Abstract With the trend of economic globalization, China’s cooperation with her partners around the world in international trade becomes more and more frequent。 In international business negotiations, it is inevitable to face cultural impacts in cultural exchanges, which leads to different negotiating styles and ways。 This thesis attempts to explore the impact of Chinese and Western cultural differences on international negotiations through specific case of business negotiations, and analyze the differences between Chinese and Western cultures, the strategies adopted in business negotiation, then put forward corresponding suggestions。 90541

Keywords: cultural differences; international business negotiations; impact;

摘要经济全球化的趋势下，随着我国经济的发展，合作伙伴遍布全球，国际间的贸易往来愈加频繁，在国际商务谈判中必然会面对不同的文化交流和碰撞，文化上的差异导致了不同的谈判风格和行为方式。本文试图通过具体的商务谈判案例来探讨中西文化差异对国际谈判的影响，分析中西文化的差异所在，以及商务谈判采用的策略，并提出相应的建议。

毕业论文关键词：文化差异；国际商务谈判；影响；

Contents

1。 Introduction 1

2。 Literature Review 1

2。1 Culture differences in international business negotiations 1

2。2 The Chinese and Western cultural differences 2

3。 A Case Study of the Impact of Cultural Differences 5

3。1 Differences in values 6

3。2 Differences in understanding objective things 7

3。3 Differences in the settlement of disputes 8

4。 Suggestions to Cope with Cultural Differences 9

4。1 Raising awareness of cultural differences 9

4。2 Developing effective business negotiation strategies 10

5。 Conclusion 11

References 12

1。 Introduction 来自优I尔Y论S文C网WWw.YoueRw.com 加QQ7520~18766

Business negotiation, as a special form of interpersonal communication, inevitably involves different regions, ethnic, social and cultural exchanges and contacts, which extends further to cross-cultural international business negotiations (Curry 25)。 Under the trend of economic globalization, international business negotiation has become a common economic activity in foreign trade of all countries。 A successful international business negotiation not only requires negotiators have good personal temperament and psychological factors, but also to understand the cultural differences between countries is also very important。 If negotiators do not pay attention to cultural differences between countries, it will lead to unnecessary misunderstanding, and may even directly affect the practical effect of business contacts, this shows the importance of international business negotiations status。 Therefore, we must have a clear understanding of the cross-cultural parts involved in the negotiations。 

2。 Literature Review论文网

“The real world is a huge negotiating table, and everyone has the potential to be negotiators。” says Hobo Cohen (Cohen 72), a prominent US negotiator。 Negotiation is to meet the needs of each person, through the exchange of information and consultations to reach an agreement on the exchange of ideas。 The wave of globalization is unstoppable, the exchange and collision of different cultures have entered people's daily life, and negotiations under different cultures have emerged in international business negotiations。