Abstract:China's trade surplus surged to a record 262.2 billion U.S. dollars in 2007. The figure represented a 47.7 percent growth over a year earlier. The United States remained China's second largest trading partner with the bilateral trade volume standing at 302.08 billion U.S. dollars last year while the European Union was the largest.(BBC 2008) The author attempts to seek for strategies of Sino-US commercial negotiations in terms of citing and analyzing three cultural differences, that is, the origins to different ways of thinking; language aspects; different attitudes towards relationship as well as four aspects of negotiation process: small talk, communication style ,ways of negotiation and reach the agreement. The style and the way of negotiations are determined by the cultural differences between the two countries. On analysis of the Sino-US negotiations in the decision-making process as well as that of cultural differences between the different styles of negotiations, understanding and showing tolerance to cultural diversity contribute to get the right alternative to cross-cultural negotiating strategies, that is, play an important role in the international commercial negotiations.
Key words: Sino-US commercial negotiations; negotiating style; cultural differences; strategy
中文摘要:中美两国的文化差异决定了各自的谈判风格和谈判方式。本文作者尝试从文化根源入手，分析谈判过程中，中美双方由于文化差异所产生的分歧，以及解决分歧的方法。这里，本文首先从整体上关注了文化对谈判的影响，然后从中美的思想根源，语言思维和对关系的态度三个方面比较出双方的文化特点，再从谈判风格和方式中分析得出中美谈判中的跨文化问题解决方案。分析中美谈判决策过程中的文化差异以及谈判风格的不同，尤其是了解、宽容多元文化,掌握跨文化谈判的对策,对提高国际商务谈判的成功有一定的帮助。
关键词：中美商务谈判；谈判风格；文化差异；策略
