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1、文化差異對(duì)中美商務(wù)談判的影響TheInfluenceofCulturalDifferencesonSino-USBusinessNegotiationsAbstract:AfterenteringintotheWorldTradeOrganization,Chinahasestablishedmanyeconomicrelationswithothernations,meanwhile,businesscontactsamongnationsgetincreasinglyclose,whichhasbroughtmoreandmoreopportunitiestod
2、obusiness.US,serveasthebiggesteconomiccountry,isourmaintradepartner.However,thehugeculturaldifferencesbetweenthetwocountriesmaygiverisetopotentialculturalconflictsandunnecessarymisunderstandings.Thus,inordertonegotiateeffectively,negotiatorsshouldhaveagoodunderstandingofcultureandcultu
3、raldifferences.Moreimportantly,theyshouldknowhownegotiationisaffectedbyculture.Indoingso,negotiatorscanpredicttheprocessandadjuststrategiesinordertoreachasatisfactoryagreement.Thethesispresentsanin-depthanalysisoftheculturaldifferenceintheprocessofbusinessnegotiation.Itthenputforwardso
4、metentativesuggestionsandstrategiesforsuccessfulnegotiations.KeyWords:culturaldifferences;Sino-USbusinessnegotiations;influence文化差異對(duì)中美商務(wù)談判的影響摘要：中國(guó)加入世界貿(mào)易組織以后，與世界的融合越來(lái)越密切，對(duì)外貿(mào)易往來(lái)也與日俱增.美國(guó),作為世界上最大的經(jīng)濟(jì)實(shí)體,是我國(guó)最大的貿(mào)易伙伴。兩國(guó)之間經(jīng)濟(jì)與文化往來(lái)的日趨頻繁使兩國(guó)之間的商務(wù)談判也隨著增多。然而，由于中美兩國(guó)存在著巨大的文化差異，因而兩國(guó)的談判者之間很可能出現(xiàn)文化沖突，甚至是不必要
5、的誤解。因此，要想取得有效的談判，談判者不僅要了解對(duì)方的文化及與己的文化差異，更重要的是應(yīng)該了解文化因素如何影響談判。這樣，有助于談判者預(yù)見(jiàn)談判的進(jìn)程，及時(shí)調(diào)整談判策略，最終達(dá)成圓滿的協(xié)議。本文通過(guò)研究中美兩國(guó)存在的文化差異，進(jìn)而分析了文化差異在商務(wù)談判中的具體體現(xiàn)，提出了進(jìn)行有效溝通的策略和技巧。關(guān)鍵詞：文化差異；中美商務(wù)談判；影響16CONTENTS1.CultureandBusinessNegotiations51.1Culture51.1.1WhatisCulture?51.1.2Thecharacteristicsofculture51.2Business
6、Negotiations.61.2.1WhatisBusinessNegotiations?61.2.2GeneralProcessofNegotiations62.CoreValuesofChineseCulture72.1HighContext72.2Collectivism73.CoreValuesofUSculture83.1LowContext83.2Individualism84.TheInfluenceofCulturalDifferenceonSino-USNegotiations94.1ThememberofNegotiationTeam94.2F
7、ormsofAgreement104.3PaceofNegotiationProcess125.Howtoreachadesiredagreement?135.1Awarenessofculturaldifference135.2Trytobewellprepared145.3Improvingcommunicationcompetence145.4Bepatient166.Conclusion17Bibliography2016IntroductionIntoday’sworld,duetotheglobalboomofeconomy,internationa
