Abstract

With accession to the World Trade Organization, China establishes economic relations with many nations and the trade with America is more and more frequent. As a result, the importance of international business negotiation becomes increasingly apparent. However, influenced by different culture, some cultural conflicts and unnecessary misunderstanding may exist between Chinese and American negotiators, which will even affect the actual results of business communication. Thus, knowing foreign language is not enough, negotiators also need to understand the cultural differences.
This paper takes cultural differences in Sino-US business negotiation as the object of study, aiming at getting the initiative of negotiations and promoting smoothness during the negotiation process. The author begins with the definition of culture, analyzing the causes and impact of cultural differences, and puts forward some suggestions to resolve the cultural conflict. First, negotiators should be aware of the existence of cultural differences, avoiding using their own values and ways of thinking to judge others’ psychology. Second, they can use some negotiation skills, such as organizing expert team, creating a good atmosphere of the negotiations, if necessary, using delay tactic to take the initiative. Third, making abundant preparation. Negotiators should know cultural background and negotiation style of their partners.

Key Words： cultural differences  Sino-US  business negotiation  analysis  suggestion

摘  要

随着我国加入世贸组织，中国与许多国家建立了经济联系，跟美国的贸易往来越来越频繁，国际商务谈判的重要性也日渐显现。然而，受到不同文化的影响，中美谈判者之间很可能会出现文化冲突以及不必要的误会，甚至会影响商务交往的实际效果。因而，懂得外语是不够的，谈判者还需要了解不同文化之间的差异。
本文把国际商务谈判中的中美文化差异作为研究对象，旨在取得谈判的主动权，推动谈判顺利进行。作者从文化的定义入手，剖析文化差异产生的原因，阐述文化差异对国际商务谈判的影响，并以此为基础提出化解文化冲突的几点建议：第一，谈判者要意识到文化差异的存在，避免以自己的价值观和思维方式去衡量对方的心理。第二，掌握一定的谈判技巧，比如建立一个专业团队，营造良好的谈判氛围，必要的时候采取拖延战术来取得谈判的主动权。第三，做好充足的准备，谈判者应了解对手的文化背景跟谈判风格。

关键词： 文化差异  中美  商务谈判  分析  建议