中文摘要：国际商务谈判是由不一样的文化背景的公司为了实现交易，在林林总总的条件和情况下进行磋商的过程。由于在国际商务谈判中的两边的企业来自各种各样的国家，并且有着各自不一样的文化，因此国际商务谈判是一种有着文化差异的商务交际活动。随着经济全球化的发展，国际商务谈判正逐渐成为我国企业与西方国家进行商务活动时不可缺少的一部分。尤其是中国成为了世界贸易组织的其中一员之后，中西间的商务活动变得越发频繁。一次成功的国际商务谈判不能与商品的质量，价格或者技术的先进性分开，但是由于中西文化差异造成的影响也会致使谈判的失败，因而我们不能疏忽了文化的差别性在国际商务谈判上的影响。为了实现多方共赢，我们须了解中国和西方国家之间的文化差别造成的原因与它们对商务谈判的影响，并采取尽可能有用的应对策略。

本文主要研究中西方文化差异对商务谈判造成的影响及其应对策略。中西方存在的价值观、交流习惯、高低语境文化的区别以及权利差距的差异影响着国际商务谈判的成败。笔者希望谈判者们通过阅读本文后对中西间的文化差异在谈判中造成的影响有一定的认识，并给谈判者们有效的策略让谈判取得成功。

关键词：文化差异；商务谈判；谈判策略

 

Contents

Acknowledgments

Abstract

中文摘要

1. Introduction.1

1.1 The Purpose of the Research1

1.2 Literature Review.1

1.2.1 Literature Review about International Business Negotiation1

1.2.2 Literature Review about Chinese and Western Cultural Differences1

2. Overview of Business Negotiation3

2.1 Definition of Business Negotiation3

2.2 Characteristics of Business Negotiation3

2.2.1 Economy.3

2.2.2 Equality and Mutual Benefit3

2.2.3 Complexity.4

2.3 Stages of Business Negotiation4

2.3.1 Declaring Your Needs4

2.3.2 Finding the Maximized Interests4

2.3.3 Overcoming Barriers to Agreement.5

3. Components that Cause Cultural Differences between China and Western Countries.6

3.1 Difference of Values.6

3.1.1 Individualism and Collectivism.6

3.1.2 Quality of Life and Career.7

3.2 Difference of Communication Habits7

3.3 Difference of Culture of High Context and Low Context.7

3.3.1 Culture of High Context.8

3.3.2 Culture of Low Context.8

3.4 Difference of Power Distance8

4. The Influence of Chinese and Western Cultural Differences in International Business Negotiation10

4.1 The Influence of Difference of Values in International Business Negotiation10

4.1.1 Case10

4.1.2 Case Analysis.10

4.2 The Influence of Difference of Communication Habits in International Business Negotiation.10

4.2.1 Case11

4.2.2 Case Analysis.11

4.3 The Influence of Difference of Culture of High and Low Context in International Business Negotiation11

4.3.1 Case11

4.3.2 Case Analysis.12

4.4 The Influence of Difference of Power Distance in International Business Negotiation12

4.4.1 Case12

4.4.2 Case Analysis.13

5. Strategies to Contradictions Caused by Cultural Differences in International Business Negotiation14

5.1 Understanding Cultural Differences14

5.2 Learning International Business Negotiation Skills14

5.2.1 The Skill of Narration14

5.2.2 The Skill of Debate14

5.3 Preparing Well before Negotiation.15

6. Conclusion16

References17