1、 Graduation Thesis Subject： Impacts of Cultural Differences on International Business Negotiation Name： Student No.: Specialty and Class: Department: Department of Humanities and Arts Supervisor: Date: 2011-3-02 Contents Introduction 1 1. Types of Cultural Differences . 2 1.1Value View 2 1.2. Negoti
2、ating Style. 2 1.3. Thinking Model. 2 2. Impact Of Cultural Differences on International Business Negotiations . 4 2.1Impact of Value Views Differences on International Business Negotiations . 4 2.1.1Impact of Time View Difference on Negotiation. 4 2.1.2Impact of Equality View Difference on Negotiat
3、ion. 5 2.1.3 Impact of Objectivity Difference on Negotiation. 6 2.2 Impact of Negotiating Style Differences on International Business Negotiations. 7 2.3 Impact of Thinking Model Differences on International Business Negotiation. 8 3. Coping Strategy Of Negotiating Across Cultures 9 3.1 Making Prepa
4、rations before Negotiation. 9 3.2 Overcoming Cultural Prejudice. 10 3.3 Conquering Communication Barriers. . 10 Conclusion 11 Bibliography . 12 Acknowledgements 13 摘摘 要要 不同文化条件下的商务谈判就是跨文化谈判。在世界经济日趋全球化的今 天，随着国际间商务交往活动的频繁和密切，各国间的文化差异就显得格外的重 要，否则将会引起不必要的误会，甚至可能直接影响商务交往的实际效果。这味 着如何化解各国不同文化背景在国际商务谈判中是非常重
5、要的。 文章从文化差异 的类型入手，然后解释了这些文化差异对国际商务谈判的影响，最后分析了如何 正确解决谈判过程中文化差异的问题。文章强调了这样一个观点，在不同国家商 务谈判中，谈判员应该接受对方的文化，并试图是自己被对方所接受，然后在有 效沟通的帮助下做出正确评估，并找出它们之间的真正利益。此外，们应该尽可 能的清楚的了解并发现对方的文化。这对文化谈判的成功至关重要。 关键词：文化；文化差异；商务谈判；影响 Abstract The business negotiations under different cultural conditions come to cross- cultura
6、l negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important; otherwise they could cause unnecessary misunderstanding, even affect the result of the business negotiations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international busines
