【正文】 所謂知彼，確實是通過各種方法理解會談對手的禮儀適應、會談風格和會談經歷；不要違范對方的禁忌，以免因一些文化禮儀征詢題使會談出現(xiàn)不愉快的場面。三、商務禮儀會談的根本原那么與重要性（一）商務禮儀會談的根本原那么俗話說“知己知彼，百戰(zhàn)不殆。商務會談的價格性，這里有兩方面的含義：其一，由于價格是商品價值的貨幣表現(xiàn)，價格的高低會直截了當表達買賣能夠實際獲得的經濟利益，因而價格必定成為商務會談議題的核心；其二，盡管買賣磋商中還會涉及諸多價格以外的要素，但這些要素都與價格存在親切的關系，并往往能夠折算為一定的價格，由此可見，商務會談中不管會談議題如何，其本質不是直截了當圍繞著價格，確實是間接表達著價格。同時，這種利益性應當是“合作的利己主義”，只有在對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現(xiàn)。利益性商務會談的買賣性，決定了圖片各方必定以追求和實現(xiàn)買賣目的的直截了當?shù)慕洕鏋槟康?。凡為現(xiàn)實買賣目的而互相協(xié)商的活動，即為商務會談。買賣性買賣及買賣商品。反采購或銷售某商品，都會成為商務會談的當事者。（二）商務會談的特征普遍性商務會談必應理解為商業(yè)企業(yè)之間的會談或者商業(yè)企業(yè)進展的會談。二、商務會談的內涵（一）商務會談的定義商務會談,是國際商務活動中不同的利益主體,為了達成某筆買賣,而就買賣的各項條件進展協(xié)商的過程。禮儀確實是以最恰當?shù)姆绞絹肀磉_對別人的尊重。從傳播的角度來看，禮儀能夠說是在人際交往中進展互相溝通的技巧。從個人涵養(yǎng)的角度來看，禮儀能夠說是一個人內在涵養(yǎng)和素養(yǎng)的外在表現(xiàn)。本文主要議論了商務會談、商務禮儀的特征和根本原那么、以及禮儀在商務會談中發(fā)揮的重要作用。隨著現(xiàn)代社會經濟的開展，商務活動變成一種全球化的社會活動，是企業(yè)運轉過程中的重要組成部分，也是整個社會機體運轉的根底。 關鍵詞：文化；文化差異；商務會談；阻礙Along with the advancement globalization and China’s WTO entry, business enterprises in China have to face more and more business negotiations with foreign enterprises, especially with American enterprises. In these negotiations, Chinese negotiators sometimes feel unfortable, puzzled, lost, irritated and the alike, because of unfamiliar custom and behaviors demonstrated by American negotiators. Meanwhile, American negotiators confront the same situation. Cult rural differences between China and west countries could cause many problems. Therefore, understanding cultural differences and overing them is crucial in international business negotiations.Although the definition of culture is numerous and vague, it is monly Recognized that culture is a shared system of symbols, beliefs, values, attitudes and expectations. Culture is a major determinant in business negotiation. So have a clear picture of culture differences if of great significance.2. Types of Culture DifferencesThe east countries and west countries have produced different cultures on the different continents. Among the different cultures, value views, negotiating style and thinking model appear more obvious. Value ViewValue view is the standard that people use to asses objective things. It includes time 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 bu