国际商务谈判的文化差异

Cultural Deference of International Business Negotiation

国际商务谈判具有跨文化交际的特征,不同国家的商务人员在参与国际商务谈判的过程中都会体现其本国文化的特点。国际商务谈判在权力距离、不确定性规避、个人主义和集体主义、男性主义和女性主义、长期取向和短期取向五个维度上存在文化差异。因此,从文化的视角出发,在国际商务谈判过程中不同国家的商务人员应采取相应的措施,以期实现互相理解、互相尊重、互利共赢、合作高效的国际商务谈判。

International business negotiation has the characteristics of intercuhural communication, and businesspeople from different countries reflect the characteristics of their culture while participating in international business negotiation. This paper first makes analysis of the concepts of culture and cultural differences, negotiation, business negotiation and international business negotiation, and then explores the features and cultural differences of international business negotiation. Combined with the analysis and studies, from the perspective of cultural differences, the paper mainly proposes suggestions of promoting international business negotiation in order to realize winwin, cooperative and efficient international business negotiation with mutual understanding, mutual respect and mutual benefit.