2。 Literature Review

Business negotiation as the booming field of domestic research is in its infancy in many aspects, and now there are a large number of scholars having done a lot of theoretical and practical researches, but blank spots are still exiting。 In 1976, scholars, like Deshler, Sato, Clapp carried out a research on the different outcomes of a series of the U。S。-Japanese negotiations resulted from cultural differences。 Then in 1980, it is Fisher who worked out the theory from practice。 He argued, “The greater the cultural differences, the more likely the barriers to communication and misunderstandings become。” (The Journal of International Business and Economics) After that, some scholars in 1990s made further exploration on the culture in international negotiations exclusively。来,自,优.尔:论;文*网www.youerw.com +QQ752018766-

According to the informed literature reviews, we can see that there are still some problems need to studying and resolving。 First of all, on the aspect business negotiation strategies, informed literature reviews have studied from the negotiations overall preparation and the selection of negotiation patterns。 But with the negotiation is more and more important in the global trade, negotiating strategies are no longer limited to the negotiation itself; it should be more outward expansion。 Negotiation is a combination of Economics, linguistics, psychology, manners and so many integrated-subjects; therefore, in formulating negotiating strategies, we are supposed to pay more attention to the application of different subjects in a variety of negotiations to make negotiation strategies achieve optimal performance, it is not just simple accumulation of each subject。 Secondly, when dealing with cultural differences, a lot of informed literature reviews have concentrated on that how to overcome the barriers of cultural differences in international business negotiation。 But the reality is that a successful negotiation is not only a game on the negotiation table, the preparation period of the negotiations play a crucial role in the negotiations。 Many of the current domestic researches study separately, which leads to the consequence that there are fewer studies on the preparation of business negotiation。 With the development of the negotiation, overcoming cultural differences is not just confined to a study on the negotiation table。 Last, facing the problems of language in the business negotiation, we can combine the language in use with the overall strategies in business negotiation, because language as one important kind of tools in negotiation, it should be studied in a specific environment, which will be conducive to make a wider and more vigorous study on the language application problems in business negotiation。