商务谈判中的跨文化因素.doc

商务谈判中的跨文化因素 [摘要] 现在由于世界经济全球化的趋势越来越强势，国家间的合作和关系越来越紧密。跨文化商务谈判也变得越来越频繁，因此谈判人员在国际商务谈判的过程中需更关注跨文化因素。此篇论文研究的是与国际商务谈判关系最为密切的跨文化因素，不同文化背景的国家的谈判者有着不同的语言表达、风俗习惯、时间观 [关键词] 国际商务谈判; 跨文化差异; 影响; 策略；  The Cross-cultural Factors in Business Negotiation [Abstract] Nowadays the cooperation and relationship between countries have become closer and closer due to the tendency of economy globalization, the cross-cultural business negotiation has become more and more frequent accordingly. So, during the international business negotiation, negotiators have to pay more attention to the cross-cultural factors. In this paper, we will research the cross-cultural factors which have the close relationship with international business negotiation. Different countries or areas with different cultures have different language communication, manners and customs, ways of thinking, values, time perspective and so on. These cross-cultural differences, however, impact negotiators’ communication process and negotiating style in the business negotiation, also bring various barriers for the smooth negotiation. Therefore, the cross-cultural factors have to be paid important attention on. Only negotiators admit the cross-cultural differences, understand different countries or areas’ cultural differences, enhance cross-cultural communication sensitivity, learn empathy, overcome cross-cultural communication barriers, then they can obtain success in the negotiation. Key Words: International Business Negotiation; Cross-cultural Differences; Impacts; Strategies Contents CHapter 1 RELATIONSHIP BETWEEN INTERNATIONAL BUSINESS NEGOTIATION AND CULTURE 1 1.1 CULTURE 1 1.2 INTERNATIONAL BUSINESS NEGOTIATION 1 CHapter 2 cROSS-Cultural differences IN BUSINESS NEGOTIATION 2 2.1 DIFFERENCES OF LANGUAGE AND NON-LANGUAGE IN BUSINESS NEGOTIATION 2 2.2 MANNERS AND CUSTOMERS 3 2.3 DIFFERENCES IN WAYS OF THINKING 4 2.4 VALUES AND TIME PERSPECTIVE 5 2.5 INTERPERSONAL RELATION 6 2.6 DIFFERENCE IN THE CONCEPT OF ETHICS AND THE RULE