ABSTRACT:Since initiating the policy of reform and opening-up, especially joining in the WTO, China is participating actively in international competitions, and contacting more frequently with other countries all over the world. Business negotiation is one of the most important parts in international business activities. However, the people with whom you may negotiate are from different countries or regions. Because of cultural differences, there must be differences on the negotiating etiquette. I try to analyze the factors and influences of cultural differences of etiquette in international business negotiation, and how to cope with it, in the hope of helping the readers to have acquaintance with this topic and make good use of it at the negotiation table.

Key words: business negotiation; cultural differences; negotiating etiquette

摘  要:自从改革开放，尤其是成功加入世界贸易组织以来，中国正积极参与国际竞争，与世界其他国家之间的商务来往也日益频繁。而在国际商务活动中，商务谈判是当中至关重要的一个环节。然而，涉外商务谈判要面对的谈判对象来自不同国家或地区，由于文化差异，在谈判礼仪上必然会存在着不同之处。本文作者尝试针对国际商务谈判礼仪的文化差异的根源、影响及应对方法进行分析，望读者阅后能对此有所了解，并能在谈判桌上派上用场。

关键词：商务谈判；文化差异；谈判礼仪