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Hunan Information Science Vocational College
Graduation Thesis
Subject：
Name：
Student No.: 1103020131
Specialty and Class: Business English, Class 1
Department: Department of Humanities and Arts
Supervisor: Liu Mifan
Date: 2014-3-02
Contents
1. Introduction 1
2. Cultural Differences in International Business Negotiations 2
2.1 Differences of Values 2
2.2 Differences of Negotiating Style 4
2.2.1 Negotiating Style of the USA 4
2.2.2 Negotiation Style of Japan 5
2.2.3 Negotiation Style of China 6
3. Impact of Cultural Differences on International Business Negotiations 8
3.1 Impact of Cultural Differences on Communication Process 8
3.2 Impact of Cultural Differences on Negotiation Teams 10
3.3 Impact of Cultural Differences on Negotiation Style 11
4. How to Deal with Cultural Differences in International Business Negotiation 13
4.1 Doing Good Preparation for Negotiation 13
4.2 Overcoming Cultural Bias and Communication Obstacles 13
4.3 Respecting the Customs of Negotiators 14
5. Conclusion 16
Bibliography 17
Acknowledgment 18
摘 要
随着中国加入世界贸易组织，中国经济与西方国家之间的快速发展，不同国家的商务往来越来越频繁，在不同文化下的商务谈判变成了文化谈判。商务谈判换言之就是文化谈判。随着经济全球化和频繁的商务往来的发展，文化的差异已变得越来越重要。否则可能会造成不必要的误会，甚至影响不同的文化在不同的国家中避免在国际商务谈判中文化冲突的方法文章开始从文化的定义，分析了文化差异的原因，并说明从通信过程，谈判风格和团队这三个方面对国际商务谈判文化差异的影响。总之，对于成功的文化谈判，文化差异需要被感知接受，最重要的是淡化这些文化差异。
Abstract
With China’s entry to the World Trade Organization and rapid development of economic between China and western countries, the business contacts of different countries become more and more frequent; the business negotiations under different cultural conditions come to cultural negotiations. Business negotiations under different conditions are cultural negotiations. With the development of the economic globalization and frequent business contacts, cultural differences have become very important. Otherwise they could cause unnecess
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