略、谈判决策、贸易争端处理方式等方面选取的差异。只有掌握这些规则， 谈判双方才能不断减少摩擦，为谈判的顺利进行创造更多的可能性。

关键词：商务谈判；文化差异；影响；跨文化交际

Contents

摘要 i

Abstract ii

Chapter One Introduction 1

Chapter Two Literature Review and Theoretical Framework 2

2.1 The definition of cross-cultural communication 2

2.2 Kluckhohn Stndtbeck's Value Orientation Theory 2

2.3 Edward Twitchell Hall Jr. s Intercultural Communication Theory 4

Chapter Three The Embodiment of Cultural Differences in the Business Negotiation between China and the United States 5

3.1 The case study 5

3.2 Cultural differences in the business negotiations between China and the United States 7

Chapter Four The Influences of Cultural Differences in Business Negotiation between China and the United States 10

4.1 Differences in the selection of negotiation purposes 10

4.2 Differences in the selection of negotiation styles 11

4.3 Differences in the selection of negotiation methods 11

4.4 Differences in the selection of negotiation strategies 12

4.5 Differences in the selection of negotiation decisions 12

4.6 Differences in the selection of negotiation thinking 13

4.7 Differences in dispute settlement methods 13

Chapter Five Conclusion 14

References 16

Acknowledgements 18