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论文化差异对国际商务的影响一、引言在当今全球化的时代，国际商务交流日益频繁，文化差异也逐渐凸显出来。
文化差异对国际商务的影响是不言而喻的。
因此，如何处理文化差异成为了国际商务中一个非常重要的问题。
本文将从文化差异对国际商务的影响、跨文化交流中需要注意的问题等方面展开论述。
二、文化差异对国际商务的影响1.交际障碍国际商务往往需要通过不同文化之间的交流达成合作或达成交易。
但是不同时区、不同语言及表达方式等文化差异以及其他因素都可能加重交流难度，降低了交流效果。
另外，在国际商务交流过程中，还要注意文化的敏感问题，如有些地区对礼仪的要求比较严格、对礼物的接受和拒绝也有苛刻之处，一旦触犯该地区文化，就可能导致交流障碍和商务合作受损。
2.商务谈判难度增加企业在与国外企业谈判过程中，不仅需要掌握坐谈技巧，还必须熟悉不同文化的沟通方式和商务文化，明确价值观念和行为规范。
不同的文化背景下，人们对商业行为的意图、价值评价、行为方式以及商务的期望等都会有所不同。
如果企业不能充分了解对方的文化，就可能造成谈判的失败。
例如，在被视为“有礼”的中国文化中，当商务谈判结束后，习惯于刘海散坐以示敬意，而在美国等西方国家中，这一行为往往被视为不敬，并可能对贸易成功造成阻碍。
3.文化差异影响商务策略不同文化的企业有不同的商业模式，因此，在开展跨国贸易时，需要根据不同的文化，调整自己的商业策略。
例如，中国文化注重人情关系，而美国人则讲求效率和成本，因此在为中国市场定制产品时需要考虑到这些文化特点，而为美国市场定制产品时，则需要考虑提高效率。
三、跨文化交流中需要注意的问题1.尊重文化差异跨文化交流的第一步，就是要尊重对方的文化差异，避免出现误解和冲突。
2.提高自身文化素养国际商务涉及到不同文化交流，而自身文化素养的高低也会影响商务交流的成败。
因此，企业需要在开展国际商务时，提高自身文化素质，了解不同文化的传统、宗教、社会习惯、道德规范等，从而更好地进行跨文化交流。
文化差异对国际商务谈判的影响及对策【摘要】文化差异在国际商务谈判中起着至关重要的作用。
本文通过分析文化差异对商务谈判的影响，探讨了沟通方式、商务礼仪、谈判风格等方面的差异。
在谈判中，双方的文化背景会直接影响谈判策略和结果。
针对文化差异可能带来的挑战，我们提出了一些应对策略，包括尊重对方文化、建立互信关系、灵活调整谈判风格等。
结论部分对文章进行了总结分析，并展望未来可能的研究方向，最后阐述了本文的研究启示。
通过深入研究文化差异对国际商务谈判的影响，可以帮助商务人士更好地应对不同文化背景带来的挑战，提高谈判的成功率和效益。
【关键词】文化差异、国际商务谈判、影响、沟通方式、商务礼仪、谈判风格、对策建议、总结分析、展望未来、研究启示。
1. 引言1.1 研究背景文化差异一直是国际商务活动中的重要因素，它影响着不同国家之间的谈判和合作。
随着全球化的发展，各国之间的经济联系越来越紧密，跨国贸易和投资活动也日益频繁。
而不同国家的文化差异在国际商务谈判中往往会成为一道难以逾越的障碍。
不同的价值观、语言、信仰、习俗等因素都会影响到谈判双方的沟通和理解，甚至可能导致谈判破裂。
深入研究文化差异对国际商务谈判的影响，探讨有效的对策建议，对于促进跨国合作，提升谈判效率具有重要的意义。
本文旨在探讨文化差异在国际商务谈判中的影响及对策，为相关研究提供参考和借鉴。
从而更好地应对不同文化背景下的商务谈判挑战，促进国际商务合作的顺利进行。
1.2 研究目的研究目的是为了深入探讨文化差异对国际商务谈判的影响，并寻找解决这些影响的有效对策。
在国际商务活动中，文化差异是一个不可忽视的因素，它可能对商务谈判的过程和结果产生重大影响。
通过研究文化差异对商务谈判的具体影响，可以帮助企业更好地理解各国文化间的差异，提高跨文化交流的效率，增进谈判双方的互信和合作意愿。
研究文化差异对谈判风格、沟通方式和商务礼仪的影响，可以为企业提供更具针对性的对策建议，从而在国际商务谈判中取得更好的成果。
文化差异对国际商务的影响文化差异是国际商务中常常遇到的一个重要问题。
由于不同国家和地区的文化背景、价值观念、习俗和商务实践的差异，企业在进行跨国交流和跨文化商务活动时往往会面临一系列挑战和障碍。
本文将探讨文化差异对国际商务的影响，并提供一些建议来应对这些挑战。
1. 沟通障碍在国际商务中，语言和非语言沟通都可能成为问题。
语言差异常常导致误解和交流困难，可能会给商务谈判、合作和合同签署带来风险。
此外，不同国家和地区的表达方式、沟通习惯和礼节也存在差异，如果不能理解和尊重对方的习惯和文化背景，沟通可能会变得困难。
因此，应在与跨国伙伴合作前，了解对方的文化背景，积极学习对方语言和沟通方式，以确保有效的沟通和交流。
2. 价值观念差异不同国家和地区对于商业道德、商务伦理和企业负责的理解可能存在差异。
例如，某些国家可能更注重长期合作、互惠互利和信用度，而另一些国家可能更看重个人自由和成本效益。
这些差异可能导致商务活动中的道德冲突和价值观念的碰撞。
因此，在国际商务中，企业应尊重并适应对方的价值观念，遵守当地的法律法规和商业习惯，以建立信任和稳定的商务关系。
3. 习俗和商务实践差异不同国家和地区的习俗和商务实践也可能带来困扰。
例如，礼仪的差异在商务交往中可能成为问题。
有些国家会注重正式的礼节和仪式，而另一些国家则更重视友好和实用性。
此外，商务谈判和合同签署的方式和流程也可能存在差异。
因此，为了避免误解和冲突，企业应在与跨国伙伴进行商务活动之前，了解并尊重对方的习俗和商务实践，做好跨文化沟通和适应工作。
4. 商务策略和市场开拓由于文化差异的存在，企业在拓展国际市场时也需要根据不同国家和地区的文化特点来制定相应的市场策略。
企业需要了解对方的消费者需求、购买习惯、品牌偏好和市场竞争环境，以便更好地满足市场需求。
此外，企业还应考虑国际商务谈判的文化特点，选择适当的商务合作伙伴，并灵活调整营销和销售策略，以适应不同文化背景下的商务环境。
文化差异对国际商务谈判的影响1. 概述国际商务谈判是不同国家和地区之间进行商业活动必不可少的环节。
在这个过程中，文化差异不可避免地会对谈判产生影响。
本文将从深度和广度两个方面来探讨文化差异对国际商务谈判的影响，希望能够为读者提供有价值的见解。
2. 文化差异对谈判的深度影响在国际商务谈判中，文化差异不仅仅是简单的语言或礼仪差异，更深层次的影响包括了价值观、行为准则、信仰等方面。
这些深层次的文化差异会对谈判的整个过程产生重大的影响。
价值观的差异会影响双方对于商务谈判的态度和期望。
在一些东方文化中，人际关系和信任是非常重要的，而在一些西方文化中，个人利益和成果更为重要。
这种差异会导致谈判双方对于合作方式和目标的理解产生偏差，进而影响谈判的进展。
行为准则的差异也会影响双方在谈判中的表现和认知。
在一些文化中，直接表达意见和批评被视为不礼貌，而在另一些文化中，直接交流和表达是被鼓励的。
这种差异会影响双方在谈判中的交流方式，甚至可能导致交流失败。
信仰的差异也会对谈判产生深远影响。
在一些宗教文化中，特定的宗教信仰和仪式往往会影响商务谈判的进行，甚至可能成为一种障碍。
3. 文化差异对谈判的广度影响除了深层次的影响之外，文化差异还会在谈判的广度上产生影响。
这主要体现在谈判的内容、方式和结果上。
在谈判内容方面，文化差异会使得双方在商务合作的内容、条款和细节上产生分歧。
在一些文化中，商务合作需要以建立深厚的人际关系为基础，而在另一些文化中，商务合作更注重于法律合规和合同条款。
这种差异会直接影响谈判双方对于合作内容的认知和期望。
在谈判方式方面，文化差异会影响双方在谈判过程中的行为和态度。
在一些文化中，表现出的耐心和谦逊被视为美德，而在另一些文化中，强势和果断往往更受重视。
这种差异会影响双方在谈判中的表现和策略选择。
在谈判结果方面，文化差异会使得双方在最终合作结果上产生差异。
在一些文化中，双方可能更注重于长期合作关系的建立，而在另一些文化中，短期利益和成果更受重视。
中西文化差别对国际商务谈判旳影响全球经济一体化进程旳加快使跨国界旳商务活动与日俱增。
商务谈判是各类商贸活动旳核心环节。
然而在国际商务谈判中,各国间旳文化差别就显得格外旳重要, 否则将会引起不必要旳误会, 甚至也许直接影响商务交往旳实际效果。
这就意味着如何化解各国不同旳文化背景在国际商务谈判中是非常重要旳。
本文重要简介中西方文化差别对国际商务谈判旳重要性、体现、影响以及解决由于文化差别性所导致国际商务谈判困难旳方略。
一、中西文化差别对国际商务谈判旳重要性随着商务活动日益频繁, 各国对外商务谈判迅速增长。
谈判已成为国际商务活动旳重要环节。
国际商务谈判是指处在不同国家和地区旳商务活动旳当事人, 为满足各自需要, 通过信息交流与磋商争取达到意见一致旳行为和过程。
它具有跨文化性。
来自不同文化背景旳谈判者有着不同旳交际方式、价值观和思维方式, 这就意味着在国际商务谈判中理解各国不同文化, 熟悉商业活动旳文化差别是非常重要旳。
文化上旳差别导致了国际商务谈判中旳文化碰撞甚至冲突,相称一部分谈判因此而失败,直接影响了国际商务活动旳顺利进行。
因此, 要顺利旳开展商务活动, 必须理解不同国家旳文化背景及其差别, 并在此基础上扬长避短, 制定出合理旳谈判方略, 才干在国际商务活动中游刃有余, 获得成功。
二、中西方文化差别在国际商务谈判中旳体现（一）中西方价值观差别。
价值观是文化旳核心因素, 它涉及世界观、人生观, 人与自然关系, 宗教信奉, 道德原则等, 体现为某些符合社会文化,具有持久性、稳定性, 为社会成员所普遍接受旳信念。
中国以仁为核心旳儒学, 倡导一种人自身、人际间、人与社会旳和谐主义, 也就是集体主义。
