Abstract:

Along with the rapid development of the society, the global economy is developing rapidly, so are the exchanges and cooperations between different countries. The international business negotiation is a important part of those exchanges and cooperations. The success of a business negotiation is decided by the competence of its negotiators. However, there are many barriers between the international business negotiators because of such factors as different customs, religious beliefs, values, dispositions, education, thinking modes, language habits, personality and so on. Business negotiators need to know more about those barriers, their causes, their influences on the international business negotiations, and find proper ways to solve them. In a word, before business negotiations, negotiators must get a good knowledge of cultural differences between different countries and negotiator’s barriers. In the process of international business negotiations, negotiators need to make enough preparations, correctly handle cultural differences, completely grasp the negotiating style of negotiation opponents, enhance the awareness of different law, and they need to simulate negotiation training too. Meanwhile, negotiators also need to think twice with the long-term interests and the overall situation to make decisions that benefit the two sides, then the business negotiations may reach a ‘win-win’ situation.

Keywords: international business negotiation；negotiator；barrier

摘  要：

社会在日益发展,世界经济也在迅猛发展，国际间的交流合作也越来越频繁。国际间的商务谈判是国际间交流合作中一个至关重要的部分。一个商务谈判的成功与否取决于其谈判者的自身能力。然而谈判者之间会因为各国习俗, 宗教信仰, 价值观，素质修养，所受教育，思维方式，语言习惯以及个性等因素不同而存在诸多障碍。谈判者需要深入了解这些障碍及产生原因，同时思考这些障碍会对商务谈判带来的影响，并尽最大努力找到最合适的方法来克服这些障碍。总的来说，谈判者在谈判前要对各国之间的文化差异及各个谈判者自身存在的障碍有一个深刻的了解。在国际商务谈判过程中，谈判者需要做好充足的准备，正确处理谈判过程中的文化差异，还要充分把握对方谈判者的谈判风格，增强各国不同的法律意识，并且模拟谈判训练。同时，谈判者还需以长远利益为重，以大局为重，三思而后行，做出令双方都满意的决定，这样才能使商务谈判达到一个共赢局面。

关键词：国际商务谈判；谈判者；障碍

1.    Introduction
Globalization grows faster and faster, and the international business negotiations are becoming more and more frequent. Negotiation is one kind of human activities. Business negotiation refers to the process that different economic entities try to grasp the possible opportunities of cooperation for getting their own interests and meeting the needs of each other through communication, compromise and cooperation. The success of international business negotiation depends on business negotiators. As it is difficult to find two same leaves in the world, every international business negotiator is unique, and it is common that there are various barriers in the international business negotiation, and those barriers between the negotiators may affect the result of a negotiation.