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本文从文化角度分析中西方跨文化谈判中的矛盾和冲突。第一部分论述中西方不同的历史发展渊源导致其宗教，礼仪和民俗上的区别。这些区别体现在针锋相对的谈判桌上。第二部分以一个具体案例分析了外商对中方的误解的原因并比较了中西方对谈判的不同模式。最后本文从天时，人和，地利三个方面总结了中西方跨文化交流的重点。 This paper analyzes the conflicts and differences in cross-cultural negotiation from the cultural perspective. The first part elaborates on the historical backgrounds, which lead to the distinctive characters in religion and etiquette. Those cultural differences are reflected on the negotiation table. The second part quotes a specific case to study the reason for Westerners’s misunderstands and compare their negotiation patterns. Finally, the paper concludes managerial suggestions from three aspects, timing, people and place, which are key points in cross-cultural negotiation. Presentation What is the key factor in cross-cultural negotiation? The answer may be easy, understanding the differences in different cultures. Many scholars take time to study how Americans, or French, or German negotiate. However, we ignore to analyze ourselves, to study our own distinctive characters that we often take for granted. Some of our traditional habits may offend our business counterparts unconsciously. How to avoid it? We should fully aware our differences from foreigners from historical and religious perspective. Chinese and foreign scholars still disagree whether China experienced feudalism thousands of years ago because China at the time had a central committee, which prevented the evolvement of commercialism. This is a question for historians to debate. But one thing is certain; imperialism and its closely related system of enfeoffment have a lasting effect on Chinese behaviors, such as the complex relation between people. Networking plays an essential role in Chinese business. As an old saying goes, be a person before doing business. Foreign firms need to take a people-oriented approach to business negotiations with China and to nurture a healthy guanxi with the Chinese negotiators. On the other hand, we Chinese should get used to foreigner’s mentality, which usually have a clear border between business and people. Trying to build intimate friendship with Westerners may be considered inefficient and bureaucratic. Serving a luxurious ceremony might be seen as a tactic and waste of resources. This is only one example of how history influences our negotiation patterns. In recent years, Chinese have made a great deal of progress in communicating with foreigners. However, we have a lot of homework to do before each negotiation as I have mentioned in paper each case involves different time, place and people. I hope my thesis can provide you with a new historical view in perceiving the conflicts in cross-cultural negotiation. Thank you.