国际商务谈判中的文化因素  

Cultural Elements in International Business Negotiation

作　　者：张景成[1] 罗国太[1] 

机构地区：[1]南昌工程学院外国语言文学系,江西南昌330099

出　　处：《鸡西大学学报（综合版）》2011年第5期139-140,共2页JOurnal of Jixi University:comprehensive Edition

基　　金：江西省高校人文社会科学研究项目《商务交际中幽默言语的认知语用研究》（项目编号：YY1018）的部分研究成果

摘　　要：在国际商务谈判领域,因各国的政治、经济和法律制度不同,尤其是传统文化与风俗习惯不同,使得拥有不同文化背景的各国谈判者存在着明显的文化差异。价值观念、时间观念、思维方式、人际关系观念和谈判风格的差异是文化差异中最为突出的几种类型。必须把谈判双方的价值观念、时间观念、人际关系观念等文化因素和谈判技巧、谈判策略、谈判过程等有机结合起来,并将之及时纳入企业的发展战略和组织结构之中,才能顺利实现双方文化融通、利益双赢的国际商务谈判目标。Superficially,an international business negotiation seems the pure skillful contest,but in fact it is the contest and collision among different cultures.In the condition of economic globalization,the cultural elements appear especially important in the international business negotiations,especially because of different political,economical and legal regulations in different countries and the different traditional cultures and customs as well,traders have the different cultural backgrounds.Only combining negotiation cultural elements with the negotiation skill,the negotiations strategy,the negotiations process and so on,and promptly integrating the enterprise＇s developmental strategy and the organizational structure,will we be able to smoothly realize the international business negotiation goal.

关 键 词：国际商务谈判 文化因素 文化差异 应对策略 

分 类 号：G05[文化科学]