中美商务谈判中的文化差异及其影响探析.doc

Approach to Cultural Differences in Sino-U.S. Business Negotiation and its Impacts 中美商务谈判中的文化差异及其影响探析 1. 中美文化差异的表现 21.1时间观的差异 21.2“面子”观的差异 31.3礼仪差异 32. 中美文化差异对谈判的影响 42.1文化差异对谈判影响的理论依据 42.2中美文化差异对中美国际商务谈判影响的典型案例分析 53. 应对中美文化差异的建议 93.1灵活运用中国文化的精华 93.2避免繁缛的礼节 93.3克服“面子”偏见 9 Foreign trade intercourse between China and other countries has become close more and more since china entered WTO. America is the most important trade partner to China. And a fixed number of Sino-American trades are steadily on the increase. In this condition, successful negotiation plays a significant role in trade contact in the future. However, the different cultural value system has deepened some conflicts. Therefore, cross-cultural business communication is very important. This article focuses on the negotiations cultural differences between china and the U.S.A. China is the worlds largest developing country, has a long history and strong cultural system; and the United States is the worlds largest developed country, so I choose the two countries. This paper reviews cross-cultural theories, such as cross-cultural exchange negotiation theory, cultural theory to analyze the cultural difference between Chinese and American and also give the suggestions how to solve the problems on different cultures Key words: the different culture business negotiations affect strategies 随着经济全球化的发展，繁荣的商业活动，国际商务谈判越来越多。但是，不同的文化价值体系，加深了一些冲突。因此，跨文化商务沟通是非常重要的。本文的重点是中国和美国在谈判中文化差异。因为中国是世界上最大的发展中国家，有着悠久的历史和深厚的文化制度，而美国是世界上最大的发达国家，所以本文选择了两个国家。 本文回顾了跨文化的相关理论，如文化理论，跨文化交流和商务谈判的理论分析了中国和美国之间的文化不同，然后提出了在谈判过程中怎样避免和解决文化差异问题。 【关键词】文化差异??商务谈判??影响??应对策略 Introduce Seeing from the surface, the international business negotiation is a technique to contest, in reality it is a kind of contesting culturally and hitting. I think, negotiate must bring the participation of persons by all means, the person participate and then bring the permeating of the subjective, and the permeating of the subjective come from his backgro