摘要

近年来，随着经济全球化的发展和国际商务活动的日益频繁，跨文化条件下的国际商务谈判也日益增加并且在国际经济交往中的地位得到不断提升。在此环境下，了解影响国际商务谈判的因素是尤为重要的，而文化差异正是影响国际商务谈判的重要因素之一。 因此，对文化差异对国际商务谈判的影响进行研究是很有必要的。
文化差异是客观存在的，对国际商务谈判有着广泛而深远的影响。为了更好的研究文化差异对国际商务谈判的影响，该论文将首先明确文化、文化差异以及前人对这一主题的相关研究。其次，为了更深入地探讨文化差异对国际商务谈判的影响，该论文将分析两个具体的案例，分别是重庆高可商务有限公司和保加利亚酒商的国际商务谈判以及重庆高可商务有限公司和俄罗斯公司间的国际商务谈判。通过对两个的分析具体探讨文化差异对国际商务谈判中国际谈判商务人员间的沟通交流、谈判人员在谈判中采用的谈判方式以及他们的思维方式的影响，并据此提出相应的应对国际商务谈判中可能出现的文化差异的策略。

关键词：文化差异，国际商务谈判，案例分析，影响  

Abstract

Along with the development of economy and the world globalization, there are more and more international business negotiations and they now play a more important role in international business than before. And people also realize the importance of the success of international business negotiation gradually and put the issue that how to hold the international business negotiation successfully on the agenda. In this situation, knowing the factors that influence the success of international business negotiation is very important and the cultural difference is just one of the most influential factors among them. Therefore, it is necessary for people to study the influence of cultural difference on international business negotiation.
The existence of cultural difference is an objective phenomenon and it has a great influence on international business negotiation. To analyze the cultural difference’s influence on international business negotiation, the thesis will firstly do the relative theoretical research through the reading of some relevant works to know the definition of culture, cultural difference and international business negotiation, the international business negotiation and the previous studies on the cultural difference’s influence on international business negotiation. In the meantime, to analyze the cultural difference’s influence on international business negotiation, two cases will be studied in the thesis: they are the international business between the  COKC Business Co., Ltd. and the Bulgarian wineries and the international business between the  COKC Business Co., Ltd. and the Russian companies. And the cultural difference’s influence on the communication, the negotiation style and the negotiator’s mode of thinking in the international business negotiation will be studied through the analysis of these two cases and the relative strategies of handling the cultural difference in international business negotiation will be put forward.

Key words: cultural difference, international business negotiation, case study, the influence