国外学者把中国老式文化旳这种特质称之为集体主义文化, 觉得集体主义文化旳成员乐意为了群体旳利益牺牲个人旳利益、需求和目旳。
正由于如此, 中国人在进行交流时, 强调个人利益应当服从社会整体利益, 只有整个社会得到发展, 个人才干得到最大利益。
文化差异对国际商务谈判的影响与应对在当今全球化的经济环境中，国际商务谈判已成为企业拓展国际市场、实现资源优化配置的重要手段。
然而，由于不同国家和地区拥有独特的文化背景，这种文化差异在国际商务谈判中产生了深远的影响。
理解并妥善应对这些影响，对于提高谈判的成功率和促进国际商务合作的顺利进行至关重要。
一、文化差异在国际商务谈判中的表现1、语言和沟通方式语言不仅仅是交流的工具，其背后还蕴含着文化的内涵。
不同的语言在词汇、语法、语义和表达方式上存在差异。
例如，某些语言可能更注重直接和明确的表达，而另一些语言则倾向于委婉和含蓄。
此外，非语言沟通，如肢体语言、面部表情和眼神交流，在不同文化中也可能有不同的含义。
2、价值观和思维方式价值观是文化的核心组成部分。
在商务谈判中，对于成功、时间、个人与集体的重视程度等价值观的差异会显著影响谈判的目标和策略。
例如，有些文化更注重长期关系的建立，而有些则更关注短期的利益获取。
思维方式也存在差异，有的文化倾向于线性思维，注重逻辑和顺序；而有的文化则更偏向于整体性思维，综合考虑各种因素。
3、礼仪和习俗商务礼仪在国际谈判中起着重要的作用。
从见面的问候方式、交换名片的礼仪，到谈判中的座次安排、用餐礼仪等，不同文化都有各自的规范。
不了解和尊重这些礼仪习俗，可能会给对方留下不好的印象，甚至破坏谈判的氛围。
4、决策方式不同文化中的决策过程和权力结构也有所不同。
在一些集体主义文化中，决策往往需要经过广泛的讨论和共识达成；而在个人主义文化中，个人可能拥有更大的决策权。
二、文化差异对国际商务谈判的影响1、误解和沟通障碍由于语言和非语言沟通方式的差异，以及对对方文化背景的不了解，可能导致信息传递不准确、误解和歧义。
例如，一个简单的手势在一种文化中可能表示友好，而在另一种文化中可能被视为冒犯。
2、信任建立的困难不同的价值观和思维方式可能使双方难以理解对方的动机和期望，从而增加了信任建立的难度。
如果不能在价值观层面找到共鸣，双方可能会对合作的诚意产生怀疑。
文化差异对国际商务谈判的影响一、引言在全球化背景下，国际商务谈判成为不可避免的交流方式。
然而，由于世界各国之间的文化差异，商务谈判过程中的沟通困难和误解也随之产生。
本文将探讨文化差异对国际商务谈判的影响，分析并提出应对策略。
二、文化差异对商务谈判的认知影响1. 价值观与信仰不同国家和地区有不同的价值观和信仰体系，这会影响人们对商务谈判的认知。
例如，西方国家注重个人利益，强调效率和直接表达。
而东方国家则更加注重团队合作和关系建立，喜欢间接沟通和委婉表达。
因此，在跨文化商务谈判中，双方需要理解和尊重对方的价值观和信仰，避免冲突。
2. 语言和非语言沟通语言是人们交流的主要方式之一。
不同国家的语言差异会给商务谈判带来困难。
即使使用英语作为共同语言，也存在着词汇、语法和表达方式的差异。
此外，非语言沟通，如姿势、表情和眼神接触，也是文化差异的体现。
在国际商务谈判中，双方需注意语言和非语言的差异，尽量确保信息的准确传达。
三、文化差异对商务谈判的行为影响1. 礼仪和待客之道不同国家有不同的礼仪和待客之道，这直接影响商务谈判中的行为表现。
例如，在西方国家，谈判双方往往直接、坦诚地表达意见，不善于使用修饰语句。
而在东方国家，人们更注重面子和尊重，喜欢使用委婉的措辞。
因此，参与国际商务谈判的双方应熟悉对方的礼仪和待客之道，确保自己的行为符合对方文化的期望。
2. 时间观念不同国家对时间的看法也存在差异。
在一些西方国家，时间被视为金钱，谈判的进展需要高效且快速。
而在一些东方国家，人们更加注重人际关系，谈判过程可能会更加缓慢。
在国际商务谈判中，双方需要理解和接纳对方的时间观念，调整自己的节奏。
四、文化差异对商务谈判的制度影响1. 法律和政府规定不同国家的法律和政府规定也会影响商务谈判的进程和结果。
在一些国家，法律对合同的执行和维权提供了强制力，而在一些国家，更侧重于人际关系和口头协议。
因此，参与国际商务谈判的双方需要了解对方国家的法律和政府规定，确保合作的有效性。
文化差异对国际商务谈判的影响在国际商务谈判中，文化差异是一个不可忽视的因素，它对于谈判双方的交流和合作产生着重要的影响。
本文将探讨文化差异对国际商务谈判的影响，并分析其在谈判过程中的应对策略。
一、文化差异对谈判双方的思维方式和价值观的影响不同国家和地区的文化背景、习俗和价值观存在差异，这将深刻地影响到谈判双方的思维方式和价值观念。
比如，在东方文化中，人们尊重集体利益，强调谦和、稳重和顾全大局；而在西方文化中，个人主义、自由、竞争力较强。
这种差异会导致在谈判中的沟通和理解上的困难。
各方对于问题的看法和处理方式可能存在较大的差异，甚至可能引发误解和冲突。
应对策略：在进行国际商务谈判时，应当充分了解对方文化的差异，并尊重和接受其文化价值观念。
双方可以通过沟通和交流，充分理解对方的意图和诉求，以寻求共同的利益点和解决方案。
二、文化差异对谈判的言语和非言语表达的影响文化差异往往会影响到谈判双方的言语和非言语表达方式。
语言的差异可能造成信息传递的不准确和误解，甚至可能引发不必要的冲突。
此外，非言语表达方式（如肢体语言、面部表情等）也可能因为文化差异而引起误解。
应对策略：在谈判过程中，双方应尽量采用简洁明了的语言进行沟通，避免使用隐晦或具有歧义的词语。
同时，双方也要注意对方的非言语表达，尊重和理解对方的文化特点，以免因误解而影响谈判的进展。
三、文化差异对谈判中的时间观念和表达方式的影响不同文化背景下，人们对时间的理解和处理方式存在差异。
在一些西方文化中，时间观念强烈，强调准时和高效率；而在一些东方文化中，时间观念相对较为灵活，注重人际关系以及过程的和谐。
这种差异会导致在谈判过程中，出现时间计划的冲突和安排上的不一致，从而影响到谈判的顺利进行。
应对策略：在国际商务谈判中，双方应清楚地了解彼此的时间观念差异，并尊重对方的时间安排。
在制定时间计划和安排谈判进程时，要考虑到文化差异的影响，并相互协商、妥协，以达到良好的谈判效果。
文化差异对商务谈判的影响及其应对策略随着全球化的不断推进，商业活动也进一步扩展到不同的国家和地区。
因此，在商业谈判中，应该注意不同文化背景之间的差异，以确保谈判的顺利进行。
文化差异对商务谈判有很大的影响。
本文将阐述这种影响及其应对策略。
一、文化差异对商务谈判的影响在跨文化谈判中，文化差异可以分为表面文化和深层文化。
表面文化包括语言、风俗习惯、礼仪等，而深层文化包括信仰、价值观、组织结构等。
因此，文化差异对商务谈判的影响也可以分为表面和深层。
1.表面文化差异的影响语言是表面文化中最重要的一个方面。
在谈判中，如果不了解对方的语言，就很难进行交流。
此外，即使双方都使用相同的语言，不同国家的人可能会发现难以理解彼此的口音和词汇。
因此，在跨文化谈判中，语言障碍可能会导致误解和沟通障碍。
在商务谈判中，礼仪也是一个重要的因素。
不同国家和文化中，礼仪的意义和表达方式可能会有很大的差异。
例如，在某些国家，直接回答问题会被视为不礼貌，而在其他国家则需要直截了当的回答问题。
此外，不同的文化背景会影响谈判的时间表和行程安排。
例如，有些文化通常比较注重准时和高效率，而有些文化则更加注重人际关系和灵活性。
2.深层文化差异的影响深层文化的差异主要表现在信仰、价值观、行为准则和组织结构方面。
由于这些差异的存在，商务谈判可能出现以下问题：（1）不同的意义：在不同的文化中，同一个词可能会有不同的意义。
例如，对于“诚信”的理解，在中国和西方可能会有很大的差异。
（2）决策方式的不同：在某些文化中，决策通常是由一位或少数几位高层领导进行的，而在其他文化中，决策可能需要通过多个部门的协商实现。
这将影响谈判的进程，因为要找到对方决策者和相关的决策过程是很困难的。
（3）协商方式的不同：不同的文化背景有不同的协商方式。
例如，在某些文化中，人们可能会使用暗示或隐喻的方式表达自己的想法，而在其他文化中，人们可能更倾向于直接阐述自己的需求。
二、应对策略在面对文化差异时，商务谈判者需要采取一些策略来弥合双方之间的差异，并尽可能保持谈判的顺利进行。
文化差异对国际商务谈判的影响和对策研究一、本文概述随着全球化的加速发展，国际商务活动日益频繁，商务谈判作为国际商务活动的重要组成部分，其成功与否往往直接关系到企业的国际市场竞争力和经济利益。
然而，在跨文化的商务谈判中，文化差异往往成为影响谈判效果的重要因素。
本文旨在探讨文化差异对国际商务谈判的影响，并提出相应的对策，以期帮助企业更好地应对跨文化谈判中的挑战，提高谈判效果，实现合作共赢。
本文首先将对文化差异的概念进行界定，明确文化差异在国际商务谈判中的具体表现。
接着，通过案例分析和文献综述，深入剖析文化差异对国际商务谈判的影响，包括沟通风格、决策方式、时间观念、礼仪习俗等方面的差异。
在此基础上，本文将提出一系列应对文化差异的对策，包括增强跨文化意识、提高语言能力、尊重文化差异、灵活调整谈判策略等。
本文还将结合具体案例，探讨如何在实践中运用这些对策，以提高国际商务谈判的成功率。
通过本文的研究，旨在为企业开展国际商务谈判提供有益的参考和借鉴，帮助企业在跨文化谈判中更好地应对文化差异带来的挑战，提升企业的国际竞争力。
也期望通过本文的研究，推动国际商务谈判理论的发展和完善，为国际商务实践提供更有力的理论支持。
二、文化差异对国际商务谈判的影响在全球化的大背景下，国际商务谈判已成为企业扩展国际市场、实现合作与共赢的重要桥梁。
