中美谈判中的谈判技巧

摘要

中美两国互为最大的贸易伙伴，商务谈判是彼此沟通交流不可或缺的重要手段。常言说千里堤坝，也可溃于蚁穴。微不足道的禁忌误区，也可将所有的努力付之一炬。留心各国间的文化禁忌，对商务谈判的顺利进行，实现各自利益最大化有着不可忽视的重要作用。本文主要根据中美两国的文化差异，人文特点，总结两国不同的谈判风格，进而探讨在商务谈判中的各种语言性禁忌和非语言性禁忌，并提出相应的对策，为两国进行商务谈判的客商提供一定的准备素材,避免不必要的文化误解，对实现各自的谈判目标有深远意义。

关键词：中美；商务谈判；语言禁忌；非语言禁忌

Abstract

As the biggest trade partners for both, the business negotiation between China and America is an important way to communicate and do business. As the old saying goes, A small leak will sink a great ship. Even a little taboo errors can destroy everything you work for. Therefore, it's necessary to pay more attention on the different culture taboos, if you want to put through the negotiation smoothly and reach the largest profits. According to the different cultures and characteristics between China and America,this article will try to conclude the dissimilar negotiate styles of both two countries. Furthermore, it would discuss various linguistic taboos and non-verbal taboos. Finally, it proposes some suggestions about them which can be the preparing materials for both two countries' negotiators.

Key words：China and America；Business negotiation；linguistic taboo；non-verbal taboo

目录

一、引言 .................................................................................................................. - 1 -

二、中美商务谈判概述 ...................................................................................... - 1 -

（一）美国客商从事商务谈判的特点................................................... - 1 -（二）中国客商从事商务谈判的特点……………………………- 1 - （三）中美商务谈判在风格上的差异................................................... - 2 - 三、中美商务谈判的禁忌事项 ........................................................................ - 3 -

（一）语言禁忌 ............................................................................................ - 3 -

1、姓名称谓禁忌 ........................................................................................ - 4 -

2、个人隐私禁忌 ........................................................................................ - 5 -

3、说话方式禁忌 ........................................................................................ - 5 -

（二）非语言禁忌........................................................................................ - 6 -

1、时间观念禁忌 .......................................................................................... - 6 -

2、服饰礼仪禁忌 .......................................................................................... - 7 -

3、寒暄方式禁忌 .......................................................................................... - 8 -

4、拜访礼仪禁忌 .......................................................................................... - 8 -

四、总结 ........................................................................................ 错误!未定义书签。参考文献 ................................................................................................................ - 10 - 致谢 ................................................................................................................. - 11 -