中文摘要: 随着经济全球化的快速发展，各国之间的贸易往来日益增多。中国作为最大的发展中国家，美国作为世界上最大的经济实体，两国之间的贸易交往越来越重要。合理的商务谈判对两国贸易的成功起到了关键的作用。影响商务谈判的因素有许许多多，但文化差异扮演了重要的角色。因此了解两国之间的文化差异有着一定的必要性。本文研究中美两国之间的文化差异以及文化差异对商务谈判的影响，并提出一些能够促进两国商务谈判顺利进行的建议。

关键词：文化，差异，商务谈判，影响

Abstract: With the rapid development of economic globalization, trade between countries is increasing. China is the biggest developing country, and the United States is the world's largest economy, Trade between the two countries is becoming more and more important. Reasonable business negotiation is the key role to the success of trade between the two countries. There are many factors that influence business negotiation, but cultural differences play an important role. Therefore, it is necessary to understand the cultural differences between the two countries. This thesis studies the cultural differences and the impact of cultural differences on Sino-US business negotiations. Finally, some suggestions are put forward to help smooth business negotiations.

Key words: culture, differences, business negotiations, influence.

CONTENTS

1. Introduction-1

2. Culture and Negotiation Theories-1

2.1 Culture theories-1

2.1.1 The definition of culture.-1

2.1.2 The main theoretical basis-2

2.2 Negotiation theories-2

2.2.1 The definition of negotiation-2

2.2.2 Salacuse’s research-2

3. Main Cultural Differences between China and America-3

3.1 Differences in verbal languages-3

3.2 Differences in ways of thinking-3

3.3 Differences in values-4

3.3.1 Collectivism - Individualism-4

3.3.2 Sense of time-4

4. Impacts of Cultural Differences on Sino-US Business Negotiations-5

4.1 Negotiation objectives-5

4.2 Communication style-6

4.3 The member of negotiation team-7

4.4 Sense of time-7

4.5 Decision-making power-8

5. Strategies for Sino-US Business Negotiations-9

5.1 Consciousness of cultural differences-9

5.2 Respect for cultural differences-10

5.3 Adequate preparation for negotiation-10

6.Conclusion-11

References-12