【正文】 從事商務(wù)談判的中國(guó)談判者提供了一些建議。為此，文章第二部分論述了文化的重要因素，這包括文化的概念和特征，文化取向和其深層結(jié)構(gòu)以及文化對(duì)商務(wù)談判的影響。本文從跨文化的角度來(lái)探討兩種談判風(fēng)格差異背后的文化因素。事實(shí)上，文化差異越大，交流的障礙也就越大，也就越可能影響談判的效果。With the emergence of a global economy and China’s WTO entry, China has witnessed a sharp increase in foreign investment and numerous Chinabased firms into the international market. So far as Chinese businesspersons are concerned, at no time in history has there been so great a need for international negotiating skills. Nevertheless, what makes one a good negotiator in one culture may not work well in another, because negotiation rules and practices vary notably across cultures. The greater the cultural differences, the larger barriers to munication, and the more likely distortion of the negotiation. To negotiate successfully, cultural differences between the parties concerned must be identified and bridged.The thesis is a parative study of the different types of SinoAmerican business negotiating styles. There are many factors contributing to a certain type of negotiating style, but cultural system may be one of the most important. Efforts in the thesis are devoted to exploring the underlying cultural factors behind the distinctions of these negotiating styles. The objective is to improve the knowledge and understanding of negotiationrelated cultural differences and furnish some remendations for Chinese negotiators involved in SinoAmerican business negotiations.The thesis consists of four parts.With a view to better understanding international business negotiation, Chapter one briefs the fundamental knowledge of negotiations, including its definition, its basic elements and the crosscultural negotiation process. To navigate through the minefield of SinoAmerican business negotiations requires a full apprehension of culture and its relevant factors. In Chapter two, therefore, the major elements of culture, including its concept, its characteristics, cultural orientations and its deep structure are first dealt with, and then the impact of culture on business negotiations. The great diversity of culture makes it difficult for negotiators to fully understand the culture differences between China and America and then an approach that helps Chinese negotiators overe the differences in making their deal is proposed to identify the specific ways in which cultural traits affect the negotiating process. Eight factors that affect negotiating styles, accordingly, are provided in Chapter Three and then by using these factors as parameters a parative study between Chinese negotiating style and American negotiating style is made. Moreover, the underlying cultural influence is investigated.The last Chapter points out the potential problems in crosscultural business negotiations and then provides Chinese negotiators with some remendations for their entering the business negotiations.ContentsSinoAmerican Business Negotiations: A Crosscultural PerspectiveAbstract在這樣的歷史條件下，中國(guó)商人對(duì)國(guó)際談判技能的渴求也空前強(qiáng)烈，然而，由于談判規(guī)則和慣例在文化間存在著較大差異，在一種文化中駕輕就熟的談判者在另一種文化中可能就無(wú)大的建樹(shù)。一種談判風(fēng)格的形成可能源于多種因素，毫無(wú)疑問(wèn)，文化是其中最重要的一個(gè)方面。要順利跨越中美商務(wù)談判中可能出現(xiàn)的“雷區(qū)”，就需要對(duì)文化及其相關(guān)因素有一個(gè)全面的了解。同時(shí)也對(duì)影響這些因素的深層文化背景進(jìn)行了探討。My heartfelt gratitude goes first to my supervisor, Professor Xie Wenyi, for his unceasing encouragement and expert advice through every phase of the thesis. Without his patient and invaluable suggestions and help, I could never have finished this thesis.I also feel indebted to my friends, Yan Zhaohui, Zhao Baohe, Gou Yajun, Fengli, Hu Wenhui and Ding Dagang, who provided me with a lot of valuable materials and advice. In addition, I would like to show my deep gratitude for my teachers in our school, whose excellent scholarship has made my three years of study at SIFT an unforgettable period in my life.Finally, I wish to thank my parents for the love they have given to me all these years.At the beginning of the twentyfirst century, the vision of a global village is no longer considered an abstract idea but a virtual certainty. Technological advances in munication, travel, and transportation have made business increasingly global. This trend is expected to continue in the foreseeable future. As international business relations grow, so does the frequency of business negotiations among people from different countries and cultures. International trade has multiplied twentyfold over the last twenty years。 InterestsInterests are defined as the goal each party desires to achieve. It is the motivation that pushes the parties to enter into a negotiation. No party will enter a negotiation without certain interests. Interests are often classified as mon, conflicting or plementary. Common interests serve as the impetus for the parties to sit before the negotiating table. A successful transaction is beneficial to both sides. At the same time, their interests may conflict since profit to one can be cost to the other. The parties have plementary interests in cases of many joint ventures: one party is in need of investment or advanced technology and the other wants to enter a particular market and expects to do business with it and possibly the surrounding markets. Common and plementary interests have positive effects on the negotiation process whereas conflicting interests affect the process negatively. When conflicting interests dominate a negotiation, an agreement bees unlikely。 StrategyStrategy refers to a plete plan regarding problems, the solution available and preferred choices, relative to the other party’s choices and preferences. In negotiation, parties try to build up their parative advantages. They pare the alternatives available, make a checklist and assign arguments for and against these alternatives. Therefore, strategy is both intention and choice. Intention is a matter of will behind objective setting. Choice is the solution of the most effective path to achieve these objectives. In brief, parties apply strategies in negotiation in order to achieve their own goa