国际商务谈判结课作业中美文化差异对商务谈判的影响摘 要在不同文化条件下所进行的商务谈判就是跨文化商务谈判。在世界经济日趋全球一体化的今天，随着国际间商务交往活动的日益频繁和密切，各国间的文化差异显得尤为重要，稍不注意就会引起不必要的误会，甚至可能直接影响商务交往的实际效果。正因如此，了解各国的不同文化背景在国际商务谈判中是非常重要的。随着中美两国间的经济的飞速发展，双方之间的商务谈判也越来越频繁，由此，两国谈判者对中美文化差异的了解显得十分必要。中美双方在商务谈判中必须增强对文化差异的敏感性，了解两国在价值观和谈判风格上的差异性，制定出合适的谈判策略。本文通过研究中国与美国之间的文化差异及其对商务谈判的影响，探讨如何正确处理在谈判过程中出现的中美文化差异问题，使中美贸易谈判能顺利进行。关键词：中美 文化差异 商务谈判 影响Abstract: In different culture conditions of business negotiation is cross-culture business negotiation. The world economy is becoming more global integration today, and the cultural differences between countries appears especially important, as international business communication activities are becoming more frequently and close, it would cause unnecessary misunderstandings, and may even directly affect the actual effect of business contacts if you are not careful enough. Because of this, knowing of the different cultural background is very important in all countries international business negotiations. With the rapid development of economy, the business negotiations between China and the US are becoming more and more frequently, thus, it is very necessary for the negotiators to know the cultural differences between these two countries. Both sides in business negotiations must enhance the sensitivity to the cultural differences, and knowing of the differences between these two countries in the values and the negotiations of the style, so as to make out proper negotiation strategy. This article, through studies on the cultural differences between China and the US and the affect to the negotiations in business, discusses how to correctly handle the negotiations that appeared in the process of the cultural differences, so as to make the trade negotiations carried out smoothly. Key Words: China and the US；Cultural differences ；Business negotiations；Effect摘 要 .2关键词： .2第一章 文化差异的概述 .51.1、对文化及文化差异的理解 .51.2、文化差异对商务谈判的重要性 .5第二章 中美之间文化差异的表现形式 .62.1、价值观的差异 .62.2、 “面子观”的差异 .62.3、礼仪观的差异 .72.4、思维方式的差异 .72.5、个性的差异 .7第三章 文化差异对商务谈判的影响 .83.1、法律纠纷 .83.2、谈判过程中的冲突 .83.3、沟通障碍 .83.4、作决定方式的不同 .8第四章 中美文化差异对其商务谈判风格的影响 .94.1 思维方式对谈判策略的影响 .94.1.1 中国人的思维方式与其谈判策略 .94.1.2 美国人的思维方式与其谈判策略 .94.1.3 中美谈判策略的差异 .104.2 权力差距文化对谈判决策的影响 .104.2.1 权力差距文化与中国的谈判决策 .104.2.2 权利差距文化与美国的谈判决策 .114.2.3 中美谈判决策的差异 .114.3 价值观念对谈判目标的影响 .114.3.1 中国人的价值观念与其谈判目标 .