然而，文化差异作为影响国际商务谈判的关键因素，对谈判的进程和结果产生着深远影响。
这种影响表现在多个层面，包括沟通方式、决策风格、谈判策略以及伦理观念等。
沟通方式的差异是国际商务谈判中常见的文化冲突点。
不同文化背景下，人们对于直接和间接沟通方式的接受度有很大差异。
例如，一些文化鼓励直接、坦率的沟通，而另一些文化则更偏好委婉、含蓄的表达方式。
这种沟通方式的差异可能导致信息传递的误解或障碍，从而影响谈判的顺利进行。
决策风格的差异也会对国际商务谈判产生影响。
不同文化背景下，决策过程的集体性或个体性、决策速度的快慢以及决策依据的理性或感性等因素都可能存在差异。
AbstractThe business negotiations under different cultural conditions come to cross- cultural negotiations. With the economic globalization and the frequent business contacts, Understanding cultural differences seem to be very important, otherwise they could cause unnecessary misunderstanding, affecting 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 business negotiations. The article commences from the types of culture differences, then it explains the impacts of these culture differences on international business negotiation and finally it analyzes how to deal with the problems of the cultural differences correctly in negotiation process for the success of business negotiations.Key words: Cultural differences; Business negotiation; Impact摘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。
这意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。
我们应该尽可能的清楚的了解并发现对方的文化,这对商务谈判的成功至关重要。
关键词：文化差异；商务谈判；影响AcknowledgementsMy thesis “Impacts of Cultural Differences on International Business Negotiations” has drawn upon the advice, encouragement and support of a good number of teachers from Changzhou Textile and Garment Institute.First and foremost, my sincere thanks should go to Wu Jinfeng, who has been providing me with technical guidance and assistance step by step throughout the whole process of thesis writing. The existence of this thesis owes much to Wu Jinfeng’s selflessness, wisdom, time and patience.I would also attribute the completion of this thesis to Wu Jinfeng, whose instructions on thesis writing has helped lay a good foundation for the construction of this thesis. I, too, owe my gratitude to other faculty teachers in the department, who have contributed in some way to the refinement and accomplishment of this thesis.I also feel indebted to the authors listed in the References, from whose works I have drawn a great deal of inspiration and ideas.Finally, I would like to recognize the contributions of many people who have helped me but not been adequately acknowledged here.Contents Abstract (i)Acknowledgements (ii)Contents (iii)1Introduction (1)2The Relationship Between International Business Negotiation and Culture (1)3Cultural Differences in International Business Negotiations (2)3.1Differences of Verbal and V on-verbal Behaviors (3)3.2Differences of Cultural Values (4)3.3Differences of Custom (5)3.4Different Sense of Time (6)4Suggestions for Effective Cross-cultural Negotiation (7)4.1Enhancing Cultural Awareness (7)4.2Overcoming Cultural Bias (8)4.3Preparing Well before Negotiation (8)4.4Pay Attention to the Language Barriers (9)5Conclusion (10)References (11)Impacts of Cultural Differences on International BusinessNegotiations1IntroductionWith the accelerated development of economic globalization, the economic cooperation activities all over the word become more and more universal, and the importance of international business trades are getting obvious gradually. International business communication and cooperation have been all-around spread out. International business negotiations are also much more frequent and closer than before. The differences between Chinese and Western cultures are bound to become the factor which is most difficult to control. International business negotiation has become an important link in international business activities. It is not only an economic exchange and cooperation, as well as the communication among cultures. Cross-cultural, quite a lot of negotiations fail. The cross-cultural obstacles in business negotiations are getting more and more attention. Therefore, paying attention to cultural differences is a critical factor in international business negotiations. It is of significance that understanding the cultural backgrounds of the parties, because it helps to avoid the conflicts brought by cultural differences. It is necessary for us to understand correctly