了解美国文化有助于跨文化谈判

　摘要:不同国家、不同民族间文化的“文化差异”,带来了商业文化、价值观念等方面的差异。其中“基本设想和价值观”是文化的核心部分,具有行为规范性维度,是社会行为的决定性因素。本文通过跨文化理论中至今最具影响力的Hofstede的文化维度理论分析美国文化的核心价值观,并对其形成,发展和对社会各方面的影响加以探讨,以求得针对性地推测出对方在特定的情况下很可能做出的反应,并解释其行为方式,以最终化解跨文化冲突,利用跨文化优势,实现对外贸易目的及促进跨国经营的发展。
　　关键词:美国 文化 Hofstede的文化理论 贸易谈判
　　
　　■I. Introduction
　　People are heavily influenced by the culture which existed before our bEing and will continue to exist long after we are gone. Humans are fundamentally creatures of culture. Therefore, awareness of one's culture reveals insights into one's self. 论文联盟　　America, bEIng as the super power in the world, has lots of powerful advantages on several aspects. Nowadays, there is no other country in the world can compare with its comprehensive state power. In order to improve China's economy level, it is necessary for Chinese to import and acknowledge the know-how and the success experience of America on technology and management field. In

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