文化差异对国际商务谈判的影响

随着经济全球化的发展，国际商务合作等跨国经济活动与日俱增。谈判作为商务活动的重要内容，被越来越多的商务人士所重视，其中文化因素先得格外重要。如果不加以重视就会引起不必要的误会，甚至导致谈判的失败。文化差异主要体现在语言、宗教、社会习惯、政治、哲学、社会结构、教育等文化构成的各个层面。本文从文化的定义入手，剖析了文化差异产生的原因，并将文化差异这一概念引入到国际商务谈判中。进而在第三部分从沟通过程、谈判风格和价值观念三个方面阐述了文化差异对国际商务谈判的影响。最后分析了在国际商务谈判过程中避免文化差异带来阻力的方法。在商务谈判中，谈判者应该接纳对方的文化，并努力使自己被对方接受；这需要借助有效的沟通，在不损害双方利益的前提下做出正确的评价，是谈判在双方共同努力下，顺利达成一致。促进国际商务谈判的顺利 ，拉近跨国之间文化差异的距离，提高谈判效率。

关键词： 文化差异   谈判   全球化   谈判者   影响
Implication of Cultural Differences on International Business Negotiations

Abstract

With the development of economic globalization, more and more international business cooperation and some transnational economic activities sharply go up. A lot of businessman takes negotiation seriously and the cultural elements are especially important. If the negotiators don’t pay attention to it, that would arise unnecessary misunderstanding and lead to the worst result. The language, religion, social customs, political, structure of society and education in many aspects are reflected by the cultural differences. This paper proceeds with the definition of culture and then analyzes the producing of culture differences. At the same time, it leads this concept in international business negotiation. In the third part, this paper elaborates the influence of cultural differences on the business negotiation and value of people. In the last part, it gives some ways to express how to avoid cultural differences and improve efficiency of negotiation between different countries negotiators which should accept the other party’s culture and promote success for negotiation.

Key words: Cultural differences,   Negotiation,   Globalization,   Negotiator,   Influence

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