中美文化差异对国际商务谈判的影响

Abstract

This article analyzes the impacts of cultural differences on International Business Negotiation according to different communication styles, negotiations and decision-making strategies, whose aim is to decrease and deal with conflicts. With the rapid development of international economy and economic globalization, the international trade communications and cooperation between China and other developed country enterprises are flourishing frequently which provides more potential opportunities for international trading negotiations. Different kinds of exports and imports trade negotiation and international exchanges are taking a much more significant part in economic market. Additionally, there are lots of cultural differences between China and western countries which result in some misunderstandings during the process of international cooperation. Because of that case, those problems have bad impacts on business transactions. It is essential to realize cultural differences which trigger influential factors on trade exchanges and then the appropriate measurements can be taken into account and solve the contradictions preferably.

Keywords　Intercultural communication   Culture differences   International Business Negotiation

Contents

Abstract I

Contents I

1. The meaning of Business Negotiation 3

2.Cultural Differences 4

2.1 The Definition of Culture 4

2.2Cause of Culture Difference 4

3.Factors Influencing Business Negotiation 6

3.1Different Styles in Business Negotiation 6

3.2Words and Non-Verbal Behavior 6

3.3 Value Differences 7

4. Potential Risks in Business Negotiations 9

4.1n Misunderstanding on Both Sides 9

4.2Unified about the Negotiation Agenda 10

4.3Deadlock of the Negotiation 10

4.4 Have the Risk Which Makes the Negotiation Break Eventually 10

5.How to Deal with the Culture Difference during Business Negotiations 12

5.1Use Persuasion Appropriately 12

5.2Establish Cross-Cultural Awareness 12

5.3Make an Adequate Preparation 13

5.4Overcome Communication Barriers 14

5.5Eliminate Prejudice 14

6.Several Effective Strategies in Business Negotiation 16

6.1Organize an Expert Team 16

6.2Silence and Listening Strategy 16

6.3Direct language Strategy 16

6.4Multi Project Strategy 16

6.5Delaying Strategy 17

6.6 Simple Etiquette Strategy 17

7 .Conclusion 18

References 19