Abstract:

With China entering into the new century and accession to the WTO, the relationship between China and America is increasingly close. Business negotiation plays an important role in International business activities due to the development of the global economy and the market-oriented operation. In the business negotiations, cross-culture problems are inevitable. Therefore, finding out the differences in Sino-American culture is significant for the Chinese and American business negotiators. In this dissertation, the writer analyses different styles of Chinese and American business negotiations and discusses typical cases. Based on previous analysis and discussion, the writer gives some practical suggestions and poses effective strategies.
   
Keywords: Sino-America; Cross-culture; Business; Negotiation; Strategies

摘  要：

随着中国迈入新世纪和加入世贸组织，中美之间的关系日益密切。全球经济的发展和市场化的运作，使得商务谈判成为国际商务活动中的一项重要内容。在商务谈判中，不可避免地会遇到文化差异。因此，了解清楚中美文化差异，对于中美商务谈判具有重要的意义。在本文中，作者对不同风格的中美商务谈判进行了分析，并对典型案例进行探讨。基于上述分析讨论，作者给出了相应的实用建议和一些有效的策略。

关键词：中美，跨文化，商务，谈判，策略

1. Introduction:
The globalization of business has changed the way the world does business. People from different areas, different nations, different countries have different values and different thinking patterns. Business negotiation has become one of the leading factors in the social economical activities and it also serves as the bridge connecting enterprises from different countries. For American and Chinese negotiators their approaches often appear incompatible. Sometimes, Americans see Chinese negotiators as indirect, inefficient, and even dishonest, while the Chinese see American negotiators as impersonal, aggressive, and excitable. It is obvious that culture plays an important role in international business negotiations. In a successful negotiation, it is necessary for both parties to know the existing cultural differences. And during the negotiation, strategies are needed to fight for rights and profits.