广东外语外贸大学商务英语本科毕业论文( 2012 届 )论文题目 Impacts of Cultural Differences on International（英文） Business Negotiation论文题目文化差异对国际商务谈判的影响（中文） 专 业学院 继教（公开）学院商务英语准考证号班级自考作者姓名指导老师 完稿时间 2012/11/6成绩 Impacts of Cultural Differences on International Business Negotiation Abstract: International negotiations refer to the negotiations which between the rivals from the different cultural backgrounds or different countries. International business negotiations are affected by the political、economic、cultural and other factors of their respective countries .While the most difficult to grasp is the cultural factors. Cultural differences lead to a collision on the international negotiations and even conflict, a considerable part of the negotiations fail, a direct impact on the smooth progress of the international business activities. This paper mainly discusses the reason on the difference of culture and which certain aspects do cultural differences on international business negotiations produced .Meanwhile, it proposes the practical and feasible strategies for cultural differences on international negotiations influence based on these respects.Key words：Cultural difference；International Business Negotiations； Impacts of cultural differences文化差异对国际商务谈判的影响 摘要：来自不同文化背景或不同国家的对手之间的谈判，即国际谈判。国际谈判都受到各自国家的政治，经济，文化等因素的影响，而最难以把握的是文化因素。而在国际商务谈判中各国文化难免会产生碰撞和冲突，有相当一部分的谈判因此而失败，这种碰撞和冲突将会直接影响国际商务谈判的顺利进行。本文主要探讨造成文化差异的原因以及文化差异会对国际商务谈判带来哪些方面的影响。同时就文化差异对国际谈判的影响的这些方面的问题，提出切实可行的策略。关键词：文化差异；国际商务谈判；文化差异的影响Contents1 .Introduction22. Cultural Differences.22.1 The Definition of Culture.22.2The Causes of Cultural Differences.32.2.1Thinking Modes Differences.32.2.2Religious Differences.33. Impacts of cultural differences on international business negotiation.43.1Differences of Non-verbal communication.43.2Differences of value on negotiations.53.3Impacts of Cultural Differences on Negotiation Teams73.4Impacts of Cultural Differences on Negotiation Style.74. Strategies of Cross-cultural Business Negotiation.104.1 Prepare Fully before Negotiations.104.2 Recognize and Respect Cultural Differences114.3 Conquering the communication obstacles.115. Conclusion.126. Works Cited13Impacts of Cultural Differences on International Business Negotiation 1. Introduction Along with the international economy globalization trend is becoming more and more obvious, increasing of inter-state in politics，economy，culture and science and technology dominating contacts and cooperation. China has attracted the attention of the world with its rapid economic growth and huge market potential. More and more foreigners started to do business in China. Hence, intercultural business negotiations also increase along with the international economic and trade exchanges increasingly frequent, international business negotiation is an exchange process of multinational and cross-culture. In this process, there are some differences exist in the way of thinking, habits and customs, language and way of expression, values, moral and legal aspects of the negotiation of both sides. In order to carry out the negotiation smoothly, the two negotiating parties are required to recognize and understand the existent cultural differences in international business negotiations. Therefore, its crucial for grasping correctly the cultural factors in international business negotiations.2. Cultural differences2.1 The definition of cultureAnthropologists define culture as any human behavior that is learned than genetically transmitted. They believe that is not necessarily high or low; it exists in any type or stage of civilization. In addition, the cultural patterns those are typical of a certain group of people from another. Culture is all pervasive, including not only customs and habits, ideas and beliefs but also artifacts made by humans.Culture has two major components: the material and nonmaterial. While the former refers to tangible items such as cars, watches, television sets and houses, the latter is comprised of intangible elements such as value, beliefs and customs .both the material and nonmaterial components of culture play a major role in influencing peoples perception of reality, thought and behavior patterns.2.2 The cause of Cultural DifferencesAs we all know， people of different nationalities, due to the differences of its geographical location, economic environment and their thinking modes and so on, there