摘要

近年来，随着中国经济的飞速发展，尤其是加入WTO以来，我国各企业面临的商务谈判越来越多，其中美国占有重要分量。随着中美两国间的经贸往来的飞速发展，双方的商务谈判也越来越频繁。然而由于两国政治环境、长期所受教育的不同等，使其存在着截然不同的文化差异。文化差异对商务谈判的各个方面都有直接的影响，在谈判中忽视文化差异可能会造成沟通障碍和不必要的麻烦，因此了解这种差异显得尤为重要。本文从语言和非语言交际方式、价值观和思维方式三方面的差异来探讨其对商务谈判的影响，并给出几点建议。只有在充分了解了其文化差异之后，才能在谈判中指定合适的策略，达到一种双赢的局面。

关键词：商务谈判；文化差异；影响

Abstract

Recently, along with the fast development of Chinese economy, especially after joining the WTO, business enterprises face more and more negotiations. Among them, the United States plays an important role. Sino-US economic and trade exchange have rapid developed, and business negotiations between the two sides become more frequent. Entirely cultural differences exist between the two countries due to the differences in political environment and education, etc. Cultural differences will affect the business negotiations directly. There will be communicating obstacles or unnecessary troubles because of the ignorance of cultural differences. So it is very important to recognize the cultural differences between China and the USA. This paper will discuss the influence of Sino-US cultural differences on their business negotiations, and then give some suggestions to tackle it. Only to have a good knowledge of the cultural differences between the two sides, can we use suitable strategies to reach a win-win situation.

Key Words: Business Negotiation; Cultural Differences; Influence

1 Introduction

1.1 The Background

With the accelerating process of global economic integration, international business activity has become more and more frequent. International business negotiation plays a very important role in the international business activity, which is a cross-border activity in the international economic and trade exchanges between different subjects related to enterprises to conduct businesses on the consultations and dialogues. International business negotiation is not only based on the economic interests of the parties to exchange and cooperate, it also has collisions between different cultures and exchanges.Negotiators from different cultural backgrounds have different communication ways, values and thinking patterns.