中西方商务谈判中的文化差异

 Cultural Differences in Business Negotiation between China and the West

Abstract

People get the further understanding about the negotiation and feel that economic element and political element have lost the leading effect and gradually realize the cultural factors become the key element, especially to the negotiators come from China and the West. We know that, culture is complex, and everyone agrees that cultures affect people’s behaviors, because cultures forge values, religion and customs. So, negotiator from different cultural background has own special methods and styles. Cultural differences will certainly result in cultural conflicts. Therefore, to negotiate effectively, negotiators should not only have a good understanding of own culture but also know the opponent’s culture and the differences. Thus, it will help the negotiator to adjust the strategies and grasp the priority of negotiation. With the China’s entry into WTO, the opportunities for Chinese negotiators negotiate with Western partners are increasing. From this we see that the research on cultural differences in international negotiation is in the need of social developing and is of practical meaning. This thesis tries to make a positive study about the cultural differences in business negotiation and is consisted of three parts: the first part is the definition of business negotiation and culture; the second is the different cultural backgrounds; the third is the most important part which introduces the different cultures in business negotiation between China and the West in details.

Key Words: cultural differences; business negotiation; international business;
China and the West

摘 要

随着人们对商务谈判认识的加深,觉得诸如经济因素,政治因素已经失去了决定性的地位,逐渐发现文化因素是影响谈判的关键所在,尤其对于中西方的谈判者来说,谈判的成功与否大多可以用文化因素来解释。我们都知道,文化是1个很复杂的问题,但有1点人们是有共识的,那就是文化制约和影响着人们的行为。文化决定了人的价值观,宗教信仰,风俗习惯,因此不同文化背景的谈判者有其独特的谈判方式与谈判风格。文化的差异必然会引起文化的冲突,而文化冲突所带来的种种不良后果，恰恰向人们展示了文化问题的重要性。因此,要想取得有效的谈判,谈判者不仅要了解自己的文化,还要了解对手的文化及文化之间的差异。这样,有助于谈判者及时调整谈判策略,把握谈判的主动权,最终达成圆满的协议。随着中国加入WTO,中国与西方国家的经济合作与谈判的机会将日益增多。可见,这1问题的研究顺应时代发展的需求,具有积极的现实意义。本文试图对中西方商务谈判中的文化差异做积极的探讨。主要由3部分组成：第1部分简要概述商务谈判和文化的定义；第2部分为不同的文化背景；第3部分是全文的重点，较详细的介绍了中西方商务谈判中的文化差异。希望本文的探讨对中西方商务谈判活动有1定的参考价值。

关键词：文化差异、 商务谈判 、国际商务、中西方

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