从文化角度看美国人谈判风格.doc

AmericanNegotiaitonStylefromtheCulturalViewAbstract:Internationalbusinessnegotiationstakeplaceacrossnationalboundaries.Thereareseveralelementssuchaspolitics,economyandcultureofeachcountryornationthathaveanimportantimpactoninternationalbusinessnegotiationswhiletheculturalfactorsarethemostdifficulttoseize.Everypersonisaproductofhisorherculturalenvironment.Thismeansthatunderstandingthedifferentculturalenvironmentsthatexistamongnationsandconsideringculturaldifferencesinallfacetsofbusinessareveryimportanttotheoperationofinternationalbusinessnegotiations.Andbacauseofthediffferencesandimpactsindifferentcultures,negotiatorsfromdiffererntcountrieswouldshowthevariousnegotiatingstyles.Henceitisextremelyimportanttoseizetheculturalfactorscorrectlyoninternationalbusinessnegotiaitons.Therefore,thispaperwillroughlyanalysetheinfluencesofAmericancultureonAmericannegotiatingstyles.Keywords:culture;America;business;negotiationstyle从文化角度看美国人商务谈判风格摘要：国际商务谈判是跨国界发生的活动。它受到各自国家、民族的政治、经济、文化等多种因素的影响，而其中最难把握的就是文化因素。每个人都是其文化氛围熏陶下的产物。这就意味着，了解各国不同的文化环境以及考虑到商业活动中的文化差异在国际谈判中是非常重要的。而由于显著的文化差异与强烈的文化冲突，各国谈判者也会表现出不同的谈判风格。因此，在国际商务谈判中正确把握文化因素尤为重要。本文将大致分析美国文化给其谈判者谈判风格带来的影响。关键词：文化；美国；商务；谈判风格AmericanNegotiaitonStylefromtheCulturalView1.IntroductionBusinessnegotiationisadynamicprocessofadjustment.Thesubjectsarethebuyerandsellerandtheirobjectiveistogaintheeconomicinterests.Thecoreissueofthenegotiaitonisthepriceandtheevaluatingstandardistheeconomicinterests.Inimportandexporttradeoperations,thebuyerandthesellerconfertogethertoreachamutuallysatisfyingagreementonamatterofcommoninterest.Eachofthepartieshashisownobjectiveintradeoperation,forexample,thesellerintendstosellthegoodsorservicesatahigherprice,whilethebuyerintendstobuythesamegoodsorservicesatalowerprice,andtheypressforthesuccessoftheirowngoals.Thetwopartiesneedtoadjustthemselvesbyconsultingandexchangingtheirideasonthecommoninterest,andthenthenegotiationbegins.Internationalbusninessnegotiationsaremorecomplicatedandmoredifficultthandomesticones.Thedifficultie