Abstract With the development of economic globalization, international trade is continuously increasing. International business negotiation is playing a more and more important role. Cultural difference is the key factor that influences the international business negotiation. This thesis starts to give the definition of the cultural difference, and then analyzes the causes of the cultural difference. It discusses the impacts of cultural difference on international business negotiation from five aspects: communication process, thinking pattern, negotiation structure, negotiation style, and decision-making process. At last, the thesis gives some useful recommendations for negotiators, including some sufficient preparations before negotiations, communication techniques and negotiating tactics during negotiations. The purpose of the thesis is to facilitate the success of negotiation by comparing the cultural differences in east and west, and analyzing the influences on international business negotiation.61216

Key words: cultural difference; international negotiation; impacts

摘要随着经济全球化的发展，国际贸易逐渐增多，国际商务谈判扮演着越来越重要的角色，而文化差异是影响国际商务谈判的最重要因素。本论文首先阐述了文化差异的定义，进而分析造成文化差异的原因。本论文从交流过程，思维模式，谈判风格，谈判结构和决策过程五个方面讨论文化差异对商务谈判的影响。最后，本论文在谈判的各个环节，包括谈判前的准备，谈判中的交流技巧和谈判策略，为谈判者提供一些实用的建议。

本论文的目的是通过比较中西方文化的差异，分析其对国际商务谈判的影响，从而促成谈判成功。

毕业论文关键词：文化差异；商务谈判；影响

Contents

1. Introduction1

2. Literature Review..1

3. Cultural Difference2

3.1 Definition of Cultural Difference...3

3.2 Causes of Cultural Difference....3

4. Impacts of Cultural Difference ........5

4.1 Communication Process5

4.2 Thinking Pattern.........7

4.3 Negotiation Structure...8

4.4 Negotiation Style..9

4.5 Decision-Making Process..12

5. Recommendations for Negotiators.13

5.1 Preparation for Negotiation13

5.2 Communication Technique...14

5.3 Negotiating Tactics.15

6. Conclusion..16

Works Cited...17

1. Introduction 

The development of social modernization has greatly accelerated the process of economic globalization. Businessmen have more opportunities to expand business around the world, and thus made cultural difference a prominent issue. People from different counties are subtle affected by their own cultures. So they conduct business differently in many aspects, such as beliefs, values, behavior manners and so on. Under this circumstance, intercultural business negotiation is becoming a more and more essential link of the whole business activity. Negotiators may be very successful in the domestic business negotiation but could fail in the international negotiation due to a lack of mutual understanding of the cultures. Cultural difference may be one of the most essential factors contributing to the international business negotiation. In order to reach a satisfactory agreement, negotiators need not only to master some basic negotiation skills, but also to learn some cultural manners in case of some unnecessary misunderstanding.

Many scholars have recognized the importance of studying the impacts of cultural differences on international negotiation. They try to compare these cultural differences and give negotiators some advices in intercultural negotiations