商务谈判中的中西方跨文化差异及对策

近年来，随着经济全球化的迅速发展，我国与世界各国之间的交往与联系日益密切，尤其是中国与西方国家之间的贸易往来越来越频繁。贸易的进行必然会导致中西方之间的商务谈判，然而跨文化问题却经常阻碍谈判的顺利进行。探讨商务谈判中的中西方跨文化问题, 找出中西方跨文化商务谈判的对策, 对提高中西方商务谈判的成功有相当大的帮助。
本文从文化的定义入手，剖析了中西方商务谈判中存在的跨文化差异，并从价值观差异、思维模式差异、语言交流模式差异、非语言交流模式差异以及风俗习惯差异几个方面来阐述文化差异对中西方商务谈判的影响,旨在分析出我们应当如何正确地处理在谈判过程中出现的文化差异问题，以便推进中西方商务谈判的顺利进行。经过研究得出，正视文化差异、尊重对方的文化习俗、谈判前做好充分的准备等可以有效减少中西方跨文化差异对商务谈判带来的不利影响。

关键词：商务谈判；跨文化差异；对策
Cross-cultural Differences and Strategies Between China and Western Countries in Business Negotiation
Abstract
In recent years, with the rapid development of economic globalization, the relationship between China and other countries is becoming closer and closer, especially the trade between China and Western countries is becoming more frequent than before. The conduct of trade between China and Western countries will lead to business negotiations inevitably, cross-cultural issues, however, often hinder the smooth progress of the negotiations. It is helpful for the success of business negotiation to discuss the cross-cultural differences in business negotiations and to find out the strategies of cross-cultural negotiations between China and western countries.
This paper starts from the definition of culture, and analyzes the cross-cultural differences in business negotiations that exist in China and Western countries. It illustrates the impact of cultural differences on business negotiations between China and Western countries from several aspects. The paper aims to analyze how to deal with the cultural differences correctly and find the strategies in the negotiating process, in order to promote the smooth progress of the business negotiations between China and Western countries. The conclusion of this paper is that facing cultural differences, respecting each other's culture and preparing before the negotiation can reduce the negative influence of the cross-cultural differences to business negotiations effectively.

Key words: business negotiation; cultural differences; strategies

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