英语-中美商务谈判风格的差异及对策differences and countermeasures in business negotiation styles between china and the united states.docxVIP

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摘要

在国际间经济交往不断加深的情况下，国家之间的经贸谈判，一直以来都是为了实现自己的商业目标而被使用最多，也是最常用的一种方式。中美两国的社会和政治体制存在着根本性的差异，这一点从商业谈判就能看得出来，双方必须遵守中美联合公报的精神、和平共处的原则和国际通用的规则，在保护自己的利益的同时，也要寻求与其他国家不同的东西，才能最终达成一致。但同样的，中国人与美国人在价值观、意识形态、文化传统上都有很大的不同，这也就体现在了谈判的方式上。本文旨在通过研究中美商务谈判风格，找到差异产生的原因，并找出相应的解决对策。

关键词：商务谈判；谈判风格；价值观念

ABSTRACT

Withtheincreasinglystrengtheningofinternationaleconomicrelations,theeconomicandtradenegotiationsbetweencountries,asacarrierofbusinessactivities,havealwaysbeenthemostwidelyusedandcommonbehaviorofbothpartiestoachievetheirownbusinessobjectives.ThesocialandpoliticalsystemsofChinaandtheUnitedStatesarefundamentallydifferent.ThisisreflectedintheSino-USjointcommunique,theprincipleofpeacefulcoexistenceandtheprevailinginternationalpractice.Bothcountriesshouldsafeguardtheirowninterests,seekcommongroundwhilereservingdifferences,andstrivetoreachanagreement.Atthesametime,becauseChineseandAmericansoftenhavegreatdifferencesinvalues,ideologiesandculturaltraditions,therearealsogreatdifferencesinnegotiationstyles.BystudyingthebusinessnegotiationstylesofChinaandtheUnitedStates,thispaperwillfindoutthereasonsforthedifferencesandthecorrespondingsolutions.

Keywords：BusinessNegotiation;NegotiationStyle;Values

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TableofContent

ChapterOneConceptofBusinessNegotiationStyle1

TOC\o1-3\h\u22326ChapterTwoDifferencesintheCharacteristicsofNegotiationStylesbetweenChinaandtheUnitedStates 2

98852.1CharacteristicsofChineseNegotiationStyle 2

130762.2CharacteristicsofAmericanNegotiationStyle 2

21856ChapterThreeMainDifferencesinBusinessNegotiationStylesbetweenChinaandtheUnitedStates 5

123743.1DifferencesinNegotiationGoals 5

202433.1.1NegotiationGoalsofChineseParty 5

175223.1.2NegotiationGoalsofAmericanParty 5

36473.2DifferencesinNegotiationProcedures