Abstract：As Chinese economy shines on the stage, especially after entering the WTO, many of China import and export international business companies face more and more business negotiations. During a negotiation, both sides hope to obtain the maximum benefit, with minimum conflict and interest. Therefore, in order to effect the negotiation effectively and gain the win-win situation for both parties, we must have a thorough understanding of different cultures. Through analyzing the differences in cross-culture modes of thinking, we can distinguish the negotiation styles and skills of different cultures. By elaborating the importance of modes of thinking on the cross-cultural negotiation and analyzing the different modes of thinking between China and the West and their causes, this thesis tries to put forward some countermeasures to improve the efficiency in cross-cultural business negotiation, such as full preparation for the negotiation, cultivation of cross-cultural awareness and so on.
Key words: cross-cultural business negotiation; modes of thinking; strategies
中文摘要：随着中国的经济在世界大舞台上越来越活跃，尤其是在中国加入世贸组织之后，许多中国进出口国际企业面临了越来越多的商务谈判了。在谈判的过程中，双方都希望以最少的冲突和成本，获得最大的利益。因此，为了使谈判更有效地进行并让双方都达到了双赢的局面。我们必须对不同的文化有一个全面的了解，分析在商务谈判中跨文化思维方式的差异，区别各种文化的谈判方式和技巧。本文通过阐释思维方式对跨文化商务谈判的重要性，分析中西各种思维方式的差异及其产生的原因，提出相应的对策来提高跨文化对谈判的充分准备，培养跨文化的意识等。
关键词：跨文化商务谈判；思维方式；策略
