【正文】 ime view, equality view and objectivity. People may draw a different or even contradictory conclusion about the same thing. Value view is one of the mostimportant differences among the many factors. It can influence the attitude, needs and behavior of people. The value view varies from nation to nation, people know that the eastern person focus on collectivism, while the western people pay more attention to individualism.. Negotiating StyleNegotiating style refers to the tolerance and graces which the negotiator shows in the negotiation. The negotiators show their negotiating style through behavior, manners and the method of controlling negotiation process during the negotiation. The negotiator’s negotiating style has a bearing on their culture background. According to the culture differences, negotiating style falls into two types: the east negotiating style pattern and the west negotiating style pattern.. Thinking ModelThinking model reflects the culture. Because of the influences of history background, continents, words and living method, different nations generate different thinking models. Surely, there is more than one thinking model of a nation, but one is more obvious pared with others. As a whole, east people, especially Chinese have strong prehensive thinking, image thinking and curved thinking, while analytical thinking, abstract thinking and direct thinking are possessed by the west people.3. Impact of Cultural Differences on International Business NegotiationsWith the rapid development of economy, we need to do business with businessmen under different culture background, so in order to reach trade agreement, it is necessary for us to study the impact of culture differences on international negotiation in global business activities. The impact of culture differences on international negotiation is extensive and deeply. Different cultures divide the people into different group and they are also the obstacles of people’s munication. Accordingly, it is required that the negotiator should accept the culture of each other. Furthermore, through culture differences, it is important that the negotiator reveal and篇三：商務(wù)英語畢業(yè)論文合肥xxxx學(xué)院畢業(yè)論文（實(shí)踐）系 別 工商與金融學(xué)院專 業(yè)商務(wù)英語年 級(jí)三學(xué) 制學(xué) 號(hào)姓 名 2014年 12月在商務(wù)會(huì)談中的作用【內(nèi)容摘要】人們常說“禮多人不怪”，而在商務(wù)會(huì)談中禮儀更是必不可少。大凡正式正 規(guī)的會(huì)談都是特別注重禮儀的。隨著現(xiàn)代社會(huì)經(jīng)濟(jì)的開展，商務(wù)活動(dòng)變成一種全球化的社會(huì)活動(dòng)，是企業(yè)運(yùn)轉(zhuǎn)過程中的重要組成部分，也是整個(gè)社會(huì)機(jī)體運(yùn)轉(zhuǎn)的根底。