摘　要

随着世界经济一体化的加速发展，商务谈判在世界贸易中发挥的作用越来越大。商务谈判由来已久，影响商务谈判的因素众多。中国和美国目前还处在不同的发展阶段。在中美商务谈判中随着文化的碰撞产生了越来越多的贸易障碍，所以为了更好地促进中美商务的发展，研究中美商务谈判中的文化因素也就显得越来越重要。不同的国家有着不同的文化，文化差异将会在国际商务谈判中产生贸易壁垒。因此，在国际商务谈判时了解和克服跨文化差异将会促进国家间的贸易往来。 本论文通过对中美商务文化中文化变量的研究来阐述文化因素在商务谈判中的重要性并通过具体案例来更直观的呈现出来。因为跨国谈判人员在不同文化中可能面临不同的文化障碍，所以该论文通过解释文化因素在商务谈判中的重要性,旨在帮助商务谈判人员在跨文化商务谈判中取得成功。

关键词：中美商务谈判；文化因素；贸易

Abstract

With the acceleration of the integration process of the world economy, business negotiation plays an important role in the world trade. Business negotiation has a long history. There are a lot of factors which affect the business negotiation and the cultural factors are the main reason. China is a developing country while America is a developed country. As there are many trade barriers caused by the cultural collision in Sino-US business negotiations, more and more scholars have made a lot of researches in order to acceralate the development of Sino-US business. Different cultures in different countries may lead to the cultural barrier. Each country will make great development by understanding the cultural difference and overcoming cultural barriers. To help business negotiators deal with the cultural barriers in cross-cultural negotiation, this thesis will introduce the cultural elements and their functions. A well understanding of culture could be used to help them achieve their business purposes.

Key words: Sino-US business negotiation; cultural element; trade