中美商务谈判差异表现的文化根源及应对策略

中美商务谈判的差异表现主要在谈判战略、谈判战术、谈判决策和谈判方向四方面,这些差异可能对谈判造成误解、僵局乃至破裂等负面影响。中美商务谈判的差异表现根源在于中美文化的差异,主要表现在集体主义与个人主义的差异、思维方式差异和权力距离差异三个方面。为促进商务谈判的成功,可以采用双赢策略、团队策略、尊重策略和语言策略来应对这些差异。

The Cultural Sources and Corresponding Strategies on the Different Performances in Sino-American Business Negotiation

This paper asserts that the different performances in Sino-American business negotiation lie in negotiating strategies,negotiating tactics,negotiating decisions and negotiating directions,which may result in negative influences like misunderstanding,deadlock and even breakdown.The different performances root in the cultural disparities between China and America,more specifically,the disparities between individualism and collectivism,thinking patterns and power distances.Moreover,this paper puts forward the corresponding strategies which can address these disparities in order to achieve successful business negotiation.