Abstract

The business negotiations under different cultural conditions come to cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the business negations. This means it is very important to know the different Culture in different countries and the ways to avoid the culture conflicts in the international business negotiations.

The thesis commences from the definition of the culture, analyzing the causes of cultural differences. Then from the three aspects of communication process, negotiation style and decision making, it explains the influence of cultural differences on international business negotiations. Exploring the success method of international business negotiation through the analysis of Chinese and western culture and the international business negotiations case analysis. Then find out all kinds of cultural differences’ affect to the negotiations from multiple comparisons, and to determine how these differences influence the international business negotiation through various difference analyses. Then, analyze the influence of these factors to find out the correct method of negotiations, and to reduce or eliminate the cultural differences’ effect to the negotiations to business, making business negotiation smoothly. Finally we try to analyze how to treat cultural difference in the negotiations process correctly. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other party’s culture, and try to make him be accepted; also we should know clearly and try to accept the cultural differences by effective communication as possible as we can. It is very important for the success of culture negotiations.
 
Key words: Culture, Cultural difference, Business negotiation, Impact


摘        要

不同文化条件下的商务谈判就是跨文化谈判。在世界经济日趋全球化的今天，随着国际间商务交往活动的频繁和密切，各国间的文化差异就显得格外的重要，否则将会引起不必要的误会，甚至可能直接影响商务交往的实际效果。这就意味着如何化解各国不同的文化背景在国际商务谈判中是非常重要的。
文章从文化的定义入手，剖析了文化差异产生的原因。并从沟通过程、谈判风格、决策方式三个方面来阐述中西方文化差异对国际商务谈判的影响。通过对中西方文化的分析来探寻国际商务谈判成功的方法，通过对国际商务谈判案例进行分析。从多角度进行比较，找出各种文化差异对谈判的影响，通过对各种差异的分析，来确定这些差异具体是如何影响国际商务谈判的。然后，通过对这些影响的分析，找出正确的谈判方法，来减小或者消除文化差异对商务谈判的影响，使得商务谈判能够顺利进行。最后分析了如何让我们正确地处理在谈判过程中出现的文化差异的问题。本文强调这样的观点：在跨文化商务谈判中，谈判者应该接纳对方的文化，并努力使自己被接受。借助有效的沟通，在认识和接受文化差异的同时，尽量淡化文化差异。这对于跨文化谈判的成功是非常重要的。

关键字：文化，文化差异，商务谈判，影响