Abstract

International business negotiation is influenced by many factors, including politics, economy and culture from different countries and nations, of which culture is the most difficult ingredient to grasp. Therefore, it is of great significance to hold the factor of culture in the international business negotiation. The negotiation style of America is much different from China’s, deeply rooting in the culture of its nation, as there is a big difference between America and China in terms of culture background, value and thinking mode. This thesis aims to discuss the difference of Sino-US business negotiation style from the view of cultural dimensions. The classical theory，cultural dimensions of Hofstede，will be applied in this paper, combined with foundational characteristics of negotiation and other relative theories.
The article mainly analyzes the differences from five variables: negotiating goal, negotiating attitude, personal style, form of agreement and risk taking, and regards it as the frame, making a deep comparison with some cases, hence to explore the root causes of the misunderstanding in the negotiation.

Keywords: international business negotiation; Sino-US cultural difference; negotiation style; cultural dimensions

摘要

国际商务谈判受到各自国家、民族的政治、经济、文化等多种因素的影响，而其中最难以把握的就是文化因素。因此，在国际商务谈判中正确把握文化因素至关重要。中美双方在谈判中所表现出来的风格不同，这种风格上的差异深深地根植于各自的文化之中，是由于双方的谈判者来自两种不同文化背景，存在着不同的价值观和思维方式造成的。本文旨在从文化维度的角度探讨中美商务谈判风格的差异。将运用经典的霍夫斯坦德的文化维度理论，再结合谈判的基本特性及相关理论，论述全文。本文将从五个变量来分析中美商务谈判风格的不同，分别是：谈判目标、谈判态度、个人风格、决策方式和冒险程度，并以此为中美商务谈判风格差异框架，结合案例进行深入对比研究，从而探究谈判中误解的根源所在。

关键词：国际商务谈判；中美文化差异；谈判风格；文化维度