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1、ON CULTURAL FACTORS IN INTERNATIONAL BUSINESS NEGOTIATIONBY March, 2013Hubei Engineering UniversityAbstractThe economy of the world is developing rapidly. With the trend of economic globalization and integration, international negotiators have met the challenges of different cultures during the proc
2、ess of international business negotiation. Cultural factors have always been ignored in making global marketing strategies and decisions. Therefore, some negotiators always commit the mistakes of seeing foreign cultures through their own habitual lenses, which leads to many missteps that can cost th
3、e company business. This means that the successful operation of negotiation requires careful consideration of cultural differences. In order to overcome the cultural limits in international business negotiation, this article gives some theoretical analysis and research on the cultural factors, the r
4、eason of influences and the specific impact that the culture factors bring about. Furthermore, this article also furnishes some useful suggestions to negotiators involved in cross-culture business negotiation.Key words: cultural factors; international business negotiation; impact论国际商务谈判中的文化因素摘要当今世界，
5、经济发展迅速。随着经济全球化和一体化的不断深入，国际商务谈判者也迎来了国际商务谈判中文化因素影响的挑战。在国际商务谈判策略和调整策略的谋划中，文化因素的影响往往被忽视。因此，国际商务谈判者在用本国的习惯视角来看待异国的文化时，往往就会犯错误。这就使得他们做一些错误的决策，进而对公司造成损失。这说明，成功的国际商务谈判要求我们对各国文化的差异有一个仔细的认识。为了克服国际商务谈判中文化的限制，本文对文化因素的影响，产生影响的原因，以及产生的具体影响给出一些理论上的分析研究。另外，本文也为参与国际商务谈判的谈判者提供有效的谈判建议。关键字：文化因素；国际商务谈判；影响Contents1.Intro
6、duction12.Business Negotiation12.1 Definition of International Business Negotiation12.2 Factors that Influence Business Negotiation22.2.1 Political Factors Affecting International Business Negotiation22.2.2 Legal Factors Affecting International Business Negotiation32.2.3 Cultural Factors Affecting I
7、nternational Business Negotiation33.Cultural Factors in International Business Negotiation43.1 Definition of Culture43.2 Cultural Factors in International Business Negotiation53.2.1 Value53.2.2Language Differences63.2.3 Different Thinking Modes73.3 The Analysis of the Reason for the Influence of the
8、 Cultural Factors73.3.1 The Influence of the Cultural Difference in International Business Negotiation73.3.2 The Influence of the Cultural Blend in International Negotiation84.Cultural Impact on Business Negotiation84.1 Positive Cultural Impact84.2 Negative Cultural Impact95.Some Suggestions on How
9、to Deal With the Cultural Factors in International Business Negotiation105.1 Developing Intercultural Sensitivity105.2 Profiling the Negotiation Opponents115.3 Handing Conflicts125.4 Masterring Negotiation Skills for Different Countries125.4.1 United states125.4.2 Germany135.4.3 Japan155.4.4 Austral
10、ia166.Conclusion17Bibliography18On Cultural Factors in International Business Negotiation1. IntroductionRapid economic development all over the world has caused business globalization, a trend which is expected to continue in the foreseeable future. As international business grows, the business nego
11、tiations among people from different countries and different cultures are becoming more and more frequent. As a consequence, great challenges are created for business representatives involved in cross-culture business negotiations, most of whom are unfamiliar with the cultures of different groups an
12、d nations. These representatives often commit the mistake of seeing foreign culture through their own habitual lenses, which leads to many missteps that can influence the company business severely. For instance, if one does not negotiate aggressively in some countries, he/she will be considered naiv
13、e; however, being aggressive may be a sign of untrustworthiness in some other countries. People are inclined to feel uncomfortable negotiating with those from a different culture. These differences must be understood and deserve our great attention in international negotiation. Therefore, perceiving
14、 the different cultural environments across cultures and considering the differences carefully in all aspects of the business process are of great importance to the operation of international business negotiations.2. Business Negotiation2.1 Definition of International Business NegotiationAs we know,
15、 being a consumer in modern society, everybody negotiates all the time, at work, at home. We can say that since the beginning of times, or since the development of human language, there have been negotiations among humans. Negotiation as a significant social activity is a means of dealing with human
16、 relationships and resolving conflicts and has never disappeared. On the other hand, negotiation as a product of social competition has developed different meanings and content in conjunction with the evolution of society. In the world of today, there is a new word “Business Negotiation.” Though it is not strange
