Abstract:In recent years, with the rapid development of business between China and America, the relationship of the two countries is increasingly closed. America has become one of the biggest trade partners of China. However, for the huge differences of cultures, the thinkings and behaviors of people in these two countries are not the same, which makes many obstacles in communication and misunderstanding. Therefore, knowing other’s culture before negotiation can improve the process of negotiation smoothly.

　　　In this thesis, first, we should know the definition and characteristics of culture, and how important the culture plays in business negotiation, second, to introduce the unique culture of the two countries further, then, this thesis conducts a systematic comparative study in some aspects-- folks, values, ways of thinking and so on--to learn Sino-US business negotiation, which is good for business negotiations between China and America in the future time.

Keywords: culture; cultural differences; Sino-US business negotiation; influences

中文摘要:近几年来，随着中美两国贸易的不断发展，两国之间的经济关系日趋紧密。美国目前已经成为了中国最大的贸易伙伴之一。但是由于中美两国之间存在巨大文化差异，两国人民的思维习惯和行为方式都有很大的不同。因而中美谈判手在商务谈判过程中就可能出现许多沟通障碍和不必要的误解。因而在谈判之前深入了解对方的文化，并且在谈判过程中尊重对方的文化可以极大地推动谈判的顺利进行。

　　　本文首先介绍了文化和谈判的定义、特征以及文化在国际商务谈判中的重要作用，接着，进一步介绍两国各自独有的文化。随后，本文从两国风俗习惯，价值观，思维方式以及不同的时间取向等四个层面对中美商务谈判进行了系统对比研究，意在对以后中美商务谈判实务有所借鉴。

关键词：文化；文化差异；中美商务谈判；影响