中西方文化差异对商务谈判的影响

在全球经济一体化的背景下，商务交流活动日益频繁，跨文化已被越来越多的国际商务谈判灵活运用。因此，我们必须对各国的文化有更深入地了解，分析不同国家文化的差异及其对商务谈判的影响。了解文化差异对商务谈判的影响是非常重要的。本文以中国和美国为例，主要通过文化的六个方面和不同的谈判策略来阐明文化差异在商务谈判中的重要性。本文并提出了“求同存异”，在不同文化背景和生活习俗上进行跨文化谈判的对策，旨在为现在商务谈判活动提供一定的理论指导，为取得“双赢”结果打下坚实基础。

关键词: 文化差异；商务谈判；影响
Abstract
With the development of economic globalization and China’s entry into WTO, international activities become more frequent. The concept of “cross-culture” has been flexibly used by many negotiators in the world. Therefore, we must understand different cultures deeply, analyze the cultural differences of the different countries, and its influence on negotiation. Understanding the impact of the cultural differences on international business negotiations is very important. The thesis takes China and the United States as examples, and mainly focuses on the cultural factors and different negotiating strategies to illustrate the impact of the cultural differences on business negotiation. And the paper proposes a common ground while reserving differences, and the strategies of cross-cultural negotiations in different cultural backgrounds and customs, aiming to provide certain instructions to the business negotiation practice and gain the win-win situation for both parties.

Keywords:  cultural differences  business negotiation  influence

Content

Chapter One Introduction 1
1.1 Introduction of the Background 1
1.2 Importance of Understanding Cultural Differences 1
1.3 Structure of the Thesis 1
Chapter Two Culture and Negotiation 2
2.1 Definition of Culture 2
2.2 Definition of Negotiation 2
2.3 Relationship between Culture and Negotiation 2
Chapter Three Impact of Cultural Factors on Business Negotiation 4
3.1 Five Dimensions of Cultural Values Affecting Business Negotiation 4
3.1.1 Individualism VS Collectivism 4
3.1.2 Power Differential 5
3.1.3 Uncertainty Avoidance 5
3.1.4 Relationship 6
3.1.5 Difference in Decision Making 7
3.2 Time Affecting Business Negotiation 7
3.3 Space Affecting Business Negotiation 8
3.4 Body Language Affecting Business Negotiation 8
Chapter Four Intercultural Negotiation Strategies 10
5.1 Understanding Cultural Differences 10
5.2 Developing Negotiation Strategies According to Opponents 10
5.3 Selecting the Appropriate Negotiating Style 11
Chapter Five Conclusion 12
References 13

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