theimportanceoftheculturefactorsinbusinessnegotiation文化因素在商务谈判.

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1、Theimportanceoftheculturefactorsinbusinessnegotiation文化因素在商务谈判中的重要性【摘要】随着经济企球化的趋势、国际商务活动的日益频繁，越來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。商务谈判屮的文化因素引起了人们越来越多的关注。无庸罝疑，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、认识文化差异外，还要采取相应的策略和不断调整自己的谈判风格，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.Int

2、roductionWiththeemergenceofeconomicglobalizationandChina’sentryintoWTO,internationalbusinessbecomesincreasinglyintercultural.Asinternationalbusinessrelationsgrow，sodoesthefrequencyofbusinessnegotiationsamongpeoplefromdifferentcountriesandculturesthatcanc

3、reateconsiderablechallengesforbusinessrepresentativesunfamiliarwiththeculturesofdifferentgroups.Sotheinterculturalapproachtointernationalbusinessnegotiationhasattractedincreasingacademicattention.Negotiationscaneasilybreakdownbecauseofalackofunderstandin

4、goftheculturalcomponentinthenegotiationprocess.Therefore，tothesuccessfulnegotiations，thetwosidesmustfirstunderstandtheculturaldifferences.Negotiatorswhotakethetimetounderstandtheapproachthattheotherpartiesarelikelytouseandtoadapttheirownstylestothatonear

5、elikelytobemoreeffectivenegotiators.Thusinaninterculturalnegotiation，inadditiontothebasicnegotiationskills,itisimportanttounderstandtheculturaldifferences,andtomodifythenegotiationstyleaccordingly.Thispaperfocusonthefourdimensionsofcultureanddifferentneg

6、otiatingstylestoillustratetheimportanceoftheculturefactorsinbusinessnegotiation.II.NegotiationandCultureTheverydefinitionofnegotiation，initsmodernsense,canvaryfromculturetoculture.Whatanegotiationisdesignedtoaccomplishisseendifferentlybydifferentgroupsof

7、people.Beforeoneevencomestothetable，suchdifferencesinthemeaningorpurposeofthenegotiationaffectthenegotiation,ashowonedefinestheprocessofnegotiatingisculturallydetermined.Someculturesseeitonlyasanopportunitytobargain,othersastheestablishmentofalifetimerel

8、ationshipthatgoesbeyondtheoccasionalmeeting,stillothersasanopportunitytodemonstratetheircapacityforeloquenceanddebate.Somedonotseenegotiationasaprocessatall.Forinstance，AmericansandEuropeanstendtoseenegotiationsasacompetit