Abstract and Key Words

Abstract: With an advent of globalization and the rapid development of the world economy, international trade is being rapidly increased. More and more affairs need to be solved through negotiations. As a complex economic activity, this kind negotiation is cross-boundary and cross-culture. The negotiators from different countries and regions are in for the cultural difference in negotiating styles, ways of communication, nationality, etc, which may result in the failure of a negotiation. This paper aims to analyze the characteristics of different culture by comparing the difference of the East and the West. The relevant negotiating strategies will be put forward according to the influence on international negotiations in order to make the negotiating process go on smoothly and achieve more benefits. Culture plays such an important role in negotiations that it cannot be ignored. Therefore, it is important to have a better understanding of cultural difference and put forward the relevant strategies to succeed in business negotiations.
 
Key words:  international business negotiation; cultural difference; relevant strategies

摘要：随着经济的快速发展和全球一体化的进程不断深入，国际贸易越来越频需要通过谈判解决的事务大大增加。国际商务谈判作为一种复杂的跨国、跨文化的经济活动，来自不同国家、不同地区的谈判人员在谈判方式、沟通方式、民族性格等方面有着显著差异，正是这种文化上的差异可能导致谈判陷入僵局甚至失败。本文通过对中西方文化形式的对比，旨在分析不同文化底蕴的特点，提出这些差异对国际商务谈判的重要影响并对此提出相应的谈判策略，以便使谈判能够更加顺利地进行，为谈判双方谋取更多的利益。由于文化在商务谈判中的地位不可小觑，因此，在国际商务谈判中，了解文化差异对谈判活动可能造成的影响并提出相应的策略对于商务谈判的成功十分重要。

关键词：国际商务谈判；文化差异；应对策略

1.    Introduction
The rapid development of economic globalization and integration greatly facilitates the international business activities. And countries around the world have more commercial intercourse during these years. As a result, the business negotiation between China and the West occurs frequently. In order to achieve mutual benefits and win-win result, more and more countries attached much importance to international business negotiation, which is indispensible to international transactions among different countries.