Abstract

 International business negotiations are consultations between different countries on trade and business activities. Compared to domestic business negotiations, international business negotiations are more complex. As the political, legal and economic systems of the various countries are different, there are many differences in their historical and cultural traditions, leading to more problems in the negotiations. Therefore, understanding the cultural differences in international negotiations is the basis for international business negotiations. This paper first introduces the importance of knowing cultural differences, and then analyzes the causes, types and consequences of cultural differences in international business negotiations, and finally puts forward different countermeasures for the various stages of negotiation.

Key words: International business negotiations; cultural differences;   countermeasures

Contents

Abstract

摘要

1. Introduction1

2. Literature Review.1

2.1 Cultural differences1

2.2 Researches home and abroad2

3. Cultural Differences in International Business Negotiation.2

3.1 Types of cultural differences in international business negotiation3

3.2 Impacts of cultural differences in international business negotiation.6

4. Countermeasures to the Cultural Differences in International Business Negotiation.9

4.1 Learn about counterparts’ culture before the negotiation.9

4.2 Respect counterparts’ cultural customs during the negotiation10

4.3 Maintain relationship after the negotiation11

5. Conclusion11

Works Cited13