摘要 

本文将中美两国列举为此次的研究对象，从价值观、思维方式和谈判风格这三个方面的差异以此来探讨两国的文化差异对谈判所带来的影响。并利用文献研究法和对比分析法将收集到的文献资料进行分析与研究，并比较中美两国文化的不同之处，对其作出剖析。

研究结果表明文化的差异是影响商务谈判的重要因素之一。以此来总结出文化差异对谈判带来的不利影响，并结合跨国商务谈判中的实际案例对两国间的谈判风格进行对比研究，从而得出结论，提出要对对手谈判人员谈判技术的进一步了解和掌握并提升自我的建议，以此来减少商务谈判的失败几率。

关键词：影响，文化差异，中美商务谈判

Contents

Abstract i

摘要 ii

Acknowledgements iii

Chapter One Introduction 8

Chapter Two International Business Negotiations 8

2.1Negotiations and International Business Negotiations 8

Chapter Three Cultural Differences Between China and American 10

3.1 Chinese and American culture 10

3.2 Differences in Values 11

3.2.1 Time concept 11

3.2.2 Individualism and collectivism 12

3.2.3 Differences in Morality, Tradition, Custom and Law 14

3.3 Differences in negotiation styles 15

3.3.1 Differences in negotiating objectives 15

3.3.2 Differences in attitudes towards negotiations and contracts 16

Chapter Four The Influence of Cultural Differences on Sino-US Business Negotiation 18

4.1 The influence of value divergences on Sino-US business negotiations 18

4.2 The impact of different negotiation styles on Sino-US business negotiations 20

4.3 Case Analysis 21

Chapter Five Conclusion 22

Chapter Six References 24