商務論文國際商務談判的跨文化問題和策略

1、商務論文|國際商務談判的跨文化問題和策略    國際商務談判的跨文化問題和策略4 o1 '& D/ E4 g( z9 O+ O【摘要】在世界經濟日趨全球化的今天，隨著國際商務交往活動的頻繁和密切，國際商務談判已成為商務活動的一個重要方面。在國際商務談判過程中，無法避免地會遇到跨文化問題。文章從國際商務談判過程中遇到的主要的跨文化問題：語言交流、禮儀、禁忌與宗教信仰、談判風格等方面入手，剖析產生這些問題的原因，提出相應的解決措施。文中強調這樣的觀點：在跨文化商務談判中應該提高跨文化意識，發(fā)展文化交流，了解國際商務法律。這是跨文化談判取得成功

2、的關鍵。0 / # S* _9 V1 j【關鍵字】國際商務談判； 跨文化問題 ；談判策略* & h7 s! Q3 / A8 COn Problems of International Business Negotiation and Solution% 6 N+ i4 V5 D& r) n1 R% i( ZAbstract: With the evolving economic globalization and frequent business contacts, international business negotiation is a significant sub

3、stance in business activity. In negotiation, negotiators will unavoidably encounter some intercultural problems. The article commences from the main problems of international business negotiation just like the language and communication, etiquette, taboo and religious belief, international negotiati

4、on styles, etc. and analyzes the reason why it happens, and raises some solutions to those problems. Such standpoints are emphasized: in the process of the business negotiation we should enhance intercultural awareness and intercultural sensitivity. Besides, we should develop cultural adoption and i

5、nteraction. It is very important for the success of intercultural negotiation.0 X2 Y9 O' _0 h. K7 A7 TKey words: international business negotiation； intercultural problems； negotiation strategies3 e$ m/ % k0 s& p9 I! |5 ?) eContents! ' H( $ 8 n4 l! $ EIntroduction19 q  _5 H0 H5

6、 ! I1 The Main Problems of International Business Negotiation17 t3 i: E) X% c4 d8 R1.1 Language and Communication 1# p" r$ z( 2 O& $ M1.2 Etiquette and Protocol .2  v- 2 n* A/ v* Z1.3 Taboo and Religious Belief .2& g( I$ z4 U& Z- L1.3.1 Japanese.3$ " r: f, y) Q) E1.3.

7、2 American .32 J9 F& n6 2 l. E% j1.3.3 Southeast Asian .33 a! 7 X* p- q: 1.3.4 Arabian .36 P, d: 6 Q3 r( 1.4 Intercultural Negotiation styles 38 v7 ! B% f1 h! z2 o* a  Z* ?2 Solutions to the International Business Negotiation5+ k" E8 k. Y8 w9 B2 V2 Y' n2.1 Enhancing Intercultu

8、ral Awareness and Intercultural Sensitivity.5 ( y+ b& V: x* C- q2.1.1 Observing without Judgment.5% D5 L4 & f& P. % Q: % R( 7 A" N2.1.2 Developing Cross-cultural Awareness.6+ Z! S; G1 C& x9 d% R2.1.3 Respecting Host Culture Properly.6! W1 X7 A% J7 % e2.2 Understanding International Law.60