文化因素对商务谈判的影响及分析

文化因素对商务谈判的影响及分析
摘  要

本文将着重分析文化因素对商务谈判的影响。谈判是商业领域里非常频繁而重要的一项活动，是双方或多方为了达成互利的协议而就共同和冲突的利益进行讨论、磋商的一个过程。随着现代社会经济的不断发展，各国各公司之间的商业合作的机会急剧增加。不同国家的谈判者在同一张谈判桌上就共同和冲突的利益进行协商。同时，他们也带来了不同的文化。文化是影响谈判的重要因素之一。本文首先分析了文化因素对商务谈判者的影响。笔者认为文化决定人的价值观、宗教信仰，从而影响人的思想和行为。因此，不同文化背景的谈判者运用不同的方式、策略进行谈判。文章接着探讨了文化差异因素对商务谈判的影响。文化的差异必然会引起文化冲突，尤其对于东西方的谈判者来说，谈判的成功与否大多可以用文化因素来解释。因此，要想取得有效的谈判，谈判者不仅要了解对手的文化及与己的文化差异，更重要的是应该了解文化因素如何影响谈判以及如何应对。就此问题，本文最后提出了相关策略以应对文化差异对商务谈判所产生的影响。

关键词:文化，文化差异，商务谈判，影响
On Influence of Different Cultural Factors on Business Negotiation
 
ABSTRACT

This paper will focus on the analysis of cultural factors on the impact of business negotiations.Negotiation, a very common and important activity in the business world, can be understood as a process in which two or more parties come together to discuss common and conflicting interests in order to reach an agreement of mutual benefit. With further development of social economy，the businessmen from different countries have more opportunities to communicate than before. Negotiators from different countries come together and discuss their common and conflicting interests; meanwhile, they bring different cultures to the negotiating table. Culture is one of the factors that have important impacts on negotiation. This article first analyzes the cultural factors on the impact of business negotiations. The author believes that culture forges values and religious belief that define one’s thinking and behavior. Therefore, negotiators with different cultural backgrounds employ different negotiating strategies. Cultural differences will certainly result in cultural conflicts, especially for enormous differences between the Eastern culture and Western culture. The negotiators from the two cultures experience failure often due to the cultural factors. Thus, to negotiate effectively, negotiators should have a good understanding of culture and cultural differences. More importantly, they should know how negotiation is affected and how to deal with cultural differences in business negotiation.

Key words: culture, cultural differences, business negotiation, impacts

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