the cultural backgrounds and their differences of countries. And then develop the negotiating tactics in order to prevent the emergency or intensification of conflicts and win the success of the negotiations.2The Relationship Between International Business Negotiation and CultureNational culture is a country-specific concepts and value systems, which constitute the concept of people’s lives and work behavior. The nations of the world as a result of specific historical and geographical and gradually formed its own unique cultural traditions and cultural patterns. As the difference of Chinese and Western traditionalcustoms, values, religious beliefs, different ways of thinking, etc, make the different performance of Chinese and Western cultures.International business negotiation refers to one behavior and process that business parties in different countries and regions reach consensus through information exchanges and consultation. It has the characteristic of cross-culture. In international business negotiations, negotiators are usually come from different countries and region. They belong to different religious and different cultural backgrounds. They are great different in communication ways, thinking patterns, customs and values concept, to gives international business negotiations the color of cross-cultural communication in the invisible environment. It means that it is important to understand different cultures of different countries and be familiar with culture differences of business activities. It two side have huge differences in cultural background and thinking patterns, it will cause that communication cannot be undertaken effectively. Many negotiators often don’t pay enough attention to the impacts of cultural differences on the outcome of negotiations. Even if some negotiators have noticed the difference of the opposite parties, they think it is not important, which will inevitably affect the negotiation process and result and ultimately hinder the international business activities and economic exchanges. Therefore, the impacts of cultural differences on international business negotiations should not be overlooked.3Cultural Differences in International Business Negotiations In 1992，negotiators from China and other 12 experts of different professions to form a delegation to the United States purchases about 30 million U.S dollars of chemical equipment and technology. The US naturally does everything possible to satisfy them. One of them is negotiations in the first round of the delegation sent to each of them a small souvenir. The souvenirs packaging is very particular is a beautiful red box, red for advanced. But when the delegation was pleased to open the box when face-to-face in accordance with the Americans, Everyone’s face appears very not the nature actually-there is a golf cap, but the color is green. American businessman’s intention is:after signing the contract, and everyone to play golf. But they don’t know the “be a cuckold”is the biggest taboo in Chinese men. Finally the delegation did not sign the contract, not because the Americans “insult” people, but because they work careless and even don’t know the common sense that Chinese men taboo “be a cuckold”. How can we fell free to tension of millions of dollars project to them? It can be seen that the failure of the Americans negotiation is due to they do not understand the Chinese culture.From the above examples, we can learn in business negotiations, if we do not attach importance to each other’s cultural differences, the negotiations are likely to lead to failure. Overall, there are four cultural differences as follows：3.1Differences of Verbal and Von-verbal BehaviorsThe language used by a nation has a close relationship with culture. In international communication, intercultural differences restrict the language of use. Edward Hall, professor of anthropology, divides culture in different society into high-context culture and low-context culture based on the direct degree of language expression. In high-context culture society, the ethnic people have the same cultural background, language is only