摘    要

自从中国加入世界贸易组织以来，中国和美国——当今世界的头号强国之间的经济贸易合作越来越多。随之人来的商务谈判也逐渐频繁起来。商务谈判成功与否直接关系到中美两国的经济合作能否成功。 本论文研究了中美商务谈判中的语言运用中体现的中美文化差异，也介绍了文化了研究的理论基础，文化差异在语言中的体现，在论文的结尾也提供了一些如何避免文化差异的建议。
很多学者对中美文化差异从一个方面进行了研究，比如，价值观，思维方式的差异等。但是还没有研究多文化差异对语言运用的影响，因此本文对此进行了研究，以便为跨文化谈判者提供更直接的参考。
虽然中美两国在语言运用方面有很大的不同之处，但是只要谈判者在商务谈判在商务谈判过程中这些差异是可以避免的： 谈判者树立跨文化意识； 在谈判前做好准备，对对方的文化差异要有所了解，不要有民族中心意思，认为自己民族的东西是最好的，要尊重他人的文化准则和风俗习惯，为跨文化的交流做好准备。

关键词：中美文化差异，商务谈判，建议

Abstract

After entering WTO, the economic cooperation between china and American–the most powerful country in the world has been increasing and so do the business negotiation. Whether business negotiation is successful or not affects two countries’ economic cooperation. And cultural differences have direct impact on the result of business negotiation. In this thesis will study effects of cultural difference through application of language. It also introduces the Theoretical frameworks, specific cultural difference and some suggestions on how to avoid problems caused by cultural differences will be provided in the last part.
Many scholars have studied on examples of Sino-America cultural difference from one perspective, such as value concept, thinking mode and so on, but there is no thesis on this. The thesis will do the researches to provide the multicultural negotiators with references.
Although there are many differences in Sino–American cultures, if negotiators do the following points, the effects on the negotiation can be avoided: negotiators should set up the sense of cross-culture communication; negotiators should do the preparations before negotiation and know the cultural difference; negotiators must not have extreme nationalism and should respect their counterpart’s cultural principle and customs.

Key words: cultural difference between china and America, business negotiation, suggestions