On Cross-cultural Conflicts in Business Negotiations

摘要：随着经济全球化进一步加深，国际间合作日益加强，商务英语谈判在国际商务合作中发挥着越来越重要的作用。来自不同国家、文化背景的谈判者在语言习惯、思维方式和价值观等方面存在诸多差异，这使得谈判过程中的跨文化冲突日益明显。因此，提高跨文化意识，尊重不同国家的风俗文化对于解决跨文化冲突，加强交流合作，建立良好的伙伴关系具有重大意义。

关键字：跨文化，商务英语谈判，冲突

Abstract: With the further development of economic globalization, there are more and more international cooperations in which business English negotiation plays an increasingly important role. Negotiators from different countries and cultures differ in language habits, ways of thinking and values, which leads to increasingly serious conflicts. Consequently, it is of great significance to improve cross-cultural awareness and respect customs and cultures of different countries because these can help solve cross-cultural conflicts, strengthen communication and cooperation between countries, and establish good partnership.

Key words: cross-culture, business English negotiation, conflicts

Introduction 

International business, in the strict sense, appeared after the Second World War when a new international economic order was made, and has developed dramatically since 1950s when American multinationals expand gradually. In this irresistible international economic integration tide，it is almost impossible for people to do business within the confines of a single domestic market. Entering the 21st century, globalization pushes international business to develop in an unprecedented speed. Businessmen from different countries and cultures are looking for new partners and potential markets. So as an indispensable part of international business, business negotiation is playing an increasingly role in global economic contacts, and to a large extent, even determine the outcome of the transactions. Executives can get more occupy and more favorable position in negotiation by learning the thinking of the other side. As the old saying goes: Know the enemy and know yourself, and you can fight a hundred battles with no danger of defeat. Consequently, to communicate with each other in a global level, it is advisable for delegations from different countries to understand and respect each other’s cultures for any misunderstandings can ultimately lead to failure.