Abstract:

Business negotiations under different culture are becoming much frequent because of the development of global economy. In the international negotiation, conflicts aroused by different culture, religion and economy may lead to the breakdown of negotiation. Obviously, it is very important to comprehend the cause of forming the conflicts and strategies to these conflicts. This thesis will discuss some features and strategies from the aspect of four major conflicts.

Key Words: cultural differences; international business negotiation; intercultural communication; strategy

摘要：

由于经济全球化的发展，商务谈判变得越来越频繁。跨文化交流中由于世界各国不同的文化、宗教、经济而引发的冲突，在不同程度上会导致谈判破裂或造成更加消极的后果。因而，为了使谈判取得圆满的成功，了解文化冲突的形成原因及其应对策略是很重要的。本文对四个主要的跨文化冲突进行研究，进而探讨商务谈判的特点及其对策。

关键词：文化差异; 国际商务谈判; 跨文化交流; 策略

Introduction
    Nowadays, the integration of Chinese economy with the world becomes evermore closely. It is well known that business negotiation is a vital part of business activities. In that case, if people ignore the effect of cross-cultural conflicts in the business negotiation, misunderstandings may appear, all of these may result in numerous unwelcome after effects.
    Many factors have impacts on business negotiations. Among them, cultural factors do matter. Chinese culture represents oriental culture, while American culture represents western culture. Culture can influence negotiating styles in different ways, because negotiators who come from another country is different from us in thinking patterns, concepts of the value, views of time and so on. If people neglect to consider cross-cultural conflict, they may fail to take every account into consideration during their negotiation. There are numerous unsuccessful cases in business negotiation aroused by different reasons. That is to say to ensure a successful cooperation between the two parties, we should get familiar with the culture on conflicts among all the countries and take some strategies to remove these conflicts in the business activities.