Abstract This thesis focuses on the research on the thinking behavior, values, ethics, legal system and other aspects of the Chinese and American businessmen, thus analyzing the impact of cultural differences in Sino-US business negotiation and the negotiating style of the two countries. The two different cultures of the Chinese and the American have great influence on the business negotiations. If it is not handled properly, miscommunication and misunderstanding will continue  to  arise. Therefore, a correct understanding of China and the United States cultural differences and their impact on the business negotiations is important for the success of the negotiations. This thesis also points out some reasonable proposals to achieve a win –win business negotiation for both countries.69649

Keywords:business negotiation; cultural differences; Sino-US negotiation； influences

摘要 本文通过对中美商人的思维方式、行为表现、价值观念、伦理与法制观 念等方面的研究，着重分析了中美文化差异以及文化差异对商务谈判的影响。 中美两种不同的文化对商务谈判的影响是重大的，如若不能妥善处理将会导 致商务谈判中的沟通障碍和误解。因此正确认识中美文化差异及其对商务谈 判的影响是谈判能否成功的重要条件。本文还对实现谈判双赢提出了合理建 议。

毕业论文关键词：商务谈判；文化差异；中美谈判；影响

Contents

1. Introduction 1

2. Literature Review 2

3. Main Cultural Differences between China and America 4

1. Collectivism and inpidualism 4

2. Independence and teamwork 4

3. Different table manners 4

4. Different concepts of friendship 5

4. Case Study 6

4.1 A case of a negotiation 6

4.2 Analysis 8

5. Strategies for Successful Negotiations 9

5.1 Full preparation before negotiation 9

5.2 Respecting for each culture 9

5.3 Full communication 10

5.4 Learning in practice 10

6. Conclusion 11

Works Cited 13

1. Introduction

The United States is the largest economic entity today and one of China's major trading partners. After China's accession to the WTO, an increasing number of Chinese enterprises take advantages of the economic tide to participate in the globalization of international economic activities, especially in American  market. With the Sino-US trade exchanges become more and more frequent, the business negotiations between the Sino-US become more and more important.This growing surge in business dealings has brought a broader market and higher profits for two sides, while it has brought great challenges----Communication between China and the US is not only reflected in the language of communication, but also reflected in two distinct geographical and cultural background. So the problem of how to make the business negotiation between two sides more efficient and successful is put  forward by many scholars.文献综述