Abstract:Business negotiation is not only the negotiation parties’ exchanges and cooperation on the basis of economic benefit, but also the collision and communication between different cultures each party holds, especially when the international business negotiation is held between different culture and different nation. International business negotiation under the impact of each country and nation’s politics, economy, culture and other factors, and the most difficult one to be handled is the cultural factor. The cultural differences may lead to the cultural collision and even conflict on international business negotiation, and many negotiations may be failure, which directly influence the success of international business activities. Therefore, it is important to correctly master the cultural factors on international business negotiations. This paper commences from the definition of culture, discusses the relevant cultural factors, and from the three aspect of negotiation style, negotiation process and decision-making process, it explains the influences of cultural differences on international business negotiations. Finally it analyzes how to deal with the cultural differences correctly before the negotiation, in the negotiation process and after the negotiation.
Key words: business negotiation; culture; cultural differences; influence
摘要:商务谈判，不仅仅是谈判各方基于经济利益的交流与合作，也是各方所具有的不同文化之间的碰撞与沟通。在不同国家、不同民族之间进行的国际商务谈判更是如此。国际商务谈判受到各自国家、民族的政治、经济、文化等多种因素的影响，而其中最难以把握的就是文化因素。文化上的差异导致了国际商务谈判中的文化碰撞甚至冲突，许多谈判因此而失败，直接影响了国际商务活动的顺利进行。因此, 在国际商务谈判中正确把握文化因素至关重要。本篇论文从文化的定义入手，论述了相关的文化因素，并从谈判风格、 沟通过程、决策过程来阐述文化差异对国际商务谈判的影响。最终分析了如何正确地处理在谈判前、谈判中及谈判后出现的文化差异的问题。
关键词：商务谈判； 文化； 文化差异； 影响
