文化差异对跨文化商务谈判过程的影响及其形成原因

随着经济全球化的不断发展，各国之间的经济联系不断加强。特别是中国加入世界贸易组织后，中国与西方国家的经济合作和商务活动日渐频繁，跨文化商务谈判的重要作用日益彰显。不同国家的谈判者在同一张谈判桌上进行协商，不同文化背景的谈判者运用不同的方式、策略进行谈判。文化差异尤其是东西方文化差异引起的误解以及文化冲突对谈判会产生不利影响，甚至导致谈判失败。因此要想取得有效的谈判，谈判者不仅要了解对手的文化与本国的文化差异，更重要的是了解文化因素如何影响谈判。
本文主要研究文化差异对跨文化商务谈判过程的影响及其形成的原因。首先阐述了文化、交流与谈判的概念以及它们之间的关系，为分析中西文化差异对商务谈判的影响奠定了坚实的理论基础。然后分析了文化差异对国际商务谈判的五个基本阶段的影响，包括：谈判准备阶段、谈判开局阶段、交流探测阶段、磋商让步阶段、协议签订阶段。最后通过案例分析和比较分析，总结出了文化差异形成的原因，包括：价值观差异、思维模式差异以及民族中心主义。
通过了解文化差异是如何影响跨文化商务谈判，有助于谈判者预见谈判的进程，及时调整谈判策略，最终达成圆满的协议。本文最后还对达成有效的谈判提出了建议及对策。

关键词：跨文化；商务谈判；文化差异；成因
Abstract
With the constant development of the economic globalization, business contacts among nations get increasingly close. In particular, since China’s accession to WTO, the economic cooperation between China and the West becomes more and more frequent. The function of cross-cultural business negotiation becomes increasingly important. When negotiators from different countries come together and discuss their interests, negotiators with different cultural backgrounds employ different negotiating strategies. Cultural differences will certainly result in misunderstandings or cultural conflicts which will affect negotiations and even lead to failure. Thus, in order to negotiate effectively, negotiators should have a good understanding of culture and cultural differences. More importantly, they should know how negotiation is affected by culture.
The thesis mainly studies impacts of cultural differences on the processes of business negotiation and causes of cultural differences. First, it presents definitions of culture, communication and negotiation, and their relationships which provide a solid theoretical foundation for a further study. Then it analyses impacts of cultural differences on negotiation processes which include preparation before negotiation, non-task sounding, task-related exchange of information, concession and agreement. At last, it presents causes of cultural differences, including differences in culture values, differences in patterns of thinking and ethnocentrism.
After understanding impacts of cultural differences on business negotiation, negotiators can predict the process and adjust strategies in order to reach a satisfactory agreement. In the concluding part, some possible suggestions are proposed to those who are engaged in or will be involved in intercultural business negotiations.

Key words: cross-culture  business negotiation  cultural differences  causes

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