Abstract

 International Business Negotiation is a crucial part of business activities. Managers who designated operational strategy and the corresponding product basically negotiate with foreign business partners and customers to implement the contract. Negotiation is the center of international business activities.
     With the process of accelerating of globalization, the economy and trade between China and America enhance the frequency of business negotiation. Due to the existence of different values and ways of thinking between the two countries, negotiators have to tackle unnecessary communication barriers and misunderstandings. So comprehending the counterpart’s culture and the cultural differences is rather important in business activities. This paper does mainly explore different cultural backgrounds, understand the values, and other aspects, it is favorable to assist negotiators in anticipating the negotiation process and carrying out the timely adjustment of the negotiation strategy.
  This paper is divided into four parts :the first part briefly introduces the definition of culture and cultural characteristics of Sino-US countries; the second part focuses on the influence of cultural factors on the Sino-US differences in business negotiations in terms of individualism and collectivism , etc. ; the third part concentrates on detailed analysis of the causes leading to cultural differences; the fourth part is to make a proposal for social harmony in order to process smoothly between Sino-China business negotiation.

Key words: business negotiation; cultural difference; Sino-US

摘  要

    国际商务谈判是商务活动的重要组成部分，它是跨越国界的活动。经理人员所指定的经营战略及相应的产品、价格、促销和分销渠道等策略基本上都是通过与国外的商业伙伴和客户的谈判来实施的,谈判是国际商务活动的中心，国际商务成功或失败的种子大多是在谈判过程中播下的。因此，国际商务谈判参与者有必要研究国际商务中的文化差异并自觉地将文化差异因素纳入谈判。
    随着全球一体化的进程不断加快，中美之间经济和贸易往来使得商务谈判与日俱增。由于不同背景的中美两国之间存在着不同的价值观和思维方式，谈判者在谈判过程中可能会出现沟通障碍和不必要的误解，因此了解各国文化以及商务谈判活动的文化差异是至关重要的。本文主要通过对两国不同文化背景的探究，了解在价值观、思维模式、谈判风格等方面的差异，有利于谈判者预见谈判的进程，及时调整谈判策略，为达成协议打下良好的基础。
    本文共分四部分：第一部分简要地介绍了文化的定义及中美国家的文化特征；第二部分着眼于文化差异因素对中美商务谈判的影响，主要从个人主义和集体主义等方面进行探讨；第三部分则具体分析导致文化差异的起因；第四部分对中美谈判者提出有利于和谐交际的建议，从而使两国的商务谈判能够顺利进行。

关键词:商务谈判；文化差异；中美