Abstract International business negotiations are consultations between different countries on trade and business activities。 Compared to domestic business negotiations, international business negotiations are more complex。 As the political, legal and economic systems of the various countries are different, there are many differences in their historical and cultural traditions, leading to more problems in the negotiations。 Therefore, understanding the cultural differences in international negotiations is the basis for international business negotiations。 This paper first introduces the importance of knowing cultural differences, and then analyzes the causes, types and consequences of cultural differences in international business negotiations, and finally puts forward different countermeasures for the various stages of negotiation。94118

Key words: International business negotiations; cultural differences;   countermeasures

摘要国际商务谈判是不同国家间针对贸易和商务等活动的磋商过程。相比国内商务谈判，国际商务谈判要复杂的多。由于各个国家的政治，法律和经济制度不同，其历史和文化传统也存在许多差异，因而导致谈判时会出现更多的问题。因此了解国际谈判中的文化差异是进行国际商务谈判的基础。本文首先介绍了解文化差异的重要性，然后分析国际商务谈判中的文化差异产生的原因，种类及其影响，最后针对谈判的各个阶段提出不同的应对策略。

毕业论文关键词： 国际商务谈判；文化差异；应对策略

Contents

1。 Introduction1

2。 Literature Review。1

2。1 Cultural differences1

2。2 Researches home and abroad2

3。 Cultural Differences in International Business Negotiation。2

3。1 Types of cultural differences in international business negotiation3

3。2 Impacts of cultural differences in international business negotiation。6

4。 Countermeasures to the Cultural Differences in International Business Negotiation。9

4。1 Learn about counterparts’ culture before the negotiation。9

4。2 Respect counterparts’ cultural customs during the negotiation10

4。3 Maintain relationship after the negotiation11

5。 Conclusion11

Works Cited13

1。 Introduction

     The development of international business negotiations has a long history, but the real sense of international business originated after World War II, when the International Monetary Fund, the World Bank and other institutions trying to establish a new international economic order。 In the 1950s and 1960s, international trade grew significantly, when US multinationals played a leading role。 Subsequently, Europe, Asia, followed by international trade, and ultimately the formation of economic globalization, the new pattern of the economy。 In the process of economic globalization, different ethnic groups collide with each other, cultural differences are bound to produce。 Business negotiation is the core of international business activities, cultural differences hinder the smooth progress of international business negotiations。Today, international trade is becoming more and more important , many negotiators know little about cultural differences, the negotiations are often not understand each other, affecting the further cooperation。 Understanding cultural differences and mastering approaches to cultural differences is therefore critical to international business activities。This paper first introduces the cultural differences and then enumerates the cultural differences in international business negotiations, describes the cultural differences on the impact of business negotiations, and finally for the negotiations before, during and after the three stages of targeted measures in order to reduce unnecessary conflicts and economic losses through a correct response to cultural differences。