Cultural-Differences-in-International英語專業(yè)論文

PAGEPAGE23中國某某信息學(xué)校學(xué)生畢業(yè)設(shè)計(jì)(論文)題目：CulturalDifferencesinInternationalBusinessNegotiation姓名：某某班級、學(xué)號：0000班、00號系(部)：經(jīng)濟(jì)管理系專業(yè)：商務(wù)英語指導(dǎo)教師：某某某開題時(shí)間：2009-04完成時(shí)間：2009-102009年10月26日目錄畢業(yè)設(shè)計(jì)任務(wù)書…………………1畢業(yè)設(shè)計(jì)成績評定表……………2答辯申請書……………………3-5正文…………6-25答辯委員會(huì)表決意見…………26答辯過程記錄表………………27課題(論文)提綱0引言1文化差異1.1文化差異的主要表現(xiàn)

1.2文化差異對國際商務(wù)談判的重要性2文化差異對國際商務(wù)談判的影響因素2.1語言文化差異的影響2.2溝通過程差異的影響2.3社會(huì)習(xí)俗差異的影響2.4思維方式差異的影響2.5民族性格差異的影響3如何對待國際商務(wù)談判中的文化差異3.1在談判錢要了解可能出現(xiàn)的文化差異3.2在談判中要正確處理文化差異3.3談判后要針對文化差異做好后續(xù)工作4結(jié)論二、內(nèi)容摘要不同文化條件下的商務(wù)談判就是跨文化談判。在世界經(jīng)濟(jì)日趨全球化的今天，隨著國際間商務(wù)交往活動(dòng)的頻繁和密切，各國間的文化差異就顯得格外的重要，不加以重視將會(huì)引起不必要的誤會(huì)，甚至可能直接影響商務(wù)交往的實(shí)際效果。這就意味著在國際商務(wù)談判中如何化解各國不同的文化背景是非常重要的。本文從文化的定義入手，剖析了文化差異產(chǎn)生的原因，并從時(shí)間和空間觀念、語言文化差異、溝通過程、社會(huì)習(xí)俗、思維方式、民族性格和談判風(fēng)格六個(gè)方面來闡述文化差異對國際商務(wù)談判的影響，最后分析了如何正確處理談判過程中出現(xiàn)的文化差異的問題。本文的觀點(diǎn)是：在跨文化商務(wù)談判中，談判者應(yīng)該接納對方的文化，并努力使自己被對方接受；需要借助有效的溝通，在不損害雙方利益的前提下做出正確的評價(jià)?？傊?，在認(rèn)識(shí)和接受文化差異的同時(shí)，要盡量淡化文化差異，這對于跨文化談判的成功是非常重要的。參考文獻(xiàn)1、袁其剛.國際商務(wù)談判[M]濟(jì)南：山東人民出版社，2003年8月2、曹菱.商務(wù)英語談判[M]上海：外語教學(xué)與研究出版社，2001年9月3、張堯.論文化因素在國際商務(wù)談判中的影響[J],大眾科技，2005年08期4、Larry，SamovarandRichard，Porter.跨文化交流[M]北京：北京大學(xué)出版社，2009年1月5、王曉朝.溝通中西文化廣[M]桂林：西師范大學(xué)出版社，2006年1月CulturalDifferencesinInternationalBusinessNegotiationJiangShanAbstractBusinessnegotiationsunderdifferentculturalconditionsareculturalnegotiations.Withthedevelopmentofeconomicglobalizationandfrequentbusinesscontacts,culturaldifferenceshavebecomeveryimportant.Iftheyareneglected,theycouldcauseunnecessarymisunderstanding,orevenunderminetheresultofbusinessnegations.Thepaperbeginswiththedefinitionofculture,analyzesthecausesofculturaldifferencesandexplainstheimpactofculturaldifferencesoninternationalbusinessnegotiationsfromsixperspectivesoftimeandspaceidea,languageculturaldifference,communicationprocess,socialcustom,modeofthinking,racepersonalityandnegotiationstyle.Finally,itanalyzeseffectivewaystodealwiththeproblemarisingfromculturaldifferencesinthenegotiationprocess.Thepaperstressesthatinbusinessnegotiationsbetweendifferentcountriesnegotiatorsshouldaccepttheotherparty'sculture,trytomakehimbeacceptedandmakeacorrectevaluationwithhelpofeffectivecommunications.Inaword,forsuccessfulculturalnegotiations,culturaldifferencesneedtobeperceived,acceptedandtriedtoabateculturaldifference.Keywords:culture;culturaldifference;businessnegotiation;influence0.IntroductionWitheconomicglobalizationandChina’sentryintotheWTO,commercialcontactsamongvariouscountriesareboundtobeincreasinglysubstantial.Asaresult,negotiationamongpeoplewhocomefromdifferentculturalbackgroundswillcertainlybecomeauniversalissuethatarousesconcernamongpeopleindifferentcountries.Agreatnumberofmultinationalcorporationsandinternationalcompanieshavebeenmushroominginourcountry.Thefastchanginginternationaleconomicenvironmentbringsdomesticcorporationsgreatbusinesschancesandchallenges.Howtonegationwithpeoplefromdifferentbackgroundsbecomesaproblem.Misunderstandinggivesrisetoconflictanddispute.Hence,enhancingcross-culturalsensitivityaswellasimprovingcross-culturalnegotiationandcooperationbecomescruciallyimportant.Inshort,atnotimeinhistoryhastherebeensogreataneedforinternationalbusinessnegotiationskills.1.CulturalDifferences1.1ThemainperformanceofculturaldifferencesCultureisadynamic,multidimensional,complex,andall-pervasivephenomenon.Ashistorykeepsmovingforward,sodoesculture.Ofcourse,theprocessofchangeisgradualanddifficult,sometimespainstaking,evenrevolutionary.Butweshouldalsokeepinmindthatthepartofcultureatthebaseoftheicebergthatisdeeplyrootedinanationaltraditionandideologyresiststoanychanges.Itisthisrelativestabilityofthecoreaspectofculturethatbothunifiesandmakeseachcultureunique,andthatmakesitpossibletodiscussthevarietiesofculture.Differentvalueorientationsexertgreatimpactonperceptionofleadership,waysofmanagement,andprocessofdecision-makingaswellasonnegotiations.Therearemanyreasonscausedpluralisticcultureintheworld,whichpermeateinmaterialandculturallivingfieldstoinfluencebehaviorhabitofpeople,conceptofvalue,belieffaith,modeofthinkingandmanyotherdifferences,finallytheyhadbecometheculturaldifferenceinthewholecountriesandallregions,tosumupthemainsourceofculturaldifferenceshaveafewaspectsasfollows:1.1.1RegionaldifferenceTheregionaldifferencereferstothelocalenvironment,thelevelofeconomicaldevelopmentandtraditionalcustomindifferentgeographyplace,andpeoplealwayshavedifferentlanguage,lifestyleandfondness,butthesepointswouldinfluencebehaviorhabit.Forexample,snowisthebestdecorationatChristmas,someWesternpeopleandsomeAmericacountriespeopleareveryrespectfullyChristmas,butregularlyanddidnotsnowingofregion,suchaspeopleofsomecountriesinAfricaneartheequatorprobablyhavenoconceptofit.1.1.2RacedifferenceTheracedifferencemeansthatthedifferentraceandcommunityinlong-termdevelopmentprocesshavebecomerespectivelanguage,custom,fondnessandhabit,theyhavedifferentcharacteristicsinfood,dress,live,festival,riteetc.materialandculturethelivingaspect.TaketheHunsandChineseinourhistorytosay,theHunspersonalityissturdyandtypicalnomadcharacteristic,butChinesepersonalityisgentlenessandtypicalagriculturalracecharacteristic.CausedHunsandChinesehavelargedifferentcharacteristicinmaterialandculturallivingaspect.1.1.3PoliticaldifferenceThepoliticaldifferencereferstopoliticalsystemandpolicylawsofallcountrieshaveafunctiontounifythenormonpeoplebehaviorandmakepeopleinallcountriesexistdifferenceinthepoliticalaspect.TaketheUnitedStatesandFrancetosay,thepowerofAmericanpresidentissubjectedtostrictrestrictionandotherorganizationnationallegislatureofthetwogreatestpowersandthepowerfulandsupervisionofthesupremecourtofconstitution,buttheFrenchmanhavetoslightmorechangesthatyearthethirdrepublicconstitutionestablishedbyBaoHuangPartytopreparetorestoremonarchymonarchsystematanytime,tofurtherextendtherightofpresident.1.1.4EconomicaldifferenceTheeconomicdifferencereferstoaculturaldifferenceexhibitioncausedbytheeconomicfactors.Forexample,thepeopleofWesterndevelopedcountriesarelivingwealthy,higheducation,andpeoplepaymoreattentiontolifequalityandsafemeaning,butthethirdworldhasfallenbehindtheeconomy,peoplepaymoreattentiontothebasicneedproblem.1.1.5IdeadifferenceTheconceptofvaluemeansthatpeopleevaluatesthestandardofobjectivething.Itincludesthetimeidea,wealthidea,treatinglivingmannerandtheattitudeoftherisk.Thesameofthingandproblem,thedissimilaritysocialpersonwillgetadifferentevenclearlycontraryconclusion.1.2TheimportanceofculturaldifferenceininternationalbusinessnegotiationInthenegotiation,alotofnegotiatorsusuallydidn'tcomprehendornoticetheimportantinfluenceofcultureinnegotiationway.Forforeignnegotiationculture,somenegotiatorsperhapshavealreadynoticedtothespecificperformanceofsomedifferenceordifficulttounderstandinnegotiationway,buttheythinkitisimportant.Somepeopleblindnessthinkconcerningforeignaffairsnegotiationissubjecttofactanddata,butfactanddataareincommonuse.Atthesametime,whensomenegotiatorsgotoforeigncountrytonegotiatetokeepaharmoniousrelationwiththeotherparty,theywillnoticebothpartiesthecommonofculture,buttheywillneglectitsdifferentculture.Firstletushavealookatanexample.ComingfromChinesebusinessnegotiationrepresentativeandother12differentprofessionalexpertstoconstituteadelegationin1992,theywenttoAmericatobuyaboutUSD30,000,000chemicalengineeringequipmentsandtechnique,sotheotherpartyinAmericatriedtomakethemsatisfied.Oneofthoseitemsafterthefirstnegotiationisthatsendasmallkeepsaketoeverymemberofourdelegation.Thepackingofkeepsakesisveryparticular,abeautifulandredbox,andtheredisrepresentativedeveloped,butwhenthedelegationdirectlyopenboxhappilyaccordingtotheAmericanhabit,theirfacialexpressionwouldseemtobenotverynatural-theinsideisagolfhat,butthecolorisgreen.TheoriginalintentionofAmericanbusinessmenwasaftersigncontracteverymemberofdelegationgotoplaygolftogether,buttheydidnotknowthatcuckoldisthebiggesttabooofChinesemen.Atlastourdelegationdidnotwillingtosigncontract,itisnotbecausetheAmericanscoldperson,butitisbecausetheyareverycarelesstoworkandthoughttheAmericandidnotknowthecommonofChinesementabooincuckold,sohowconfidenttoputtensofmillionsofdollarsintheprojecttothem?SoitisreasonthattheydonotunderstandChineseculturetomakeAmericanfailureinthisnegotiation.Fromtheabove-mentionedexample,wecangetthatifwedonotpayattentiontothedifferenceoftheotherpartycultureinbusinessnegotiation,wewilleasilycausethefailureofnegotiation.2.AnalysisinfluencefactorsofculturaldifferenceininternationalbusinessnegotiationBusinessnegotiationreferstothenegotiationthattakesplaceinthebusinessworldanddealswithbusinessrelationship.Businessnegotiationmaybeunderstoodasencountersbetweenfirms(oreconomicorganizations)withthegoalofreachingagreementstogaineconomicbenefits.Ininternationaltradepractices,thedevelopmentofthenegotiationprocessandhowpartiesperceivetherelationshiparecrucial.Thisprocessisinfluencedbysomefactsandfactorsbeyondthenegotiationprocessinquestion.Culturaldifferenceisoneofthemostimportantfactors.Cultureisamajordeterminantofstrategiesandtacticsininternationalbusinessnegotiations,becausenegotiationsinvolvecommunication,time,andpowerandthesevariablesdifferacrosscultures.Culturaldifferencescreateachallengetothenegotiatorsinvolved,anddemandunderstandingaswellasflexibility.Anabilitytoassessthesedifferencesandproperlyhandletheconsequencesisessentialforsuccessininternationalbusinessnegotiations.2.1TheinfluenceoflanguageculturaldifferenceDifferentcountryhasdifferentcultureinnegotiation,forexample,bodylanguagecanbetoldasitcanhelpyoutodeterminetheexactmeaningofwhattheothersideissayingandalsocanhelpyoudeliveryourownmessage.Likesanddislikes,tensions,andassessinganargumentareshownbynumeroussignssuchasblushing