Abstract：With the rapid development of the global economy, the role of international business negotiation is becoming increasingly important in international trade. Cultural differences may lead to some misunderstandings in the process of negotiations. Beginning with the definition of the culture, this paper discusses several causes of cultural differences which may affect negotiation process from four angles: the concept of time, communicative means, ways of thinking and value concept. This article finally comes up with some negotiating tactics which are supposed to help eliminate the negative impacts that cultural differences may have on negotiations.

Key words：Culture；culture difference；business negotiation；Impact

CONTENTS

Abstract

中文摘要

1. Introduction..1

2. Causes of Cultural Differences.1

  2.1 Geographic Differences

  2.2 National Differences

  2.3 Economic Differences

  2.4 Political Differences

3. Impacts of Cultural Differences on International Business Negotiations.3

  3.1 Concept of Time

  3.2 Communicative Means  

3.3 Ways of Thinking

  3.4 Value Concept

4. Negotiation Strategies....6

  4.1 Before Negotiation 

  4.2 In Negotiation 

  4.3 After Negotiation 

5. Conclusion..9

 Bibliography.10

Acknowledgements..11