Abstract: Driven by the new technology revolution, economic globalization has picked up speed. Every country has deepened and expanded economic exchanges and trade with other countries, mutual exchange and cooperation are playing an increasingly important part in economic life. And international business exchanges and cooperation are often accompanied by negotiations. Therefore, international business negotiation becomes one of the most important links between global business. However, international business negotiations are affected by various factors such as the current political situation, economical demand, distinct culture, and so on. Among these factors, culture is the most difficult factor for negotiators to deal with. In international business negotiations, lack of mutual understanding about cultural differences may cause cultural shocks and even cultural conflicts, therefore numerous negotiations failed. Thus it is necessary for negotiators to have a good understanding of the cultural differences among the negotiators.
This thesis focuses on the impacts of cultural differences on international business negotiations. With the analysis of cases in business negotiation, we find different values, thinking modes, time-space concept, and ways of nonverbal communication are key factors influencing business negotiations. It is suggested that we should develop effective negotiation strategies such as admitting cultural diversity, making full preparation before negotiation, mastering global dexterity, and overcoming the communication barrier. Meanwhile, this thesis makes efforts to provide some suggestions to reconcile cultural differences in order to make the negotiation proceed smoothly.
Key words: Cultural Differences; International Business Negotiation; Cultural Impact; Cross-cultural Strategy
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