【正文】 cultural studies can also occur between different cultures within the same nation, such as between EuropeanAmericans and Native Americans. As the world bees more and more interdependent as a result in the expansion of globalization and international business relations, crosscultural negotiations are being a mon feature in business and political transactions. This being the case, understanding how crosscultural negotiations occur is an important skill to have. Thus, there has been an abundance of research and literature conducted and written on the topic. What follows is a brief review of the current literature available on the topic of crosscultural negotiations. Curry, Jeffrey, Edmund(1999): A Short Course in International Negotiating, World Trade Press , this book mainly focus on some factors in crosscultural negotiation, otherwises, Mitchell, Charles(2000): A Short Course in International Business Culture, World Trade Press,which is concentrated on the topic of the culture. And my study on this dissertation aims at bining the two topic into one so as to get a better and profound understanding in crosscultural business negotiation.3. Various Kinds of Different Modes of Thinking between Chinese and the Westerners in Crosscultural Business Negotiation. Difference between individualism and collectivismIndividualism refers to the doctrine that the rights of the individual are the most important ones in a society. Most westerners believe that each person has his own separate identity and personality, which should be recognized and reinforced. Therefore, one cannot prehend the western and its people without understanding individualism. Only with the cognition of individualism can we understand how westerners conceptualize family, friendships, and privacy. The core of individualism is the pursuit of personal achievements. It is highly valued, earnestly believed and well appreciated as a fundamental social virtue. In Christianity traditions, individuals are important not only to each other, but also to the society and God. Individualism has been handed down from their ancestors. Therefore, to westerners, individualism is not selfishness but rather virtue. They emphasize individualism so much that they believe that there must be something wrong with someone who fails to demonstrate individualism. They like the sentence “God helps those who help themselves.” However to Chinese people, the word “individualism” is related to the derogatory meaning as egoism, which represents selfishness in quality and looseness in discipline. In traditional Chinese beliefs, esp. in Confucianism, collectivism is appreciated. It emphasizes cooperation among group members and individual success is due to the collective effort of the staff in a unit, an organization or a munity. The sacrifice of individual interest for that of the collective is a noble quality eulogized so much by Chinese people that being modest and thoughtful of others are highly praised.. Difference between consensus and decisiveness in decision making When locked in negotiations it is important to take into consideration the differences in the decisionmaking process between cultures. In some cultures where power is decentralized (United States, Australia) decisions can be made quicklyand often by a single individual. However, in cultures with collectivist values (Japan, China), decisions are made by consensus and can take longer. (However, implementation of decisions is quicker in collectivist’s cultures as opposed to individualistic cultures that often demand the right to question the decision handed down.) Consider the examples of the United States and Japan where values and cultural influences play a major role in the decisionmaking process. The contrast begins with the basic objectives a business decision is meant to achieve. In China that objective is preservation of group harmony. In the United States it is usually maximum profit or operating efficiency.Now consider a decision as to whether or not to buy out a petitor, say, in the steelmaking industry. In China, where decisionmaking is decentralized, the process would be a bottomup one. In the United States it is centralized and topdown. The Chinese will start with trying to define the question or problem, beginning with input from the lower ranksthe people who may be directly affected by the decision. From these lower groups, the decision is passed upwards or laterally until it eventually reaches senior management who are already aware of the consensus built from below. Keeping in mind that the Chinese objective is preservation of group harmony, the question would be framed as a decision to the impact on the pany’s current employees and those of the firm to be purchased. Once pleted, the merger would go fairly smoothly because the consensus came from the bottom up and workers, not wishing to disturb group harmony, work hard to make it successful. In the United States, senior management would begin the process, not by defining the problem, but rather by seeking a solution to the question of how to maximize profit from this acquisition. The route of the decision is purely topdown. Keeping in mind that the American objective is economic efficiency。c) Containing the conflict in good faith。本文通過(guò)闡釋思維方式對(duì)跨文化商務(wù)談判的重要性，分析中西各種思維方式的差異及其產(chǎn)生的原因，提出相應(yīng)的對(duì)策來(lái)提高跨文化對(duì)談判的充分準(zhǔn)備，培養(yǎng)跨文化的意識(shí)等。因此，為了使談判更有效地進(jìn)行并讓雙方都達(dá)到了雙贏的局面。 strategies中文摘要隨著中國(guó)的經(jīng)濟(jì)在世界大舞臺(tái)上越來(lái)越活躍，尤其是在中國(guó)加入世貿(mào)組織之后，許多中國(guó)進(jìn)出口國(guó)際企業(yè)面臨了越來(lái)越多的商務(wù)談判了。AbstractAs Chinese economy shines on the stage, especially after entering the WTO, many of China import and export international business panies face more and more business negotiations. During a negotiation, both sides hope to obtain the maximum benefit, with minimum conflict and interest. Therefore, in order to effect the negotiation effectively and gain the winwin situation for both parties, we must have a thorough