Abstract:The word “negotiation” is from its verb “negotiate”, which derives from the Latin word negotiar with the meaning “of to trade or do business.” This verb itself was derived from another word, negare, which means “deny” and a noun, otium, which means “leisure”. Thus, the ancient roman businessperson would mean, “deny leisure” until the deal had been settled. The business negotiations under different cultural conditions come to cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; different cultures could cause unnecessary misunderstanding, and even affect the result of the business negotiations. This means it is very important to know the different etiquette in different countries and the ways to avoid culture conflicts in international business negotiations. This thesis commences from the definition of the etiquette, analyzing the importance of etiquette in business negotiation. Then from the two aspects of negotiation style, and etiquette in different countries, it explains the application of etiquette in business negotiation under different cultures. Finally it analyzes how to deal with the problems caused by cultural differences in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other party's culture, and try to make himself be accepted by adapting the etiquette. Besides, we should know clearly and try to accept the cultural differences, which is very important for the success of business negotiations.
Key words: cultural difference；business negotiation；etiquette
中文摘要: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。这就意味着如何化解各国不同的文化背景在国际商务谈判中是非常重要的。文章从礼仪入手，剖析了礼仪在商务谈判中的重要性。并从谈判风格、各国风俗礼貌两个方面来阐述不同文化背景下礼仪在商务谈判的作用。最后分析了如何让我们正确地处理在谈判过程中出现的文化差异的禁忌。本文强调这样的观点：在跨文化商务谈判中，谈判者应该接纳对方的文化，借助有效的礼仪努力使自己被接受。
关键词：文化差异；商务谈判；礼仪
