中国与澳大利亚文化差异对两国商务谈判的影响和策略
Influence and Strategy of Cultural Differences on Business Negotiations between China and Australia
摘要
中国是一个进口出口大国。随着中国加入世界贸易组织，贸易比以前更频繁了。商业贸易是一个国家能力的体现。为了提高在世界上的经济地位，贸易是关键,它可以影响该国家经济。最近40年，中澳关系取得了长足发展。中国已成为澳大利亚最大的贸易伙伴和主要的投资来源。2014年11月17日，中澳自由贸易协定生效。在本论文中，作者试图呈现文化差异对商务谈判的影响，然后制定商务谈判战略，使谈判人员能够积极参与国际商务谈判，以便加强两国的双边贸易和经济合作。因此，探讨中国与澳大利亚文化差异对两国商务谈判的影响和策略是非常必要的。文化对谈判的影响是广泛而深入的，不同的文化很自然地将人们划分为不同的群体。显然,文化差异是国际商务谈判的主要要点。商务谈判不仅仅是谈判各方基于经济利益的交流与合作，也是双方不同文化之间的碰撞与沟通。作者在论文中使用了定性研究和文献收集的方法进行了详细的阐述。本文为商务谈判者提供了一定的理论指导和灵感，但是，仍然有很多空间待探索。简而言之，商务谈判是一种长期的实践，需要不断地尝试与努力。
关键词：商务谈判；文化差异；中澳战略（策略）
Abstract
China is a big import and export country. As the China's accession to the WTO, trade is more frequently than before. Business trade reflects the capacity of the country. In order to improve the economy status in the world, business is the key which can influence the country’s economy. In the latest 40 years, Sino-Australian relation has made considerable development. China has become Australia's largest trading partner and main source of investment. On November 17, 2014, Sino-Australian free trade agreement comes into effect. In this paper, the author attempts to present that the culture differences impact on business negotiation. The ultimate purpose is to formulate strategy of negotiation between different countries, and make negotiators actively participate in international business negotiation, so that to deepen bilateral trade and economic cooperation between China and Australia. Therefore, it is urgent to find the influence and strategy of international business negotiation between Sino-Australia. The influence of culture on negotiation is broad and deep, different cultures will divide people into different groups naturally. Obviously, culture difference is the main point in international business negotiation. Business negotiation is not only the negotiators on the basis of the economic interests of the exchanges and cooperation, but also the sides of the collision and communication between different cultures. Detailed information has been acquired by the writer using qualitative research and literature collection. This paper provides certain theoretical guidance and inspiration for the business negotiators. However, there is still a lot of space to explore. In short, business negotiation is a kind of long-term practice, we need to explore constantly.
Key words: Business negotiation; culture difference; Sino-Australian strategy