摘　 要

21世纪以来，中美两国已成为世界上最受关注的两大经济实体之一，两国间的商贸谈判也越来越频繁。但是，随之产生的一个不容忽视的问题是中美两国的文化差异成为两国商贸谈判的一个主要障碍。近年来，越来越多的学者和经济家对这个问题感兴趣，纷纷开始探讨，因此，研究这一问题的文章也不在少数。大多数文章都会介绍两国文化差异以及这些差异对商贸谈判造成的影响。但是这些文章把这两部分独立开来讨论，从而使得文化差异和它们各自的影响不能很好地对应起来。因此，本论文将结合不同谈判阶段出现的不同文化差异及其影响进行论述，最终得出有效应对策略，为中国公司提供借鉴，使之在与美国公司谈判中取得更多胜利。

关键词：商贸谈判；文化差异；应对策略

Abstract

Since the 21 century, China and America have become the most eye-attaching economic entities. And business negotiations between the two countries have become more and more frequent. But one point we have to pay attention to is that the Sino-American cultural differences have brought the two countries some obstacles which influence business negotiations between the two countries. This issue has got more and more attentions from scholars and economists recently. As a result, there are more and more studies about it. In most studies, the authors will discuss both cultural differences and their influences in business negotiations. But most of them don’t discuss these two parts correspondingly and as a result, there is not a good and clear relationship between these two parts. Therefore, this paper will discuss cultural differences and their influences correspondingly in a combination with the process of negotiation to finally put forward some coping strategies as a foundation for Chinese companies to negotiate with American companies more successfully.

Key words: business negotiation; cultural differences; coping strategies

1 Introduction
This paper is based on a large number of various materials written by other scientists or economists who have done previous study about the subject. It aims to find out coping strategies through the study of Sino-American cultural differences and their influences to help Chinese companies negotiate with American companies more successfully. It is creative in both the management of the structure of the paper and the way of clarifying related thoughts and theories.