Abstract：

Coincident with the deepening of reform and opening up in China, economic and trade exchanges among different countries have become more frequent. However, cultural differences are vital elements in influencing international business negotiations. In recent years, as the economic powers, the trades between China and United State have developed by leaps and bounds. In order to avoid misunderstandings and conflicts and to safeguard themselves’ benefits, it’s essential for negotiators to study the intercultural communication. This paper commences from the introduction of the status quo of Sino-U.S. Business negotiation. Then it analyzes these culture differences from several aspects of value view, thinking mode, custom, etcetera; what’s more, it explores the impacts of cultural differences on Sino-us business negotiations. At last, the paper gives some reasonable suggestions to deal with the problems. Such a standpoint is emphasized: In Sino-U.S. Business negotiation, negotiators must prepare to accept the other party’s culture or put themselves in other’s shoes, and try to make themselves be accepted.

Keywords: cultural differences; business negotiations; negotiators; impacts

摘 要：

随着中国改革开放的深入，其与不同国家的经济贸易往来逐步的频繁。然而，文化差异成为影响国际商务谈判中的重要因素。 近几年来，作为两大经济体的中美两国的贸易发展迅猛。为了避免误会和冲突以及保障自身利益，谈判者需要学习不同的文化。文章从介绍中美商务谈判的现状入手，然后从价值观，思维模式，风俗习惯等方面分析了文化差异。此外，文章还探讨了文化差异对中美商务谈判的影响，最后给出了处理这些问题的合理意见。文章强调这样一个观点：在中美商务谈判中，谈判员应该接受对方的文化或站在对方角度想问题，并试图使自己被对方所接受。

关键词：文化差异；商务谈判；谈判者；影响