文化差异对国际商务谈判的影响及其对策

Impacts of Cultural Differences on the International Commercial Negotiation and the Countermeasure

摘 要

　　　随着经济国际化，世界上各个国家都紧密连接成为一个有机的整体。国际间商务交往活动日俱频繁,谈判已成为国际商务活动的重要环节。国际商务谈判作为跨国界活动中人际交往中的特殊形式, 不仅是经济领域的交流与合作,也是文化之间的交流与沟通,必然包含不同地域、民族、社会文化的交往与接触。因此,了解文化差异，这对谈判的成功起着至关重要的作用。

　　　 要想使谈判达到事半功倍的效果，就必须尽你所能去了解对方的本土文化，生活习惯，生意惯例，以及各种探究外国商务特点。之所以要求我们这样做是因为世界上每个民族都有自己独特的文化特点，而这些文化既有共性又有个性。据悉，谈判员觉得与来自不同文化的人谈判会很棘手，比如给商务谈判带来了种种障碍和误解。因此，如何正确对待以及处理商务谈判的过程出现的文化差异是国际商务谈判的一个重要的问题。由此我们可以得出结论：文化差异对国际商务谈判的影响是很值得深究的。

　　　本文生动地、深层地通过图表分析和对比分析的方法，研究了文化差异对国际商务谈判的影响及其对策。全文包括文化差异在国际商务谈判中的体现，文化差异对国际商务谈判的影响以及对策分析。　　

关键字：国际商务谈判；文化差异；影响；策略

Abstract

　　　Globalization has succeeded in making each country closely connected to become a dynamic whole. International business activities have been more and more active. So negotiation has been an important part for that. International commercial negotiation is one kind of special activities as dealing cross-cultural fairs, like the cooperation in the field of economy. Cultural communication and culture exchange are involved in the negotiation, such as different cultures, social shares and other things. So, deeply understanding the cultural differences can be the key to be successful in the international business negotiation 

　　　If you want to win the deal, you must try every possible way to learn your counterpart’s local culture, life style, business rules, and make a research of the cultural characteristics of foreign business. Why we need to do this?  Because each nation has its own unique culture which shares some similar characteristic but also the specialty. We know that negotiator may find tough to communicate with the people who are from different cultures, such as berries or confusion for the communication. Therefore, how to deal with the cultural differences in the process of international negotiation? It is a big question. We can draw the conclusion that it is worthy studying the cultural differences in international business negotiation. 

　　　This thesis makes the study of impacts of cultural differences in international commercial negotiation and the countermeasure, vividly and thoroughly, through pictures and by antithesis. The whole passage consists of the following aspects: embodiment of cultural differences in business negotiations; impacts of cultural differences on the international commercial negotiation and the analysis of countermeasure. 

Keywords: international business negotiation; cultural differences; impacts; countermeasures

注：本文全文为英语所写的英语论文。只有摘要是中英双语，全文为英文。