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近年来,中美经贸关系随经济全球化程度加深而不断增强,但美跨国公司在华采购谈判面临的文化挑战也不断增多,文化差异作为影响跨国采购谈判的重要因素受到高度关注。针对这一问题,文章首先阐述了中美文化差异在语言和表达方式、价值观和思维方式以及风俗习惯上的主要表现,其次从谈判的目标、风格、方式等角度分析了文化差异给美跨国公司在华采购谈判带来的种种挑战,最后为与之进行采购谈判的中国供应商提供一些建议。
In recent years, the economic and trade relations between China and the United States have been growing with the deepening of economic globalization. However, the cultural challenges faced by U.S.-based multinationals in procurement negotiations have also been increasing. Cultural differences have drawn great attention as an important factor in the negotiation of transnational procurement. In response to this problem, the article first expounds the main manifestations of the cultural differences between China and the United States in terms of language, expression, values and ways of thinking as well as customs and habits. Secondly, it analyzes cultural differences from the perspective of negotiation objectives, styles and methods, China’s procurement negotiations in China bring the challenges, and finally to the procurement negotiations with Chinese suppliers to provide some advice.