摘要

随着经济全球化的不断发展，各国之间的经济联系不断加强。国际商务谈判是商务活动的重要组成部分,跨文化商务谈判也越来越显示其在社会经济生活中的重要作用。来自不同文化背景的谈判者有着不同的价值观和思维方式，因而也就决定了不同的谈判方式。本论文从国际商务谈判入手，分析了对国际商务谈判影响较大的几种文化因素，通过案例分析和比较分析的方法，从谈判思维方式、谈判方式、谈判风格和谈判结构四个方面论述了文化差异对国际商务谈判的影响。本文强调这样的观点：在国际商务谈判过程中，谈判者应该接纳对方的文化，重视文化差异，建立跨文化谈判的意识；在谈判前应该对于文化差异问题做充分的准备工作,在不损害双方利益的前提下做出正确的评价。

关键词：文化差异，商务谈判，跨文化交际

Abstract

With the constant development of the economic globalization, business contacts among nations get increasingly close. International business negotiation is one of the vital parts of business activities. All kinds of cross-cultural business negotiation play an important role in the social life as well as the economic life. Negotiators from different cultural backgrounds have different values and thinking patterns, thus forming the various communication styles. Consequently, it is necessary to learn the cultures of all the countries and to get familiar with the cultural difference in the business activities. The thesis presents a comprehensive review of theories on culture, and international business negotiation. Through case analysis and comparative analysis, the paper studies the influences of different culture on international business negotiation through four aspects including thinking modes, negotiation patterns, and negotiation style and negotiation structure. The thesis emphasizes such points: the negotiators should pay enough attention to the cultural issues, they should do much work on the cultural issues before negotiation and make a proper evaluation without any prejudice to the interests of both side.

Key words: cultural differences, business negotiation, international communication