摘要

中国加入WTO后，与美国的经济往来日益频繁。两国之间的商业谈判成为不可或缺的过程。但是，由于不同国家的不同文化传统，中美两国的谈判者在商务谈判风格上存在较大差异。文化间不可避免的碰撞和冲突造成的沟通障碍阻碍谈判顺利开展。谈判者拥有基本的谈判技巧和文化知识是必不可少的，尤其是对文化差异的深刻理解。因此，除了基本的跨文化谈判技巧，承认和理解两国不同文化差异，合理调整谈判风格来解决冲突也是非常必要的。在本文中，作者将谈论中美文化的差异，主要反映在高低语境，时间，身体语言和风俗习惯。为了避免这些文化差异带来的影响，谈判双方不仅要尊重文化，还要注意使用委婉语和模拟谈判等手段。只有更好地了解对方，两国才能促进彼此的经济发展。

关键词：文化差异；中美；商务谈判；尊重

Abstract

Since China joined the WTO, China's economic dealings with the United States have become increasingly frequent. Business negotiations between the two countries become an indispensable process. However, due to different cultural traditions of different countries, negotiators from different countries have great differences in negotiating styles. Inevitable collision and conflict in communication creates barriers for the smooth conduct business negotiations. Having basic negotiating skills and cultural knowledge is essential, especially for deep understanding of cultural differences. Therefore, besides basic skills for cross-cultural negotiations, understanding cultural differences can help to adjust negotiation style and solve the conflict from cultural differences. In this article, the writer will mainly talk about the Sino-US cultural differences reflected in high and low context, time, body language culture and customs. In order to avoid the passive impact of these cultural differences, negotiators should not only respect the culture, but also pay attention to avoiding taboo, using euphemisms and simulating negotiations. Only in this way can we promote the economic development of both sides.

Key words: culture differences; Sino-US; business negotiation; respect