摘  要

国际商务谈判是达成跨国合作的必经之路。然而，由于生长的环境天差地别，谈判者之间的沟通面临了重重阻隔，以至于不能相互理解与交谈。因此，跨文化因素对国际商务谈判的影响是谈判过程中不可忽略的。对于两个不同国家而言，跨文化因素主要包括了语言因素和非语言因素。而非语言因素又可以延伸到交际方式、礼仪、思维方式、时间观念、价值取向等方面。了解这些因素，是一个有经验的国际商务谈判者自身必须具备的专业知识，也很可能成为谈判成功的关键。这就意味着在国际商务谈判中了解各国不同文化，熟悉商业活动的文化差异是非常重要的。

关键词：商务谈判；文化差异；跨文化因素
 
Abstract

International business negotiation is the necessity of the international cooperation. However, the big description of the living environment gets in the way of communication between the negotiators, so that they cannot be understood. Therefore, the study of the cross-cultural factors in business negotiation is significant. As far as two totally different countries’ concerned, the cross-cultural factors includes two aspects: verbal and non-verbal elements. And the non-verbal element also includes the form of communication, etiquette, the way of thinking, the sense of time, value orientation and so on, which should be the professional knowledge that an experienced negotiator must have and may be the key of a successful business negotiation. It means that it is of great importance to know the cultural description of commercial activities in international business negotiation.

Key words: business negotiation; cultural description; cross-cultural factors