论非语言文化差异对国际商务谈判的影响

不同的国家有不同的文化。目前，在这个全球化的时代，各国之间的经济交往日益密切，这带来了越来越多的国际商机。自然而然，国际商务谈判也成了其中最重要的一部分。本文试图抛开各国谈判的语言差异，将着力点放到非语言文化上，如身体语言，时间空间概念，思维方法等，研究其差异对国际商务谈判的影响。进而探索出一些有效的方法能够避免或减轻非语言因素在跨文化国际商务谈判中的不利影响。
本文从非文化差异的形成原因和类型着手，理论分析了其中一些基本的概念。其次，重点分析非语言文化差异对国际商务谈判产生影响的具体方面，最后，本文提出了一些方法来处理这些非语言文化差异对谈判造成的影响，以达到共赢的效果。

关键词：文化差异;非语言;国际商务谈判;身体语言;谈判技巧
The Nonverbal Cultural Differences’ Impact on
International Business Negotiation

Abstract

Different countries have different cultures.Currently,the world is developing quickly in the age of economic globalization. Business contacts among nations get increasingly close, which has brought more and more opportunities to deal with businesses.Actually, international business negotiation is the most important part of international business, meanwhile, nonverbal cultural differences have many influence on international business negotiation, such as body languages, time, space, thinking approaches and so on. Analyzing their differences is a good way to find out some effective ways to avoid or mitigate the adverse impacts the cross-cultural elements might produce on international business negotiation.
 This article begins with cultural differences,talking about the nonverbal cultural differences’ impact  on  international  business  negotiation,then illustrate some types of nonverbal cultural differences.Furthermore,this paper analyses the aspects that nonverbal cultural differences’ impact on international business negotiation.At the end, the aiticle suggests some ways to treat nonverbal cultural differences when we are negotiating,so that we can well understand each other's advantage and disadvantage to gain win-win cooperation.

Key words：cultural difference;nonverbal communication;business negotiation;body language;negotiation techniques

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