ON CULTURAL FACTORS IN INTERNATIONAL BUSINESS NEGOTIATION 论国际商务谈判中的文化因素

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1、ONCULTURALFACTORSININTERNATIONALBUSINESSNEGOTIATIONBYMarch,2013HubeiEngineeringUniversityAbstractTheeconomyoftheworldisdevelopingrapidly.Withthetrendofeconomicglobalizationandintegration,internationalnegotiatorshavemetthechallengesofdifferentculturesduringtheprocessofint

2、ernationalbusinessnegotiation.Culturalfactorshavealwaysbeenignoredinmakingglobalmarketingstrategiesanddecisions.Therefore,somenegotiatorsalwayscommitthemistakesofseeingforeignculturesthroughtheirownhabituallenses,whichleadstomanymisstepsthatcancostthecompanybusiness.This

3、meansthatthesuccessfuloperationofnegotiationrequirescarefulconsiderationofculturaldifferences.Inordertoovercometheculturallimitsininternationalbusinessnegotiation,thisarticlegivessometheoreticalanalysisandresearchontheculturalfactors,thereasonofinfluencesandthespecificim

4、pactthattheculturefactorsbringabout.Furthermore,thisarticlealsofurnishessomeusefulsuggestionstonegotiatorsinvolvedincross-culturebusinessnegotiation.Keywords:culturalfactors;internationalbusinessnegotiation;impact论国际商务谈判中的文化因素摘要当今世界，经济发展迅速。随着经济全球化和一体化的不断深入，国际商务谈判者也迎来了国际商

5、务谈判中文化因素影响的挑战。在国际商务谈判策略和调整策略的谋划中，文化因素的影响往往被忽视。因此，国际商务谈判者在用本国的习惯视角来看待异国的文化时，往往就会犯错误。这就使得他们做一些错误的决策，进而对公司造成损失。这说明，成功的国际商务谈判要求我们对各国文化的差异有一个仔细的认识。为了克服国际商务谈判中文化的限制，本文对文化因素的影响，产生影响的原因，以及产生的具体影响给出一些理论上的分析研究。另外，本文也为参与国际商务谈判的谈判者提供有效的谈判建议。关键字：文化因素；国际商务谈判；影响Contents1.Introduction12

6、.BusinessNegotiation12.1DefinitionofInternationalBusinessNegotiation12.2FactorsthatInfluenceBusinessNegotiation22.2.1PoliticalFactorsAffectingInternationalBusinessNegotiation22.2.2LegalFactorsAffectingInternationalBusinessNegotiation32.2.3CulturalFactorsAffectingInternat

7、ionalBusinessNegotiation33.CulturalFactorsinInternationalBusinessNegotiation43.1DefinitionofCulture43.2CulturalFactorsinInternationalBusinessNegotiation53.2.1Value53.2.2LanguageDifferences63.2.3DifferentThinkingModes73.3TheAnalysisoftheReasonfortheInfluenceoftheCulturalF

8、actors73.3.1TheInfluenceoftheCulturalDifferenceinInternationalBusinessNegotiation73.3.2TheInfluenceofth