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1、外文摘要Thultaliffrecesinusinss gotiaton beten ha and Americabract： Many dfrences exis in he intercultrl notiatins. Cultur ad vale iegce l laso misudertanng, vn cflic i busins egotion. ot is vr impantto udersd other parties cultres, and dapt tmselves o thatTus, negtatio cn ore effeciv Te negotiaion bewe
2、n in nd meriais hoena a odel n ti aicle. Ase bigesteelopng countryan bist delopedcuntr, tere re hu diffrencesbeteen them. Thi rtile pa teto on analyig culura ifferenes n te o cntries usies negoiation, and instcts usto know， to nderstand,and to resect ters dferences Only hn egotiatos ave a goo nowge
3、oft,can negotiatio processes smoohy ad coetoasatisoryedods： cura dieece; usies negoatio中文摘要中美商务谈判中的文化因素摘 要：受不同文化的影响,商务谈判风格差异很大,不同的文化价值体系加深了双方在谈判过程中的分歧,甚至引起冲突，因此，在国际商务谈判中，懂得和正确处理文化差异,对于提高谈判效率是十分重要的。本文选用中国和美国之间的商务谈判为研究模型。作为最大的发展中国家和最大的发达国家,中美两国之间存在着较大的文化差异，甚至文化冲突。本文分析了影响两国商务谈判的文化差异因素,提出了如何正确处理在谈判过程中的文
4、化差异。只有正确认识这些问题，谈判才能顺利进行，达到理想效果。关键词:文化差异；商务谈判Contnts Introducion12 Negtiato ad Ctu13 Cultural Difrencesinsines Ngotiation.13.1 Greetin behair.13.2 Ngoiaton Techques.3. Groupand ndvdual Behavor23 Stats23.5TimeConcept.23.6 Ehcand aw.24 eon Reul i Cultrl ifferencs.24.1 Culra Bakgound242 Diffnt Values.34
5、.3ationals.35 nclui.3Rferces1 IntroctioWith th raid deopment ofeoiclbalizaton,internional usnssbemesicreaingly inrcultura.A nternatinl usinselatins grow,so does the rquenco bunss eotiation amongpeoplerom difent cutries ndclture. And tha canreateconsdeabhallges for buiness reprsenatives ufailarith th
6、elrs of diferet roups Ngota can sl beak down bcausof a lck of ndendigo othrsultuithe ngotiaon rorss Threfore,othe sccessfu netitrs，usines sons souldhave gokowldge ofther oppnent clur an ea thono and respetothes ltuesChina i bggest developng cuntr wih aong isoryandcomplicatd cultral system, seis terp
7、resnatieof easern culture. While, Amc s t btelped conr. As a devledcapiaist， h is the ernttiveof westn ctues. ue iffreces xis eween Chinan Amria. It is mporant toundesan th culturldffernce anto modiy he negotiatin tatics aoringly.2 egiatio nd ultureWhat isnegotitin all aot?Negotatin is thehe o y trs
8、ction and， fo the st prt, it omes don to theiteractionbeeen two ides with common ood(profts） butdivegenmethods.（Xi Xiaoyn: 20, 2) Themthdsmut b negtiaedo the satifacion of bo partis. Mos of s dend t hnk of ngtiatinrms of win/se snriosThe ssencofnegiationis that i notaboutwnnin or lsin. It is out str
9、iking eal whi isifatory o bsies.Cure i uiquitous, mltdmensioal, omplex, nal-pervasive Manyefntis av een sggeste for ultur. Btes and Plogpopose adescritive definitnhih schlars curenty agee: ctre s a syemofsharedbeliefs,vlues， cuo, havors,and aifcts that te membes of soity eto coe t ther wod and witho
10、n anoher, andthat aretrnsmittd m gnrti to geneaio throg learin.(LryA.Sova,RichadE. Pore and Lisa A. Sefani： 2007， 3)3ultral iferences in buis egotation1Greeting bhaviorOnc meetig ha en arraged, t s imporanthat thegeeng proocol oftehost cutebeobsere mericans tend toe formal and friendy.Bth an nd wome
11、n shakhads on meetingand leavin.A smal kso the ek o ahg isppropriate btweenwmen or btwn man d women wh have knwn eacotherfo a lotme First nams eeraly are used wi the excepi f enir eron ormalsittions. Bsinescads are excangedin busness setting bt nt in ocisettings. China ofers a contrasin example. Here, esterrs nmalleive a brif hansae nmeting, utre commo for of grtng isanod or bow rom thehuers. Cnese geetingsare formal nused itle and s naes.rtnes eused ly mong close friendsAgain，usis crs are tranla
