Abstract:The business negotiations under different cultural conditions come to trans-cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important, otherwise they could cause unnecessary misunderstanding, even affect the result of the business negations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. With the development of trade in the United States, it is imperative that negotiators should learn the cultural factors in Sino-U.S. business negotiation. The paper presents cultural difference between the two countries from values and negotiation style and emphasizes the importance of taking cultural sensitivities into consideration during business negotiation to make proper negotiation tactics. The thesis researches the differences between China and America and the impacts in trans-culture negotiation. Finally it analyzes how to deal the problems of the culture differences correctly in negotiation process in order to make the negotiation smoothly.

Key words: cultural difference; business negotiation; impact; strategy

摘  要:不同文化条件下的商务谈判就是跨文化商务谈判。在世界经济日趋全球化的今天，随着国际间商务交往活动的频繁和密切，各国间的文化差异显得格外的重要，稍不注意就会引起不必要的误会，甚至可能直接影响商务交往的实际效果。正因如此，如何化解各国不同的文化背景在国际商务谈判中是非常重要的。中美两国间的经贸在飞速发展，双方商务谈判也越来越频繁，由此，两国谈判者了解中美文化的差异显得十分必要。中美双方在商务谈判中必须增强对文化差异的敏感性，了解两国在价值观和谈判风格上的差异，制定出合适的谈判策略。本文通过研究中国与美国之间的文化差异及其对商务谈判的影响，探讨如何正确处理在谈判过程中出现的中美文化差异问题，使中美贸易谈判能顺利进行。

关键词: 文化差异; 商务谈判; 影响; 策略