摘  要

全球化成功的把世界各个国家连接成一个紧密的动态整体。随着中美经济往来的不断加深, 双方的商务谈判也越来越频繁。然而，由于中美文化存在着巨大的差异，双方在商务谈判中常引起不必要的冲突和误解。本文根据中美在商务谈判中的诸多矛盾，分析了中美两国在谈判风格，价值观，思维方式和非语言交际等四个方面的文化差异。同时通过案例分析法和对比法进一步分析中美文化差异在商务谈判中的具体体现。并且给商务谈判者提出一些化解文化冲突或误解的意见，力图把冲突和误解降到最低，使其在中美商务谈判中实现双方文化融通，利益共赢的目标。

关键词：中美商务谈判；文化差异；谈判对策
 
Abstract

Globalization successfully connects different countries of the world into a coherent and dynamic integral. Along with the deepening of economic relations between China and the United States, business negotiations between two countries become more and more frequent. However, the huge cultural differences between the two countries may arise in potential cultural conflicts and unnecessary misunderstanding. According to many of the contradictions between China and the United States in business negotiation, this paper tends to analyze four cultural differences in negotiation style, values, ways of thinking and nonverbal communication. Meanwhile, the paper will expound the cultural differences in Sino-US business negotiations by using the methodology of comparison and case study. Besides, the paper gives some suggestions to negotiators who involves in Sino-US business negotiations as well as to minimize conflicts and misunderstandings, and in order to contribute to the bilateral economic cooperation between China and America.

Key words: Sino-US business negotiation; cultural differences; negotiation tactics

1 Introduction
With the rapid development of economic globalization and integration, business gets a great promotion, so the international negotiations become more frequent. Over the past of thirty years or more of opening up and reform, China has yielded substantial results. Especially with China’s accession to the World Trade Organization, international trade is always flourishing so that intercultural business activities have become more and more frequent. In a globalizing world economy today, although advanced science and technology enable people’s communication out of geographical and time obstacles, and let people gain innumerable benefits from it, people still face amount of challenges and problems at the same time. Cultural difference between countries is particularly important, which play an important role in international business negotiations.
International negotiation involves people from different countries, who discuss together for reaching an agreement of mutual benefit. Negotiators from both sides should have awareness of cultural differences, understanding the differences of two countries in many areas, and then finding out an appropriate strategy for the negotiations. So this paper is going to study the cultural differences in Sino-US business negotiations, and explore how to correctly handle the negotiation process when some issues appear in Sino-US business negotiations. Nowadays, with the boom of international business, the practice of negotiating across borders has become more crucial. Therefore, for negotiators, the most important thing to do is to study the properties and features of different cultures and then apply them to the practice; then the business negotiation will be conducted smoothly.