2。 Literature Review

2。1 Cultural differences来自优I尔Q论T文D网WWw.YoueRw.com 加QQ7520~18766

     Culture is the cumulative result of experience, beliefs, values, knowledge, social organizations, perceptions of time, spatial relations, material objects and possessions, and concepts of the universe acquired or created by groups of people over the course of generations(Christopher＆Peter 5)。And Geert Hofstede(1994) said that culture is “mental software”,is the collective programming of the mind which distinguishes the members of one group to another(Geert mental 5)

     Cultural differences refer to differences arising from regional differences and differences in the cultural differences that are unique to people in different regions。 Culture is a common psychological process of people in an environment, not an inpidual characteristic, but a psychological program that many people share the same educational and life experience。 

     The main sources of cultural differences are the following:

     (1) Regional differences

     Geography and the natural environment clearly affect the formation of the beliefs, attitudes, behaviors, and social organizations of a culture。 They can also influence how conflict is addressed, not addressed, and resolved and the use of negotiations (Christopher＆Peter 24)

     (2) Ethnic differences论文网

     Ethnic differences refer to different ethnic groups in the long process of development, the formation of their own language, customs and hobbies, habits。 They are in the diet, clothing, living, festivals, etiquette and other material and cultural life has its own characteristics。

     (3) Political differences

     The political difference is due to the uniformity of the political system and the policies and regulations of the people on the behavior of the people, thus making the differences in the political concept of the peoples。

     (4) Religious differences

     Religion is the historical phenomenon of the development of human society to a certain stage, with its occurrence and development process。 There are three major religions in the world: Christianity, Buddhism and Islam, its existence is very different。

2。2 Researches home and abroad

     Intercultural business negotiation is by no means a new topic, and its domestic and foreign research is in the ascendant with the development of international business and economic globalization。 Foreign research mainly focuses on the intercultural awareness cultivation in international business negotiations, the differences in cross-cultural business communication style and the ways to solve cultural differences。 Domestic research mainly covers non-verbal communication in international business negotiations, intercultural communicative competence in international business negotiations, verbal communication strategies in international business, but specific incentives for cultural differences in international business negotiations and effective Strategies for coping with cultural differences are still under discussion。

3。 Culture Differences in International Business Negotiation

3。1 Types of cultural differences in international business negotiation

     (1) Language differences

     Language is a tool for people to communicate with each other and the most basic symbol of the transmission of information。 There are many kinds of languages in the world。 According to statistics, there are 11 kinds of languages in the world that used by more than 100 million people。 Negotiations must be communicated through language and international business negotiators are often from different countries, speaking different languages, so international business negotiations generally have barriers to language communication。 In order to ensure the smooth conduct of communication, members of the international business negotiations should be familiar with each other’s language or hire professional translators。 Also the language should be accurately understand by all parts。 A research shows that people with the same cultural background of the conversation, can only accurately receive 80% of the content of the conversation。 As in the international business negotiations where the language is different, the possibility of misunderstanding or wrong will be higher。