,contractionoffacialmuscles,giggling,strainedlaughterorsimplysilence.Whereverapartynegotiates,thenegotiatormustwatchandobservetheotherparty.Peoplewhenseatedleanforwardiftheylikewhatyouaresayingorareinterestedinlistening.Theysitbackwithcrossedarmsiftheydonotlikethemessage.Nervousnesscanmanifestitselfthroughnon-languagebehavior,andblinkingcanberelatedtofeelingofguiltorfear.Equallyimportant,professionalandoccupationalculturemaybeasimportantasnationalcultureinshapingnegotiationstyleandattitudesofpeopletowardthenegotiationprocess.Ifitistrue,negotiatorsshouldatleastnoticetwoimportantimplications.First,negotiatorsneedtotakeintoaccountprofessionalcultureaswellasnationalcultureintheirstudiesandanalysisoftheimpactofcultureonnegotiatingtable,negotiatorsfromdifferentculturesbutwithsimilaroccupationalorprofessionalbackgroundsmightseektotheelementsoftheirprofessionalcultureintryingtoreducetheculturalmisunderstandingbetweenthem.2.2TheinfluenceofcommunicationprocessCommunicationistheprocessofdeliveringinformationbetweenhumanrelationsorcommunities,itincludeslanguagecommunicationandnon-languagecommunication.Sometimesthesamebodyactiondeliversinthedifferentrace，itwillrepresentdifferencelanguageinformationevenrepresentcontrarymeaning.Thenegotiatorsdeliverdifferentinformationinbodylanguage,actionlanguageetc.,itwilldirectaffectnegotiationatmosphere,sothiskindofculturaldifferencewillresultinfaultcommunication,andinfluencethesuccessorfailureofnegotiation.Secondlynegotiatorswhocomefromthedifferentcountriesoftheculturalaccomplishmentwillchoosetouseadifferentcommunicationmethodduringnegotiation.Forexample,negotiatorsthatcomeformlowculturalaccomplishmentdistrictdirectlyexpresstheirownmeaning,theotherpartyalwaysthinktheyaretoorudeandlackofsincerenegotiation,finallyitwillcauseunhappyandfailureofnegotiation.Theideameansthatpeopleevaluatesobjectivethingstandard,itincludesthetimeidea,wealthidea,treatinglivingattitudeetc.Thedifferentideawillmakedifferentcommunicationmethodandexchangecontents.Forinstance,theprivacyideaofChinesepeopleisweak,theyarenaturallychattingwitheachotherlivingcircumstances,butthewesternpeoplepaymoreattentiontopersonalprivacy,theydonotwillingtoexcessivementiontheirownaffairstootherpeople,evendonotwillingtoletotherpeopleinterpose.ThelanguageofexpressionspokentoshouldbeconcernforChinesepeople,butthewesternpeopleprobablythinkitisnotrespectpersonalprivacy,soitwillcausefailureofcommunication.Thesmallculturaldifferencewillinfluencedepressionandattitudeofnegotiatorsbothpartiesonthetable,sorespectedeachotherdifferentculture,thencancarryoutananticipantbusinessnegotiationtargethappily.2.3TheinfluenceofsocialcustomThedifferentracebecomerespectivelanguages,customs,interestsandhabits,andhaddifferentcharacteristicsatmaterialandculturallivingfieldsinthelong-termdevelopmentprocess.Theculturaldifferencealwayshasadelicateinfluenceinbusinessnegotiation.Negotiatorswhowereinthedifferentculturalbackgroundwillexpressdifferentattitudetodealwithaffairs,soitwillinfluencenegotiationmethodandeffect,anditprobablybringcrisisinnegotiation.Forexample,Chinesepeoplestressthattreatotherpeoplebetterthanthemselvesandpayattentiontomodesty,butthewesternpeopleemphasizeindividuality,andemphasizeegoaffirmation.ThewesternpeoplehearthatChinesepeoplenegateotherpeopletospeakhighlyofthemselvesorwhenthemselvesnegatetheirachievement,theywillfeelverydifficultcomprehensionandthinkChinesepeopledishonest.Thedifferentregiondifferenceproducedthelanguageexpressioncharacteristicofdifferentregion.Dealingwiththesedetailswhicharenotgoodwillinfluencetheprogressofbusinessnegotiation.Negotiatorsshouldtakeconsiderationintothesewhichbecomelong-termcustomstoavoidusingculturalformtosetothercountrybehavior,andtoattaincomprehension,respectandtoleranceindifferentculture.2.4TheinfluenceofmodeofthinkingEverynegotiatorwithownculturalcharacteristicarrivesatnegotiationplace,itdecidesmodeofthinkingandnegotiationstyleofnegotiators.Forexample,iftheAmericanpresentapracticalthinkingorientationthatgeneralizeandinduceanddoaconclusionfromthedetails,buttheorientalpresentcomprehensivethinking,whichfromwholetolayeragaintothedetail.Theorientalvalueprinciple,talkaprinciplefirst,butthewesternpeoplepaymoreattentiondetail,theythinkthedetailistheessenceproblem,andprincipleisjustakindofform.Thewesternpeoplewillholdabigmissiontodecideintoseveralsmallproblems,thensolvethemonebyone,buttheorientalpayattentiontoholdallproblemstodiscusstogether.Theinternationalbusinessnegotiationisthecollisionofdifferentculture,forinstance,theorientalaresubjecttoitsinfluenceofcustom,viewandattitudeintoaccount,andtheythinkcollectiveiscoreinnegotiation,andthememberofnegotiationgroupwillstrengthsupportchiefdelegationofspeech.Butthewesternpeoplethinkingmodeemphasizeindividualdifference,membersingrouprespectothersthinking,mutualnon-interference,andtheyexpressindependentindividualityofeachother.Hence,itwillbecomedifferentnegotiationstyleanddifferentwayandmeansofcontrolnegotiationprogress.Forthesakeofunderstandingmeaningoftheotherpartycorrectly,andtheymayaskthesamequestionagainandagaintomakesurethedecisionwhichtheymakewithoutanyerror.Britisharemoreconservative,valuerule,andeverythinghastopresstherulestodo.Aslongastheythinkoneofdetailsdonotsolve,theywillnotagreewithsigning.TheChinesethinkkindnessisimportanttocreateharmoniousatmosphereisanimportantpartinnegotiation,andtheytrytoavoidconflictinnegotiationprocess.Inaddition,theChinesecareabouttheface,inordertopreservethefaceofbothparties,theyusuallyuseambiguousandindirectlanguage,buttheAmericanarecontrary,theyarestraightforward,likingtoargueandthinkingideadifferencewillnotaffectthesocialrelationshipandthelanguagehasconfrontation,sotheyaresimpleanddirecttoexpresstheirownopinions,requestsconditions.Differentracepersonalityaffectatmosphere,rhythmandmethodofnegotiationinnegotiationprocess.2.5TheinfluenceofracepersonalityTheculturerecordstheracehistorydevelopmentprocessandbecomedifferentracecharacteristicwhichexpressspecialracepersonality.Forexample,theJapanesepayattentiontobeinterdependentandemphasizetoestablishfriendlysocialrelationship.TheAmericanthinkthatthebusinessisbusiness,andpersistencetheprinciplethattomatternottotheperson,theyareusuallydonotneedtotalkaboutthehumanfeelingsatmosphereandusuallykeepintothetopic,itwillmaketheopponentfeelpressure.Koreanpersonalityareunyielding,theyinsistontheirownopinionanddonotmakeaconcessioneasilyinnegotiation.Atthesametime,theKoreanareimplicitandcautious,theyseldomexpressviewpointdirectlyinnegotiation,andtheyusuallyneedtheotherpartytosurmise.3.