摘　要

美国是当今世界上最大的经济实体之一，也是我国非常重要的贸易合作伙伴。中美之间贸易活动的增多使得两国的商务谈判也越来越频繁。国际市场营销和国际贸易在快速扩展，国际商务谈判越来越重要。因为文化影响，造就和支配人们的生活方式，商务谈判就是文化对话和跨文化交流。虽然不同文化间存在差异，但是也有很多共性，不论是共性还是个性，都会在一定程度上给谈判带来影响和阻碍。本论文主要研究的是中美文化与于国际商务谈判的一些应对策略。为了更好地应对商务谈判，谈判者应积极认真地扩展自己的文化知识并提高跨文化交际的能力。

关键词：商务谈判；跨文化交际；文化差异

Abstract

The world has witnessed that America secures its position as one of the most robust economic engines. Meanwhile, it also serves as a crucial and essential trade partner with China. The increases of the trade between two countries make the Business Negotiation become increasingly vital and fundamental. Despite the fact that negotiators are from different cultures, they also have numerous things in common. Whatever generality or personality, both of them will bring influences or rejections to the negotiation. If we attach special importance to these differences, maybe we will get more than we have paid in it, and it can also facilitate the process of Business Negotiation and the advancement of economy. This thesis centers on the systematic study regarding the cultural differences, highlighting the significant negotiation impact in cross-cultural business as well as numerous effective strategies. Sino U.S. business negotiations could not be conducted without the vital cross-cultural communications. As for the negotiators, they are experts with a penetrating insight towards relevant cultural differences who will base decisions on principles to reach a conflict resolution. This in-depth analysis will illustrate the fact that effective and functional negotiations will inevitably need to engage in intercultural communication, which employs pragmatic knowledge to ensure smooth negotiation. This thesis also exhibits that communication features by effectiveness is associated with the specific business context. This study is of a certain academic value in offering guidance regarding how to be a proficient business negotiator and eloquent communicator during the cross-cultural business negotiation.

Key words: business negotiation; cross-cultural communication; cultural differences

1 Introduction
Sino-U.S. business negotiation, so only the negotiators, who not only understand the cultural differences but make use of the principle of conflict resolution, can occupy a decisive advantage in the negotiations.