第一个
文化差异对国际商务谈判的影响
中文
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。这就意味着如何化解各国不同的文化背景在国际商务谈判中是非常重要的。文章从文化的定义入手，剖析了文化差异产生的原因。并从沟通过程、谈判风格、伦理与法制三个方面来阐述文化差异对国际商务谈判的影响。最后分析了如何让我们正确地处理在谈判过程中出现的文化差异的问题。本文强调这样的观点：在跨文化商务谈判中，谈判者应该接纳对方的文化，并努力使自己被接受；需要借助有效的沟通，在不损害双方利益的前提下做出正确的评价。在认识和接受文化差异的同时，要尽量淡化文化差异，这对于跨文化谈判的成功是非常重要的。
关键词：文化；文化差异；商务谈判；影响
Impacts of Cultural Differences on International Business Negotiations
Abstract
The business negotiations under different cultural conditions come to cultural 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 negations. 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 business negotiations. The article commences from the definition of the culture, analyzing the causes of cultural differences. Then from the three aspects of communication process, negotiation style, and legality, it explains the influence of cultural differences on international business negotiations. Finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. Such a standpoint is emphasized: In the business negotiations between different countries, negotiators should accept the other party's culture, and try to make him be accepted; then make a correct evaluation with the help of valid communication and discover their real benefits between them. Besides, we should know clearly and try to accept the cultural differences as possible as we can. It is very important for the success of culture negotiations.
Key words: Culture; Cultural difference；Business negotiation；Impact
第二个：
商务谈判作为人际交往中的特殊形式，必然涉及不同地域、民族、社会文化的交往与接触，从而导致跨文化谈判。在跨文化谈判中，不同地域、民族、文化的差异必将影响到谈判者的思维、谈判风格和行为，从而影响到整个谈判的进程。因此，从事商务活动尤其是跨国的商务活动必须了解和掌握不同文化间的联系与差异。在进行谈判的准备与组织时，更要明了文化差异对谈判的影响，只有积极地面对这种影响才能实现预期的目标。
一、文化的定义
文化是一个国家民族特定的观念和价值体系，这些观念构成人们生活、工作中的行为。世界各民族由于特定的历史和地域而逐渐形成了自己独有的文化传统和文化模式。由于中西方传统习惯、价值观念、宗教信仰、思维方式等的不同，使得中西方文化表现出诸多差异。
二、文化差异对国际商务谈判的影响
文化对谈判的影响是广泛而深刻的，不同的文化自然地将人们划分为不同的类群，这种地域的、所属群体上的差别有使不同文化的群体相互疏远的倾向；另一方面，不同的文化也是人们沟通与交往中的障碍。因此，要求谈判者要接纳彼此的文化，而且要透过文化的差异，无误地揭示、了解对方的目的与行为，并使自己被对方所接受，最终达成一致的协议。
总的来说，文化对谈判的影响主要体现在以下几个方面：
（一）沟通过程
文化差异对谈判沟通过程的影响，首先表现在谈判的语言沟通过程中。各国的公司、个人要进行商务谈判，首先必须过语言这关。解决语言问题的方法很简单，你可以雇用一位翻译或者用共同的第三语言交谈就行了。虽然谈判人员所使用的语言行为在各种文化中具有较高的相适性，但不管如何，差异也是显而易见的。文化差异对谈判过程的影响不仅表现在语言沟通过程中，还表现在非语言沟通过程中。文化的差异会导致不同国家或地区的谈判者在形体语言、动作语言的运用上有着巨大的差异，甚至，同样的动作语言传递着截然相反的信息。文化差异还会导致谈判者沟通方式的差异。不同文化的人群有其所偏好和习惯的沟通方式，在跨文化谈判中的谈判双方经常属于不同的文化圈，有各自习惯的沟通方式。
（二）谈判风格
谈判风格是谈判者在谈判活动中所表现的主要气度和作风，谈判风格体现在谈判者谈判过程中的行为、举止和控制谈判进程的方法、手段上。谈判者的谈判风格带有深深的文化烙印。文化不仅决定着谈判者的伦理道德规范，而且影响着
Business negotiations as interpersonal relationships in the form of special inevitably involve different geographic, ethnic, social and cultural exchanges and contacts, resulting in cross-cultural negotiations. In cross-cultural negotiations, the different geographical, ethnic and cultural differences is bound to affect the thinking of those negotiations, and negotiation styles, thus affecting the entire negotiation process. As a result, business activities especially in cross-border business activities must understand and master the links between different cultures and differences. In preparation for negotiations with the organization, to be more aware of cultural differences on the talks, only to face such a positive influence in order to achieve the desired objectives.
First, the definition of culture
Culture of a country's specific national values and value systems, which constitute the concept of people's lives and work. The nations of the world because of specific historical and geographical gradually formed its own unique cultural traditions and cultural patterns. As the traditional Chinese and Western habits, values, religious beliefs, such as different ways of thinking, making Chinese and Western cultures to show a lot of difference.
Second, the cultural differences on the impact of international business negotiations
Culture of negotiation is the impact of extensive and profound, different cultures naturally people will be divided into different groups, this area, their groups so that there are differences of different cultures tend to alienate each other groups; On the other hand, different There is also a culture of communication and exchanges between the obstacles. As a result, negotiators asked to accept each other's culture, but also through cultural differences, unmistakably revealed, with the aim of understanding of each other's behavior, and that they have been accepted by the other side, finally reached an agreement.
In general, the impact of culture on the negotiations in the following areas:
(A) of the communication process
Cultural differences in negotiations on the communication process, first of all in the talks the language of communication in the process. The company, to conduct personal business negotiations, first of all must have been on to this language. Solve the language problem is very simple, you can hire an interpreter or a common language in the third conversation on the line. Although negotiators are using the language of behavior in a variety of cultures with a high fitness, but no matter what the difference is obvious. Cultural differences on the negotiating process not only in the language of communication, but also in the process of non-verbal communication. Cultural differences lead to a different country or region negotiators in body language, the language of action on the use of a huge difference, or even the same language moves forward to pass the complete opposite. Cultural differences also lead to negotiations between the way people communicate. People of different cultures have their preferences and habits of communication in cross-cultural negotiations, the negotiating parties often belong to different cultural circle, used to have their own means of communication.
(B) negotiating style
The negotiators are negotiating style in the negotiations in the performance of the main character and style, the style of negotiations in the talks were in the process of negotiations, conduct and control of the negotiation process approach means. Negotiators style negotiations with the deep cultural stigma. Culture not only determines the negotiators of the ethics code of ethics, but also affects the
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