中文摘要：通过案例分析的方式，研究了文化因素对国际商务谈判的影响。结果表明，在国际商务谈判中，谈判人员遇到的文化壁垒主要与沟通风格、思维方式、风俗习惯、和价值观这五大因素有关。针对文化壁垒提出了四项应对措施：灵活运用语言与非语言策略克服沟通障碍；尊重思维差异；了解不同的风俗习惯；尊重价值观差异。除此之外还提出了四条谈判的通用技巧：准备多套谈判方案；确定谈判态度；加强对谈判对手的深入了解；掌握谈判听的技巧。

关键词：国际商务谈判；文化壁垒；应对策略

Contents

Acknowledgments

Abstract

中文摘要

1. Introduction. 1

1.1 Background of the Research.1

1.2 The Purposes and Significance of the Study2

2. Literature Review.3

3. Cultural Barriers in International Business Negotiation.4

3.1 Different Communication styles..5

3.1.1 High Context and Low Context5

3.1.2 Non-verbal Communication..7

3.2 Different Ways of Thinking.8

3.3 Different Customs..9

3.4 Different Senses of Value10

4. Correspondent Measures...13

4.1 Measures on Cultural Barriers13

4.1.1 Using Strategies of Verbal and Non-verbal Language to Overcome Obstacles Flexibly..13

4.1.2 Respecting Differences on Ways of Thinking...14

4.1.3 Knowing about Different Customs14

4.1.4 Respecting Differences on Value...14

4.2 General Skills in Business Negotiation15

4.2.1 Establishing Negotiation Attitude.15

4.2.2 Knowing about Opponents Deeply...16

4.2.3 Mastering the Skills of Listening in Negotiation..16

5. Conclusion...18

References19