外文及翻译---中外文化差异对国际商务谈判的影响.doc

Impacts of Cultural Differences on Business Negotiations Ⅰ. Introduction The business negotiations under different business cultural conditions come to multi-cultural negotiations. With the economic globalization and the frequent business contacts, cultural differences seem to be very important, otherwise they could cause unnecessary misunderstanding, even affect the result of the business negotiations. This means it is very important to know the different culture in different countries and the ways to avoid the culture conflicts in the international business negotiations. The article commences from the definition of the culture in the area of business. Then from the three aspects of communication process, negotiation styles, it explains the influence of cultural differences on international business negotiations, and at the same time it analyzes how to deal with the problems of the business cultural differences correctly in negotiation process . Such a standpoint is emphasized: In the business negotiations between different countries , negotiators should accept the other partys culture, and try to make him be accepted ; then make a correct evaluation with the help of valid communication and discover their real benefits between them . Besides, we should know clearly and try to accept the cultural differences as possible as we can. It is very important for the success of culture negotiations. 正式的文化倾向于有组织的等级制度，在地位和权力方面有主要影响。相比之下，非正式的文化更注重平等的组织，在地位和权利方面没有太大影响。 当一个来拥有非正式文化的谈判人员遇到一个拥有更正式文化的同行时，很多重要的谈判失败了，因为那些文化差异已经被搬到了谈判桌上。拥有正式层次文化的商务谈判人员可能被一个陌生的来自非正式社会环境的同行冒犯。另一方面，那些拥有非正式文化的谈判者可能会觉得那些正式的同行沉闷、疏远、自负、或者傲慢。 非正式文化倾向于价值地位平等，正式文化重视价值和层次的差异，忽略这些目的就可能在谈判中引起一系列的问题。 如果都能意识到不同的商业谈判行为都是不同价值观的结果，而不是个人特性引起的，那么，这样的误会就可以避免。 非正式文化的国家有：澳大利亚、美国、加拿大、新西兰、丹麦、挪威、冰岛。 正式文化的地区有：欧亚的大多数地区，地中海地区和阿拉伯世界,拉丁美洲。 E.硬性时间文化与软性时间文化 不同地区的人安排和利用时间的方式不同，在硬性时间社会，守时是重要的，计划和议程都是固定的，并且商业会议很少会被打断。软性时间文化有着明显的差别，人们很少严厉地强调守时从而好多事情都没有在预定的期限内完成。 冲突就产生在一些硬性时间商人认为那些软性时间的客户很懒，还没有原则，与此同时，后者却觉得前者过分受期限的限制是一种傲慢。 硬性时间文化的国家有：北欧和