Abstract
 
In recent years, the amount of business negotiation between China and America have obviously increased because China has already become one of the main trading partners of America. How to achieve win-win or successful negotiation gradually becomes a hot topic for both Chinese and American negotiators and scholars. Because of the huge cultural differences between China and America, negotiators should have a good understanding of culture and etiquette differences in order to negotiate successfully. They had better know how culture influences business etiquette. Only in this way can negotiator forecast the process of negotiation and change strategy to make negotiation to be successful. Therefore, the study on how culture influences negotiation is the need of society’s development. And it also has practical significance.
The thesis consists of four parts. Firstly, the author presents a brief analysis of the characteristics of etiquette and business negotiation and the necessity of research into etiquette influence on China and America business negotiation respectively. Secondly, the thesis introduces the culture and etiquette in China and America. Thirdly, the article points out that etiquette difference is one of the main factors that influence the business negotiation. Finally, some suggestions on successful negotiations are raised for both Americans and Chinese negotiators.

Key words: business; etiquette; differences
 
摘  要

近年来，中国发展为美国一个重要的贸易伙伴，使得中美之间的商务谈判数量有了明显的增加。因此，如何开展互利、双赢、成功的谈判逐步成为中美谈判代表及学者的一个热门的话题。但由于中美间巨大的文化差异，要想谈判成功，谈判者应该对文化和礼仪的差异有一个很好的了解。他们最好能知道谈判是如何被礼仪所影响的。只有这样，谈判者才可以预测谈判过程并改变策略使谈判成功。因此，研究礼仪如何影响谈判的研究是社会发展的需要，具有重要的现实意义。
本文由四个部分组成，本文首先对礼仪和商务谈判的特征进行了简单分析并阐述了研究礼仪差异对中美商务谈判影响的必要性，然后介绍了中美各自的文化和礼仪。其次论述了礼仪差异对商务谈判是影响商务谈判的一个重要因素。最后，给中美双方如何取得谈判成功提出了一些可行性的建议。

关键词：商务谈判；礼仪；差异