Abstract：

With the increasing importance of the world economy, every country is developing their economy rapidly. There's no exception that business corporations between countries is very essential.  While in this process, business negotiation is the most critical one. So the word “international business negotiation” has become very popular. The ultimate goal of business negotiation is to get the success of it and to improve bilateral business corporation. However there are a lot of factors impacting the success of the negotiation, and cultural aspect is the most important and complex part.
Since the notion of high- and low-context culture was first put forwarded by Edward.T.Hall in 1766, an American anthropologist, the increasing people began to realize the importance of the theory and research it. China definitely belongs to high-context culture and America is low-context culture.
In this thesis, the author will discuss the influence of high- and low-context culture on Sino-US business negotiation, and analyze the changes. And some suggestions will be provided according to the difficulty of communication which results from cultural differences. Through this discussion, we will have a new knowledge of international business negotiation.

Key words: Sino-US business negotiation；high- and low-context culture； change

摘要：

随着世界经济的重要性不断增加，各个国家都在飞速的发展着自己国家的经济。毫无疑问，国家间的商业合作变得非常重要。而在商业合作中，最为关键性的一步是商务谈判，因此国际商务谈判这一词也变得非常热门。商务谈判的最终目的是取得商务谈判的成功，促进双方的贸易合作。但是影响商务谈判成功的因素有很多，其中最重要以及最复杂的因素就是文化因素。自从高低文化语境这一概念由一位美国人文主义家，爱德华.霍尔在1766年首先提出之后，越来越多人意识到这个理论的重要性，开始纷纷研究它。中国属于高文化语境而美国属于低文化语境。
在这篇文章中，作者将会讨论高低文化语境对国际商务谈判的影响以及分析发生的变化。并且根据这些由文化差异而造成的交流的困难，提供一些建议。通过这次讨论，我们将会对国际商务谈判有一个新的认识。

关键词：中美商务谈判；强弱文化语境；变化