The Impact of Cultural Differences on Sino-US Business Negotiations 文化差异对中美商务谈判的影响-商务英语.doc

文化差异对中美商务谈判的影响The Impact of Cultural Differences on Sino-US Business Negotiations 课题(论文)提纲 0.引言 1.对中美商务谈判的研究 1.1谈判和文化 ? 1.2中美商务谈判目前面临的情形 2.文化差异对中美商务谈判的影响 2.1中美商务谈判的语言与非语言差异 2.1.1语言差异 2.1.2非语言差异 2.2中美商务谈判的价值观的差异 2.2.1谈判目标 2.2.2平等观念 2.2.3时间观念 2.3中美商务谈判中的风俗习惯差异 2.4 中美商务谈判中的谈判方式 3.对中美谈商务判的建议 3.1创立和谐的氛围 3.2加强文化意识 3.3克服交流的障碍 结论 二、内容摘要 不同文化条件下的 商务文化活动就是跨文化商务谈判。文化是跨文化交际的基础。随着全球一体化的进程不断加快，国际间的商务交往活动日趋频繁。由于文化的差异而引起的误会可能会直接影响商务交往的实际效果，因此了解各国间的文化背景在商务谈判中是非常重要的。目前，中国和美国之间的经济往来日趋频繁，因此两国之间的商务谈判也逐渐增多。然而，由于中美两国之间存在着巨大的文化差异，中美两国谈判者之间很可能会在谈判中出现文化冲突以及不必要的误解，因此两国谈判者了解中美文化的差异是非常必要的。中美双方在商务谈判中必须增强文化差异，了解在语言与非语言行为、价值观、风俗习惯、谈判风格上的差异，为达成协议打下良好的基础。本文通过研究文化差异对中美国际商务谈判的影响，对中美谈判者提出了利于和谐交际的意见和策略，从而使两国的商务谈判能够顺利进行。 关键词：文化差异；商务谈判；影响；策略 Abstract Business negotiation under different cultural conditions is cross-cultural negotiations. Cross-culture communication is on the basis of culture. With the remarkable growth of indicators of global integration and frequent business contacts, the unnecessary misunderstandings which are caused by cultural differences may affect the result of the business negotiations. So it’s very important for people to know the different cultures in different countries in the international business negotiations. In recent years, the trade between China and United States has developed very fast, so the negotiations between them become more frequent than before. However, the huge cultural differences between the two countries may cause cultural conflicts and unnecessary misunderstandings. So it is imperative that negotiators should learn the cultural differences in Sino-U.S. business negotiation. The thesis presents cultural differences between the two countries from verbal and nonverbal actions, values, customs and negotiation styles. It’s essential for the negotiators to take cultural sensitivities into consideration during business negotiation in order to make preparations for coming to an agreement. This thesis researches the im