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为何美国和中国看待谈判看法不同

堪培拉—美国与中国之间的贸易谈判破裂了,因为美国政府说,中国在此前已经解决的问题上反悔了。美国谈判员和总统特朗普怒不可遏,5月10日,特朗普将价值2,000亿美元的中国进口商品关税提高了一倍多。中国首席谈判员刘鹤告诉记者,因为最终协议尚未达成,修订并非“反悔”,而美方似乎并不接受这一说法。中国政府已经采取报复,宣布将对价值600亿美元的美国商品提高关税。

这些最新动态让人们怀疑中美贸易谈判能否成功。尽管很难厘清贸易破裂的准确原因,但我怀疑,除了对实质内容认同的差异,谈判规范和风格的不同也是原因之一。

过去十年,我在哥伦比亚商学院EMBA项目教授一门关于中国经济的课程,在这门课上,我们会模拟中美团队间的谈判。然后,我们会讨论谈判规范和风格如何因为文化的不同而不同。这一练习的一个结论是,双方没有认识到的某些规范方面的差异可能导致谈判破裂。

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