摘要

随着我国加入世贸组织，中西国家之间经济贸易飞速发展，双方商务交往活动越来越频繁，国际商务谈判的重要性也日渐显现。然而，由于中西方之间存在着巨大的文化差异，中西方谈判者之间很可能出现文化冲突以及不必要的误解。因此，为了准确把握未来谈判桌上的优势与主导，顺利的开展商务活动，要想成功的走向国际市场，各国商务谈判者了解中西文化的差异显得十分必要。各方在商务谈判中必须增强对文化差异的敏感性，承认文化差异，还有必要研究最能体现文化价值观和思维定势的谈判为突破口，详细的了解谈判对象的文化背景与习惯并且超越文化的局限。本文则着重说明了价值观。
文章的关键在于5中不同的文化价值观：等级价值观、情感价值观、法律价值观、个人和集体价值观以及时间观念。在文章的结尾，还提出了几点关于“如何减少不同的文化价值观在国际商务谈判中的影响”的意见。

关键词：价值观；国际商务谈判；差异性
 
Abstract

With Chinese accession to the World Trade Organization and the rapid development of economic trade between China and western countries, the business contacts of different countries become more and more frequent; the importance of business negotiations gets obvious gradually. However, the huge cultural differences between China and western countries may give rise to potential cultural conflicts and unnecessary misunderstandings. Therefore, in order to take hold accurately the advantages and domination on the negotiating tables in the future, carry out business activities smoothly and walk into international market successfully, it is imperative that negotiators not only need to learn the cultural factors and acknowledge cultural differences in international business negotiations, but also have necessity to research the negotiations that can most reflect cultural values and thinking sets as the breakthrough, understanding negotiators’ cultural backgrounds, customs and the limitation beyond culture in detail. In this paper, it put emphasis on the culture value.
The key point lies in the impact of five different culture values: grade value、emotional value，law value，collective and individual value and time value. In the end, it raise some advice to deal with the problem “how to reduce the impact of different culture value on the international business negotiation”.

Key words: cultural differences; cultural value; international business negotiations; impacts of cultural value

1.    Introduction
Business negotiation in interpersonal relationships as a special form, relate to different geographical, ethnic, social and cultural exchanges and contacts, which have taken place in cross-cultural negotiations. In cross-cultural negotiations, the different geographical, ethnic, cultural factors will affect the thinking of those negotiations, the negotiation style and behavior, thus affecting the entire negotiation process.With the deepen of reform and opening, the economic trades between China and foreign countries become more frequent and the international business negotiation shows its obvious significance. During the international business negotiation, one of the most important influence the negotiators’ different values, which is performed in the social relationship. For example, Knowing these difference of values-- the diversity among decision-making, equality, legal concept, timing and efficiency between each other can help people to decrease conflict , misunderstanding and barrier in the negotiation, maintain and strive for interests