摘要

中国加入世界贸易组织后，与其他国家的国际贸易争端日益增多。涉及的领域也在扩大，包括汽车领域。如何妥善处理贸易谈判中的跨文化障碍，不仅关系到我国对外贸易的健康发展，也将影响到我国经济的整体发展。本文以中美汽车贸易中的跨文化障碍为研究对象，分析了中美汽车贸易谈判中跨文化障碍产生的原因以及具体表现，本文还从不同角度对中美汽车贸易提出了有效的解决方案，以期为我国国内汽车工业的发展和我国与世界汽车贸易的发展提供一些建议。不断促进我国汽车工业健康有序繁荣发展，不断促进我国经济发展。

本文由三部分组成。第一部分简要介绍了汽车贸易中的跨文化障碍和贸易谈判理论。第二章接着分析了其产生的原因以及中美汽车贸易谈判中的具体表现。然后，从五个方面分析了中美汽车贸易中跨文化障碍的有效策略。

关键词：跨文化障碍；中美汽车贸易谈判；策略

Table of Contents

Abstract i

摘  要 ii

Introduction 1

1. Introduction to Cross-Cultural Barriers and Trade Negotiation 2

1.1 The Introduction to Cross-Cultural Barriers 2

1.1.1 The Definition of Cross-Cultural Barriers 2

1.1.2 The Main Performances of Cross-Cultural Barriers 3

1.2 The Introduction to Trade Negotiation 6

1.2.1 The Definition of Trade Negotiation 6

1.2.2 The Characteristics of Auto Trade Negotiation 7

2. Analysis of the Cross-Cultural Barriers in Sino-US Automobile Trade Negotiation 9

2.1 Causes of Cross-Cultural Barriers in Sino-US Automobile Trade Negotiation 9

2.1.1 The Conflict Between Verbal and Non-Verbal Communication 9

2.1.2 The Differences in Customs 10

2.1.3 The Differences in Cultural Values 11

2.1.4 The Different Ways of Thinking 11

2.1.5 The Obstacles of Different Negotiation Styles 12

2.2 The Specific Manifestations of Cross-Cultural Barriers in Sino-US Automobile Trade Negotiation 13

2.2.1 The Style of American Automobile Trade Negotiation 13

2.2.2 The Style of Chinese Automobile Trade Negotiation 15

3. Effective Strategies for Cross-Cultural Barriers in Sino-US Automobile Trade 16

3.1 Paying Attention to Language Application Skills 16

3.2 Making Different Negotiation Strategies According to Different Customs 17

3.3 Respecting the Differences Cultural Values 18

3.4 Respecting Different Thinking Modes 18

3.5 Strengthening Legal Awareness 19

Conclusion 20

Acknowledgements 21

Works Cited 22