摘  要

经济全球化是我们这个时代的主旋律，中国在加入WTO之后也逐步融入了世界经济。随着中美经贸关系的深化，跨文化商务谈判已经成为经济合作中不可避免的重要过程。中美跨文化商务谈判不仅是一种商务谈判，而且也是跨文化的交际。谈判中，文化背景影响谈判的思维方式和语言。为了建立两国之间更加长远的贸易关系，我们必须认真地研究中美商务风格的差异，分析出原因找到好的对策。这将有利于我们更好地了解企业的谈判风格。论文将从三个方面进行探究：首先找出中美双方商务谈判风格的主要差异，接着阐述这些差异产生的原因，最后针对如何克服这些问题提出对策分析。综上所述，本文将提出一些解决跨文化因素对中美商务谈判影响的方法和建议。
 
关键词：跨文化；商务谈判；谈判风格；差异

Abstract

Nowadays, economic globalization is the dominant theme of our times. After China joined the WTO, Chinese economy is gradually integrating into the world economy. With the deepening of Sino-U.S economic ties, cross-cultural business negotiation between China and the U.S has been an inevitable process for making deals in economic cooperation. Cross-cultural business negotiation is not only an economic activity, but also a cross-cultural communication. During the negotiation, negotiators’ attitudes, words and ways of thinking are all influenced by their culture background. In order to build up a long-term trade relationship between China and the U.S, we should do research on the differences of Sino-U.S business negotiation styles seriously, analyzing the reasons and finding out countermeasures. Researching on this subject can help us better understand the business negotiation styles of the two sides. This thesis will be explored in three aspects: Firstly, it will conclude and contract some main differences of business negotiation styles between Sino-U.S. Secondly it can explain and analyze the causes of these differences with cases. And finally it will put forward some strategies to overcome these issues in business negotiation. To sum up, this paper wishes to offer some solutions after the study of those cultural conflicts.

Key words: cross-culture; business negotiation; negotiation style；difference