文化差异对商务英语谈判的影响.docVIP

（ 二 〇 一一 年 六 月 摘 要 在现代商业的快速发展过程中，文化一直都起着非常重要的作用。同样地，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，其中文化差异的存在尤为重要，甚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，强化自身优势，推进商务谈判的顺利进行。然而，目前在商务谈判过程中，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。本文通过对商务谈判相关内容的分析研究，找出文化差异在商务谈判中的重要性之所在；通过对比分析各因素对商务谈判的影响，从而寻求文化差异对商务谈判的作用以及与各因素间的关系；最后研究得出结论，文化差异对商务谈判有很大的影响，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 Abstract Culture has been playing a very important role in the rapid development of modern business. Similarly, the impact it has on business negotiation is also very great. There are many factors influencing business negotiation, among them, cultural differences are of special importance. The result might be changed due to the differences in culture. As long as we know about the differences in culture and further more make full use of them, the process of negotiation can goes on smoothly. However, nowadays, enough attention has not been paid to the impact of cultural differences on business negotiation. This thesis points out the importance of cultural differences existing in negotiation by collecting and studying connected information, tries to find out the relationship between business negotiation and all factors that influence negotiation, and finally come to the conclusion that as long as we have a good knowledge of cultural differences, which has great impact on the business negotiation, we can improve our negotiation skills and promote the process of negotiation. Keywords: business negotiation; cultural differences; improve; negotiation skills Table of Contents Outline 1 Introduction 3 Chapter I Business Negotiation 4 1.1 What is Negotiation 4 1.2 Tactics and Strategies in Business Negotiation 4 Chapter II Factors Influencing Business Negotiation 8 2.1 Environmental Factors 8 2.2 Personal Factors in Business Negotiation 9 2.3 Cultural Difference 10 2.3.1 Main Differences in Cultures 10 2.3.3Negotiation among Cultures 13 Chapter III How to Have A Successful