浅谈中德商务谈判中的跨文化冲突及应对策略

自中德两国之间建立外交关系以来，两国贸易合作加快。特别是中国入世以来，中德两国间的关系也变得日益密切。最近几年，随着中德之间贸易、经济合作的飞速发展，中德之间的商务谈判已变得日益频繁。但是由于中德两国商务谈判人员在文化背景和文化传统及思维方式上面的差异，造成双方的误解和意见不一致，从而导致商务谈判的失败，这些问题都是经常会出现在商务谈判之中的。因此，如何有效的避免这些冲突，寻求更好的沟通策略成为了商务谈判人员基本的素质。本文立足于中德两国商务谈判的跨文化冲突，通过中德两国在谈判人员性格差异，认识客观事物的思维差异，伦理和法制上的差异以及时间观念上的差异等方面对比分析了中德两国商务谈判在文化上的差异，从文化的角度分析两国商务谈判跨文化冲突的原因，辅以实例说明，并提出相应的应对策略，寻求有效的沟通途径，更好的促进商务谈判的成功，实现中德两国经济上的双赢。

关键词：文化差异；跨文化冲突；商务谈判；应对策略
On Cross-cultural Conflicts and Countermeasures in Sino-German Business Negotiation

Abstract: Since China and Germany have established the diplomatic relationship, the bilateral trade developed quickly. Especially when China takes part into WTO, the relationship between these two countries becomes closer. In recent years, the business negotiation between China and Germany has also become frequent due to the development of trade and economic cooperation. However, as the different concepts of cultural tradition and cultural perspective between the two countries, there will be some misunderstanding when they are in business negotiation. Also it will have some conflicts when they are communicating with each other. The article will be focused on the cross-cultural conflicts of business negotiation between China and Germany. Therefore, in this paper, I will try to focus on investigating the differences between these two countries. I am going to find the difference of business negotiation between these two countries by comparing the character of the interlocutors, thinking modes, ethics and legal concept and two views of time between the two countries. According to the analysis, I try to find some solutions to deal with the conflicts, so that they can communicate well when they are in business negotiation, thus, push the business negotiation into success. And it will be benefit to the economic development both for these two countries.

Keywords: cultural differences; cross-cultural conflict; countermeasure; business negotiation

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