引言

國(guó)際商務(wù)談判是指某一方將他們?cè)忍幵诘拿芪恢谜{(diào)整到能夠達(dá)成共識(shí)的點(diǎn)上的這樣一個(gè)過(guò)程。

國(guó)際商務(wù)談判完全是管理過(guò)程的一部分，它幫助生意人來(lái)完成他們的戰(zhàn)略和計(jì)劃。國(guó)際商務(wù)談判牽涉到各類(lèi)的國(guó)際企業(yè)交易，也幫助兩個(gè)或多個(gè)團(tuán)體達(dá)成共識(shí)，提供發(fā)展方向，制定有關(guān)未來(lái)動(dòng)向的法規(guī)。談判還可以幫助找到解決常見(jiàn)問(wèn)題的方法。

在談判中，一方可以在任意時(shí)間退出，兩方為了彼此之間擁有更密切的合作而修改他們?cè)镜挠^點(diǎn)。談判也叫作綜合交涉，由于談判雙方得出良好的談判結(jié)果，并且吸引更多的投資者來(lái)進(jìn)行投資，這種談判也叫做雙贏談判。由于談判的雙方來(lái)自不同的國(guó)家，所以他們都具有不同的文化背景。文化對(duì)談判的兩方，也就是談判的發(fā)起方和談判的接收方都具有著消極的影響。

在商務(wù)談判中，許多人都是來(lái)自不同文化背景的，所以有時(shí)，他們并不能互相傳達(dá)他們的想法，從而也就影響了談判。所以在談判的過(guò)程中，會(huì)出現(xiàn)許多的文化誤讀，不同的結(jié)果和談判雙方信任的缺失。

影響談判進(jìn)程的往往都是語(yǔ)境因素和談判時(shí)間，這就是所謂的文化問(wèn)題。

Introduction

International Business Negotiation is a process through which parties shift their initial contradictory positions to a point where agreement reaches.

International Business Negotiation is fully a part of the managerial process and helps the business to implement their strategies and plans. International business negotiation involves all international business transaction and it also helps in developing agreements between two or more parties or groups in order to provide direction and set of laws for their future behaviour. Negotiation also helps in finding the solution for common problems.

In negotiation, parties can quit the process at anytime and in negotiation both the parties modify their views and thoughts in order to come close to each other. Negotiation is also know ‘integrative bargaining’ which is win-win negotiation where parties comes out with good outcomes and attracts more investors to invest and negotiation have different culture backgrounds because of many countries.

The process of negotiation is always influenced by contextual factors and when negotiation is discussed, it is presented as culture issue.Culture has the negative impact on the negotiation from both the sides i.e. sender of the negotiation message and receiver of the negotiation message.

In business negotiation many people are from different cultural backgrounds, so sometimes they do not share their views, which affect the negotiation. So during the negotiation process there are many cultural misunderstandings, different results and also the lack of trust between the parties.

Culture affects the negotiation because of the distance between the partners and also the difference in the economical and educational system. Culture helps in shaping the basic beliefs, norms and customs give rise to many economic and political barriers in the negotiation process.

Negotiation is the outcome of many actions and these actions are affected by the culture because it creates problems in decision-making, in setting goals, and implementing of strategies at the time of negotiation producer.

E.g. America and Japan contributes about 40% of Development Assistance Countries. But negotiation between America and Japan is not effective because of many cultural differences. Culture of America and Japan are totally different in principles, norms and negotiating behavior. So there culture has a deep collision on the negotiation process.

CONCLUSION

Negotiation takes place between two countries or two different cultures. So effective negotiation can be carried out by following ways.

Should be responsive to own culture before making surveillance of cross-culture.

Study and gather the information about the negotiating technique and cultural surroundings of the opposite party’s.

At the time of negotiation, both the parties should decide the subject and after deciding the subject parties should put their own culture’s into practice and should wait for each other’s response.

Both the parties should identify those responses which are similar in order to avoid conflicts.

Should present the negotiation process in such a way which engages the cultural preferences of both the parties.

Both the parties should check their cultural assumptions and should pay attention to each other’s objectives carefully.

Parties should modify their negotiating behavior in order to avoid communication conflicts.

Both the parties should show respect and courtesy for their own culture, so that the interaction will be carried out successfully. Parties should be more flexible in order to make their attitude respectful.