摘要

  国际贸易的总值每年超过1万亿美元，随之而来的商业平台如今已经扩展到全球范围。由于国际商务关系呈现的增长势头，来自不同国家和文化背景的人进行商务谈判的频率也在增加。这向那些不熟悉不同群体化的商务代表提出了严峻的挑战。
  在谈判中，西方人会花费大量的时间和努力对冲突进行专门的沟通。在争议中。他们注重强调事实数据，在坚持自己最终立场时往往表现的比较死板。当预期结果不能实现时，就很容易表现出情绪。他们认为妥协是可以和不可避免的。但如果不能很快达成协议，就会感到失意或失败。双方已经建立起来的关系也就失去了意义。亚洲人注重和睦，尽量避免冲突公开化。在处理冲突的沟通中保持灵活性，对争议提出新的建议或折中方案，避免冲突的升级，以保持双方已经建立起来的关系。即使在解决冲突的沟通中遇到困难，也避免向对方传送破坏和谐的非语言信号。因为他们认为表现出情绪是不和谐的表现。
  所以，来自不同国家的人们有不同的态度和经历。他们有各自的优点和缺点，为促成国际谈判的成功，要充分了解不同文化的价值观，并有针对性调整谈判策略和节奏，对不同观点进行直接和公开的讨论。合格的谈判人员应该十分清楚自己的特点，同时了解其他国家的谈判人员与自己不同的特点。在谈判中，应扬长避短，充分发挥自己的长处，利用对方的弱点，以取得最好的效果。

关键词：谈判；跨文化谈判；谈判风格；差异

Abstract

The competition in trade now is global, and the international trade amounting to more than 1 billion every year. With the international relations growing, the business negotiations are more and more frequent. So it can be important challenges to all of the businessmen. People will have different experience, different values and different attitudes if they from different countries. In addition, they will have different weaknesses and different strengths from one another.
If both sides have conflict or dispute in the negotiation, the westerner will make their effort and spend large amount of time in communicating. They also will carry on the direct and public discussion to different views. In the disputes, the most important thing to them is the fact data. When they insist on their final standpoints, they often will be stiff. And if the anticipated resulted can not be realized, they often display the bad mood obvious. They thought the compromise is unavoidable, but if they cannot get the agreement quickly, they will be disappointed and frustrated. So the established relationship will probably lose.
  To Asian people, the most important thing is the harmony. In the process of the negotiation, they keep the flexibility and avoid the disputes as soon as possible. They are willing to keep the established relations and often raise the new proposal to avoid the dispute. They also avoid transmitting the non-language signal which can destroy the harmony even if they meet some difficulties in the solution of the dispute during the negotiation. They think it is in proper of displaying the mood.
If you want to be successful in the international marketing negotiations, you must be a good master that knows the negotiating styles in different countries. In addition, it is important to adjust the negotiations strategy. A capable negotiator can develop a style appropriate for his own strengths including the strength of his own culture. He should not pursue to follow the style of different countries. What’s more, he should not follow the style that other have strengths but he does not, as that will display his natural weaknesses but not his own strengths.

Keywords:  international trade；culture；different countries；negotiation；dispute；relation；style