a part of information transmission, and von-verbal communication occupies a large number of proportions. In international business negotiations, Chinese negotiators in high-context culture always express opinions in a subtle and indirect way, they are rarely reject or refute directly, and they regard harmonious as the prerequisite to realize the value, they pursuit permanent friendship and long-term collaboration. In addition, in high-context culture, people focus on debate with great passion, their language is confrontational and indirect expressions are important to convey and understand information such as using body language, eye contact, appearance, tone, location, and environment for communication. So understanding the meaning of the words is necessary. On the contrary, western culture belongs to the low-context culture. Western people are enthusiastic and frank, they like using precise and clear language to express their intention. Chinese people seem modest, they don’t like debate or confrontation, and always use silence instead of saying “No”, because they think silence is a way to show politeness and respect for each other Chinese people are very patientwhen they negotiating, it is so-called “oriental patience”.3.2Differences of Cultural ValuesCultural values is measure the consequences of people’s behavior and standards. They affect the way of people understanding the problems and a strong emotional impact. In different cultures, values will be very different. What is fitting in one culture may be outrageous in another, For example, Americans believe that nepotism is immoral, however it as an obligation at the majority of Latin American culture. Therefore, the understanding of a certain society in popular as well as these ideas in the personal behavior the degree which respects is very important. Our discussions here will focus on those activities is essential to understand the socio-economic values, more specifically, is these for promote the cross-cultural communicative competence and the values is worth nothing.In the course of the Chinese and Western cultural tradition and different cultural values, on the negotiations issues tend to have a confrontation or misunderstanding. China’s national character has a very remarkable phenomenon that is settles on the face or dignity. At the negotiating table, if make a choice from “decent” and “interest”, the two Chinese people will choose to “decent”. Why do the Chinese people want to save face at all costs? Because of his ideological core of Chinese culture is a group consciousness. In accordance with the sense that each one is not a separate person, but living in a certain social relations, and no face will not the face of others, there is no face on the people and will not be to live in the social and group life, and may even be abandoned by society and the groups. But not like Westerner, they value the interests of negotiations; they will not hesitate to choose interest from “decent”and “interest”of the two. Chinese people regarding negotiations result whether can bring honor for their face, looks extremely important, as well as some Western negotiators in their works cautioned China in the talks, we must note that use of China’s national character. It is clear that only a correct understanding and properly grasps the existence of Chinese and Western differences in national character can effectively help use in a timely manner to correct our own shortcomings and strengthen our own advantages and use of other’s shortcomings tocollapse of other’s strengthen.China’s concept of collective a stronger emphasis on collective responsibility, therefore the negotiations pattern basically is the collective, but to make the final decisions are a decisive one, and even the decisive one simply has not entered the stage. This is known as the cultural experts of “high from the right to culture”, in the event of difficult issues more complicated, the negotiators on the difficult decisions, and the Western culture of Jurists which was referred to as “low from the right to culture”, on the surface is one or two people out, negotiators