【導(dǎo)讀】家和地區(qū)政府及商業(yè)機(jī)構(gòu)間經(jīng)濟(jì)利益沖突的必要手段。隨著我國市場經(jīng)濟(jì)的推進(jìn)。和對外開放的進(jìn)一步擴(kuò)大，國際商務(wù)談判已越來越頻繁地出現(xiàn)在經(jīng)濟(jì)活動中?；町愐诧@得異常重要。若不加以重視將會引起不必要的誤會，甚至可能直接影。響商務(wù)交往的實(shí)際效果。本文從剖析文化差異產(chǎn)生的原因入手，接著分析了文化。差異對商務(wù)談判的影響，最后總結(jié)了對待文化差異影響國際商務(wù)談判的技巧。因此，作為國際商務(wù)談判的參與者，不僅要對談判內(nèi)容本身做深。層次的了解，同時(shí)還應(yīng)對談判所觸及的跨文化范疇有清醒的認(rèn)識。[3]邱革加，楊國俊.雙贏現(xiàn)代商務(wù)英語談判[M].北京：中國國際廣播出版社，[4]翁鳳翔.國際商務(wù)導(dǎo)論[M].北京：清華大學(xué)出版社，北京交通大學(xué)出版社，

　　

【正文】 better preparation before the negotiations, the negotiations to correctly handle the cultural differences, cultural differences, negotiations do a good job for the followup munications Do preparatory work before the negotiations Negotiators in plex situations around the middle of the development of the negotiations must be fully prepared. Only fully prepared in the negotiations can be adaptable and flexible approach to avoid the intensification of conflicts of interest in negotiations. As the International Business Negotiation involves a wide range of work to prepare more generally include the analysis of the negotiators and negotiation opponent’s own analysis of the position of the negotiating team, elaboration of negotiating objectives and strategies, if necessary, to conduct negotiations in advance simulation. To prepare the negotiations, the negotiators have to make a prehensive analysis of their own situations, try to fully understand the situation negotiating 17 partners. Selfanalysis mainly refers to the project feasibility study. Understanding of the situation on the opponents, including her opponents, and rivals the host country’s policies, regulations, business customs, customs and the opponent’s personnel status. Correctly handle the negotiation of cultural differences From different cultural backgrounds of negotiators held negotiations are expected to vary, this will lead to negotiations on various stages in the negotiations on the time and energy differences. For example, in greeting phase, the Americans usually take five or six minutes, will enter the next stage, while the value of mutual relations between the Japanese, often at this stage put a lot of time and costs. In international business negotiations, exchange of information is often inplete rendering various characteristics. First, language differences and behavior caused by differences in the information it wrong。 two nonverbal munication skills resulting from differences in information asymmetry。 third is caused by differences in the values of feedback asymmetry in the speed and content. For example, in Mexico and Japan, focus on levels of culture, the speaker reluctantly feedback negative information, on the contrary, the German negative feedback information may also frankly too difficult to accept. Negotiators from different cultures is also shown differences in decisionmaking, when faced with a plex negotiating mandate, the 18 use of sequential decisionmaking methods of the Western culture, especially the AngloAmerican people often major task will be deposed into a series of small tasks, the final agreement is the sum of a series of small agreements. However, the overall decisionmaking method using the Oriental culture in the negotiations will have to the end of the issue will be made on all concessions and mitments, to reach a package agreement. Negotiations due to cultural differences, improve followup munications The management of international business negotiations related to contract management and followup munications behavior. Different cultures, the content of the contract, the contract there is a different understanding of the role. For example, stressed the objectivity of American culture, focusing on the concept of equality, therefore, tend to rely on a contract to guarantee the strict definition of the rights and obligations. On followup munications, the American cultural emphasis on “separate the people and things”, mainly interested in substantive issues, they are often less emphasis on followup munications. However, the importance of personal relations, culture, maintain the majority of followup to the exchange of foreign clients be regarded as an important part of international business negotiations. 19 Conclusion The above analysis of the cultural differences and their impact on international business negotiations. International Business Negotiation to face negotiating partners from different countries or regions. As the countries of the world political and economic systems are different among various ethnic groups have very different historical, cultural traditions, national merchants cultural background and values, there are also obvious differences. Therefore, they in business negotiation styles vary. In international business negotiations, if negotiations do not understand these different styles, it is possible funny misunderstanding both rude to people, they may thus lose many opportunities for successful negotiations. To fulfill the mission in business negotiations, certain to win, they must be familiar with to know ourselves and do as the Romans and learn to stand on other people’s point of view thinking, it will be able to promote mutual understanding and work together to create a can adapt to both economic and cultural environment in order to success. References: [1]曹菱 .商務(wù)英語談判 [M].北京 ： 外語教學(xué)與研究出版社 ,2021 [2]謝曉鶯 .商務(wù)英語談判 [M]． 北京： 中國商務(wù)出版社， 2021 [3]邱革加，楊國?。p贏現(xiàn)代商務(wù)英語談判 [M]． 北京： 中國國際廣播出版社，2021 [4]翁鳳翔 .國際商務(wù)導(dǎo)論 [M] .北京： 清華大學(xué)出版社，北京交通大學(xué)出版社，2021 [5]王曉朝 .溝通中西文化 [M] .南寧： 廣西師范大學(xué)出版社 , 2021