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1、聊城大学硕士学位论文AbstractToday,theworldisexperiencingafastdevelopmentintheeraofeconomicglobalization.Businesscontactsamongnationsarebecomingincreasinglyclose,whichhasdoubtlesslyproducedmoreopportunitiesforbusinessactivities.Economicinterdependenceismuchproductivetothecooperationbetweencompani
2、es.Successfulbusinesswillcertainlybeofbenefittothedevelopmentofthecompaniesandenterprises.Andthesuccessfulbusiness,toagreatextent,dependsonthemutuallybeneficialagreement.Toreachanagreement,twopartiesmustholdnegotiations,averyfrequentandimportantactivityinthecommercialarea,whichwecanund
3、erstandasaprocesswherenegotiatorsoftwoormorepartiesdiscusscommonandconflictingbusinessinterestssoastoreachamutuallybeneficialagreement.Chinahasgotanimpressiveeconomicstatusintheworld.MoreandmorecountriesandregionscometoChinatoseekforcooperationopportunities.Inthissituation,economiccoop
4、erationbetweenChinaandtheUnitedStatesgainsrapidgrowthandtheeconomicrelationshipbecomescloser.TheeconomicandtradeconnectionsmaketheSino-U.S.businessnegotiationincreasedramatically.Cultureforgespeople‟svaluesandreligiousbeliefsthatinfluencetheirthoughtsandbehaviors.ChinaandtheUnitedState
5、shavehugeculturaldifferencesthatmakenegotiatorsofthesetwocountriesthinkandbehavedifferently.Sotheywillusedifferentnegotiatingstylesandstrategiesduringthenegotiationprocess,thusconflictsandmisunderstandingsbecomeinevitable.Therefore,toachieveasuccessfulbusinessnegotiation,negotiatorssho
6、uldunderstandnotonlytheculturaldifferencesoftheotherparty,butalsohowthenegotiationisinfluencedbytheseculturaldifferences.Onlyindoingso,cannegotiatorspredicttheprocessandadjuststrategiesaccordinglysoastoreachasatisfactoryagreement.Therefore,theresearchonhowcultureinfluencesnegotiationis
7、intheneedofsocialdevelopment,andisofpracticalsignificance.Thisthesisisdividedintosixchapters.Chapteroneistheintroductionaboutthepurposeandsignificance,themethodologyandstructureofthethesis.Chaptertwoisliteraturereview,whichdefinescultureandbusinessnegotiation,introducesthecharacteris
