中美商务谈判中的文化差异

Cultural difference in Sino-American negotiation

Abstract

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, because of Chinese and American negotiator come from difference cultural background, sometimes we may find even if the two parties have good faith (sincerity), they still can not reach agreement. Therefore, confronting the cultural crash, we should compare and analyze these differences of thinking pattern, concept of value and style of negotiation in order to promote the bilateral trade and offer mutual benefit and achieve common progress. The thesis is a comparative study of the differences of value and negotiation style. There are many factors contributing to cultural conflict, but different concept of value and negotiation style may be one of the most important. Efforts in the thesis are devoted to exploring the underlying cultural factors behind the distinctions of these negotiating styles and concept of value. The objective is to improve the knowledge and understanding of negotiation-related cultural differences and furnish some recommendations for Chinese negotiators involved in Sino-America business negotiations.

Key Words: China; American; business negotiation; cultural differences

摘  要

中国入世以来，中国与世界的贸易往来愈来愈密切。美国作为中国最大的贸易伙伴。中美间的贸易数额与日俱增。在这样的背景下，1场成功的商务谈判将会对以后的贸易活动的顺利进行产生深远的影响。然而，由于中美两方的谈判者来自不同的文化背景，所以，有时虽然谈判双方都报有诚意，但协议最终难以达成。面对这样的文化碰撞，我们深入的分析，对比中美商务谈判中的思维方式，价值观及谈判风格等文化差异现象，将有助于促进双方的贸易往来，实现互惠互利，最终共同发展。本文旨在对中美商务谈判中的价值观及谈判风格差异进行对比研究。商务谈判中的冲突源于很多因素，毫无疑问，两国谈判人员的价值观及受其影响的谈判风格是其中的重要方面。本文从跨文化的角度来探讨两种价值观及谈判风格差异背后的文化因素。通过对影响谈判的文化差异因素的深刻理解，作者试图为参与中美商务谈判的中国谈判者提出自己的1些建议。

关键字：中国、美国、商务谈判、文化差异

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