浅谈商务谈判中的文化因素

On Cultural Factors In Business Negotiation
Abstract:With the trend of the economic globalization and world multi-polarization formating and the international business activities become increasingly frequent, increasingly the necessity of understanding multi-cultural and the importance of the ability to cross-cultural importance. Cultural factors in business negotiations are receiving more and more attention. There is no doubt, in a cross-cultural negotiations, besides the basic negotiation skills, it is important to understand the cultural differences, and modifying the corresponding style of negotiations that will play a crucial role in the successful business negotiations.
Different nationalities, different countries’ culture, people's views, behavior and performance are bound to the existence of significant differences. If we wand to understand the cultural differences, recognition of cultural differences and correctly treat the cultural differences really, it is necessary to have cross-cultural awareness, in the context of different cultures to each other between people adapt to different cultures consciously and initiative. In the actual cross-cultural communication, it is necessary to fully understand the characteristics of culture, to remove all obstacles and continuously improve the awareness of cross-cultural communication, cross-cultural exchange.
Therefore, cross-cultural negotiation in international business are receiving the academic attention. For the success of business negotiations, the two sides must understand the basic negotiation skills, the cultural factors in different regions, awareness of cultural differences, cultural backgrounds, such as: country profile, daily life, personal contacts, customs, foreign values and so on. In addition, we need to take appropriate strategy and adjust their style of business negotiation so that we can make more effective negotiations.
 Key words: culture  business negotiations  factors  difference

浅谈商务谈判中的文化因素 摘    要    ：随着经济全球化、世界多极化的趋势日益形成及国际商务活动的日益频繁，越来越显                                                          示出对多元文化理解的必要性和跨文化谈判能力的重要性。商务谈判中的文化因素引起了人  们越来越多的关注。无庸置疑，在一个跨文化谈判中，除了基本的谈判技巧，重要的是要理
解文化差异，并修改相应的谈判风格，这样将对成功的商务谈判起到至关重要的作用
不同民族、不同国度的文化不同，人们的看法、行为和表现必然存在着极大的差异。我们要想做到真正理解文化差异、承认文化差异，并且正确对待文化差 异，就必须具备跨文化意识，主动自觉地做到不同文化背景下的人们之间能相互适应不同的文化。在实际的跨文化交际中，要充分了解文化的特性，排除各种干扰， 不断提高跨文化交际意识，进行跨文化交流。
因此，跨文化的国际商务谈判日益引起学术界的关注。对成功的商务谈判，双方必须先了解基本的谈判技巧、理解不同地区的文化因素、认识文化差异、文化背景，如：国家概况、日常生活、个人交往、风俗习惯、价值观念等外，还要采取相应的策略和不断调整自己的商务谈判风格，使谈判更加有效。
关键词：文化;商务谈判；因素；差异

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