文化差异对国际商务谈判的影响

Abstract

The business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic globalization and the frequent business contacts, Understanding cultural differences seem to be very important, otherwise they could cause unnecessary misunderstanding, affecting the result of the business negotiations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article commences from the types of culture differences, then it explains the impacts of these culture differences on international business negotiation and finally it analyzes how to deal with the problems of the cultural differences correctly in negotiation process for the success of business negotiations.

Key words: Cultural differences; Business negotiation; Impact

摘要

不同文化条件下的商务谈判就是跨文化谈判。在世界经济日趋全球化的今天，随着国际间商务交往活动的频繁和密切，各国间的文化差异就显得格外的重要，否则将会引起不必要的误会，甚至可能直接影响商务交往的实际效果。这意味着如何化解各国不同文化背景在国际商务谈判中是非常重要的。文章从文化差异的类型入手，然后解释了这些文化差异对国际商务谈判的影响，最后分析了如何正确解决谈判过程中文化差异的问题。我们应该尽可能的清楚的了解并发现对方的文化,这对商务谈判的成功至关重要。

关键词：文化差异；商务谈判；影响

Acknowledgements

My thesis “Impacts of Cultural Differences on International Business Negotiations” has drawn upon the advice, encouragement and support of a good number of teachers from Changzhou Textile and Garment Institute.

First and foremost, my sincere thanks should go to Wu Jinfeng, who has been providing me with technical guidance and assistance step by step throughout the whole process of thesis writing. The existence of this thesis owes much to Wu Jinfeng’s selflessness, wisdom, time and patience.

I would also attribute the completion of this thesis to Wu Jinfeng, whose instructions on thesis writing has helped lay a good foundation for the construction of this thesis. I, too, owe my gratitude to other faculty teachers in the department, who have contributed in some way to the refinement and accomplishment of this thesis.

I also feel indebted to the authors listed in the References, from whose works I have drawn a great deal of inspiration and ideas.

Finally, I would like to recognize the contributions of many people who have helped me but not been adequately acknowledged here.

Contents Abstract (i)

Acknowledgements (ii)

Contents (iii)

1Introduction (1)

2The Relationship Between International Business Negotiation and Culture (1)

3Cultural Differences in International Business Negotiations (2)

3.1Differences of Verbal and V on-verbal Behaviors (3)

3.2Differences of Cultural Values (4)

3.3Differences of Custom (5)

3.4Different Sense of Time (6)

4Suggestions for Effective Cross-cultural Negotiation (7)

4.1Enhancing Cultural Awareness (7)

4.2Overcoming Cultural Bias (8)

4.3Preparing Well before Negotiation (8)

4.4Pay Attention to the Language Barriers (9)

5Conclusion (10)

References (11)