Abstract:

Chinese and American business negotiators have different negotiation styles. This paper discusses the differences in Chinese and American negotiation styles. There is a huge gap between Chinese and Americans cultures. Cultural differences have an impact on the two business negotiation styles. While American negotiators are passionate, individualistic, and having a relatively equal status, Chinese are calm, collective, and more or less hierarchical. These cultural features have a bearing on negotiators’ styles which are different attitudes towards outlines and details, towards conflict management, towards relationship and towards time.
 Those differences in negotiation styles might cause conflicts if the two parties do not know each other well. Some negotiators might fail to look beneath the surface. They may not know it is the two different cultures that determine the two different negotiation styles. This paper aims at helping negotiators to gain a better knowledge about the Chinese and American business negotiation styles by researching their respective cultures.

Keywords: Business Negotiation; Negotiation Styles; Cultural Differences,

摘  要：

中美商务谈判人员的谈判风格大相径庭。本文主要对中美商务谈判的风格差异的研究。中国与美国在文化上有相当大的差异。这些文化差异对谈判人员的行为有着十分大的影响。美国谈判人员往往富有激情，个人主义色彩浓重，并享受较平等的地位。中国谈判人员则更冷静，注重集体，往往有着较强的等级观念。不同的文化特点与谈判人员的谈判风格有着紧密的联系。谈判风格的差异表现在他们在对待整体与细节、冲突管理、关系以及时间上的不同态度。
如果中美谈判人员互相之间缺少足够的了解，谈判风格上的差异可能使双方产生冲突。一些谈判人员可能会无法看出其谈判风格差异的本质。他们也许没有发现谈判风格的差异是文化差异造成的。本文通过对中美双方文化差异的探索，使得谈判人员对中美谈判风格差异有更多的了解。

关键词：商务谈判；谈判风格；文化差异