论文化因素对商务谈判运作的影响

随着经济的发展和改革开放的深入，国际贸易也随之增多，商务谈判越来越显示出在国际贸易中的重要地位，国际商务谈判不仅仅是为了达成一个协议，它是一个复杂的过程受到各自国家、民族的政治、经济、文化等多种因素的影响，而其中最难以把握的就是文化因素。文化差异是现实存在的，它直接影响了国际商务活动的顺利进行。许多文化非常复杂而且与我们自己的文化不一样。我们不要期望我们的谈判对手和按照我们的想法去做，如果这样就会导致许多不理解、不信任和误会。因此，了解和掌握文化要素非常重要。为了能在国际商务谈判中取得成功以及在国际社会中做一名合格的成员，我们必须营造相互理解相互尊重的气氛。同时我们还要知道谈判的艺术。它是为了在达到最好的结果的同时与谈判的另一方建立双赢的关系。本文从中西方文化差异的角度入手，研究国际商务谈判的特点及文化差异对商务谈判的影响，在此基础上举例说明了解文化差异的重要性。最后阐述了我们在进行商务谈判时必须正确对待文化差异，了解各国的不同文化，制定合理的谈判策略，赢得谈判最后的成功。

关键词： 文化因素；商务谈判；影响

Abstract
With the development of economy and reformation，International trade and foreign communication increase quickly. All kinds of business negotiations become more and more important in international trade. International business negotiation is not just a matter of arriving at a contract. It is a complicated process that affected by many factors, such as different countries and nations’ policy，economy and culture, many of which are culturally determined. Culture factor is the one which is the most difficult to grasp. Culture’s difference exists impersonally. It influences international business activity directly. Many of these cultures are very complex and very different from our own. You must never assume that your counterparts from other culture think like you do. Doing so can lead to misunderstanding, frustration, and distrust. Consequently, it is very important to understand and be familiar with culture factor. To be successful in international business and to be good citizens of the international community then, we should create a climate of understanding and respect.  At the same time, we should know the art of negotiation. It involves finding a balance between achieving the best possible result, while at the same time establishing mutually beneficial working relationship with your counterparts. My thesis discusses the characteristics of international business negotiations and impacts of cultural differences on international business negotiations. Based on this, the article uses some examples to demonstrate the importance of knowing cultural difference on business negotiations. Finally it reminds us that we should face to the cultural difference correctly and know the culture of different countries. At the same time, we should establish some reasonable strategies and then win the negotiation when we conduct business negotiations.

Keywords：Culture factor  Business negotiation  Influence

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