have been given the appropriate permissions, or assisted in its decision-making think-tank, which in the negotiations, the sole responsibility of the negotiations were heavier, higher and more flexible.3.3Differences of CustomInternational business negotiations usually have some formal or informal social events, such as drinking tea, coffee and having dinner, and so on. These activities are influenced greatly by cultural factors which condition the conduct of the negotiations. Arabs often invite others to drink coffee in the social activities. According to their habit, guests do not drink coffee is a very bad form and refuse a cup of coffee may cause serious troubles. Germans are to dress at most of the time, but no matter what, they would not keep their hands in the pockets, because doing so would be considered rude. They are not used to shaking hands with people, and if you shake hands with them, they will fell uneasy. Finland people will hold a banquet and treat a steam bath after the success of business. A steam bath is an important ritual of Finland, and it represents a welcome to guests, so this cannot be refused. In Australia, most of the trading activities are conducted at bistros. Negotiators must remember who should pay the money for the meal. Paying cannot be forgotten and overly positive. In South America like to be close to others and show intimacy when negotiating. Businessmen from the Middle East are very hospitable, but they are lack of timing in negotiations, so negotiating with them can not care about how long it takes, and negotiators should make efforts to win their trust. That is, establishing a friend relationship first is easier to conclude the transaction. In tense process of negotiations with the French, having dinners with them or visiting places of interest isbenefit for easing up the atmosphere and enhancing mutual friendship. But we mustn’t do business on eating or playing, because it would ruin their appetite and make them fell disappointed. French are used to commending the chef’s skill at table. In Japan, many transactions conclude after passing a few hours in hotels or bars. Nordic and Americans like to keep a certain degree of privacy when ding business. In the United Kingdom and Germany, new visitors are going to be shut out by the secretary to avoid managers being disturbed in the meetings. In Spain, Portugal, and South American, the phenomenon of working with the door open may occur, but new guests are often being asked to wait outside. Arabs also have the habit of opening doorstep so that guests are welcome at any time. So many timeshare when talking to an Arab businessmen are used to being undisturbed will feel distress, because of sitting around several new guests coming to visit.3.4Different Sense of TimeDifferent cultural background show different timing, Edward Hall divided it into two types: polychromic and monochromic, the former emphasizes doing many things at a time, and people have a relaxed timetable and the extension of feedback, the latter emphasizes doing one thing at a time and speed. Chinese people are in favor of polychromic, they used to working on several things at a time, emphasis on people’s participation and tasks completed and de-emphasis on everything in accordance with the timetable. Plans can be changed at any time, and it is with considerable flexibility on the timing and more humane. But they do not attach importance to make an appointment, and they think punctuality is not so important. Business negotiating must be held within a fixed time, which requires that the negotiating parties should be on time and be with strong sense of time. Chinese also discuss several issues at the same time; they don’t strictly abide by the agenda and discuss the issues considered to have been solved by the other again. In order to establish a long-time business relationship, Chinese people’s always take a long period to understand each other. As a consequence, the negotiators will be last longer than expected. Westerners’monochromic will give opponents a good impression of observing contracts and rules, which is more conducive