The importance of the culture factors in business negotiation 文化因素在商务谈判中的重要性

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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，在跨文化的商务谈判中，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.IntroductionWiththeemergenceofeconomicg

2、lobalizationandChina’sentryintoWTO,internationalbusinessbecomesincreasinglyintercultural.Asinternationalbusinessrelationsgrow,sodoesthefrequencyofbusinessnegotiationsamongpeoplefromdifferentcountriesandculturesthatcancreateconsiderablechallengesforbusinessrepresentativesunfamiliarwiththecu

3、lturesofdifferentgroups.Sotheinterculturalapproachtointernationalbusinessnegotiationhasattractedincreasingacademicattention.Negotiationscaneasilybreakdownbecauseofalackofunderstandingoftheculturalcomponentinthenegotiationprocess.Therefore,tothesuccessfulnegotiations,thetwosidesmustfirstund

4、erstandtheculturaldifferences.Negotiatorswhotakethetimetounderstandtheapproachthattheotherpartiesarelikelytouseandtoadapttheirownstylestothatonearelikelytobemoreeffectivenegotiators.Thusinaninterculturalnegotiation,inadditiontothebasicnegotiationskills,itisimportanttounderstandtheculturald

5、ifferences,andtomodifythenegotiationstyleaccordingly.Thispaperfocusonthefourdimensionsofcultureanddifferentnegotiatingstylestoillustratetheimportanceoftheculturefactorsinbusinessnegotiation.II.NegotiationandCultureTheverydefinitionofnegotiation,initsmodernsense,canvaryfromculturetoculture.

6、Whatanegotiationisdesignedtoaccomplishisseendifferentlybydifferentgroupsofpeople.Beforeoneevencomestothetable,suchdifferencesinthemeaningorpurposeofthenegotiationaffectthenegotiation,ashowonedefinestheprocessofnegotiatingisculturallydetermined.Someculturesseeitonlyasanopportunitytobargain,

7、othersastheestablishmentofalifetimerelationshipthatgoesbeyondtheoccasionalmeeting,stillothersasanopportunitytodemonstratetheircapacityforeloquenceanddebate.Somedonotseenegotiationasaprocessatall.Forinstance,AmericansandEuropeanstendtoseenegotiationsasacompetit