摘要

随着世界经济全球化以及中国加入世界贸易组织，国际商务谈判逐渐成为商业活动中不可或缺的一个部分，在国际贸易和与合作中起着举足轻重的作用。中国是世界上最大的发展中国家，而美国是世界上最发达的国家，中美两国之间的贸易增长尤为显著，中美商务谈判在中美商务关系的发展历程中扮演着越来越重要的角色。
本文主要运用内容分析和案例分析相结合的方法，致力于研究中美文化差异对两国商务谈判以及决策过程的影响，并对两国的不同决策方式进行分析和比较。文章首先阐述本文所涉及到的各种理论，这些理论包括谈判和文化概念的定义，霍夫斯特德的四个文化维度，以及不同的谈判风格；其次文章谈及对文化的理解以及文化元素对决策过程的影响；再者根据第二部分文献综述部分提及的决策风格，分析中美两国的决策风格，并举实例引述分析中美两国的决策过程分析；最后为中方谈判者在中美谈判中提出建议，如尽力学习并尊重对方的文化和商务谈判风格，培养跨文化谈判意识，以便做出正确有利的决策等。

关键词： 文化差异，中美商务谈判，决策分析

Abstract

With the advancement of the economic globalization and China’s entry into the World Trade Organization, international business negotiations have gradually become an indispensable part in the international business activities and thus they are playing a pivotal role in the international trade and corporation. China is the biggest developing country in the world, while America is the world’s most developed country. The trade between China and America grows so rapidly and impressively. Therefore, Sino-American business negotiation, as a result, is playing a more and more important role in the development of Sino-American business relationship.
This thesis mainly adopts content analysis and case study as research methods. And it devotes to making a research of the impacts on the Sino-American business negotiation and different decision making processes produced by the different cultural backgrounds, then it goes on to analyze and make a contrast study between the different decision making approaches. It first gives an introduction of the theories which will be involved in this thesis, including the understanding of decision making, the understanding of  culture and the relationship between cultural elements and decision making, five cultural dimensions proposed by Greet Hofstede, and different decision making styles; after that, it represents a comprehensive and detailed analysis of the different decision making styles of China and America in the negotiation on the basis of the discussions in chapter 2, a case is employed to analyze the decision making process; finally, the paper gives some suggestions to the Chinese negotiators in the cross-culture business negotiations, such as the Chinese negotiators should try to learn and respect the other side’s culture and decision making style, so that they can make better choice.

Key words: cultural differences, Sino-American business negotiation, decision making