文化差异对国际商务谈判的影响

The Influence of Cultural Differences on the International Commercial Negotiation

涉外商务谈判的各方来自不同国家,文化背景是一个对谈判有重要影响的因素。这是因为文化的差异造成了各方不同的思维方式,他们的谈判风格、技巧、行为特征等也因为受到文化的影响而不尽相同。进一步说,文化差异影响表现在他们对谈判的定义、谈判人员的选择,以及在礼节、沟通方式、时间、合同形式等方面的不同要求。在涉外商务谈判中,应该认识到文化差异的存在,并努力去跨越这些差异达到相互理解。

All parts of the international commercial negotiation come from different countries; the cultural background of the negotiators is a factor possessing quite important influence on the negotiation because the cultural differences gives rise to the different thinking mode of all parts of the negotiation, and the negotiating style, skill and behavior characters of the negotiators are different because of the cultural influence. More specifically, the influence of the cultural differences shows in the definition Of the negotiation, the selection of the negotiators, the protocol, the communication mode, the time, and the contract form, etc. In an international commercial negotiation, the negotiator should know the existence of the cultural differences and manage to leap over these differences reaching the mutual understand.