【正文】 ch means that the two sides are equal, so are the two negotiating sides. They are free and equal and care lees about the formal business etiquette, chinchin, ranks of seats and so on.The American‘s equality view is deep rooted in western civilization. The Greece civilization is the groundwork of western civilization. The development of the ancient Greece mercial economy creates the oldest ancient mercial civilization. With the development of the mercial economy, the interpersonal relationship based on kinship rapidly disaggregates and is replaced by the new type of interest relationship——contract relationship. The establishment of contract relationship means equality between each other, for only set up on the basis of equality, it can performance its function, maintain the normal order of mercial economy, and finally make the mercial economy run with the canon of economics. Meanwhile, with the foundation of the ancient Greece democratic state system, democratic replaces the authority. The change of social origination marks that the social organizational structure takes the equality as its heart instead of its ranks. The American government published the independence declaration in 1776, and thought the freedom, live, and pursuing happiness as three rights .equality has been realized by law. As the equality idea, along with the legal rights guaranteed by law, the American people bee more and more aware of individual value. Thus, in American culture, they put the personal value realization on the foremost position. They worship freedom, quality, and petition. American people will emphasize the importance of individuals in negotiatingIn short, the international business negotiations are subject to many cultural factors, indepth study of crosscultural factors on the importance of international business negotiations. As long as we are able to correctly understand the cultural differences, understanding of different ethnic and cultural backgrounds and fully respect the negotiating partners. Will be able to overe these cultural barriers to bring the negotiations to success.5 ConclusionThere has been much research in the field of negotiation, and there is fortunately now a good deal of information around that can guide us in our quest to bee better negotiators. Most likely, as with many of the other skills mentioned in the paper, we have to learn how to negotiate through trial and error. Most likely, we have developed particular individual styles that we are fortable with. However, research has shown that there are certain ways of negotiating that are simply more productive than others. Most important to us here, perhaps, is the fact that the research on effective versus less effective international negotiation styles seems to support certain aspects of the way some cultures negotiate, while discouraging other aspects.Negotiators as members of society are led easily into attitudes of cultural barrier. The only way to overe that barrier is to create awareness of one’s own cultural system by understanding how other people behave in another system. The negotiator, from his knowledge of his opponent’s culture and his sensitivity to it, can adapt his behavior to the situation and serve the interests of the interaction. The more and better the munication, the greater the amount of information shared or extracted, and the greater the buildup of trust, the more likely is the possibility of creating the satisfaction that negotiators are exchanging at the end of the day. In order to be effective the negotiators operate as detectives searching for clues to the values and interests of their counterparts. They avoid assumptions about partner concerns。 they look for what does matter to the partner rather than what should matter. In short, they must be careful not to allow cultural stereotypes to determine his or her relations with local businesspersons.參考文獻：[1]肖 [J]．商場現代化，2005: 6[2][M]．北京: 中國城市出版社，2003: 5[3]曹菱主編. 商務英語談判[G]，外語教學與研究出版社，2004 [4][G]，中國商務出版社，2005 [5]邱革加,楊國俊主編. 雙贏現代商務英語談判[M]，中國國際廣播出版社，2006