Impacts of Cultural Differences on International Business Negotiation

Contents
  
Introduction 1
1. Types of Cultural Differences 2
1.1Value View 2
1.2. Negotiating Style 2
1.3. Thinking Model 2
2. Impact Of Cultural Differences on International Business Negotiations 4
2.1Impact of Value Views Differences on International Business Negotiations 4
2.1.1Impact of Time View Difference on Negotiation. 4
2.1.2Impact of Equality View Difference on Negotiation. 5
2.1.3 Impact of Objectivity Difference on Negotiation. 6
2.2 Impact of Negotiating Style Differences on International Business Negotiations. 7
2.3 Impact of Thinking Model Differences on International Business Negotiation. 8
3. Coping Strategy Of Negotiating Across Cultures. 9
3.1 Making Preparations before Negotiation. 9
3.2 Overcoming Cultural Prejudice. 10
3.3 Conquering Communication Barriers. 10
Conclusion 11
Bibliography 12
Acknowledgements 13
                   

摘    要

不同文化條件下的商務(wù)談判就是跨文化談判。在世界經(jīng)濟(jì)日趨全球化的今天，隨著國(guó)際間商務(wù)交往活動(dòng)的頻繁和密切，各國(guó)間的文化差異就顯得格外的重要，否則將會(huì)引起不必要的誤會(huì)，甚至可能直接影響商務(wù)交往的實(shí)際效果。這味著如何化解各國(guó)不同文化背景在國(guó)際商務(wù)談判中是非常重要的。文章從文化差異的類(lèi)型入手，然后解釋了這些文化差異對(duì)國(guó)際商務(wù)談判的影響，最后分析了如何正確解決談判過(guò)程中文化差異的問(wèn)題。文章強(qiáng)調(diào)了這樣一個(gè)觀(guān)點(diǎn)，在不同國(guó)家商務(wù)談判中，談判員應(yīng)該接受對(duì)方的文化，并試圖是自己被對(duì)方所接受，然后在有效溝通的幫助下做出正確評(píng)估，并找出它們之間的真正利益。此外，們應(yīng)該盡可能的清楚的了解并發(fā)現(xiàn)對(duì)方的文化。這對(duì)文化談判的成功至關(guān)重要。

關(guān)鍵詞：文化；文化差異；商務(wù)談判；影響

Abstract

The business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the business negotiations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article commences from the types of culture differences, then it explains the impacts of these culture differences on international business negotiation and finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other party’s culture, and try to make him be accepted; then make a correct eva luation with the help of valid communication and discover their real benefits between them. Besides, we should know clearly and try to accept the culture differences as possible as we can. It is very important for the success of culture negotiations.

Key words: Culture; Cultural differences; Business negotiation; Impact