摘  要

经济全球化的到来使中国与世界各国的经济贸易与合作越来越频繁。商务谈判是基于经济利益的交流与合作，也是各方所具有的不同文化之间的碰撞与沟通。怎样在跨文化背景下成功地进行商务谈判成了来自不同国家的谈判中面临的问题。在跨文化商务谈判中，谈判者应该接受对方的文化，培养敏锐的沟通技巧，这样才能更好地推动国际商务活动的开展。本文把文化差异对国际商务谈判的影响作为研究对象，研究文化与商务谈判的内在联系，系统的分析了不同文化之间的差异性，以及文化差异对商务谈判的影响，并提出了由于文化差异性造成国际谈判的困难以及一系列解决这些困难的方法。本论文研究的目的是在于强调国际商务谈判中文化因素的影响，为谈判者提供理论依据，从而促使谈判的成功。

关键词：文化因素；国家商务谈判；影响

Abstract

Economic globalization is coming cause that the foreign trade of China appeared more and more frequently, and negotiation is become more important in economic activities. In fact, the international business negotiation is a kind of cultural collision and accommodation. How to negotiate successfully under the cross-cultural background is an issue to the countries around the world, because every country wants to win in the negotiation. In cross-cultural business negotiations, negotiators should respect each other’s culture, and develop communication level, which can promote international business activities better. In this thesis, the impact of cultural differences on business negotiation is regarded as research object. The thesis is divided into five parts. First is the intrinsic link between cultures and negotiation. Second is the difference between different cultures. Third is the impact of cultural differences on business negotiation. Fourth is providing a series of solutions to negotiation conflicts caused by cultural. Fifth is getting a conclusion. The aim of writing this article is to stress the culture factors which influenced the international business negotiation and to provide the theoretical evidences for negotiators, which lead to negotiation successful.

Key words: cultural factors; international business negotiation; impact

1 Introduction
Recently, the world is developing so fast in the age of economic globalization that business contacts among different countries get increasingly close. After China joined the WTO, foreign business negotiations are rapidly increasing, which has brought more and more opportunities to deal with business. With the growth in commercial activities among other countries, business negotiation is indispensable to commercial activities as an essential content as well as an important means. International business negotiation is the most important part of international business processes, because the success or failure of the commercial activity depends on the result of negotiation.