商务谈判中的跨文化因素

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1、商务谈判中的跨文化因素[摘要]现在由于世界经济全球化的趋势越来越强势，国家间的合作和关系越来越紧密。跨文化商务谈判也变得越来越频繁，因此谈判人员在国际商务谈判的过程中需更关注跨文化因素。此篇论文研究的是与国际商务谈判关系最为密切的跨文化因素，不同文化背景的国家的谈判者有着不同的语言表达、风俗习惯、思维方式、价值观、时间观等等。而这些跨文化差异影响着谈判者在商务谈判中的沟通交流以及谈判风格，并对谈判的顺利成功构筑一道道壁垒，因此，国际商务谈判中的跨文化因素必须得到重视。只有当谈判者承认跨文化差异，了解各国文化差异，增强跨文化交流意识，学会换位思考，克服跨文化沟通

2、障碍，才能在商务谈判中获得成功。[关键词]国际商务谈判;跨文化差异;影响;策略；19TheCross-culturalFactorsinBusinessNegotiation[Abstract]Nowadaysthecooperationandrelationshipbetweencountrieshavebecomecloserandcloserduetothetendencyofeconomyglobalization,thecross-culturalbusinessnegotiationhasbecomemoreandmorefrequentaccor

3、dingly.So,duringtheinternationalbusinessnegotiation,negotiatorshavetopaymoreattentiontothecross-culturalfactors.Inthispaper,wewillresearchthecross-culturalfactorswhichhavethecloserelationshipwithinternationalbusinessnegotiation.Differentcountriesorareaswithdifferentcultureshavediffe

4、rentlanguagecommunication,mannersandcustoms,waysofthinking,values,timeperspectiveandsoon.Thesecross-culturaldifferences,however,impactnegotiators’communicationprocessandnegotiatingstyleinthebusinessnegotiation,alsobringvariousbarriersforthesmoothnegotiation.Therefore,thecross-cultur

5、alfactorshavetobepaidimportantattentionon.Onlynegotiatorsadmitthecross-culturaldifferences,understanddifferentcountriesorareas’culturaldifferences,enhancecross-culturalcommunicationsensitivity,learnempathy,overcomecross-culturalcommunicationbarriers,thentheycanobtainsuccessinthenego

6、tiation.KeyWords:InternationalBusinessNegotiation;Cross-culturalDifferences;Impacts;Strategies19ContentsCHAPTER1RELATIONSHIPBETWEENINTERNATIONALBUSINESSNEGOTIATIONANDCULTURE11.1CULTURE11.2INTERNATIONALBUSINESSNEGOTIATION1CHAPTER2CROSS-CULTURALDIFFERENCESINBUSINESSNEGOTIATION22.1DIFF

7、ERENCESOFLANGUAGEANDNON-LANGUAGEINBUSINESSNEGOTIATION22.2MANNERSANDCUSTOMERS32.3DIFFERENCESINWAYSOFTHINKING42.4VALUESANDTIMEPERSPECTIVE52.5INTERPERSONALRELATION62.6DIFFERENCEINTHECONCEPTOFETHICSANDTHERULEOFLAW6CHAPTER3IMPACTSOFCROSS-CULTURALCOMMUNICATIONTOTHEINTENATIONALBUSINESSNEGO

8、TIATION73.1WORDLANG