中美价值观差异对商务谈判的影响及文化策略

The Influences of Different Values in Sino-US Business Negotiations and the Cross-cultural Strategy

中美商务谈判是一种跨文化谈判,是一种不同思维、不同文化、不同行为方式、进而是一种不同生活方式和沟通方式的商业谈判行为。笔者通过对比中美价值观的不同,来分析这些不同对商务谈判可能造成的影响,并从跨文化角度提出克服这些负面影响的应对策略以提高谈判效率、巩固谈判成果。

Sino-US business negotiation belongs to cross-cultural negotiations. It is a kind of negotiating behavior involving dif- ferent ways of thinking, different cultures, different actions, and even a different way of life and communication. By comparing the different values of China and the United States, this paper is focused on analyzing the impacts that these differences may engender on Sino-Us business negotiations. Meanwhile, some coping strategies, from a cross-cultural perspective, are proposed to dispose of these negative influences so as to improve the efficiency of negotiations and consolidate the outcome of the negotiations. The purpose of this paper is to attract people to pay attention to the impact of values in business negotiations.