中西方文化差异对国际商务谈判的影响.pdf

The Influence of Chinese-western Cultural Differences in Business Negotiations Abstract International Business Negotiation as an important part of foreign economic and trade exchanges is the basis of it. The influence of Chinese-western cultural differences in business negotiation becomes more profound because of the negotiators comes from difference countries. This article clarified the characteristic of Chinese-western culture and researched on the style of business negotiations, language expression, ways of thinking, values and so on. At last, I give some suggestion and the terms of settlement to the people who work in the business negotiation between China and the west. Keywords: Chinese-western culture; cultural differences; business negotiation; negotiated skills 外贸函电论文 第 2 页 CONTENTS I The Cultural Difference between Chinese and Western3 1.1 The Characteristics and Performance of Chinese Culture3 1.2 The Characteristics and Performance of Western Culture3 1.3 The Cultural Difference of Chinese-western in Business Negotiation3 II Western Business Negotiation4 2.1 Negotiation across Culture4 2.2 The Style of Chinese-western Business Negotiation4 2.2.1 Negotiating group4 2.2.2 The Starting Point for Negotiations5 2.2.3 Decision-making 5 2.2.4 Cooperative Attitude on the Final 6 2.3 Features and Performance about the Style of the Chinese-western negotiation6 III The Influence of Cultural Difference on Business Negotiation6 3.1 The Influence of the Description in Business Negotiation6 3.2 The Influence