HowtotreattheculturaldifferenceininternationalbusinessnegotiationAdmittingandforgivingaculturaldifferencethatcanadopttorespondtoacounter-planinthewholenegotiationprocess,itincludesthatunderstandpossibleculturaldifferenceofemergencebeforenegotiation,correctlydealwiththeculturaldifferenceinnegotiationprocessandmakegoodfollow-upexchangestoaimatculturaldifferenceafternegotiation.3.1Understandingpossibleculturaldifferenceofemergencebeforenegotiation.Itisnecessarytounderstandculturaldifferencebeforenegotiation.Preparedtoworkinnegotiationthatincludesnegotiationbackground,tothevaluationofthepersonandthesituation,needtocheckfactinthenegotiationprocess,discussionofficialbusiness,thebestpreparedprojectandconcedestrategy.Negotiatebackgroundissubdividedtosevenpartsthatarenegotiationplace,placedecoration,negotiationunit,negotiators,audience,communicationmethodsandnegotiationtimelimited.Alltheseculturaldifferencearetakenintoconsideration.Forexample,theculturaldifferenceofplacedecorationmayhavealittleinfluenceinthecooperation.Intheheaviercultureofthegradeidea,iftheroomisarrangedunsuitedormoreinformal,itwillcausediscomfortoftheotherpartyevenangry.Inaddition,negotiationmethodalsodependsonculture.TheAmericanculturetrendtopublictogetherworkoutanagreement,buttheJapanesecultureliketotalkalonewitheverybodyatfirst,ifeverybodyagreewithit,thentheyarrangethewidescopetotalk,TheRussianlikethemethodoftotalamountwhichtalkwithoneofpartiesinvitethethirdparty,andthestepgoeslikethis.Negotiationtimelimitedisalsoveryimportant.Differentculturehasdifferenttimeidea.Forinstance,thetimeideaofNorthAmericacultureisverystrongandtimeismoneytoAmerican.ButthetimeideaofMiddleEastandLatinAmericacultureweak,intheiropinions,timeshouldbeenjoy.Therefore,weshouldpreparetothetimeideadifferenceintheinternationalbusinessnegotiation.3.2CorrectlydealwithculturaldifferenceinnegotiationFirst,inchoiceandmakinguseofnegotiationlanguage,forWestCountry,wehavetoadoptanextroverttypecommunicationway,andwetrytousethemethodofsimple,clearandfranktoexpressourthought,rightisright,wrongiswronganddonotbeambiguousandunclear.Forexample,Americanhaveanonlyfeelingonargument,ithasaconfrontationandtonepositiveinlanguage,theythinkthatargumentisnotonlytherightwhichannouncespersonalopinion,butalsotomakeuseofsolvingproblem,andstandpointdifferencewillnotaffectsocialrelationship.Butintheorientalculture,topreservefaceofbothparties,communityandotherpeople,theyusuallyuseambiguousandindirectlanguage.Eveniftheydonotagreewiththeotherpartyopinion,theyalsoseldomdirectlygiverejectionorretortanswer,buttheyexpresstheirviewsindirectly,orequivocatetoshowdifficult.ThevalueofkindnessisimportantmakeChinesecreateharmoniousatmosphereastheimportantmeansofnegotiation.Inthenegotiationprocess,theytrytoavoidconflictandbelievefriendshipisthefirstimportant,whatthepursuitgoalispermanentfriendshipandlong-lastcooperation.Secondly,innegotiationmethods,takeCentralAmericaasaexample,astheorientalthinkingmodeisawholeorientation,theyadopttomethodisfromwholetopart,frombigtosmall,fromgeneraltoconcreteinnegotiation,italsomeansthattotalprincipletoreachacommonunderstanding,thenguideestablishmentofsolvingtheproblemprojectconcretelywiththis.Theydonotobviouslyexistsequence,untiltheendofthenegotiation,theyusuallywouldmakeaconcessionandpromiseinallproblemstoreachagreement,becausethewesternpeopleundertheinfluenceofanalyticalthinkingmode,theythinkthelogicrelationbetweenthingsisthemostimportant,theypayattentiontoconcretethanwhole,theyeagertodiscussconcreteitemsatthebeginningofnegotiation.Therefore,weusuallysolveproblemsonebyoneatprice,deliverygoods,guaranteeandservicecontractandsoon,whenwesolveaproblem,wemakeaconcessionandpromisefrombeginningtoend,andthefinalagreementisthetotalofaseriesofsmallagreement.3.3Makinggoodfollow-upexchangestoaimatculturaldifferenceafterthenegotiationManagementafternegotiationisreferredtocontractmanagementandfollow-upcommunicationbehavior,firstinregardtocontract,atthosenationswhichpayattentiontorelationsbetweenpeople,forexampleChina,solvedofdisputeusuallyincompletelydependsonlawsystem,butusuallydependsonrelationsbetweenbothparties.Inthesecultures,thewrittencontractisveryshortandmainusetodescriberespectiveresponsibilityofbusinesscolleague.ButWesterncountriesforexampleAmericanculture,theygenerallytreatsigningcontractritesasaactionofwastingtimeandmoney,sothecontractusuallywaspassedbymailtosign.Inregardtofollow-upexchanges,theAmericancultureemphasizethepersonandmatteraredistinction,sotheydon'tnoticefollow-upexchanges.Butintheorientalculturenation,forexampleJapan,keepingwithfollow-uptheexchangesofmostforeigncustomerisaveryimportantpartininternationalbusinessnegotiation.Theystillexchangebyletter,pictureandvisitingwitheachothervisitetc.aftertheysignedcontractalongtime.4.ConclusionDifferentpoliticalsystem,economydevelopmentconditionandbeliefwillaffectthebehaviorrudeandvalueideaininternationalcommunication.Theinfluenceofcultureuponthebusinessactivityisextensiveanddeep.Themultinationalbusinessnegotiationisapathwhichlooksforacommondevelopment.Ifwewanttoavoidnegotiationfailure,weshouldberespectandtoleranteachotherculture,understandthepurposeandbehavioroftheotherpartyandgetridofobstacletoobtainagoodassociationeffect.Peopleareengagedincross-culturalbusinessnegotiation,theyshouldpayattentiontostudycultureandhistoryofdifferentraceandregion,trytobringdowntheobstacletotheminimum,whichcausedbytheculturaldifference,learntothinkofproblematothers'positionandbuildabusinessatmospheretobenefit,toachieveasatisfiedconclusionforbothparties.References：[1]袁其剛.國際商務(wù)談判[M]濟(jì)南：山東人民出版社，2003年8月[2]曹菱.商務(wù)英語談判[M]上海：外語教學(xué)與研究出版社，2001年9月[3]張堯.論文化因素在國際商務(wù)談判中的影響[J],大眾科技，2005年08期[4]Larry，SamovarandRichard，Porter.跨文化交流[M]北京：北京大學(xué)出版社，2009年1月[5]王曉朝.溝通中西文化[M]桂林：廣西師范大學(xué)出版社，2006年1月基于C8051F單片機(jī)直流電動(dòng)機(jī)反饋控制系統(tǒng)的設(shè)計(jì)與研究基于單片機(jī)的嵌入式Web服務(wù)器的研究MOTOROLA單片機(jī)MC68HC（8）05PV8/A內(nèi)嵌EEPROM的工藝和制程方法及對良率的影響研究基于模糊控制的電阻釬焊單片機(jī)溫度控制系統(tǒng)的研制基于MCS-51系列單片機(jī)的通用控制模塊的研究基于單片機(jī)實(shí)現(xiàn)的供暖系統(tǒng)最佳啟停自校正（STR）調(diào)節(jié)器單片機(jī)控制的二級倒立擺系統(tǒng)的研究基于增強(qiáng)型51系列單片機(jī)的TCP/IP協(xié)議棧的實(shí)現(xiàn)基于單片機(jī)的蓄電池自動(dòng)監(jiān)測系統(tǒng)基于32位嵌入式單片機(jī)系統(tǒng)的圖像采集與處理技術(shù)的研究基于單片機(jī)的作物營養(yǎng)診斷專家系統(tǒng)的研究基于單片機(jī)的交流伺服電機(jī)運(yùn)動(dòng)控制系統(tǒng)研究與開發(fā)基于單片機(jī)的泵管內(nèi)壁硬度測試儀的研制基于單片機(jī)的自動(dòng)找平控制系統(tǒng)研究基于C8051F040單片機(jī)的嵌入式系統(tǒng)開發(fā)基于單片機(jī)的液壓動(dòng)力系統(tǒng)狀態(tài)監(jiān)測儀開發(fā)模糊Smith智能控制方法的研究及其單片機(jī)實(shí)現(xiàn)一種基于單片機(jī)的軸快流CO〈,2〉激光器的手持控制面板的研制基于雙單片機(jī)沖床數(shù)控系統(tǒng)的研究基于CYGNAL