摘要：本文主要通过分析中美文化的差异来研究在商务英语谈判过程中应当如何避免因为文化差异而造成的谈判失误。因此，本文首先从个人主义和集体主义、高低权利距离、长期取向和短期取向、高低语境、系统思维和线性思维五个方面阐述了中美文化间的差异。接着，本文试图构建更为科学规范和高效的商务英语谈判技巧。最后，本文为商务谈判者提供了相应的改进措施。

关键词：文化差异；个人主义；集体主义；权利距离；长期取向；短期取向；高低语境；思维方式；商务谈判

Contents

Acknowledgements

摘要

Abstract

I. Introduction-1

II.Differences between Chinese and American culture-2

2.1 Collectivism vs. Individualism-2

2.2 High Power Distance vs. Low Power Distance-4

2.3 Long Term Orientation vs. Short Term Orientation-6

2.4 High Context vs. Low Context-8

2.5 Systemic Thinking vs. Linear Thinking-10

III.Recommendations for Chinese and American Negotiations-12

3.1 Developing Cultural Awareness and Sensitivity-12

3.2 Making a Good preparation for the Negotiation-13

3.3 Improving Business Negotiation Skills-13

3.4 Establishing a good negotiation relationship-14

3.5 Sincerity, Politeness and Tolerance-14

IV.Conclusion-15

References-17