Abstract

As Sino-American business activities are becoming more and more frequent, influences of cultural differences on Sino-America business negotiations are particularly important. So in Sino-American business negotiations, both sides should realize influences of cultural differences and understand the affecting factors of cultural differences on Sino-American business negotiations so as to adopt appropriate strategies to conduct negotiations smoothly. 
This thesis consists of four parts. The first part introduces cultural differences and causes of cultural differences, mainly including geographical differences, historical differences, political differences and economic differences. The second part explains forms of cultural differences in Sino-American business negotiations. The third part starts from a typical case and analyzes hidden dangers caused by cultural differences in Sino-American business negotiations. The fourth part discusses how to eliminate hidden dangers caused by cultural differences in Sino-American business negotiations. By analyzing influences of cultural differences on Sino-America business negotiations, the thesis enables Sino-American negotiators to realize the importance of cultural differences in Sino-American business negotiations so that they can take effective strategies to eliminate hidden dangers and achieve a win-win in negotiations.

Key words: influences; cultural differences; Sino-American business negotiations; strategies

摘  要

随着中美商务活动的日益频繁，文化差异对中美谈判的影响显得尤为重要。因此在中美商务谈判中，双方都应意识到文化差异的影响力，了解文化差异对中美商务谈判的影响因素，以便采取适当的策略使得谈判顺利进行。
论文分为四个部分，第一部分介绍了文化差异和引起文化差异的原因,主要包括地理差异、历史差异、政治差异和经济差异。第二部分解释了文化差异在中美商务谈判中的表现形式。第三部分从一个典型案例入手分析了文化差异在中美商务谈判中所引起的潜在危险。第四部分探讨了在中美商务谈判中如何消除因文化差异引起的潜在危险。通过分析文化差异对中美商务谈判的影响，论文能够使中美商务谈判者意识到文化差异在中美商务谈判中的重要性，以便他们采取有效的策略消除潜在的危险，使双方在谈判中实现双赢。

关键词：影响；文化差异；中美商务谈判；策略