Abstract

With the development of economic globalization, international trade has already become the major engine in promoting the world’s development. During the process, China has established economic connections with a large number of other countries. Currently, with the continuous development of Sino-US economy, business negotiation both parties involved becomes increasingly frequent.
The bargaining activity of cross-cultural negotiations is a complicated and changeable activity. All the successful negotiations need theoretical guides and some language arts. In a process of negotiation, language is a media of converting information and coming to an agreement. Bargaining is the most sensitive and hardest part in a negotiation, and undoubtedly the core part. Negotiation has its own language arts, surely as an essential part---bargaining also possesses bargaining language arts. The success or failure of trading talks is often decided by the language negotiators apply.
This thesis will try to analyze the language arts of bargaining in Sino-US trade negotiation from the perspectives of cultural differences, as well as the functions and characteristics of language arts. It is hoped that through the study, the communication and business development between China and America can be promoted.

Key words: Sino-US  business negotiations  bargaining  cultural difference  language arts

摘  要

随着经济全球化的发展，国际贸易成为促进世界各国经济发展的重要动力，中国也随之与许多国家建立经济联系。目前中美两国间经贸发展快速,双方商务谈判越来越频繁。
对于跨文化谈判而言，议价就是一个复杂多变的活动。所有成功的谈判需要理论的支持和语言艺术的修饰。在谈判过程中，语言是交换信息并达成一致的媒介。价格谈判就是商务谈判中最为敏感、最艰苦的部分，毫不疑问，它也是谈判的最核心部分。谈判有它本身的一个语言艺术特征，当然作为核心部分的议价也有着特定的语言艺术。谈判者使用怎么样的语言往往就决定了谈判的成或败。
本文将从文化差异以及语言艺术的功能和特点等方面来分析中美两国在谈判中议价的语言艺术。希望借此研究，中美两国间的交流跟商务发展能提到促进。

关键词：中美  外贸谈判  议价  文化差异  语言艺术