Abstract
    With the development of globalization,the frequency of international negotiations is increasing rapidly. Numerous books and articles,from both academic and practitioner perspectives, have been dedicated to the complexities of negotiating across borders. It is widely accepted that understanding cultural variables in the negotiation process is important to successful international trade and cross-cultural negotiations. In the past two decades, business negotiations between China and USA have been increasing, whether through direct trade, joint ventures, or licensing and distribution agreements. But the cultural differences between the two countries present an enormous challenges in business negotiations across the ocean.A number of studies on how to negotiate with China have been conducted by American scholars. This thesis compares American and Chinese negotiation styles from a cross-cultural perspective. The goal throughout has been to examine the experiences of both Chinese and American business negotiators as a way of identifying practices that may help minimize future misunderstandings and be useful for business negotiations across the ocean. Case studies have been used as the methodology of the research. The cases presented in the thesis are based upon my observation of cross-cultural negotiation situations, as well as conversations and interviews with Americans engaged in the China trade.
Key words :Business negotiation style, Cross-cultural, Case study

 随着经济全球化的发展，国际商务活动日益频繁。跨国商务谈判在国际商务活动中发挥着至关重要的作用。美国是中国最大的贸易伙伴，研究中美商务谈判具有重要意义。已有不少学者对两国谈判风格的差异做过研究。本文旨在从跨文化角度对中美商务谈判风格的差异进行对比研究。一种谈判风格的形成源于多种因素，文化是其中重要的方面。在中美商务谈判中，双方文化的差异，就可能表现为双方在决策方式、谈话风格、平等性、法律观念、时间和效率等方面的差别。了解这些差别有助于我们领悟中美商务谈判风格差异产生的深层原因，以减少中美跨文化商务谈判中的误解和障碍，避免不必要的文化冲突。
关键词  中美商务谈判 商务谈判方式，跨文化，案例分析