摘要

随着中美经济往来的不断加深，中美间的跨文化商务谈判作为成为经济合作中不可避免的一个重要过程。在谈判过程中，谈判者的谈判态度、语言表达、思维方式等都受到其文化背景的影响。为了中美之间的贸易往来更加健康长久的发展，我们必须重视两国商务谈判风格的差异。本文基于中美商务谈判失败的大背景，分析导致失败的主要原因，并从语境文化以及霍夫斯坦德五维度文化入手，找出矛盾关键所在，探索失败原因背后所隐藏的文化差异,主要体现在核心文化，价值观和语境等方面，从而提出针对性意见，促进中美双方商务交流，降低中美商务谈判失败率。

关键词:商务谈判，谈判行为，文化差异，霍夫斯坦德，降低失败率

Abstract

 Along with the strengthening of Chinese economy and further integration with the global market, business negotiations between Chinese enterprises and American enterprises have been increasing rapidly. These negotiations are likely to become more complex and difficult due to the cultural differences in value，attitude and behavior.For the healthy development of trade between China and America ,we must pay more attention to these differences in negotiationa between China and America.This paper analyzes main reasons which cause the failure of Sino-American business negotiations,and explore the cultural differences behind of these reasons from the perspective of context and the Hofstede·G’s five cultural dimensions，mainly reflected in core culture,values and context.At last, provide Chinese negotiators with some recommendations which can help them overcome cultural obstacles, avoid misunderstandings and then achieve successful negotiations,reduce the rate of failure.

Key Words:Business negotiation; the behaviors of negotiation; cultural difference; hofstede·G; low rate of failure