摘　要

随着世界全球化进程的加速，各国间商务贸易往来频繁，随之而来的是国与国之间的商务谈判与日俱增。在全球化的大背景下，国际商务谈判在国际贸易中起着重要的作用，商务谈判的成功与否关系到企业的未来发展前景。然而，不同国家有不同的文化价值体系，影响了谈判的进程，加深了双方的冲突，导致了贸易的失败。笔者选取中美商务谈判作为研究对象，有以下三点原因：美国是世界上最发达的国家，影响全世界的经济，而中国是最大的发展中国家，正快速发展中；随着中国进入世界贸易组织，中国与美国之间的贸易关系日趋紧密，中国成了美国最大的贸易伙伴之一；中美两国存在较大的文化差异问题。从文化角度研究中美商务谈判这一课题，具有很强的实用性。本文旨在讨论中美文化差异对商务谈判的影响，使谈判者在谈判过程中减少冲突的发生，增大谈判的成功率。

关键词：商务谈判；文化差异；影响

Abstract

With the rapid development of the world globalization, the business trade among countries is quiet frequent. Consequently, the number of business negotiation among countries is steadily on the increase. In the background of globalization, international business negotiation plays an important role on international trade, and the success of future development of enterprises will depend on the success of negotiation. However, different countries have different the systems of cultural value, influencing the negotiating course, deepening conflicts between the two parties, leading to the failures of trade. The three reasons why the author chooses Sino-US business negotiations to study are as follows: the United States is the largest developed countries which influencing the economy all the world, while China is the largest developing country which is developing rapidly; with China’s entry into the World Trade Organization, the trade relationship between China and America becomes intimate, what’s more, China becomes one of the largest trading partners of the United States. There are striking cultural differences between China and the United States. The study of the Sino-US business negotiation from the perspective of culture is very practical. The thesis aims at discussing the influence of Sino-US cultural differences on the business negotiation, reducing the conflicts caused by the cultural differences to the Sino-US business negotiation, and increasing the possibility to the successful negotiation.

Key words: business negotiation; cultural difference; influence

1 Introduction
With the rapid development of economic globalization, the business trade among countries becomes frequently. The successful international business activities start from agreements. Therefore, to achieve content agreements needs effective business negotiation, and the successful international business activities are bound up with business negotiation. With the prosperity of international business, the negotiation becomes more significant.
International business negotiation is a complex matter. People are in different culture stay together to reach an agreement of mutual benefit, despite conflict and dispute. A wide variety of factors bring about the situation of international business negotiation, like language, economy, life style. Hence, understanding cultural differences among nations is quiet considerable to operation of the business negotiation. If there are more cultural differences, more barriers and conflicts will happen. In order to avoid this phenomenon, focusing on the cultural difference is essential.