Abstract: International business negotiations are conducted on the basis of economic cooperation of negotiation parties, but a series of intercultural communication and conflicts are also involved. Business negotiations are influenced by many factors such as politics, economics, culture, among which culture is one of the most important. The thesis tries to discuss the impacts of cultural differences on international business negotiations. The thesis discusses the causes of the cultural differences first, and then discusses the influence of cultural differences on the negotiation process, negotiation style, and negotiation decision-making. After a thorough analysis, this thesis puts forward some strategies to cope with cultural differences in business negotiations, such as enhancing cross-cultural awareness, overcoming cultural prejudice and doing follow-up after negotiation.

Key words: cultural differences; business negotiations; cross-cultural awareness

CONTENTS

Abstract

摘要

1. Introduction1

2. Cultural Difference.....1

  2.1 Definition of Cultural Differences

  2.2 Aspects of Cultural Differences

2.2.1 Verbal and Nonverbal Communication

2.2.2 Social Customs and Habits

2.2.3 Thinking Differences

2.2.4 Values  

2.3 The Causes of Cultural Differences

3. The Impacts of Cultural Differences on International Business Negotiations...6

3.1 The Impacts on Communication Process

3.2 The Impacts on Negotiation Style

3.3 The Impacts on Decision-Making

4. The Strategies of Reducing the Impacts of Cultural Differences on International Negotiation7

4.1 Enhancing Cross-Cultural Awareness

4.2 Overcoming Cultural Prejudice

4.3 Doing Follow-Up after Negotiation

5. Conclusion9

Bibliography.11

Acknowledgements..12