Abstract

With the economic globalization and the frequent international business contacts, the differences of cultural values seem to be very significant, for they could lead to unnecessary misunderstanding and even affect the result of the business negotiations. Hence, it is very significant to have a better knowledge of the impact of the differences between Chinese and American cultural values on international business negotiation strategies.
This thesis is made up of three parts. Part one starts with the definition of cultural values and the differences between Chinese and American cultural values and then explains the causes of these existing differences. The second part of this thesis shows the impact of the differences between Chinese and American cultural values on international business negotiations from the four aspects, that is, communication process, negotiation style, decision making and goal setting. Finally, the thesis analyzes how to reduce or eliminate the negative impact of the differences between Chinese and American cultural values on international business negotiations, offering three suggestions. The author hopes that the suggestions offered in the thesis can help promote the success of international business negotiations.

Key words: differences; cultural values; international business negotiations; strategies

摘  要

随着世界经济全球化和频繁的国际间商务交往活动，各国的文化价值观差异显得格外重要，因为稍加不注意就很有可能会引起不必要的误会，甚至可能直接影响到商务谈判的结果。正因如此，正确了解中美文化价值观差异对国际商务谈判策略的影响是非常必要的。
本文包括三个部分。第一部分从文化价值观的定义入手，剖析了中美文化价值观的差异及其产生原因。第二部分从四个方面阐述了文化价值观差异对国际商务谈判的影响，即：沟通过程、谈判风格、决策决定和目标设定。论文最后分析了如何减少或消除这些文化价值观差异对国际商务谈判的消极影响，并就此提出了三方面的建议。作者希望论文中的建议能有助于促进国际贸易谈判的顺利发展。

关键词：差异；文化价值观；国际商务谈判；策略