Abstract:

Chinese and Western business negotiation is a kind of cross-cultural communication, and one of the main business activities of different cultural backgrounds in order to achieve a certain purpose. In modern society, the communication between countries is more and more frequent, not only in politics, economy, science and technology, but also in culture. Sino-western cultural conflicts resulting from the cultural differences become more and more worthy of attention in business negotiation. We need to learn and understand differences between western culture, to resolve the conflict of interest caused by the cultural differences, and to achieve a win-win situation. Firstly, this paper explains the relationship between Sino-Western business negotiation and culture, on that basis, it respectively expounds specific performance in Chinese and Western cultural differences in business negotiation and the causes. The second part analyzes the influence of cultural differences on business. The author hopes to provide reference for the realization of the interest of a win-win situation in the Chinese and Western business negotiation.

Keywords: cultural differences; Sino-western business negotiation; conflict management style; win-win situation

摘  要:

中西商务谈判是一种跨文化的沟通和交流，是不同文化背景下的主体为了实现一定的目的而开展的一种商务活动。当今社会，国家与国家之间的交往越来越频繁，不仅表现在政治、经济、科技等方面，更表现在文化上。中西方之间的文化冲突使文化差异成为商务谈判中越来越值得重视的问题。我们需要了解和学习中西方文化的不同差异，解决这种文化差异所带来的利益冲突，实现多方共赢。首先对中西商务谈判与文化的关系进行了解说，在此基础上分别阐释了文化差异在中西商务谈判中的具体表现和产生的原因。第二部分结合案例具体分析了文化差异对中西商务谈判冲突解决风格的具体影响，这是全文的重点。第三部分从通用技巧和针对某一个国家文化差异的具体策略两方面给出了相应的解说。希望为中西方实现利益双赢的商务谈判提供参考。
  
关键词: 文化差异；中西商务谈判；冲突解决风格；双赢局面

1 Introduction
Culture and society has been widely considered in management literature during the past thirty years in which Hofstede's dimensional theory of society has been a main model. Hofstede's work has highlighted cultural differentiation crosswise national boundaries and moved managers to demonstrate admiration for cultures, management styles and values. Some afterward studies may more be systematically calculated, nearly oriented, and may have studied more cultures than Hofstede's study, but on the whole their impact does not go above Hofstede's. Though using diverse cultural proportions, these later researches have really pursued in Hofstede's philosophical nature. “Hofstede's masterful capability to elaborate the difficult information of culture in easy and quantifiable conditions enlightens his vast popularity” .