The Cultural conflicts in American and China & Its Influence on Intercultural Business Negotiation 跨文化商业谈判中的中美文化冲突

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1、TheCulturalConflictsinAmericanandChina&ItsinfluenceonInterculturalBusinessNegotiationTheCulturalconflictsinAmericanandChina&ItsInfluenceonInterculturalBusinessNegotiationAbstract:Cultureisadistinguishingfeatureofanation.Usuallywedividecultureintoeasternandwesterncategories.Asther

2、epresentativeofeasternandwesternculture,ChinaandAmericahavealotofincongruitiesintermsofculturalvalueswhichhavedeepinfluencesoninternationalbusinessnegotiation.Thisthesisaimstoanalyzethemainculturaldifferencesofthetargetcountriesusingfourculturaldimensionsonfiveprocessesofcross-cu

3、lturalbusinessnegotiation.AfterageneralviewofthesetheoriesIsuggestsomenegotiatingstrategiesandtacticstosolveSino-USculturalconflictappearingonthenegotiatingtable.摘要：文化是一个民族的基本特征，通常我们把文化分为西方文化和东方文化。作为中西文化的典范—中国和美国在文化价值观上有着千丝万缕的差别，而这种差异又对两国间的国际商务谈判有着深远的影响。本文研究的目的是对这两个国家主要的文化价值观的差异作

4、一个分析，运用四个文化元素对跨文化商务谈判的五个过程进行分析。在对中美两国跨文化谈判的理论分析之后，作者提出相关的建议来合理得解决中美商务谈判的冲突。Keywords:culturaldifferenceconflictbusinessnegotiationcross-cultureSino-America关键字：文化差异冲突商务谈判跨文化中美1Introduction1.1Thecurrentsituationofinternationalbusiness16TheCulturalConflictsinAmericanandChina&Itsinflu

5、enceonInterculturalBusinessNegotiationModerntransportation,telecommunicationsandinternetmaketheworldasmallhighlyinterdependentandinteractionalvillage;globalizationbecomesahottopicintheworldeconomyrealm;themultinationalannexationandglobaleconomicinfiltrationacceleratethedevelopmen

6、tofjointventures,andinternationalcooperationareamongtheirmostprominentmanifestations.Alloftheserequirenegotiatorsdespitetheirgenders,regions,ethicsoragestosittogetheraroundthetableandachievethegoals.Withrespecttonegotiation,cultureplaysacrucialroleinacross-culturalnegotiation,whi

7、chhasasignificantimpactonbehaviorsofthenegotiators.1.2ThestatusofChinaandAmericaininternationalbusinessAmericaisawell-knowngreatpowerininternationalbusiness,whoguidesthemodeoftheworldeconomy.Andhetakesthebiggestquotientofinternationaltrade.Heexperiencesthemostinterculturalbusines

8、snegotiationandhashisnegotiatingstylespr