摘　要

本论文的目的是分析高低语境对中美商务谈判的影响。高低语境交流模式的概念是霍尔在1976第一次提出的。根据人们对文化依赖程度不同可以分为高语境和低语境。高语境是关系向导型而低语境是目标向导型的。从高低语境出发，通过对比手法来分析中美商务交际的差异。经过语境分析，中国属于含蓄的表现方式与美国直截了当的表现方式形成鲜明的对比。其次，宗教、历史、个性都是影响这些差异的潜在因素。这项研究有利于培养集体以及个人的跨文化交流意识，能更好地帮助我们进行跨文化经济合作。在本篇论文中，首先对高低语境的理论进行介绍。其次，以高语境文化为代表的中国和以低语境文化代表的美国进行剖析言语交流上的差异。最后，从宗教角度分析出现交流模式差异的原因。 

关键词：高语境；低语境；中美商务；差异；根源

Abstract

This paper aims to analyze the great influence of high context and low context communication in the business negotiation between Chinese and Americans. The concept of high context and low context communication was first put forward by Hall in 1976. He divided context into two categories according to the degree to which people rely on the cultures; they are high-context and low-context. It is believed that high context communication tends to be relationship-oriented while the low context is goal-oriented. This paper attempts to adopt the constant comparative method to analyze the differences in the interaction between Chinese and Americans from the perspective of high-context and low-context. After comparison and analysis, Chinese usually adopt an implicit way in communication while Americans are always so straightforward, which makes a sharp contrast. Further more, religions, history, characters are other potential elements that influence and control these differences. The study hopes to enhance people’s awareness of cross-cultural communication, which can help further promote our international trade. This paper first makes a brief introduction to the research background, the structure of this thesis, and the significance of the study. Then it explains some concepts mentioned in this paper, such as communication, context, high-context, and low-context. The third part of the thesis focuses on the differences between China and America in terms of verbal communication patterns. At last, the paper ascertains the causes for forming different communicational patterns from the religious aspect. Knowing more differences between Sino-America makes us closer in business world.

Key words: high context low context; Sino-US business; differences; roots