摘要 

随着经济全球化的发展，中外商业合作日益频繁。利益合作不可避免地需要谈判，而谈判活动的顺利进行，取决于经济、政策、企业自身实力、市场供给和竞争等诸多因素。还有一个重要因素是文化。文化因素不仅体现在语言之间的差异，也体现在行为与观念之间的非语言差异。不同地区的谈判人员在语言沟通、思维方式、决策过程和谈判风格等方面有着显著差异,这种文化上的差异往往会导致谈判陷入僵局甚至失败。可以发现，时间观的差异导致了不同的时间取向。本研究以时间科学和跨文化交际理论为基础，探讨了其他学者的理论成果后，分析国际商务谈判中的不同时间观。进一步掌握谈判各方的谈判风格，并将其应用于谈判过程的不同阶段，以促进谈判的成功。

关键词：商务谈判；时间观；时间取向；文化差异 

Contents

Abstract II

Chapter 1 Introduction 1

1.1 Research Background 1

1.2 Research Questions & Methods 1

1.3 Research Structure 2

Chapter 2 Literature Review 3

2.1 International Business Negotiation 3

2.1.1 Characteristics of International Business Negotiation 3

2.2 Time Consciousness 4

2.2.1 Western Perspectives on Time 4

2.2.2 Chinese Perspective on Time 5

Chapter 3 Time Consciousness in International Business Negotiation 7

3.1 Monochronic Time 7

3.1.1 Linear Time 7

3.1.2 Future -Time Orientation 7

3.2 Polychronic Time 8

3.2.1 Cyclic Time 8

3.2.2 Past -Time Orientation 8

3.3 Different Attitudes toward Polychronic Time and Monochronic Time 8

3.3.1 One Occurrence and Multi-occurrence 8

3.3.2 Different Views toward Punctuality and Schedule 9

Chapter 4 Suggestions on Improving International Business Negotiation 11

4.1 Before Negotiation 11

4.1.1 Information Collection 11

4.1.2 Estimation of Negotiators and the Situation 12

4.2 During Negotiation 12

4.2.1 Adjusting Negotiation Tactics 12

4.2.2 Cultivating Overall Negotiation Concept 13

4.3 After Negotiation 13

4.3.1 Making Summaries and Reflections 13

4.3.2 Establishing After-Negotiation Friendship 14

Chapter 5 Conclusion 15

5.1 Summary 15

5.2 Limitations 15

5.3 Suggestions for Further Study 16

References 17

Acknowledgements 19