to the negotiations.Westerners abide by the one-way linear time habits, so they regard time as a straight line which can be cut into section by section, and they emphasize the timetable and detailed schedules. They are very strict about punctuality, and the plans are highly restrictive, which creates a vigorous and resolute commercial style of British and American businessmen. They will shorten the negotiation time in all aspects and strive to make every negotiation be quicker.4Suggestions for Effective International Business Negotiation The culture differences in international communication have various impacts on operation of enterprises. These differences will influence negotiation and management of transnational operation; what’s more, it may have bad effects on the harmonious relationship between our country and foreign countries. Maybe that will lead to the missing of market opportunities, the increase of trade cost and the low efficiency of company management. So, it is really necessary for used all to eliminate and avoid disadvantageous effects. Maybe the following suggestions are very useful and effective for a potential negotiator.4.1Enhancing Cultural AwarenessObjectively speaking, the integration of global economy and rapid development of internet have deepened the cultural awareness of international negotiators. More and more negotiators can gradually tolerate and respect other countries’ culture. However, there are still lots of people who ignore the function of culture on negotiating style; as a result, they pay little attention to cultural awareness. In cross-cultural negotiations, it is imperative to realize the cultural difference of different countries; understanding the requirements, motivations and beliefs of negotiators with different cultural backgrounds. We should also recognize that a foreign negotiator is different from you in perception, value and outlook. What is thought to be approved in our own country is not effective in another country. When coming to a conflict, negotiators should analyze it from both cultural perspectives. On the other hand, besides the right awareness, negotiators should learn to adapt our ownnegotiating styles and strategies to various cultures. For example, when negotiating with France and Japan, whose people care so much about etiquette, a negotiator had better wear formally. If someone expects to get respect from a German, he or she must prepare adequately and appear confident as them.4.2Overcoming Cultural BiasAlthough people are generally aware of cultural differences existing, most people are not aware of the different cultures need rational treatment. Negotiators often intentionally or unintentionally explain and judge the others’culture with their own standards. Therefore, in international business negotiations, we must first give up ethnocentrism and respect for foreign cultures and traditional customs. Don’t make improper comments for others’ cultural norms, accept and respect their moral norms and customs is good habit; we must also avoid stereotypes in culture contact. We talking about the differences between the two cultures are according to the overall trend and the common characteristics, not sweeping generalization. The differences of personality must exist and cannot be neglected. Stereotype makes it unable to objectively observe another culture, lose sensitivity, and it is negative to the smooth progress of cross-cultural communication. Understanding the other’s culture, respecting for cultural differences, learning tolerance and seeking the ways and means of accommodation, are the effective ways for business negotiations carrying out smoothly.4.3Preparing Well before NegotiationIn the negotiations, negotiators should clearly know themselves and properly understand others. So it is essential for negotiators to do a good preparatory work. Negotiating preparation include negotiating backgrounds, the assessment of the situation, the facts need to be verified in the negotiating process, the agenda, the best options and concession strategies. Before the negotiations, negotiators should be sure to understand