国际商务谈判中的文化差异及对策研究
摘要：随着经济全球化的到来，国际间经济和贸易的交流越来越多。国际商务活动的重要组成部分就是谈判。国际商务谈判不单单是经济方面的交流合作，也更是文化之间的沟通桥梁，文化因素的作用非常重要。在国际商务谈判中，不同的谈判方式和行为举止都是由于文化差异造成的。所以，了解不同国家的不同文化环境，考虑商务活动中存在的文化差异，是非常重要的推进谈判进程的步骤。本文分析了国际商务谈判中文化差异造成的影响，提出了促进谈判成功的解决文化差异的方法。
关键词：国际贸易；商务谈判；文化差异；对策
Cultural Differences and Countermeasures in International Business Negotiations
Abstract: With the advent of economic globalization, international economic and trade exchanges are becoming more and more popular. Negotiation has played a significant role in international business activities. International business negotiation is not only the cooperation and exchange in the economic field, but also the exchange and communication between cultures, and the role of cultural factors is crucial. In international business negotiation, different negotiation styles and behaviors are caused by cultural differences. Therefore, it is very important to understand the different cultural environments of different countries and take into account the cultural differences in business activities in order to advance the negotiation process. This paper analyses the impact of cultural differences on international business negotiations, and puts forward the fundamental countermeasures to solve cultural differences in order to promote the success of negotiations.
Keywords: International trade; business negotiation; cultural differences; countermeasures
Contents
1 Introduction to International Business Negotiations 1
1.1 Basic Knowledge of International Business Negotiations 1
1.1.1 The Meaning of International Business Negotiations 1
1.1.2 Characteristics of International Business Negotiations 1
1.1.3 Requirements for International Business Negotiations 3
1.2 Basic Contents of International Business Negotiations 4
1.2.1 Negotiation on Sale and Purchase of Goods 4
1.2.2 Technical Trade Negotiations 4
1.2.3 Labor Cooperation Negotiation and Lease Negotiation 4
2 What are The Manifestations of Cultural Differences in International Business Negotiations 4
2.1 Causes of Cultural Differences 4
2.1.1 Regional Differences 5
2.1.2 Ethnic Differences 5
2.1.3 Political Differences 5
2.1.4 Economic Differences 5
2.1.5 Religious Differences 5
2.2 What are the Cultural Differences? 6
2.2.1 Social Values 6
2.2.2 Decision Making Mode 6
2.2.3 Political Background 6
2.2.4 Social Customs and Habits 6
3 The Impact of Cultural Differences on Negotiations 7
3.1 The Impact of Cultural Differences on Negotiation Style 7
3.2 The Impact of Cultural Differences on Communication Style 7
3.3 The Impact of Cultural Differences on Negotiators' Behavior 7
4 Negotiation Strategies in Different Cultural Backgrounds 8
4.1 China and East Asia represented by Oriental Culture 8
4.2 India, Sri Lanka, Bangladesh and other South Asian regions represented by Indian culture 9
4.3 British, American and Latin American countries represented by Christian Catholic (and Protestant) cultures 9
4.3.1 Direct, Frank and Full of Self-confidence. 10
4.3.2 Pay Attention to Efficiency and Cherish Time 10
4.3.3 Strong Legal Concept 10
4.3.4 Humorous Language 11
4.4Russia, Eastern Europe and the Balkan Peninsula represented by Eastern European Culture 11
4.5 Arab countries represented by Islamic culture (Egypt, Saudi Arabia, etc.) and other Islamic countries and regions (Iran, Pakistan, etc.) 12
5 Conclusion 13
Bibliography 14
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