Abstract:

With the economic integration on a global scale, economic exchanges among countries in the world are increasingly frequent. Along with China's accession to WTO, China's foreign trade enjoys a geometric growth. So people pay more attention to the international business negotiation. Today international business negotiation plays an increasingly important role in the world’s business activities. Whether international business negotiation succeed or not directly affects the outcome of international economic activities. Cultural factors naturally becomes a top priority of consideration in the international business negotiation. There are obvious differences between different cultures, and cultural differences are the most obvious and also most likely to be ignored. Different cultures produce different custom and behaviors. Behaviors, which is widely recognized in a kind of culture, may not be tolerable and understandable. As a result, we need to pay special attention to cultural differences in the business negotiation, especially on the manners and etiquette in international business negotiation. Because in cross-cultural communication, a failure of communication caused by a poor first impression resulting from inappropriate behaviors is not rare.

Keywords: Cultural Differences; International Business Negotiations; Effects and Countermeasures

摘  要：

随着经济在全球范围内的一体化，世界各国间的经济交流越来越频繁。伴随中国加入WTO，中国的对外贸易也成几何式增长，因而国际商务谈判就成为了人们关注的焦点。国际商务谈判在当今全球的经济活动中扮演者越来越重要的角色，国际商务谈判的成功与否，直接影响国际经济活动的结果。而在国际间的商务谈判中，文化因素自然成为考虑的重中之重。不同的文化间存在着很明显的差异，文化差异是最显而易见却又最容易为人所忽略。不同的文化生成了不同的习俗和行为方式，在一个文化中被普遍认可的做法可能在另一个文化中让人无法忍受和理解。因此我们在商务谈判中需要特别注意不同文化间的差异，尤其是在国际商务谈判中的礼仪和礼节上更要注意，因为在跨文化交际中，由于不适当的行为举止给人留下不好的第一印象而导致交际失败的例子屡见不鲜。

关键词：文化差异；国际商务谈判；影响与对策

1 Introduction
1.1 International Business Negotiation
International business negotiation refers to the behavioral process in international business activities in which the party concerned of the business activities in different countries or different regions negotiate to reach the purpose of trading in order to satisfy a particular need through the exchange of information with each other (Tang Xiulian,Wang Wei,2009). Thus it can be seen that the subjects of international business negotiation pertain to two or more countries or regions. People attending  negotiations represent different countries’, regions’ and individuals’ interests. As a sort of dynamic interaction between the two sides of economic activities, both sides of the international business negotiation hope to get the respect of each other and understanding so as to make both sides get opportunities of business development, which is what we call a "win-win".