摘    要

当今，是一个全球经济一体化加速发展的时代。各国间的经济联系不断加强，商务活动日益频繁。经济上的相互依赖大大促进了各国公司的合作。成功的商业合作无疑将会促进大型公司和企业经济的发展。谈判是商业领域里非常频繁而重要的一项活动，是双方或多方为了达成互利的协议而就共同和冲突的利益进行讨论、磋商的一个过程。
本论文研究的课题是文化差异对商务谈判的影响。影响国际商务谈判的因素很多，而文化是其中一个不容忽视的重要因素。文章讨论了东西方文化差异和它对来自东西方国家的谈判者在商务谈判的过程中产生影响。文章还介绍了文化差异对商务谈判的影响，这是本文的重点，在这部分讲了商务谈判的定义和重要性，以及通过几个方面介绍了影响商务谈判的因素。在论文的最后，提出一些有关商务谈判的建议。
本文的研究旨在提高谈判者的文化意识和加强谈判者对冲突及其各国冲突解决风格的了解，从而减少中西商务谈判中的文化差异给商务谈判带来的负面影响，确保谈判获得成功。

关键词：东西方文化，文化差异，商务谈判，影响

ABSTRACT

Today, the world is fast developing in the age of economic globalization. Business contacts among nations get increasingly close, which has brought more and more opportunities. Economic interdependence is much productive to the cooperation between companies. Successful business certainly will benefit the development of the companies and enterprises. Negotiation, a very common and important activity in the business world, can be understood as a process in which two or more parties come together to discuss common and conflicting interests in order to reach an agreement of mutual benefit.
This passage approaches the culture differences impact on business negotiations. As we know there is a lot of factors impact on international business negotiations, and culture is one of the important factors which can not be ignored. This paper discusses the East and West culture differences and its influences to the commercial negotiations. And also introduced the cultural differences to the commercial negotiations’ influence, which is the main part of this thesis. Further more it also explores through several areas definition and importance of business negotiations. Finally, this thesis gives some suggestion about business negotiations.
The thesis aims to enhance the cultural awareness of negotiators and give facilities for them to understand more about conflict resolution styles in different countries. Only in this way, would negative impact of cultural differences on business negotiation be reduced and more possibilities of succeeding in negotiation would be expected to reach.

Key words： West-eastern culture, cultural differences, business negotiation