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1、The influence of cultural differences on international business negotiations【Abstract】In the cross-cultural business negotiations， negotiators should accept the other parties culture differences， and try hard to make themselves be accepted. It needs the help of effective communication， without preju
2、dice to the interests of both sides to make a correct evaluation of the premise. Otherwise， some unnecessary misunderstandings may be caused， impact even the actual effect of commercial activities， this means it is very important how to resolve the influence from the cultural background of different
3、 countries to international business negotiations. 【Key words】Cultural Difference； International Business Negotiation； Influence； Cross-cultural Strategy 1. Causes of Cultural Differences 1.1 Regional difference Regional difference means that people in different geographical regions have different g
4、eographical environment， levels of economic development and traditional customs and religions. Therefore， they have different languages， lifestyles and others， and this will impact their behavior. For example， people in Europe and America value the Christmas Day， but people in some eastern countries
5、 even dont know what Christmas Day is. 1.2 National difference National difference means that in the development of different nations， they have their own languages， customs and culture. For example， in the case of China and western countries. Most western countries celebrate Christmas， but Chinese
6、like the Spring Festival very much with many traditional customs. Chinese always eat Spring festival dinner， light firecrackers， visit each other， give Hong Bao to children， write Spring couplets， clean the house and so on. But foreigners always eat in the church， decorate the Christmas tree， apple
7、and turkey is the most popular foods. 1.3 Political difference Political difference means that in different countries， there are a variety of political systems and laws stipulate peoples conducts. For example， American can use the guns legally by applying the license， but in China， we are not allowe
8、d to apply the license for the guns ， this is the big difference of policy， and the difference of policy also caused many other differences. 1.4 Economic difference Economic difference means a reflection that economic factor causes the cultural difference. Such as， in western countries， they emphasi
9、ze the quality of life and have strong safety consciousness. But the many Third World countries people care more about having enough to eat and wear. Chinese are easier to satisfy， prefer the steady and comfortable life. But the western foreigners are not， They like to adventure and experience， base
10、d on the situation of commerce-favored ideology， their sailing developed so fast that plundered abundant wealth from other countries. The economic difference also leads to many difference of thinking， value. 1.5 Religious difference Religion means a historical phenomenon appearing at a certain stage
11、 of development of human society. It has its own process of happening and development. There are three religions in the world， and they are Christianity， Buddhism and Islam. People from different religions have their own Cultural orientation and discipline. It influences their Cognition， behavior no
12、rms and values. 2. Importance of cultural difference to business negotiation In the practice of negotiation， many negotiators usually dont understand value or mention the important influence of cultural difference to negotiation. On foreign negotiators culture， many negotiators maybe have observed t
13、he other sides“different”or“obscure”way of negotiation， but they think thats not important. Someone blindly believes that foreign negotiations depend on facts and data. Similarly， when some negotiators go to other countries to negotiate， for keeping a harmonious relationship， they will pay attention
14、 to the cultural factors in common， and ignore the difference. 3. Influence of cultural differences on the international business negotiation 3.1 Process of communication Influence of cultural difference to the process of negotiation communication firstly shows up in the language communication proce
15、ss. All the companies or individuals that want to hold negotiation must have the language on to this. For instance， Chinese“White elephant”brand battery will cause bad associations after it was translated to English. Because“White elephant”has two other meanings besides， those are“things useless to
16、owner， but maybe useful to others；useless things”. Influence of cultural difference shows not only in language communication process， but in non-verbal communication process. For instance， the vast majority of countries are in favor of ways to nod. But in India and Nepal， they use shaking heads to say“OK”. So they will shake head with smiling face to express affirmation. They often say“You are right. ”But they are shaking their heads. Thats weird. 3.2 Nego
