文化差异对商务英语谈判的影响

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1、摘要在现代商业的快速发展过程屮，文化一直都起着非常重要的作用。同样的，文化对商务谈判的影响也不可小觑。影响谈判的因素有很多，其中文化并界的存在尤为重要，萇至会直接影响到商务谈判的结果。只有正确认识并妥善把握中西方文化差异，才能不断提高自己的谈判技巧，强化口身优势，推进商务谈判的顺利进行。然而，目前在商务谈判的过程中，对文化差异的存在而产生的影响，人们并没有给予足够的重视。本文通过对文献资料的收集及分析研究，找出文化差界在商务谈判中的重要性Z所在；通过对比分析各因素对商务谈判的影响，试图寻求文化差异对商务谈判的作用以及与各因素间的关系；最后研究将得岀结论，文化差异对商务谈判的作用不可

2、小觑，只有正确认识并妥善把握屮西方文化差异，才能不断提高自己的谈判技巧，强化自身优势，推进商务谈判的顺利进行。关键词：商务谈判；文化差异；提高；谈判技巧AbstractCulturehasbeenplayingaveryimportantroleintherapiddevelopmentofmodernbusiness.Similarly,theimpactithasonbusinessnegotiationisalsoverygreat.Therearemanyfactorsthatwillinfluencebusinessnegotiation,amongthem,cultur

3、aldifferencehasspecialimportance・Sometimestheresultmightbechangedduetothedifferencesinculture.Aslongasweknowaboutthedifferencesincultureandfurthermoremakefulluseofthem,cantheprocessofnegotiationgoesonsmoothly.However,nowadays,enoughattentionhasnotbeenpaidtotheimpactofculturaldifferenceshaveonb

4、usinessnegotiation.Thisthesepointsouttheimportanceofculturaldifferencesexistinginnegotiationbycollectingandstudyingconnectedinformation,triestofindouttherelationshipbetweenbusinessnegotiationandallfactorsthatinfluencesnegotiation,andfinallycometotheconclusion,thatis,aslongaswehaveagoodknowledg

5、eofculturaldifferences,whichhasgreatimpactonthebusinessnegotiation,canweimproveournegotiationskillsandpromotetheprocessofnegotiation.Keywords:businessnegotiation;culturaldifferences;improve;negotiationskillsTableofContentsIntroduction6ChapterINegotiationandvariousstrategies61.1WhatisNegotiatio

6、n71.2TacticsandStrategiesofBusinessNegotiation7ChapterIIFactorsthatInfluenceBusinessNegotiation102.1EnvironmentalFactors102.2PersonalFactorsinBusinessNegotiation12ChapterIIIAmongtheManyFactorsthatInfluenceBusinessNegotiation,themostImportantOneisCulturaldifference121.2MainDifferencesinCultures

7、131.3SpecificCulturalFactorsthatAffecttheBusinessNegotiation143.3NegotiationamongCultures16◊ImpactofCulturalDifferencesuponCommunicatingProcess162.2ImpactofCulturalDifferencesonDecisionManners182.3ApproachesofDifferentCulturesinNegotiat