论文题目：InfluencesofDifferentCulturesonInternationalBusinessNegotiationContentsAbstract(English)----------------------------------------1Abstract(Chinese)----------------------------------------21.Introduction------------------------------------------32.Differentcultures------------------------------------52.1Definitionofculture-----------------------------52.2Culturaldifferences------------------------------63.Internationalbusinessnegotiation--------------------73.1GeneralIntroductionofNegotiation---------------73.2Definitionofinternationalbusinessnegotiation---83.3Generalprocessofnegotiation---------------------94.Influencesofdifferentculturesoninternationalbusinessnegotiation-------------------------------------------94.1High-contextandLow-contextcommunication---------94.2Individualismversuscollectivism------------------114.3Resultsversusrelationships-----------------------124.4Timeorientation-----------------------------------145.AchievingeffectivenegotiationsThrougheffectivenegotiationstrategies---------------186.Conclusion--------------------------------------------23WorksCited----------------------------------------------251AbstractWiththeconstantdevelopmentoftheeconomicglobalization,businesscooperationbetweencompaniesisdramaticallyincreased.Negotiatorsfromdifferentcountriescometogetheranddiscusstheircommonandconflictinginterests:meanwhile,theybringdifferentculturestothenegotiatingtable.Cultureisoneofthefactorsthathaveimportantimpactsoninternationalbusinessnegotiation.Cultureforgesvaluesandreligiousbeliefthatdefineone’sthinkingandbehavior.Therefore,negotiatorswithdifferentculturalbackgroundsemploydifferentnegotiatingstrategies.Culturaldifferenceswillcertainlyresultinculturalfactors.Thus,tonegotiateeffectively,negotiatorsshouldhaveagoodunderstandingofcultureandculturaldifferences.Moreimportantly,theyshouldknowhownegotiationisaffectedbyculture.Indoingso,negotiatorscanpredicttheprocessandadjuststrategiesinordertoreachasatisfactoryagreement.Therefore,theresearchonhowcultureinfluencesnegotiationisintheneedofsocialdeveloping,andisofpracticalsignificance.Keywords:Influences,DifferentCultures,International第1页共30页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第1页共30页BusinessNegotiation.内容摘要随着经济全球化的不断发展，各公司之间的商业合作的机会急剧增加。不同国家的谈判者在同一张谈判桌上就共同和冲突的利益进行协商。同时，他们也带来了不同的文化。文化是影响国际商务谈判的重要因素之一。文化决定人的价值观、宗教信仰，从而影响人的思想和行为。因此，不同文化背景的谈判者运用不同的方式、策略进行谈判。文化的差异必然会引起文化冲突，谈判的成功与否大多可以用文化因素来解释。因此，要想取得有效地谈判，谈判者不仅要了解对手的文化及与己的文化差异，更重要的是应该了解文化因素如何影响谈判。这样，有助于谈判者预见谈判的进程，及时调整谈判策略，最终达成圆满的协议。可见，这一课题的研究顺应时代的发展，具有积极的现实意义。关键词：影响；不同文化；国际商务谈判。第2页共30页第1页共30页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第2页共30页1.IntroductionAsinternationalnegotiationincreasinglyinvolvesculturalfactors,therelationshipbetweencultureandnegotiationhasattractedmoreandmoreacademicattention.Researchoninternationalnegotiationconcerningculturalvariableshasdevelopedonlyseveraldecades,andisstilllargelyexpectedinthefuture.In1976,scholars,likeDeshler,Sato,Clappcarriedou...
