摘  要

在跨文化谈判中，不同的地区、民族、社会文化的差异会影响谈判者的思想、谈判风格和行为，从而影响整个谈判进程。中美双方表现出不同的谈判风格，这种风格上的差异深深根植在每一种文化之中，是由于谈判双方来自不同的文化背景，存在不同的价值观和思维方式造成的。本文旨在探讨跨文化视角下的中美商务谈判风格差异，运用经典的跨文化交流理论，并结合谈判的基本特征和相关的谈判理论，以及导入八个文化影响中美谈判风格的变量，以此为跨文化谈判风格框架，结合案例对中美谈判风格进行深入比较，并给双方谈判者提供一些具体的建议。

关键词：跨文化；谈判风格；中美商务谈判

Abstract

In the cross-cultural negotiation, different regions, ethnics and socio-cultures will affect the thoughts, negotiating styles and behaviors of negotiators, thus affect the entire negotiation process. China and America show the different negotiating style, and these differences in style is deeply rooted in each culture, because the negotiators of two parties come from two different cultural backgrounds, and caused by different values and modes of thoughts. This paper aims to explore the Sino-U.S. different business negotiating styles from the cross-cultural perspective, using the classical theories of cross-cultural communication and negotiation. This paper finds out eight cultural variables which affect Sino-U.S. negotiating style, taking these as a frame of cross-cultural negotiating style. An in-depth comparative study of the Sino-U.S. negotiating styles and a typical case study will be selected as well. Finally, on the basis of the cultural difference in business negotiations, the author puts forward a number of recommendations to Sino-U.S. negotiators on different negotiation stage, and gives some specific proposals to the negotiators.

Key words: cross-cultural; negotiating style; Sino-U.S. business negotiation