文化差異對國際商務談判的影響及其對策

Impacts of Cultural Differences on the International Commercial Negotiation and the Countermeasure

摘 要

　　　隨著經濟國際化，世界上各個國家都緊密連接成為一個有機的整體。國際間商務交往活動日俱頻繁,談判已成為國際商務活動的重要環節。國際商務談判作為跨國界活動中人際交往中的特殊形式, 不僅是經濟領域的交流與合作,也是文化之間的交流與溝通,必然包含不同地域、民族、社會文化的交往與接觸。因此,了解文化差異，這對談判的成功起著至關重要的作用。

　　　 要想使談判達到事半功倍的效果，就必須盡你所能去了解對方的本土文化，生活習慣，生意慣例，以及各種探究外國商務特點。之所以要求我們這樣做是因為世界上每個民族都有自己獨特的文化特點，而這些文化既有共性又有個性。據悉，談判員覺得與來自不同文化的人談判會很棘手，比如給商務談判帶來了種種障礙和誤解。因此，如何正確對待以及處理商務談判的過程出現的文化差異是國際商務談判的一個重要的問題。由此我們可以得出結論：文化差異對國際商務談判的影響是很值得深究的。

　　　本文生動地、深層地通過圖表分析和對比分析的方法，研究了文化差異對國際商務談判的影響及其對策。全文包括文化差異在國際商務談判中的體現，文化差異對國際商務談判的影響以及對策分析。　　

關鍵字：國際商務談判；文化差異；影響；策略

Abstract

　　　Globalization has succeeded in making each country closely connected to become a dynamic whole. International business activities have been more and more active. So negotiation has been an important part for that. International commercial negotiation is one kind of special activities as dealing cross-cultural fairs, like the cooperation in the field of economy. Cultural communication and culture exchange are involved in the negotiation, such as different cultures, social shares and other things. So, deeply understanding the cultural differences can be the key to be successful in the international business negotiation 

　　　If you want to win the deal, you must try every possible way to learn your counterpart’s local culture, life style, business rules, and make a research of the cultural characteristics of foreign business. Why we need to do this?  Because each nation has its own unique culture which shares some similar characteristic but also the specialty. We know that negotiator may find tough to communicate with the people who are from different cultures, such as berries or confusion for the communication. Therefore, how to deal with the cultural differences in the process of international negotiation? It is a big question. We can draw the conclusion that it is worthy studying the cultural differences in international business negotiation. 

　　　This thesis makes the study of impacts of cultural differences in international commercial negotiation and the countermeasure, vividly and thoroughly, through pictures and by antithesis. The whole passage consists of the following aspects: embodiment of cultural differences in business negotiations; impacts of cultural differences on the international commercial negotiation and the analysis of countermeasure. 

Keywords: international business negotiation; cultural differences; impacts; countermeasures

注：本文全文為英語所寫的英語論文。只有摘要是中英雙語，全文為英文。