英文商务谈判中的文化差异初探

当今世界国与国之间的多边联系在不断的扩大,不同民族,不同文化间的交流越来越多。随着中国加入世界贸易组织,中国与许多国家建立了经济联系,国际商务谈判也随之被摆在了越来越重要的位置。这就要求商务谈判的参与者不仅具有扎实的专业知识,而且应该重视自身的文化学习和修养。对文化差异的了解与掌握可以帮助谈判双方更灵活地处理跨文化谈判活动中出现的问题，不仅使谈判过程更流畅,还能达到满意的谈判效果。
本论文从文化因素的深层机理来分析它对国际商务谈判活动的影响。首先分析了文化因素对国际商务谈判影响的深层原因,接着分析了文化因素对国际商务谈判的具体影响,包括对谈判者的思维方式,谈判方式,集体意识,谈判风格以及谈判结构的影响。
本论文的主要贡献有二个：第一,本论文针对文化因素提出了国际商务谈判人员应注意的问题：在第三第四章分析了文化因素对国际商务谈判的影响原因和具体影响的基础之上,第五章针对文化因素比较系统地提出了国际商务谈判人员应注意的问题。以前很多文章和著作对国际商务谈判中文化因素的论述较多,但对我国在跨文化商务谈判中的应注意的问题提及较少。对我国企业国际商务谈判活动有一定的参考价值。第二,从文化的角度来审视国际商务谈判,跳出谈判看谈判,建立多维度的谈判视角,拓宽谈判的文化视野。国际商务谈判不仅仅是利益分配的过程,同时也是观点互换、感情交流、互通有无的文化碰撞与较量的过程。

关键词:  文化；  文化差异；  商务谈判策略
Abstract
Multi-lateral contacts among countries are expanding in the world today, and intercultural communication is increasing with each passing day. Along with its entering into the World Trade Organization, China has established economic relations with many nations. International business negotiation is regarded as more and more important, which requires that the members from the business negotiation team not only master specialized knowledge, but also attach importance to their cultural background knowledge. And it would be helpful for the member countries in dealing with cross-cultural negotiation in a more flexible way. We could not only carry out the communication smoothly during the process of negotiation, but also achieve a satisfactory result in the negotiation.
This thesis analyses the deep impacts of cultural factors on international business negotiation activities. First of all, it analyses the reasons of impacts of cultural factors on international business negotiations, and then analyses the specific impacts of cultural factors on international business negotiations, including way of thinking, ways of negotiation, and their sense of group, style of negotiators, and structure of negotiation.
The contributions of this paper are as follows: Firstly, this paper proposes some problems should be focused by negotiators in the sight of cultural factors. There are many articles and books on international business negotiations relating to cultural factors. However, few cross-cultural business negotiations in China are paid enough attention. Therefore, this thesis has some reference value for enterprises joining in international business activities. Secondly, this thesis views international business negotiations from cultural perspective, and conducts negotiation from multi-dimensional perspective, then expands the cultural horizons of negotiation. International Business Negotiation is not just the process of distribution of benefits, but also a process of exchanging ideas, feelings, and needed goods.

Key Words:  Culture ;   Cultural Differences;  Business Negotiation Strategy 

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