摘 要
     
随着经济全球化的不断发展和商务交际的日益频繁，跨文化谈判变得越来越重要，因此谈判中所涉及的文化差异也变得越来越受关注。如果我们忽视其重要性，就会引起不必要的误会，甚至直接影响谈判的结果。因此，了解不同国家的不同文化对避免国际商务谈判中的文化冲突是必不可少的。本论文首先从人员介绍、双方打招呼、语言交流及礼物馈赠等方面来阐述国际商务谈判中礼仪的差异。其次，分析这些差异存在的原因。然后，陈述国际商务谈判中礼仪差异带来的影响。最后，陈述能减少这种差异带来的影响的有效方法和提出几点自己的建议。总之，认识和接受差异在国际商务谈判中是非常更重要的，同时，我们应尽我们最大的努力去减少这种差异带来的负面影响。

关键词：商务礼仪；礼仪差异；商务谈判；文化差异

Abstract
 
This paper begins with a brief introduction to business etiquette and business negotiations. Cultural negotiations means business negotiations under the different cultural conditions. With the development of economic globalization and frequent business contacts, cultural differences have become more and more important. If we neglected them, they would cause unnecessary misunderstanding or even undermine the result of business negotiations directly. Therefore, it is of great significance to know different cultures of different countries as well as ways to avoid cultural conflicts in the context of international business negotiations. The paper begins with the etiquette differences on international business negotiations from some perspectives of introduction, greetings, the language of entertainment and sending gifts. Then state the influence caused by different etiquette on the business negotiation. After that, analyze the reasons of the difference. Finally it analyzes some strategies to reduce the influence. This paper put emphasize on business negotiations between China and western countries, negotiators should accept the other parties’ culture and try to make him be accepted and make a correct evaluation with help of effective communications. In a word, it is extremely important for negotiators to realize and accept the difference, in the meantime, try our best to reduce the influence of difference.

Key words: business etiquette; etiquette difference; business negotiation; cultural diversity

1.    Introduction
With China establishing business with the other countries more frequently, all forms of economic exchanges and cooperation expand further, more and more enterprises participate in the international business activities, and the international business negotiation has become an indispensable part in the business activity.