Abstract:
 The business activities boost day by day with the rising global economy, in which it is the business negotiation that occupy a prominent position and act as a consulting process. As a result, cross-cultural negotiation has become a popular area of study. The success of the international business negotiation is the premise of winning over the international market for enterprises. But, usually, difficulties and conflicts will occur as the negotiators come from different cultural background, and the reasons for which are various. However, thought difference can be regarded as an important one among them. The understanding of differences of the respective conventional thoughts will help the negotiators to win the initial right in the process of negotiation. This article, by analyzing and comparing the distinct features between western and Chinese thoughts, tries to explore the influence of different thoughts on the intercultural business negotiations and find out the countermeasures for the conflicts originated from these thought differences.
International business negotiations can be discussed from many different dimensions but this thesis only focuses on the effects of thought differences on business negotiations between the Chinese and westerners and raises the countermeasures from the perspective of a Chinese. What’s more, the purpose of this paper is to minimize future misunderstandings in such negotiations, and get the knowledge of our short comings and learn the advantages of westerners, hoping to catch up with the international level in business negotiation field.

Key words: thought difference, business negotiation, influence, countermeasures

摘要：
随着全球经济的迅速发展，国际间的各种商务活动日益频繁。商务谈判是商务活动中重要的协商过程。因此，跨文化谈判已经成为了一个热点研究区域。国际商务谈判的成功是企业获取国际市场竞争力的前提，但是来自不同文化背景的人在谈判时常会遇到障碍，其原因多种多样，而思维差异应是一个重要因素。理解中西方的传统思维的各种差异有助于商务谈判者在商务谈判中赢得主动地位。 本文从不同角度对比分析了中西两种思维方式的不同特点，并研究分析了中西方思维差异对商务谈判的影响，西方商人对这种影响的描述，以及对这种现象的对策。 国际商务谈判可以从各种各样的形式来讨论，而这篇文章仅从中西方思维差异，并且以一个中国人的身份来讨论并提出对策。文章的目的一是减少日后在商务谈判中的误解，二是扬长抑短，希望中国的商务谈判能赶上国际水平

关键词：思维差异；商务谈判；影响；对策

1 Introduction
In accordance with the business definition, negotiation is a process of bargaining that precedes an agreement. Successful negotiation generally results in a contract between the parties.