Abstract

Cross-cultural business negotiation, in the wake of the growth of        international business trade, is a realistic demand here and now. Combining the basic characteristics of negotiations with cross-cultural communication theories, this thesis discusses about cultural features of Chinese and American business negotiations from several aspects. Based on a classic case, the author approaches comparative study on their cultural differences in the Sino-US business negotiations. To promote the smoothness of bilateral negotiations and further Sino-US trade communication, it offers Chinese and American negotiators specific suggestions, and tips which are applicable to both parties will be put forward to facilitate cross-cultural business negotiations.

Keywords: cross-cultural communication; Sino-US business negotiations; cultural differences

摘要

伴随着国际贸易日益频繁，跨文化的商务谈判是当今社会的一个现实需要。本文将结合谈判的基本特性，运用跨文化理论，从多个方面来分析中国谈判者和美国谈判者在商务谈判中表现出来的文化特点，并结合经典案例对中美间的跨文化谈判中的文化差异进行具体的对比分析。为了促进双方谈判的顺利进行以及促进中美贸易的交流，最后分别给中国谈判者和美国谈判者提供针对性的建议，以及提出适用于双方共通性的建议。

关键词：跨文化沟通；中美商务谈判；文化差异