摘要

随着中国对外开放的进一步深入，各国商务往来与日俱增，国际商务谈判作为国际贸易中双方沟通的重要方式，受多种文化因素的影响,因此了解各国间的文化差异显得格外重要，否则会引起冲突或不必要的误解。而语言作为谈判中双方沟通的纽带，是商务谈判的核心，因此在国际商务谈判中，中西方文化在语言上的差异不容小觑，会对国家或企业的利益产生直接影响。本文从语言文化的角度出发，旨在分析英语语言国家与中国之间的语言文化差异对商务谈判的影响。首先介绍在商务谈判中文化及文化差异的概况，分析谈判会受到哪些言语行为的影响。然后结合实例根据各种影响分点提出一系列成因，最后从中得到启示，从而总结出商务谈判中可以合理使用的语言策略，以促进谈判的顺利进行。

关键词：商务谈判；文化差异；语言；影响

Contents

Abstract I

摘要 II

Introduction 1

1. Overview of cultural differences in business negotiations 1

1.1 Definition of culture 2

1.2 Cultural difference 2

1.3 Cultural differences on business negotiation 3

2. Influences of cultural differences on business negotiations 4

2.1 The characteristics of language in business negotiations 5

2.2 Cultural comparisons in language expression 6

2.1.1 Idiom 6

2.1.2 Addressing 6

2.1.3 Compliments 7

2.1.4 Introduction 8

2.1.5 Greeting and parting 8

3. Causes of cultural differences in language on business negotiations 9

3.1 Difference in regional environment 10

3.2 Difference in traditional custom 11

3.3 Difference in thinking pattern 11

3.4 Difference in value 12

3.5 Difference in attitude towards life 13

4. Strategies for coping with cultural differences in language on business negotiations 13

4.1 Reasonable use of humorous language 14

4.2 Appropriate use of euphemisms 14

4.3 Well-timed use of fuzzy language 15

4.4 The use of selective questions 16

Conclusion 17

References 19