摘  要

随着中国加入世贸组织，中美两国之间经贸发展迅速，两国商务往来越来越频繁，商务谈判的重要性也日渐显现。然而，由于中美两国之间存在着巨大的文化差异，中美两国谈判者之间很可能出现文化冲突以及不必要的误解。因此，为了准确把握未来谈判桌上的优势与主导，顺利的开展商务活动，要想成功的走向国际市场，商务谈判者了解中美文化的差异显得十分必要。两方在商务谈判中必须增强对文化差异的敏感性，承认文化差异，还有必要研究最能体现文化价值观和思维定势的谈判为突破口，详细的了解谈判对象的文化背景与习惯并且超越文化的局限，并在此基础上扬长避短，尊重不同文化下商人的不同行为，减少因不尊重对方而造成的不必要的冲突，应建立相互合作的气氛，制定出合适的谈判策略。本文重点讨论了中美两国之间的文化差异及其对商务谈判的影响并提出了化解文化冲突的几点建议，使中美两国贸易谈判能顺利进行。

关键词：文化差异；中美商务谈判；文化差异的影响

Abstract

With China’s accession to the World Trade Organization and the rapid development of economic trade between China and America, the business contacts become frequent; the importance of business negotiations gets obvious gradually. However, the huge cultural differences between China and the US may give rise to potential cultural conflicts and unnecessary misunderstandings. Therefore, in order to take hold accurately the advantages and domination on the negotiating tables in the future, carry out business activities smoothly and walk into international market successfully, it is imperative that negotiators not only need to learn the cultural factors and acknowledge cultural differences in business negotiations, but also have necessity to research the negotiations that can most reflect cultural values and thinking sets as the breakthrough, understanding negotiators’ cultural backgrounds, customs and the limitation beyond culture. Then, people need to foster strengths and circumvent weaknesses on the basis of understanding others, respect businessmen’s different behaviors with different cultures, reduce unnecessary conflicts caused by the lack of respect for each other, people are supposed to establish an atmosphere of mutual cooperation and formulate a rational negotiation strategy. The thesis emphasizes the importance of taking cultural sensitivities into consideration to make proper negotiation tactics. This thesis makes an effort on business negotiations and puts forward several suggestions in reconciling cultural differences in order to make the negotiations develop smoothly.

Key words: cultural differences; Sino-US business negotiations; impacts of cultural differences

1  Introduction
With the accelerated development of economic globalization, new technology and changed in immigration patterns, the economic cooperation activities all over the word become more and more general, and the importance of international business trades is getting obvious gradually, especially between China and America. International business communication and cooperation have been all-around spread out these years. Business negotiations between China and America are also much more frequent and closer than before. The differences between Chinese and America cultures are bound to become the factor which is most difficult to control. Business negotiation between China and US has become an important link in business activities. It is not only an economic exchange and cooperation, as well as the communication among cultures. Cross-culture is the biggest characteristic of Sino-US business negotiations. Because of cross-culture, quite a lot of negotiations fail.