文化差异对东西方商务谈判的影响

Impacts of Cultural Differences on West-Eastern Business Negotiations

Abstract

With the development of society，business cooperation between companies is dramatically increased. Impacts of cultural differences on West-Eastern business negotiations is also more and more important. Negotiators from different countries will bring different cultures to the negotiation table. Culture is one of the factors that have important impacts on negotiation. Culture forges values and religious belief that define one’s thinking and behavior. The negotiators from the two cultures experience failure often due to the cultural factors. Thus, to negotiate effectively, negotiators should have a good understanding of culture and cultural differences. More importantly, they should know how negotiation is affected by culture. In doing so, negotiators can predict the process and adjust strategies in order to reach a satisfactory agreement.
Therefore, the study in this thesis is of practical significance, and it is expected to be a little helpful to the Chinese negotiators.

Key Words: west-eastern culture; cultural differences; business negotiation; impacts

摘 要

随着科技的发展，各国各公司之间的商业合作的机会急剧增加。文化差异对东西方商务谈判的影响也越来越重要。不同国家的谈判者在同1张谈判桌上就共同和冲突的利益进行协商。同时，他们也带来了不同的文化。文化是影响谈判的重要因素之1。文化决定人的价值观、宗教信仰，从而影响人的思想和行为。对于东西方的谈判者来说，谈判的成功与否大多可以用文化因素来解释。因此，要想取得有效的谈判，谈判者不仅要了解对手的文化及与己的文化差异，更重要的是应该了解文化因素如何影响谈判。这样，有助于谈判者预见谈判的进程，及时调整谈判策略，最终达成圆满的协议。 （转载自http://zw.NSEAC.com科教作文网）
可见，本文的研究具有1定的现实意义，希望能对中国的谈判者有所帮助。

关键词：东西方文化、文化差异、商务谈判、影响

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