摘 要

  随着中国改革开放的不断深入和成功加入WTO，我国与世界各国的联系也将越来越密切。经济全球化加速了我国企业的国际化进程，而跨文化谈判是我国企业国际化进程中重要商务活动之一。各种类型的跨文化谈判日益频繁，而跨文化谈判中的文化差异就越来越受到瞩目了。 受不同文化的影响，商务谈判风格差异很大。西方人往往把复杂的谈判分解为一个个较小的问题，然后再依次解决；而在许多东方文化中，谈判是采取一种通盘考虑的方法。因此，在国际商务谈判中，只有正确认识中西文化冲突才能更好的探讨商务谈判的策略，针对不同文化背景的商业伙伴，强化基于文化差异的谈判管理，正确处理文化差异，对于提高谈判效率是十分重要的。本文通过对比中西文化的某些差异，总结出跨文化谈判中迥异的思维和决策方式，从而帮助提高跨国商务谈判的有效性。

关键词：文化差异；商务谈判；影响；对策
 
Abstract

With the continuous deepening of China's reform and opening up and joining the WTO succesfully,the relationship between China and the rest of the world is becoming much closer. The economic globalization accelerates the internationalization of Chinese enterprises, and cross-cultural negotiation is one of the important business activities in the process of enterprise internationalization. Various types of cross-cultural negotiations have become increasingly frequent, thus cultural differences in cross-cultural negotiations are drawing more and more attention. Business negotiation styles vary a lot due to the influences of different culture.  Westerners used to divide a complex negotiation into many smaller problems, and then solve them in order; While in many eastern cultures, it is common to adopt an overall consideration method in negotiation. Therefore, in international business negotiations, only with the correct understanding of Chinese and western culture conflict can we explore the business negotiation strategy better. We should strengthen the management of negotiation based on cultural differences and cope with cultural difference correctly according to different cultural background. This is very significant to improve the efficiency of negotiation. By comparing some of the  differences between Chinese and western culture, this article summarized the different ways of thinking and decision-making in the cross-cultural negotiations , thus helps to improve the effectiveness of international business negotiation.

Keywords: Cultural conflict; Business negotiation; Influence; Strategy

Chapter 1 Introduction
The world is getting smaller and smaller everyday. As advanced technologies continue to shrink the distances between countries, we can believe that the "global village" has finally come. John Naisbitt pointed out in his book Global Paradox that 51 countries joined the UN when it was first founded in 1945. And the number reached 191 today. This means that our world today is a more fragmented place. When the Soviet Union dissolved, several small countries were formed in order to preserve their own language, religion and customs. Naisbitt predicts that the trend will continue to the next century. Smaller independent countries would rather cling to their own cultures than move closer to a common culture.