Abstract:Hofstede’s cultural dimension of individualism and collectivism has been widely used in a variety of cross-cultural research. Intercultural communication scholar Gudykunst（1998）advocates that individualism-collectivism shows us a powerful framework for explaining communication behaviors across cultures. Chinese Academy of Science Institution of Psychology, Mr. Lin Fang once introduced in his Discussion on China’s Modern Values, that the Western cross-cultural psychology has made a significant conclusion through the comparison of the individualism and collectivism.

　　　In view of this, the thesis is intended to explain the Chinese and American business negotiators’ different communication behaviors from the perspective of the individualism-collectivism cultural dimension, expecting that it can offer some real references to the future business negotiations.

Key words: cross-cultural; individualism-collectivism; communication; business negotiation

摘要:霍夫斯坦德提出的个人主义—集体主义这一文化层面被广泛应用于各种跨文化研究中。跨文化交际学家威廉•B•古迪孔斯特（1998）就认为个人主义——集体主义提供了一个强大的理论框架来解释不同文化间人们交际行为的差异。而中国科学院心理研究所已故研究员林方先生在《我国现代价值观探讨》一文中曾介绍了西方跨文化心理学对集体主义价值观与个人主义价值观作比较研究后得出重要结论。

　　　鉴于此，本文试从这一文化层面来研究中美商务谈判者交际行为的差异。 本文采用对比分析的方法研究了个人主义——集体主义对中美商务谈判者交际行为的冲突。在分析个人主义与集体主义价值观各自主要特征的基础上，探讨二者的差异对中美商务谈判的影响，以期为中美双方在进行商务谈判时提供一些有实际意义的参考。

关键字： 跨文化的；个人主义——集体主义；交际；商务谈判