Abstract:
With political and economic globalization, international trade is accelerating and the business negotiation is becoming more and more frequent in recent years. However, because of the cultural differences in different nations or regions, some unnecessary misunderstandings between negotiators frequently appear, which influences the business negotiation process and even the outcomes of negotiation. As a result, studying the cultural differences has become an indispensable part in business negotiation. At first, the thesis introduces the cultural differences and the causes leading to the differences, and then deals with the impacts of cultural differences on international business negotiation from five aspects: communication process, thinking pattern, negotiation structure, negotiation style and decision-making process. At last, the thesis gives some reasonable suggestions to negotiators on how to make a cross-cultural business negotiation. The objective is to cultivate negotiator’s cross-cultural awareness and ability, to improve negotiator’s comprehensive ability of language and to make business negotiation successful.

Key words: Cultural difference; international business negotiations; impacts

摘 要：
随着世界政治经济一体化程度的不断加深，国际贸易的速度随之加快，商务谈判也变得越来越频繁，但由于国家或地区之间存在着较大的文化差异，往往会引起谈判者之间不必要的误会，进而影响商务谈判的进程，甚至直接影响商务谈判的结果。因此，学习、研究并掌握文化差异是国际商务谈判中不可或缺的组成部分。本文探讨了文化差异内涵及其引起差异的原因，并从沟通过程、思维方式、谈判结构、谈判风格、决策过程等五个方面讨论了文化差异对国际商务谈判的影响，最后对谈判者如何进行跨文化的商务谈判提出了一些合理的建议，旨在培养谈判者的跨文化的交际意识和能力，提高谈判者语言综合运用能力，促使商务谈判的成功。

关键词：文化差异；国际商务谈判；影响

1 Introduction
In recent years, under the economic globalization tendency, business negotiation has more and more frequently appeared in the international and intercultural business environment. Cultural difference may be one of the most important factors contributing to the international business negotiation. It is well-known that different countries have different cultures. Therefore, cultural difference appears and it can have a great impact on the whole international business negotiation. The greater the differences are, the greater the barriers of communication and the more likely the failure of the negotiation is. To negotiate successfully, cultural differences between the concerned parties must be identified and bridged.