摘  要

文化是语言交际的根基，在国际商务谈判中的作用至关重要。目前中美两国间贸易发展较快，双方商务谈判越来越频繁。而中美不同的文化限定了各自商务谈判进程的方法手段，中美文化的碰撞，增大了国际商务谈判的不确定性和达成协议的难度，了解文化差异，跨越文化障碍，成为中美国际商务谈判的中心环节。本文分为四个部分，第一部分简要介绍了背景，指出文化差异对商务谈判的影响，第二部分给出了文化的不同及文化对商务谈判的影响，第三部分给出了解决文化差异对商务谈判影响的对策，第四部分作出了总结。通过了解美国商人的文化背景和中美之间的文化差异，做好充分的谈判准备，就可以在一定程度上预防这些冲突的激化，谈判策略的恰当运用也可以在一定程度上跨越中美商务谈判中的文化障碍冲突。本文通过对中美文化差异的研究，旨在超越文化局限，取得同美方谈判的成功。

关键词：商务谈判；中美文化差异；策略

Abstract

Culture is the foundation of communication, which plays an important role in business negotiation. Each business enterprise and unit in China will meet more and more international business negotiations with United States. But the differences between China and America limited actions, behaviors of each negotiator, and the approaches of controlling the negotiation’s progress. The cultural collision between China and America enlarged the indetermination of the international business negotiation and the difficulty of agreement, so understanding cultural difference and crossing over the cultural obstacle become the core link in international business negotiation between China and America. This paper is divided into four parts. First, it gives the brief introduction of background. Second, it shows the culture differences and their influences in Sino-America business. Third, it gives the countermeasures of solving the culture conflicts. Forth, it makes a conclusion of the whole paper. The author thinks that understanding the cultural background of the American businessman and preparing well can prevent these conflicts from arousing to some extent; making good use of the negotiation strategy can also cross over the cultural obstacle conflict between China and America in negotiating to some extent. The paper mainly analyzes that when we are negotiating, we must take good care about cultural difference, know different culture, and choose the best plan and strategy, so we can well understand each other, each other's advantage and disadvantage to gain win-win cooperation.

Key words: business negotiation; Sino-American cultural differences; countermeasure

1 Introduction
In recent year, international business develops very rapidly throughout the world. With the development of China's economy, China has gradually become America's most important import and export trading partner. And the increasing number of bilateral trade makes business negotiation play a more and more important role. But Sino-America business negotiation has existed barriers for a long time. The barrier came from the difference of Western and Eastern culture. Many business communications failed for neglecting the influence that brought about by cultural difference. However, most barriers can be avoided with raising the awareness of culture.