中西方跨文化商务谈判中的文化因素解读

A Study of Cultural Factors in Cross-Cultural Business Negotiations between China and the West

随着中西方贸易往来的日益密切,跨文化商务谈判也变得越来越频繁。在文化日趋碰撞而又融合的今天,为了达到成功的跨文化商务谈判目的,谈判双方不但需要掌握相关的贸易规则和法律知识,而且需要具备对异域文化的理解和包容能力。立足跨文化视角分析中西方谈判中矛盾冲突的文化根源,并且通过研究谈判中的五个文化变量即谈判目的、谈判方式、谈判风格、谈判决策以及人际关系确立,理清国际商务谈判中矛盾和冲突的内在文化因素,提出相关的跨文化谈判建议。

With the increasingly close commerce intercourse between China and the west,intercultural communication in business is becoming more and more frequent.Today,with cultures increasingly conflicting and fusing,in order to achieve the goal of intercultural business negotiation,the two sides in negotiation need not only relative business rules and legal knowledge,but also the ability to understand and tolerate the alien cultures.Through the angle of intercultural communication,this paper analyzes the contradiction root of cultures between China and the west in business negotiations,and studies the five culture variables in negotiation,namely,negotiation aim,negotiation mode,negotiation style,negotiation decision and the establishment of personal relationships,clears up the inner culture factors in contradiction and conflicts in international business negotiation,and finally put forward some suggestions of intercultural communication.