商務(wù)會(huì)談需要人與人之間的溝通，禮儀是會(huì)談?wù)呃p方間隔的橋梁與紐帶，也是正確高超的會(huì)談技巧的表達(dá)。本文主要議論了商務(wù)會(huì)談、商務(wù)禮儀的特征和根本原那么、以及禮儀在商務(wù)會(huì)談中發(fā)揮的重要作用?！娟P(guān)鍵詞】 禮儀 商務(wù)會(huì)談 作用一、禮儀的定義禮儀是在人際交往中，以一定的、商定俗成的程序方式來表現(xiàn)的律己敬人的過程，涉及穿著、交往、溝通、情商等內(nèi)容。從個(gè)人涵養(yǎng)的角度來看，禮儀能夠說是一個(gè)人內(nèi)在涵養(yǎng)和素養(yǎng)的外在表現(xiàn)。從交際的角度來看，禮儀能夠說是人際交往中適用的一種藝術(shù)、一種交際方式或交際方法，是人際交往中商定俗成的示人以尊重、友好的適應(yīng)做法.。從傳播的角度來看，禮儀能夠說是在人際交往中進(jìn)展互相溝通的技巧。能夠大致分為政務(wù)禮儀、商務(wù)禮儀、效勞禮儀、社交禮儀、涉外禮儀等五大分支。禮儀確實(shí)是以最恰當(dāng)?shù)姆绞絹肀磉_(dá)對(duì)別人的尊重。對(duì)一個(gè)人來說，禮儀是一個(gè)人的思想道德水平、文化涵養(yǎng)、交際才能的外在表現(xiàn)，對(duì)一個(gè)社會(huì)來說，禮儀是一個(gè)國家社會(huì)文明程序、道德風(fēng)氣和生活適應(yīng)的反映。二、商務(wù)會(huì)談的內(nèi)涵（一）商務(wù)會(huì)談的定義商務(wù)會(huì)談,是國際商務(wù)活動(dòng)中不同的利益主體,為了達(dá)成某筆買賣,而就買賣的各項(xiàng)條件進(jìn)展協(xié)商的過程。能夠說,商務(wù)會(huì)談是一種對(duì)外經(jīng)濟(jì)貿(mào)易活動(dòng)中普遍存在的一項(xiàng)十分重要的經(jīng)濟(jì)活動(dòng),是調(diào)整和處理不同國家和地區(qū)政府,以及商業(yè)機(jī)構(gòu)之間不可防止的經(jīng)濟(jì)利益沖突的必不可少的一種手段。（二）商務(wù)會(huì)談的特征普遍性商務(wù)會(huì)談必應(yīng)理解為商業(yè)企業(yè)之間的會(huì)談或者商業(yè)企業(yè)進(jìn)展的會(huì)談。作為商務(wù)會(huì)談的主體，它涉及到各類組織、各個(gè)部門、各行各業(yè)以及國家之間。反采購或銷售某商品，都會(huì)成為商務(wù)會(huì)談的當(dāng)事者。這說明，商務(wù)會(huì)談在當(dāng)今社會(huì)是人們參與最為普遍的一種會(huì)談方式，它理所因而地愈益遭到人們的普遍關(guān)注。買賣性買賣及買賣商品。商務(wù)會(huì)談不在于誰來會(huì)談，而在于為何會(huì)談和談什么。凡為現(xiàn)實(shí)買賣目的而互相協(xié)商的活動(dòng)，即為商務(wù)會(huì)談。買賣性，是商務(wù)會(huì)談的特定議題，是商務(wù)會(huì)談區(qū)別于其他會(huì)談的根本標(biāo)志，也是商務(wù)會(huì)談的根本屬性。利益性商務(wù)會(huì)談的買賣性，決定了圖片各方必定以追求和實(shí)現(xiàn)買賣目的的直截了當(dāng)?shù)慕?jīng)濟(jì)利益為目的。這與其他會(huì)談也是不同的。同時(shí)，這種利益性應(yīng)當(dāng)是“合作的利己主義”，只有在對(duì)方所能接受的臨界利益之上考慮己方的利益，己方的利益追求才有可能實(shí)現(xiàn)。價(jià)格性商務(wù)會(huì)談的買賣性，決定了其會(huì)談議題必定以價(jià)格為核心。商務(wù)會(huì)談的價(jià)格性，這里有兩方面的含義：其一，由于價(jià)格是商品價(jià)值的貨幣表現(xiàn)，價(jià)格的高低會(huì)直截了當(dāng)表達(dá)買賣能夠?qū)嶋H獲得的經(jīng)濟(jì)利益，因而價(jià)格必定成為商務(wù)會(huì)談議題的核心；其二，盡管買賣磋商中還會(huì)涉及諸多價(jià)格以外的要素，但這些要素都與價(jià)格存在親切的關(guān)系，并往往能夠折算為一定的價(jià)格，由此可見，商務(wù)會(huì)談中不管會(huì)談議題如何，其本質(zhì)不是直截了當(dāng)圍繞著價(jià)格，確實(shí)是間接表達(dá)著價(jià)格。從某種意義上說，商務(wù)會(huì)談確實(shí)是價(jià)格會(huì)談。三、商務(wù)禮儀會(huì)談的根本原那么與重要性（一）商務(wù)禮儀會(huì)談的根本原那么俗話說“知己知彼，百戰(zhàn)不殆?！睍?huì)談之前的預(yù)備無非是“知己”和“知彼”兩個(gè)方面。所謂知彼，確實(shí)是通過各種方法理解會(huì)談對(duì)手的禮儀適應(yīng)、會(huì)談風(fēng)格和會(huì)談經(jīng)歷；不要違范對(duì)方的禁忌，以免因一些文化禮儀征詢題使會(huì)談出現(xiàn)不愉快的場(chǎng)面。這方面德國人確實(shí)是我們的典范，德國人在做生意前，要理解對(duì)方的上述情況，在會(huì)談開場(chǎng)時(shí)不焦急，他們通過客戶、對(duì)方等人員理解對(duì)方的資信情況、產(chǎn)質(zhì)量量、信譽(yù)征詢題、履約的情況等，只有進(jìn)展了縝密詳盡的調(diào)查之后，才與你談