为了比较中国、美国和德国三国商人在谈判中使用铺垫语(small talk)、称谓和幽默方面的做法以及不同意见表述的直接程度,采用问卷调查及定量分析的方法对以上三个国家的商人进行了小范围的调查研究。研究结果发现,以上三国的商人在评价自己和他人的礼貌程度上有明显的定型化倾向,与研究者的假设及相关文献都有所不同。 In order to compare the use of small talk, appellation and humor, and the directness of different views expressed by Chinese, U.S. and German businessmen in the negotiation, the questionnaire and quantitative analysis were applied to the businessmen in the above three countries A small range of research. The study found that the merchants of the above three countries have obvious stereotypes in evaluating the politeness of themselves and others, which are different from the researchers’ assumptions and related literatures.