文化差异对中美商务谈判的影响

The Impact of Cultural Factors in Sino-U.S. Business Negotiations

随着中美两国间经贸飞速发展,双方商务谈判越来越频繁。由于两国文化差异对商务谈判的各个方面都有直接的影响,了解这种差异就尤有必要。中美双方在商务谈判中必须增强文化差异的敏感性,学会与不同谈判背景的谈判对手打交道, 了解在语言沟通、价值观和谈判风格上的差异, 制定出合适的谈判策略,为双方达成“双赢”协议打下基础。

With the development of trade with the United States, it is imperative that managers, both present and future, be sensitive to cultural factors on Sino-U.S. business negotiation. The paper presents cultural differences between the two countries from three facets: 1.language and communication 2. values 3. negotiating style and emphasizes the importance of taking cultural sensitivities into consideration during business negotiation.