Abstract and Key Words

Abstract: Different cultures give rise to a great difference in business negotiation styles, therefore, international business negotiation is not only cross-border, but also cross-cultural. As the foreign trade as well as the economic exchanges between American and China is becoming closer and closer, it is important to find out the cultural difference between the two countries, for the unnecessary misunderstandings may affect the result of the business negotiations. If the negotiators want to succeed, they should understand the cultural difference. The thesis studies the influence of cultural differences between America and China on the international business negotiations, and puts forward some suggestions in negotiation process in order to increase the business negotiation odds.

Key words: cultural difference; business negotiation; influence

摘要：由于在不同文化的影响下，商务谈判风格存在很大差异，因此国际商务谈判既是跨国的谈判，又是跨文化的谈判。中国与美国的经济往来越来越密切，对外贸易也越来越频繁，了解两国间的文化差异就显得越来越重要，有小小的差池就会引起不必要的误会，以致影响谈判结果，所以谈判人员要想取得成功就要了解中美两国不同文化的差异。本文通过研究中美之间的文化差异对国际商务谈判的影响，对谈判者提出建议，从而增加国际商务谈判的胜算几率。

关键词：文化差异; 商务谈判; 影响

1. Introduction
Since China’s entry into WTO, the cooperation and relationship between foreign countries have become closer and closer, and various intercultural negotiations also become more and more frequent. With the development of Chinese trading, we have many chances to do business with other foreigners, especially Americans. Therefore, it is very important for an excellent negotiator to know the cultural differences between China and America.
Under the influence of different cultures, there is a great difference in business negotiation styles. Americans tend to break complex negotiations into some minor problems and then solve them in turn, but Chinese prefer to adopt overall consideration measure. Therefore in view of partners with different culture background in international business negotiation, in order to increase the business negotiation odds, it is very important to strengthen the negotiation management which is based on dealing with the cultural difference correctly. And only understanding and recognizing correctly the different cultures between China and America can we have a better policy in business negotiation, and serve the socialist market economy.