Abstract: Economic globalization has accelerated the process of internationalization of Chinese enterprises, and cross-cultural negotiation is one of the important business activities in the process of internationalization of our enterprise. This paper describes some differences on verbal and non-verbal languages, thinking patterns and values between China and West and discusses the different thinking and decision-making in cross-cultural negotiations in attempt to be of help to foreign trade enterprises to improve the effectiveness of negotiations.

Key words: cultural differences; negotiations; impact

摘要：经济全球化加速了我国企业的国际化进程，而跨文化谈判是我企业国际化进程中重要商务活动之一。本文通过对比中西文化中语言和非语言，价值观，思维方式等差异讨论了跨文化谈判中迥异的思维和决策方式，以其有助于帮助我国对外贸易企业谈判的效率。

关键词：文化差异；谈判；影响