TheImpactofCulturalDifferencesonInternationalBusinessNegotiationStyle

毕业论文〔设计)3.IntroductionWith the development of economy and the entering into the World TradeOrganization,companies and enterprises in China have been taking part ininternational business negotiations.What does negotiation mean?Does it only meanto communicate or bargain with other people?The answer is not complete.Negotiation is the process by which at least two parties with common or conflictinginterests try to reach an agreement of mutual benefit.This definition indicates thatnegotiations take place within the context of the four Cs:common interests,conflicting interests,compromise,and criteria (Moran and Stripp,1991).From thedefinition,people know that negotiation is one of the most important processes inbusiness trade.It directly relates to the result of the business.A successful negotiation may help people get the business,or even get muchprofit than they have expected.On the contrary,it may also make people lose thechance.So,business negotiation plays an important role in business trade.While,incross-cultural business negotiation,negotiation teams often encounter conflictsbetween both sides'benefits and cultures,which are mainly caused by culturedifferences.As some business negotiation styles are affected by cultures to some extent,negotiation teams from different cultural backgrounds adopt different negotiationstrategies according to different cultural views,values and behaviors,etc..Theseimages,assumptions,values,beliefs and expectations differ across cultures,givingrise to various conflicts in the course of business negotiation.2