摘  要

商务谈判是贸易成败的一个重要因素。恰到好处的恭维语可以起到问候和鼓励对方，缓解双方矛盾，增进彼此关系的作用。但是，中美价值观的差异对商务谈判中恭维语的使用产生了较大的影响。所以，本文就中美价值观差异对商务谈判恭维语的影响及对策进行了研究。本文第一部分简述了中美价值观的差异及其对商务谈判的影响； 第二部分阐述了中美双方对恭维语的研究，从而显示了国内研究的落后性；第三部分讲了中美人们对恭维语不同的反应及其缘由；第四部分着重讲述了中美价值观差异对商务谈判的不利影响，也稍提及有利影响；第五部分讲了应对策略；第六部分为总结。此研究有利于中美谈判的顺利进行并促进中美两国间经济贸易的和谐发展。

关键词：商务谈判；价值观；恭维语

Abstract

Negotiation is a key part in business trade, and it can even determine whether it goes well. Well-used compliments in negotiation are functional: greeting, encouraging, comforting and boosting business connection. However, the different values between China and America greatly influence the compliments in business negotiation. So, this essay discusses the influence of values on compliments in business negotiation between China and America and coping strategies. In this essay, part one briefly talks about the different values between China and America as well as its influences on business negotiation; part two is all about the research experts have done at home and abroad about compliments; part three talks about the different responses people hold to the compliments between China and America and the causes; part four is mainly about the negative influences as well as a few positive influences because of different values between China and America; part five talks about the coping strategies; and the last part is conclusion. This research means a lot to foreign business between China and America in promoting successful negotiations and furthering business trade between China and America.

Key words: business negotiation; values; compliments