浅析中西方文化差异对商务洽谈的影响

Influence of cultural difference on business negotiation

摘要

随着世界经济的发展，国际间贸易往来在世界各地越来越频繁。商业谈判已是贸易过程中最重要的部分之一。然而，各国间不同的文化传统，风俗习惯对于商务谈判有着深刻的影响。如果想要在商务谈判中取胜，首先需要认识到文化差异的存在，并且掌握商业文化知识。在跨文化谈判中，谈判者应该接受和尊重对方的商务文化，同时也尽量让别人接受自己。因此在谈判前，谈判者要充分做好准备，提前学习和了解对方的文化知识，以避免由于文化差异导致的误会。

关键词：国际商务谈判；文化差异；商务文化 

Abstract

With the development of world economy, international business has become more and more frequent around the world. As a result, business negotiation has become one of the most important parts in the trade process. However, different culture owns different value and thoughts, which influences a negotiation deeply. If you want to win in a business negotiation, you need to realize the existence of cultural difference and have a good command of knowledge about business culture. In cross-culture negotiation, the negotiators are supposed to accept and respect the other parts` culture and also try their best to make others accept themselves. There are a number of causes of cultural difference. Learning the reasons and how to treat with the difference can be a significant step.

Key words: business negotiation; cultural difference; business culture