摘  要

商务谈判是现代人追求获取更好利益的途径之一。对此，本文将着重讨论商务谈判中的中美语境文化差异。文化差异是阻挡国与国之间商务谈判的重大因素。本篇文章基于人们对文化差异的认识，将语境文化应用到中美商务谈判中。随着中美关系的发展和中美企业对于相互合作的需求，语境文化的应用也变得越来越重要。基于不同的历史发展的不同文化背景，中美两国有着不同的会话风格。中国人偏于委婉而美国人偏于直接；中国人偏于使用肢体语言而美国人则以会话为主。不同的语境文化体现出不同的交际风格，因此对商务谈判也有一定的挑战。如何利用好语境文化避免矛盾冲突是谈判者需要掌握的技巧。

关键词：商务谈判；文化差异；语境文化

Abstract

Business negotiation is a way for modern people to pursue more benefits. Therefore, this paper is going to put emphasis on the differences of context cultures between China and America and discusses their roles in business negotiation. Culture differences are a major factor that blocks the business negotiation between countries. This paper is based on people’s knowledge of cultural differences, applying context cultures into Sino-American business negotiation. With the further development of relations between China and America and the needs of their companies to cooperate, the application of context cultures is more and more important. Based on their different histories and culture backgrounds, China and America have different conversational styles. Chinese people tend to be more euphemism in speaking while American people are direct; and Chinese people prefer body languages while American people focus on talking. Different context cultures manifest different communication styles, which is a challenge to business negotiation. Therefore, how to use context cultures to avoid conflicts is a skill that negotiators need to master.

Key Words: business negotiation; culture differences; context cultures