The Influence of Cultural Differences on Sino-US Business Negotiations20

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1、文化差异对中美商务谈判的影响TheInfluenceofCulturalDifferencesonSino-USBusinessNegotiationsAbstract:AfterenteringintotheWorldTradeOrganization,Chinahasestablishedmanyeconomicrelationswithothernations,meanwhile,businesscontactsamongnationsgetincreasinglyclose,whichha

2、sbroughtmoreandmoreopportunitiestodobusiness.US,serveasthebiggesteconomiccountry,isourmaintradepartner.However,thehugeculturaldifferencesbetweenthetwocountriesmaygiverisetopotentialculturalconflictsandunnecessarymisunderstandings.Thus,inordertonegotia

3、teeffectively,negotiatorsshouldhaveagoodunderstandingofcultureandculturaldifferences.Moreimportantly,theyshouldknowhownegotiationisaffectedbyculture.Indoingso,negotiatorscanpredicttheprocessandadjuststrategiesinordertoreachasatisfactoryagreement.Theth

4、esispresentsanin-depthanalysisoftheculturaldifferenceintheprocessofbusinessnegotiation.Itthenputforwardsometentativesuggestionsandstrategiesforsuccessfulnegotiations.KeyWords:culturaldifferences;Sino-USbusinessnegotiations;influence文化差异对中美商务谈判的影响摘要：中国

5、加入世界贸易组织以后，与世界的融合越来越密切，对外贸易往来也与日俱增.美国,作为世界上最大的经济实体,是我国最大的贸易伙伴。两国之间经济与文化往来的日趋频繁使两国之间的商务谈判也随着增多。然而，由于中美两国存在着巨大的文化差异，因而两国的谈判者之间很可能出现文化冲突，甚至是不必要的误解。因此，要想取得有效的谈判，谈判者不仅要了解对方的文化及与己的文化差异，更重要的是应该了解文化因素如何影响谈判。这样，有助于谈判者预见谈判的进程，及时调整谈判策略，最终达成圆满的协议。本文通过研究中美两国存在的文化差

6、异，进而分析了文化差异在商务谈判中的具体体现，提出了进行有效沟通的策略和技巧。关键词：文化差异；中美商务谈判；影响16CONTENTS1.CultureandBusinessNegotiations51.1Culture51.1.1WhatisCulture?51.1.2Thecharacteristicsofculture51.2BusinessNegotiations.61.2.1WhatisBusinessNegotiations?61.2.2GeneralProcessofNegotiat

7、ions62.CoreValuesofChineseCulture72.1HighContext72.2Collectivism73.CoreValuesofUSculture83.1LowContext83.2Individualism84.TheInfluenceofCulturalDifferenceonSino-USNegotiations94.1ThememberofNegotiationTeam94.2FormsofAgreement104.3PaceofNegotiationProc

8、ess125.Howtoreachadesiredagreement?135.1Awarenessofculturaldifference135.2Trytobewellprepared145.3Improvingcommunicationcompetence145.4Bepatient166.Conclusion17Bibliography2016IntroductionIntoday’sworld,duetotheglobalboomofeconomy,internationa