商贸谈判的不同文化取向

作为国际商贸交流的重要手段，跨文化的商贸谈判越来越受到各国学者的注意。美国学者和日本学者最早注意到了美、日两国商贸谈判代表谈判风格的不同，此后国内外很多学者对此做出了一些有意义的概括。尽管很难对商贸谈判的民族特征或者文化特征做出准确的概括和描述，然而关于商贸谈判的文化性描述又经常看到。该文从民族文化的角度出发，以不向的文化取向为视角，对不同皇，匕成员的商贸谈判特征或者风格进行总结，意图从跨文化的角度，对实际商贸谈判做点滴贡献。

Different Cultural Orientations in Business Negotiations

As an important means of international business communication, cross-cultural business negotiations draw more and more attention of scholars from various countries. The American and Japanese scholars are the first that have observed the different negotiating style between the business negotiators from the two countries, and afterwards some scholars, domestic and oversea, have done some researches to generalize the phenomenon significantly. Even if it is not easy to describe correctly the cultural characters of the business negotiations, this kind of attempt is often beheld. This thesis attempts to describe the negotiation styles from different cultural orientations and dimensions based orr the previous studies on culture so as to make some contributions to the negotiating practice.