Abstract: With the development of economic globalization, cross-cultural activities become more frequent. As there are great cultural differences among nations, negotiators coming from different countries will take diverse types of negotiation styles which may lead to negotiation breakdown or failures. The thesis attempts to identify the differences in negotiation styles from the aspect of cross-cultural communication. After reviewing relevant studies and theories on nations’ cultures and cross-cultural communication, the author puts forward some examples about how different cultures result in different negotiation styles and so to help negotiators realize that culture differences will affect the process and result of negotiations.
Key words: culture differences; business negotiation; style; impact
摘要：随着经济全球化的不断发展，不同文化背景人员的跨文化交流活动日益频繁。由于各国存在着巨大的文化差异，各国商务谈判人员在谈判过程中所采用的不同类型的谈判风格往往会导致商务谈判的交流失败，有时甚至会破坏整个的谈判。本文研究的重点是从跨文化的角度比较一些国家在谈判过程中的风格差异。在回顾国家文化及跨文化沟通的相关理论后，列举一些国家文化导致的不同谈判风格，以提醒谈判者注意文化差异对谈判过程与结果的影响。
关键词：文化差异；商务谈判；风格；影响
