从Fisher的谈判五要素看文化差异对国际商务谈判的影响

The Impact of Cultural Differences on International Business Negotiation from Fisher's 5 Considerations

本届在中国上海举办的世界博览会更显示出中国在国际商务中举足轻重的地位,因此与外界交往合作的主要方式——国际商务谈判越来越显示出其重要的作用。国际商务谈判,是国际商务活动中不同的利益主体,为了达成某笔交易,而就交易的各项条件进行协商的过程。由于谈判的主体来自不同的国家,国际商务谈判的过程必定会面对双方之间的文化差异,本文试图从Fisher(1980)在《国际谈判》(International Negotiation)中提到谈判团队、决策方式、民族性格、文化噪音、翻译人员的选择这五项因素入手,分析每个因素中东西不同的文化会对谈判产生的影响。

2010 Expo is successfully held in Shanghai,China,which shows China＇s pivotal position in the international business.Therefore International Business Negotiation,as one of main cooperating means,is of increasing importance.International business negotiation is a process that different negotiation parts discuss each item in order to achieve a transaction.As from different countries,international business negotiation will face the cultural differences between the parties.This article attempts to adopt the 5 considerations mentioned in Fisher＇s International Negotiations to analyze the impact of the cultural difference on international business negotiation.