中美文化差异对商务谈判的影响及对策摘要跨文化商务谈判就是跨文化商务沟通，它是两个或两个以上不同文化背景的谈判方进行交流和沟通的过程，在谈判过程中双方为了达到意见统一而进行协调、沟通。因此，为了在中美跨文化商务谈判中占据主动地位，取得成功，就必须了解中美两国之间的文化差异，从而减少或者避免在跨文化商务谈判过程中出现误解和摩擦，避免跨文化商务谈判的失败。关键词:中美文化差异；跨文化商务谈判；应对策略Contents1.Introduction...........................................................................................................................11.1ResearchBackground.....................................................................................................11.2NecessityofThisThesis.................................................................................................21.3StructureoftheThesis....................................................................................................32.Overviewofculturaldifferencesininternationalnegotiations.........................................42.1Theconceptofculturaldifferences.................................................................................42.2Characteristicsofculturaldifferences.............................................................................43.Theimpactofculturaldifferencesonbusinessnegotiations.............................................93.1Theimpactofdifferencesinthinkingstylesonnegotiators...........................................93.2Theimpactofculturaldifferencesonthepurpose,methodsandoutcomesofinternationalbusinessnegotiations............................................................................................113.3Formsofceremonialdifferencesaffectingbusinessactivities............................................124.Thecountermeasuresagainsttheimpactofculturaldifferencesoninternationalbusinessnegotiations...............................................................................................................144.1Changingthewayofthinking.......................................................................................144.2Establishingcross-culturalnegotiationawareness........................................................154.3Familiarwithbusinessnegotiationetiquette.................................................................165.Conclusions..........................................................................................................................19Reference..................................................................................................................................201.Introduction1.1ResearchBackgroundWiththeaccelerationofglobalizationandChina'saccessiontotheWTO,internationaltradeandforeignexchangesbetweenChinaandothercountrieshavebecomeincreasinglyfrequent,aswellasdiplomaticexchangesandbusinessnegotiations,whicharemainlyembodiedinthepolitical,economicandsocialexchangesofthecountry.Cross-culturalbusinessnegotiationsplayanincreasinglyimportantrole.Cross-culturalbusinessnegotiationreferstotheprocessofcommunicationbetweentwoormorenegotiatorswithdifferentculturalbackgrounds.Intheprocessofnegotiation,thetwosidescoordinateandcommunicateinordertoachieveconsensus.Therearemanyfactorsaffectingcross-culturalbusinessnegotiation,includingnationalculturalcharacteristics,thehabitualthinkingpatternsofeachcountry,thewayofcommunicationbetweenpe...
