theimportanceoftheculturefactorsinbusinessnegotiation文化因素在商务谈.

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1、Theimportanceoftheculturefactorsinbusinessnegotiation文化因素在商务谈判中的重要性【摘要】随着经济全球化的趋势、国际商务活动的日益频繁，越来越显示川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來越多的关注。无庸S疑，在跨文化的商务谈判屮，除了基本的谈判技巧、理解不同地区的文化因素、汄识文化差异外，还要采取相应的策略和不断调整A己的谈判风格，这样将对成功的商务谈判起到至关重要的作用。【关键词】文化因素商务谈判I.IntroductionWiththeemergenceofeconomicglobaliz

2、ationandChina’sentryintoWTO,internationalbusinessbecomesincreasinglyintercultural.Asinternationalbusinessrelationsgrow，sodoesthefrequencyofbusinessnegotiationsamongpeoplefromdifferentcountriesandculturesthatcancreateconsiderablechallengesforbusinessrepresentativesunfamiliarwiththeculturesofdiffer

3、entgroups.Sotheinterculturalapproachtointernationalbusinessnegotiationhasattractedincreasingacademicattention.Negotiationscaneasilybreakdownbecauseofalackofunderstandingoftheculturalcomponentinthenegotiationprocess.Therefore,tothesuccessfulnegotiations,thetwosidesmustfirstunderstandtheculturaldif

4、ferences.Negotiatorswhotakethetimetounderstandtheapproachthattheotherpartiesarclikelytouseandtoadapttheirownstylestothatonearclikelytobemoreeffectivenegotiators.Thusinaninterculturalnegotiation，inadditiontothebasicnegotiationskills，itisimportanttounderstandtheculturaldifferences,andtomodifytheneg

5、otiationstyleaccordingly.Thispaperfocusonthefourdimensionsofcultureanddifferentnegotiatingstylestoillustratetheimportanceoftheculturefactorsinbusinessnegotiation.ILNegotiationandCultureTheverydefinitionofnegotiation,initsmodernsense，canvaryfromculturetoculture.Whatanegotiationisdesignedtoaccompli

6、shisseendifferentlybydifferentgroupsofpeople.Beforeoneevencomestothetable,suchdifferencesinthemeaningorpurposeofthenegotiationaffectthenegotiation，ashowonedefinestheprocessofnegotiatingisculturallydetermined.Someculturesseeitonlyasanopportunitytobargain，othersastheestablishmentofalifetimerelation

7、shipthatgoesbeyondtheoccasionalmeeting,stillothersasanopportunitytodemonstratetheircapacityforeloquenceanddebate.Somedonotseenegotiationasaprocessatall.Forinstance,AmericansandEuropeanstendtoseenegotiationsasacompetiti