【正文】 Some Chinese entrepreneurs who have potential ability are also trying to enter the international market. The economic relations between China and the United States are being closer than before, thus, China has bee one of America’s largest trading partners. As the economic and cultural exchanges between the two countries are getting more frequent than before, so the business negotiations between the two countries are increasing.2. The Impact of Cultural Differences on . Business Negotiation　　The Chinese culture is the typical collectivism culture. The Chinese culture’s collective orientation and the Confucian theory have the inalienable relation. The Confucian thoughts take “benevolence” and “ceremony” as the center. “Benevolence” refers to the will of the people. It is the core of the Confucianism. Its aim is about how to deal with interpersonal relationships, so as to achieve harmony. A person must bring himself into collectiveness to achieve “benevolence”. “Ceremony” is the ruler of the behavior, is the criterion of people’s social ’s seeing and hearing, words and deeds shall be in conformity with etiquette in order to make the society harmony. Influenced by the collective orientation culture, the Chinese people cooperate mutually and depend on one another. So “relation” is of importance in their view. People depend on “relation” when dealing with almost everything. 　　The United States belongs to the typical individualism culture. The individualism is the core of American culture. The United States’ individualism has close relationship with its faith. What the western Christianity emphasizes is the individual, so the Christian claim to sacrifice for the individual. In the doxy of the Christianity, everyone faces to the God individually and directly. The persistent pursuit of the individual soul and the struggle for new life is the core of Christianity’s doxy. In the United States, the individualism began to lie embedded in people’s mind after the European immigrants set foot on the continent of North America. Protestantism is the historical root of the individualism. After that, the American Revolution, the Westward Movement, the Industrial Revolution and many movements of migration strengthened this tradition of individualism. It can be said that the individualism is embodied in all aspects of American life. It is embodied in both the American history and the contemporary society of the United States. Verbal and nonverbal differences in . business negotiations Verbal differences　　The language of one nation has a close connection with the nation’s culture. In crosscultural munication, the languages for negotiating are restricted by the differences of different cultures. The United States is a typical lowcontext language country. In this culture, the majority of information is transmitted by clear and specific language. The . negotiators prefer to use clear, frank and direct ways to municate。本文通過研究文化差異對中美國際商務談判的影響，對中美談判者提出了利于和諧交際的意見和策略，從而使兩國的商務談判能夠順利進行。由于文化的差異而引起的誤會可能會直接影響商務交往的實際效果，因此了解各國間的文化背景在商務談判中是非常重要的。教研) [M ] (3): 17. 2007[4] 劉白玉 [M ] (9):103104. 2005 [5][M ] (4):203. 2008.[6] [M ] (9):153154.[7] . Journal of Yunnan Finance amp。 關(guān)鍵詞：文化差異；商務談判；影響；策略AbstractBusiness negotiation under different cultural conditions is crosscultural negotiations. Crossculture munication is on the basis of culture. With the remarkable growth of indicators of global integration and frequent business contacts, the unnecessary misunderstandings which are caused by cultural differences may affect the result of the business negotiations. So it’s very important for people to know the different cultures in different countries in the international business negotiations. In recent years, the trade between China and United States has developed very fast, so the negotiations between them bee more frequent than before. However, the huge cultural differences between the two countries may cause cultural conflicts and unnecessary misunderstandings. So it is imperative that negotiators should learn the cultural differences in . business negotiation. The thesis presents cultural differences between the two countries from verbal and nonverbal actions, values, customs and negotiation styles. It’s essential for the negotiators to take cultural sensitivities into consideration during business negotiation in order to make preparations for ing to an agreement. This thesis researches the impacts of cultural differences on . business negotiation and puts forward some suggestions in negotiation process in order to make the negotiation smoothly. Key words: cultural difference。目前，中國和美國之間的經(jīng)濟往來日趨頻繁，因此兩國之間的商務談判也逐漸增多。 中美商務談判中的談判方式 結(jié)論二、內(nèi)容摘要不同文化條件下的 商務文化活動就是跨文化商務談判。文化是跨文化交際的基礎。然而，由于中美兩國之間存在著巨大的文化差異，中美兩國談判者之間很可能會在談判中出現(xiàn)文化沖突以及不必要的誤解，因此兩國談判者了解中美文化的差異是非常必要的。 business negotiation。 Economics University [J] (6):116118 2006[8] [M] 沈陽:遼寧教育出版社. 2001.[9] 楊曉慧, .[10]對外開放三十年:中國與美大地區(qū)經(jīng)貿(mào)關(guān)系穩(wěn)步發(fā)展. /roll/ 20081221/The Impact of Cultural Differences on SinoUS Business Negotiations00000中文摘要：　　不同文化條件下的 商務文化活動就是跨文化商務談判。目前，中國和美國之間的經(jīng)濟往來日趨頻繁，因此兩國之間的商務談判也逐漸增多。關(guān)鍵詞：文化差異；商務談判；影響；策略Abstract： Business negotiation under different cultural conditions is crosscultural negotiations. Crossculture munication is on the basis of culture. With the remarkable growth of indicators of global integration and frequent business contacts, the unnecessary misunderstandings which are caused by cultural differences may affect the result of the business negotiations. So it’s very important for people to know the different cultures in different countries in the international business negotiations. In recent years, the trade between China and United States has developed very fast, so the negotiations between them bee more frequent than before. However, the huge cultural differences between the two countries may cause cultural confl