【正文】 ifferences 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 3 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。中美雙方在商務(wù)談判中必須增強(qiáng)文化差異，了解在語言與非語言行為、價(jià)值觀、風(fēng)俗習(xí)慣、談判風(fēng)格上的差異，為達(dá)成協(xié)議打下良好的基礎(chǔ)。目前，中國(guó)和美國(guó)之間 的經(jīng)濟(jì)往來日趨頻繁，因此兩國(guó)之間的商務(wù)談判也逐漸增多。隨著全球一體化的進(jìn)程不斷加快，國(guó)際間的商務(wù)交往活動(dòng)日趨頻繁。 中國(guó)某某某某學(xué)校 學(xué)生畢業(yè)設(shè)計(jì) (論文 ) 題 目： 文化差異對(duì)中美商務(wù)談判的影響 姓 名 ： 0000000 班級(jí)、學(xué)號(hào) ： 00000000000 系 (部 ) ： 經(jīng)濟(jì)管理系 專 業(yè) ： 商務(wù)英語 指導(dǎo)教師 ： 0000000 開題時(shí)間： 2021410 完成時(shí)間： 20211029 2021 年 10 月 29 日 目 錄 畢業(yè)設(shè)計(jì) 任務(wù)書……………… …………………………… …… 1 畢業(yè)設(shè)計(jì)成績(jī)?cè)u(píng)定表 …………… ……………………………… 2 答辯申請(qǐng)書 …………………………………………………… 36 正文 …… ……………………………………………………… 733 答辯委員會(huì)表決意見 ………………………………………… … 34 答辯過程記錄表 ………………………………………………… 35 1 課 題 文化差異對(duì)中美商務(wù)談判的影響 一、 課題 (論文 )提綱 談判和文化 中美商務(wù)談判目前面臨的情形 中美商務(wù)談判的語言與非語言差異 語言差異 非語言差異 中美商務(wù)談判的價(jià)值觀的差異 談判目標(biāo) 平等觀念 時(shí)間觀念 中美商務(wù)談判中的風(fēng)俗習(xí)慣差異 中美商務(wù)談判中的談判方式 創(chuàng)立和諧的氛圍 加強(qiáng)文化意識(shí) 克服交流的障礙 結(jié)論 二、內(nèi)容摘要 2 不同文化條件下的 商務(wù)文化活動(dòng)就是跨文化商務(wù)談判。文化是跨文化交際的基礎(chǔ)。由于文化的差異而引起的誤會(huì)可能會(huì)直接影響商務(wù)交往的實(shí)際效果，因此了解各國(guó)間的文化背景在商務(wù)談判中是非常重要的。然而，由于中美兩國(guó)之間存在著巨大的文化差異，中美兩國(guó)談判者之間很可能會(huì)在談判中出現(xiàn)文化沖突以及不必要的誤解，因此兩國(guó)談判者了解中美文化的差異是非常必要的。本文通過研究文化差異對(duì)中美國(guó)際商務(wù)談判的影響，對(duì)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(guó)的商務(wù)談判能夠順利進(jìn)行。 business negotiation。 suggestion Introduction 三、 參考文獻(xiàn) [1] 安冬風(fēng) .論文化差異對(duì)國(guó)際商務(wù)談判的影響 .商場(chǎng)現(xiàn)代化 [M ]4: 2526 .2021 [2] 曹順發(fā) ,馮波 .國(guó)際商務(wù)談判 [M].沈陽 :遼寧教育出版社 . 2021 [3] 鄧姝 琍 如何跨越中美國(guó)際商務(wù)談判中的文化障礙 .科技信息 (科學(xué) Economics University [J] (6):116118 2021 [8] 王正元 .國(guó)際商務(wù)文化 [M] 沈陽 :遼寧教育出版社 . 2021. [9] 楊曉慧 , 嚴(yán)旭 .中美文化差異對(duì)商務(wù)談判的影響及其對(duì)策 . 090102/[10]對(duì)外開放三十年 :中國(guó)與美大地區(qū)經(jīng)貿(mào)關(guān)系穩(wěn)步發(fā)展 . /roll/ 20211221/ 4 The Impact of Cultural Differences on SinoUS Business Negotiations 00000 中文 摘要 ： 不同文化條件下的 商務(wù)文化活動(dòng)就是跨文化商務(wù)談判。隨著全球一體化的進(jìn) 程不斷加快，國(guó)際間的商務(wù)交往活動(dòng)日趨頻繁。目前，中國(guó)和美國(guó)之間的經(jīng)濟(jì)往來日趨頻繁，因此兩國(guó)之間的商務(wù)談判也逐漸增多。中美雙方在商務(wù)談判中必須增強(qiáng)文化差異，了解在語言與非語言行為、價(jià)值觀、風(fēng)俗習(xí)慣、談判風(fēng)格上的差異，為達(dá)成協(xié)議打下良好的基礎(chǔ)。 關(guān)鍵詞 ：文化差異；商務(wù)談判；影響；策略 Abstract： Business negotiation under different cultural conditions is crosscultural negotiations. Crossculture munication is 5 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. 6 Key words: cultural difference。 impact。 they try to speak clearly rather than ambiguous. In addition, Americans like to debate with others, they often speak in an opposed and drastic tone. These are the typical characteristics of the offspring of European immigrants. However, China is a nation with highcontext culture. In the highcontext culture, nonverbal munication and indirect ways are the important factors for people to transmit and understand the information. For example, they use nonverbal factors like posture, expression in one’ s eyes, appearance, tone, location, distance and environment to municate. It is necessary to understand the implication of 14 discourse when you talk with them. And Chinese people do not like to argue with others, they like to speak in an indirect way. They prefer to keep silence than say “ NO” in order to show their respect for others when they do not agree with some terms. Chinese people are very patient when negotiating, which is called “ oriental patience” . In their view, harmony is the precondition for cooperation. So they try to avoid frictions in negotiations and use courtesy and implicit dictions in pursuit of the permanent friendship and longterm cooperation. People usually use English in the international business negotiations. But it’ s difficult for the negotiators to municate when their mother languages are not English. Under such circumstances, we should use simple, clear and specific English. We should not use Polysindo word, puns, slang and idioms which can easily cause misunderstandings. The majority of the languages in the world c