Abstract: The last century has witnessed the rapid economic development of China and its wide economic cooperation with a lot of countries and regions, among which America is one of its most important trading partners. Thus there must be a dramatic increase of Sino-American business negotiations. However, Chinese negotiators often find themselves in conflict with the American counterparts in the negotiation due to cultural differences, which even brings the negotiation to end in failure. This paper firstly discusses how negotiation is related to culture; then it conducts a detailed analysis of the influences that cultural differences exert on Sino-US negotiations; at last it puts forward some strategies that can be adopted by Chinese negotiators to help ensure their success in the Sino-American negotiations.
Key words: culture, negotiation, difference, strategy
摘要：过去的一个世纪见证了中国经济的飞速发展及其与世界各国、各地区的广泛合作。在这众多的国家和地区中，美国已成为中国最重要的贸易合作伙伴之一，因此中美之间的商务谈判也与日俱增。但在中美商务谈判中，中美谈判人员经常会因为文化价值体系的分歧而产生冲突，进而导致谈判失败。本文首先阐述了文化与谈判的关系，然后具体分析了文化差异给中美商务谈判造成的影响，最后本文为中方谈判人员提出了一些克服文化差异的具体谈判策略，从而能够帮助他们取得谈判的成功。
关键词：文化，谈判，差异，策略