the culture and customs of the parties as much as possible, avoid misconduct which can make others unpleasant and even affect the process and result of business negotiations. In the heavily hierarchical cultures, improper room arrangements may give rise to the other’sfears and even angriness. Doing the full survey for the other party, analyzing their strength and weakness to identify whether those problems can be talked about or not, and analyzing which is the important and how important it is. At the same time, analyzing your own situation is essential. If we are negotiating with a big company’s purchasing manager, it is necessary to clearly know that what the main problem we are going to talk about is.4.4Attention to the Language BarriersMessages are carried out through the language. However, in the cross-cultural business communication, we have seen so many cases showing problems arising from language barriers. The classic example is the translation of Pepsi’s advertising slogan “come alive with Pepsi”. In German it was translated as “come out of the grave”, and in Thai it became “bring your ancestors back from the dead”. ”Nature’s gift ”is a very appealing name for gourmet mushrooms for North Americans, but has no market in Germany where ”gift” means ”poison”. There are a lot more examples to cited relating to language barriers, to name but a few here above. There are some options to get over the language barriers:First of all, employed a consultant in cross-cultural communication will make it possible for the organization to minimize the risk of running into cross-cultural conflicts, especially for those organizations that have some branches or subsidiaries abroad. A consultant can do many thins. For example, the can set up some short-term training classes for a comprehensive introduction to a targeted culture, or he may just brief the key factors for cross-cultural communication right before the start of a negotiation. He can also go with the negotiation team for on-the –spot coaching if necessary.Secondly, used an interpreter is a bright idea on the condition that the interpreter has a good knowledge of your culture, and he knows how to correctly understand what you means (even when you speak with a local accent). Then he can put your ideas rightfully into another language. However, there is a tendency for an organization to employ local employees who are bilingual professionals, which tends to be more and more popular for those international companies. The reason being this is: organizations can benefit a lotfrom such an endeavor.Thirdly, learned the targeted language costs a lot, especially when you want to send your employees abroad for a good training. However, it will be cost-effective when you send them there to learn both the language and the technology. Nevertheless, the economical way to go is to run some intensive training classes of the targeted language.5ConclusionThe above analysis of the cultural differences and their impact on international business negotiations, any businessmen engaged in cross-cultural activities should take seriously consideration. A cultural difference is an objective reality, the attitude of individuals or groups tend to determine the role of cultural differences, it can exaggerate the cultural differences and also reduce the barrier which causes the cultural difference to the lowest point. People in cross-cultural business negotiations, if able to overcome cultural barriers to understand, do as the Romans do, learning to stand on other people’s point to think, that we can promote mutual understanding and work together to adapt the two sides and create an economic and cultural environment, so that we can success.ReferencesAdair WL and Brett JM. The Negotiation Dance: Time Culture and Behavioral Sequences in Negitoation[M]. Organizational science, 2005Casse P.S.Delo. Managing Intercultural Negotiations.[M]. Washington D,C: Sietar, 1991 Christopher W. Moore, Peter J. Woodrow. Handbook of Global and Multicultural Negotiation [M]. New York City: John Wiley and Sons, 2010Foster, D. 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