Abstract: The thesis analyzes those differences between Chinese and American culture, and forces on introducing the impacts which result from such cultural differences. Efforts in the thesis are devoted to exploring the underlying cultural factors behind the distinctions of these negotiating styles. A good knowledge of these differences in the two cultures may help negotiators better understand and interpret their counterpart's negotiating behavior and find ways to settle the disputes created by these differences. The thesis consists of five aspects. The first aspect is an introduction of the whole passage. The second part devotes to understand the cultural differences in Sino-U.S. business negotiation. And these differences include communication, protocol, time perception and emotionalism. The third part is the most important part which expatiate the impact of culture on business negotiations.The fourth part is to provide some recommendations for negotiators. The last part is a conclusion.
Key Words: Sino-US negotiation; culture difference; impact; recommendation
摘要：本文分析了中美两国文化的不同，并重点介绍了这种差异对谈判造成的影响。本文目的是为让中美谈判者更好地了解关于谈判中的文化差异的相关知识，以及给中美谈判者的一些建议。了解和熟悉双方的文化差异，能很好地帮助谈判双方解读对方的行为，以及消除由于这些文化差异所产生的误解。本文一共有五节。第一节是对全文的一个总体的介绍。第二节系统讨论了中美商务谈判中的文化差异，包括两国谈判目标，交流方式，礼仪习俗，时间观念和情感观念方面的一些差异。第三节是本文的主体部分，具体阐述了文化差异对商务谈判带来的影响。第四节是给谈判双方的一些建议。第五节是总结。
关键词：文化差异；商务谈判；影响；对策
