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Implication of Cultural Differences on International Business NegotiationsName: Zhang Lu Number: 2009111015 Major: Business English Tutor: Duan Juan Date: 2011-9-14 ContentsAbstract (English).3Abstract (Chinese).41. Introduction.52. Cultural difference.52.1 The definition of culture.52.2 The causes of cultural differences.52.2.1 Geographical differences.52.2.2 Political differences.62.2.3 Economic differences62.2.4 National differences.62.2.5 The concept of difference.72.3 Importance of international business negotiations on Cultural differences .73. Cultural differences on the impact of international business negotiations.83.1 Cultural value.83.2 Relationships103.3 Ways of making decisions.114. How to deal with international business negotiations and cultural differences.124.1 Understand the cultural differences that may arise.124.2 To correctly handle the cultural differences.134.3 To do a good job of follow-up for the exchange of cultural difference134.4 Pay attention to the language barriers144.4.1 Employing a consultant.144.4.2 Using an interpreter.154.4.3 Learning the targeted language.155. Conclusion.15Bibliography.15 Acknowledgements.16Implication of Cultural Differences on International Business NegotiationsAbstract: International business negotiations the business negotiation that under different cultural conceptions. With convenient world travel, multinational corporations, and WTO, the world has become much smaller and closer. This means that it is very important to know the different culture in different countries and find the ways to avoid the culture conflicts in the international business negotiation. The article commences from the definition of the culture, analyzing the causes of cultural differences. Then from several aspects of personal value, relationships, way of negotiations, etc; it explains the influence of cultural differences of international business negotiation. Finally it analyzes how to deal with the problem of the cultural differences correctly in negotiation process. Keywords: culture, cultural differences, negotiation, influence 中美文化差异对国际商务谈判的影响 摘要：不同文化条件下的商务谈判就是国际商务谈判。随着世界旅行的日趋方便，多国公司的合作，以及加入世界贸易组织，世界变得越小越紧密了。这就意味着了解不同国家的不同文化，以及找到如何避免在国际商务谈判中文化差异的方法是非常重要的。文章从文化的定义入手，剖析了文化差异产生的原因，并从价值观，人际关系，谈判方式等几个方面来阐述文化差异对谈判的影响，最后分析如何正确处理在谈判过程中出现的文化差异的问题。关键词：文化，文化差异，谈判，影响1. Introduction One of the largest influences that affect each and every person in the world is culture. It helps to shape concepts of reality, time, values, and etiquette. There is no escaping culture, nor should anyone try to escape being influenced by culture. It would be impossible to do so. Instead, it is to a persons advantage to know and understand their own culture and what effect it has had on them. This helps to avoid mistakes in communication when they are involved in a cross-cultural setting such as international trade and negotiation. In the article, several cultural factors that affect the negotiation process and its outcome will be examined. Special emphasis will be placed on Chinese culture as a benchmark from which to view pitfalls and difficulties in dealing with other cultures.2. Cultural differences2.1 The definition of cultureNational culture is a country-specific concepts and value systems, which constitute the concept of peoples lives and work behavior. The nations of the world as a result of specific historical and geographical and gradually formed its own unique cultural traditions and cultural patterns. As the difference of Chinese and Western traditional customs, values, religious beliefs, different ways of thinking, etc, make the different performance of Chinese and Western cultures.2.2 The causes of cultural differences Cultural diversity caused by many reasons, to sum up, the main source of cultural differences are in the following areas: 2.2.1 Geographical differences Refers to the geographical differences in different geographic regions due to the geographical environment, the level of economic development and traditional differences in habits, people often have different language, lifestyle and hobbies. And these will affect their behavior. For example, the West and the American people in some countries treat Christmas important, but in areas such as near the equator do not have snow all the year round, the people of some African countries may not have the concept of Christmas because the best modified Christmas is snow, as to the people in the region that are not long-term snow, there is little concentration of Christmas than American States. 2.2.2 The political differences