文化差异对国际商务谈判的影响.docVIP

【标题】?文化差异对国际商务谈判的影响 【作者】陈晓娇 【关键词】文化差异；国际商务谈判；影响 【指导老师】吴学容 【专业】英语 【正文】I. Introduction?With economic globalization and China’s entry into WTO, commercial contacts among various countries become more and more frequent in intercultural business environment in recent years. Cultural difference is one of the most important factors contributing to the international business negotiation. It is well-known that different countries have different cultures. Consequently, cultural differences appear. They have great impacts on international business negotiations. The greater the difference is, the greater the barrier of communication is, and the more likely the failure of negotiation is. To negotiate successfully, negotiators must know cultural differences between concerned parties and try best to bridge the gap. Hence, enhancing cross-cultural sensitivity as well as improving intercultural negotiation skills becomes crucially important.?The impacts of cultural differences on international business negotiation are so essential that, so far, there are many people who have studied international business negotiation, such as Intercultural Negotiation in International Business written by Salacuse, Negotiating across Cultures written by Raymond Cohen, and Strategies of International Business Negotiation written by Chen Liqing. Domestically, the study of negotiation usually focuses on the strategies of negotiation and on cultural differences in international business negotiation. But only knowing strategies of international business negotiation and cultural differences in international business negotiation is not enough. Without deep understanding of impacts caused by cultural differences on international business negotiation, a person can’t pay much attention to strategies of international business negotiation. Therefore, understanding the impacts caused by cultural differences on the international business negotiation can be helpful to negotiators.?II. Related Theorie