摘要：随着全球经济一体化的加速发展，各国商务活动的繁荣，国际商务谈判与日俱增。在跨国谈判中, 商务谈判要面对的谈判对象来自不同国家或地区，有不同的社会文化背景和政治经济制度,从而影响到整个谈判的进程。因此,从事跨国商务谈判中的风格也各不相同。同时更要明了谈判人员的素质则直接关系到谈判的成败，这是获得谈判成功的基本保证。只有积极地面对这些影响才能实现预期的目标。本文选用中国和美国之间的商务谈判为研究模型，以“中国联通与苹果公司的跨国谈判”为例，研究中国与美国之间的文化差异及其商务谈判存在的问题，探讨如何正确处理在谈判过程中出现的中美文化差异和人员综合素质要求并提出建议，使中美贸易谈判更为顺利进行。
关键词： 文化差异 国际商务谈判 人员素质要求
Abstract:. Along with the development of global economic integration accelerate, nations business activities of prosperity, increasing international business negotiations. In multinational negotiations, commercial negotiations to face the negotiations from different countries or regions object, have different social cultural background and political and economic system, thus affecting the whole negotiation process. Therefore, engaged in business negotiations the style is different. Meanwhile the more to understand the negotiator's quality is directly related to the success or failure of the negotiations, this is the basic guarantee of get negotiations succeed. Only positive towards these effects to achieve the desired objectives. This paper choose between China and the United States as the research model, business negotiations with "China unicom and apple's multinational negotiations" as an example, studies the China and the United States of the cultural differences between existing problems and its business negotiation and discusses how to correctly handle the negotiating process appears in sino-us cultural differences and personnel comprehensive quality requirements and puts forward some Suggestions, make the sino-us trade talks more smoothly.
Keywords: Cultural differences；International business negotiations；personnel quality requirements
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