Abstract With the improvement of Sino-US trade relation, business contacts between China and the United States have become more frequently。 Therefore, the function of cultural differences cannot be ignored in this process。 This thesis is based on the studies of business negotiation skills。 It analyzes cultural differences embodied in Sino-US business negotiation with the purpose of improving business negotiation efficiency between the two parties。 This paper begins with the definition of business negotiation, analyzes cultural factors that influence Sino-US business negotiation from three perspectives of the negotiating styles, etiquette and taboos of Chinese and American negotiators。 And then it explores strategies should be taken to improve the efficiency of Sino-US business negotiation and how to deal with deadlock in the negotiation。 Appropriately deal with cultural differences in Sino-US business negotiation can bring a win-win result。 76738

Keywords: culture difference; Sino-US business; negotiation strategies   

摘要随着中美贸易关系的改善，两国之间的商务交流变得更加频繁，因而文化差异在这一过程中所起的作用不容忽视。本文以商务谈判技巧研究的理论为基础，分析中美两国在商务谈判中体现出的文化差异，旨在提高中美两国商务谈判效率。本文从商务谈判的定义入手，分析影响中美商务谈判的文化因素，从中美谈判者的谈判风格，礼仪和禁忌三个方面分析，继而探讨提高中美商务谈判效率应遵循的策略以及如何应对商务谈判中的僵局。在中美商务谈判中恰当地处理文化差异可以带来双赢的结果。

毕业论文关键词：文化差异；中美商务；谈判策略 

Contents

1。 Introduction 1

2。 Literature Review 1

2。1 The definition of business negotiation 2

2。2 Characteristics of business negotiation 2

2。3 Overview of Sino-US cultural differences 3

3。 The Influence of Cultural Differences on Sino-US Business Negotiation 5

3。1 Cultural differences influence Sino-US business negotiation in different ways 5

3。2 Negotiating style, etiquette and taboo of American businessmen 6

3。3 Negotiating style, etiquette and taboo of Chinese businessmen 7

3。4 Risks of business negotiation result from cultural differences 8

4。 Strategies to Sino-US Business Negotiation 9

4。1 Language skills 10

4。2 Nonverbal communication skills 11

4。3 How to deal with negotiation deadlock 13

5。 Conclusion 14

Works Cited 16

1。 Introduction 

With the development of economic globalization and frequent business contacts, cultural differences have become increasingly important in business negotiation。 Once ignored cultural differences may increase misunderstandings between the negotiating parties, and can even break the negotiation。 At present, China has become the largest trading partner of the United States along with a large number of disputes arising in Sino-US business negotiation。 Therefore, in the process of Sino-US business negotiation, it is essential to learn each other’s culture and explore proper strategies to sidestep cultural clash。

For Sino-US business negotiation, culture difference is a very significant and complicated variable。 Just as a former American representative from a corporation said“Our Chinese partners show a different culture value with us at the negotiating table。 Compared with us, they have a totally different view on the contract or the agreement, the knowledge, software and standard of partner choosing。 Therefore, negotiation between us often caught in a predicament。”(Brett 1)