中文摘要：随着全球一体化进程的不断深化,中美贸易活动越来越频繁,商务英语谈判的重要性日益体现。在国际市场中,成功有效的商务谈判要求谈判人才具备充足的语言文化知识和良好的商业素质,但由文化冲突带来的误会和冲突却严重影响了谈判效果。本文指出了商务英语谈判中中美不同谈判风格,分析影响不同谈判风格障碍因素并提出相应策略。目的是尽量规避商务英语谈判中因文化差异造成的矛盾。

关键词：商务谈判；风格差异；应对策略

Contents

中文摘要

Abstract

1. Introduction-1

2. Negotiation styles and Differences-2

2.1 Direct and indirect-2

2.2 Collectivism and individualism-3

2.3 Authority and Equality-4

3. Roots and Influences of the Differences-5

3.1 Roots-5

3.1.1 Social and historical roots-5

3.1.2 Religious and philosophical roots-6

3.2 Influences-6

3.2.1 The influence on composition of negotiators-6

3.2.2 The influence on negotiation process-7

3.2.3 The influence on decision-making model-7

4. Strategies-8

4.1 Pay attention to thinking patterns and language styles-8

4.2 Be open to different values-8

4.3 Pay attention to different cultural backgrounds-9

5. Conclusion-9

References-10

Acknowledgments-11