Impacts of Cultural Differences on International Business Negotiations 文化差异对国际商务谈判的影响

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1、ImpactsofCulturalDifferencesonInternationalBusinessNegotiations文化差异对国际商务谈判的影响I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

2、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并在此基础上扬长避短尊重不同文化下商人的不同行为减少因不尊重对方而造成的不必要的冲突应建立相互合作的气氛制定出合适的谈判策略。本文重点讨论了中西国家之间的文化差异及其对商务谈判的影响并提出了化解文化冲突的几点建议使中西方贸易谈判能顺利进行。关键词文化差异国际商务谈判文化差异的影响IIAbstractWithChina’saccessiontotheW

3、orldTradeOrganizationandtherapiddevelopmentofeconomictradebetweenChinaandwesterncountries,thebusinesscontactsofdifferentcountriesbecomemoreandmorefrequent;theimportanceofbusinessnegotiationsgetsobviousgradually.However,thehugeculturaldifferencesbetweenChinaan

4、dwesterncountriesmaygiverisetopotentialculturalconflictsandunnecessarymisunderstandings.Therefore,inordertotakeholdaccuratelytheadvantagesanddominationonthenegotiatingtablesinthefuture,carryoutbusinessactivitiessmoothlyandwalkintointernationalmarketsuccessful

5、ly,itisimperativethatnegotiatorsnotonlyneedtolearntheculturalfactorsandacknowledgeculturaldifferencesininternationalbusinessnegotiations,butalsohavenecessitytoresearchthenegotiationsthatcanmostreflectculturalvaluesandthinkingsetsasthebreakthrough,understandin

6、gnegotiators’culturalbackgrounds,customsandthelimitationbeyondcultureindetail.Then,peopleneedtofosterstrengthsandcircumventweaknessesonthebasisofunderstandingothers,respectbusinessmen’sdifferentbehaviorswithdifferentcultures,reduceunnecessaryconflictscausedby

7、thelackofrespectforeachother,peoplearesupposedtoestablishanatmosphereofmutualcooperationandformulatearationalnegotiationstrategy.Thethesisemphasizestheimportanceoftakingculturalsensitivitiesintoconsiderationduringbusinessnegotiationstomakepropernegotiationtac

8、tics.Inviewofsuchasituation,thisthesismakesanefforttohighlighttheimpactsofculturaldifferencesoninternationalbusinessnegotiationsandputsforwardseveralsuggestionsinreconcilingculturaldiffer