摘　要

当今，随着经济全球化额快速发展，各国之间的贸易往来越来越频繁。经济上的相互依赖大大促进了各国公司的合作。成功的商业合作也促进了各国的经济的发展。成功的合作很大程度上取决于商务谈判的结果。事实上，商务谈判不仅仅是经济利益的合作和交易，它更是不同文化的交流和碰撞。不同国家的文化背景对国际商务谈判的过程有着非常大的影响。当今世界，中国在国际商务贸易中扮演着重要角色，它与澳大利亚的贸易往来也越来越频繁。随之，中澳之间的商务谈判也逐渐增加。然而两国之间存在巨大文化差异，这些差异直接影响着商务谈判的成功与否。本文以中澳两国的贸易现状为切入点，介绍了中澳两国不同文化背景影响下的跨文化因素。阐述了不同跨文化因素对中澳商务谈判结果的重要影响。

关键词：贸易; 中澳商务谈判; 跨文化因素

Abstract

Today, due to the fast development of economic globalization, the business cooperation between different countries is getting more and more frequent. Economic interdependence has contributed greatly to the cooperation of all countries. Successful business cooperation has also promoted economic development of different countries. The success of cooperation depends largely on the outcome of the international business negotiation. International business negotiation refers to two parties discussing on business affairs. In fact, business negotiation is not only the cooperation and exchange of economic benefits, but also is the collision and communication of different cultures. The process of international business negotiation is highly influenced by the different countries’ culture background. In today’ world, China has played an effective role in international business negotiations. There are an increase number of trade activities between China and Australia, and the business negotiations between the two countries have also become increasingly frequent. However, the two countries have different cultural background. Cultural differences will inevitably lead to cultural conflicts and it will have big impacts on the negotiations. This paper starts from the current trade situation of the two countries and introduces the cross-cultural factors under the influences of different culture backgrounds of these two countries. It describes the important impact of different cross-cultural factors on the outcome of Sino-Australia business negotiation.

Key words: international business; negotiation; cross-cultural factors

1 Introduction
1.1 The background of the study
Nowadays, with the rapid development of the world economy and globalization, more and more international trade happened in different countries. More than ever people from different countries are expanding into the global markets. And business cooperation between China and other countries is getting more and more frequent. Business negotiation is concerned as an important part of the international trade. Negotiators will get together and try to reach agreement. The aim of the negotiation is to obtain each party’s respective interests. The outcome of the negotiation directly affects the success of trade. Thus reaching satisfactory agreements requires the better understanding of the behaviors of negotiators. The negotiators from different countries or regions have different cultural backgrounds, political and economic systems, values and customs in the international business negotiations.