日-美跨文化谈判研究及其对中国商务谈判的启发

经济全球化使得跨文化商务谈判在学术和实践领域都受到广泛关注。中国作为最大的发展中国家,跨文化谈判随着国际商务合作的增多而越来越频繁。由于中日文化存在很大的相似性,而东西方跨文化谈判研究主要以日美谈判居多,本文从谈判前准备、信息沟通方式和谈判过程的节奏三个角度回顾和总结了日美谈判的研究成果,归纳出文化差异下东西方谈判风格的区别,进而为中国跨文化谈判研究以及谈判实践提供借鉴和启示。

The Illumination from Cross-Culture Negotiations between Japan and America

In the era of globalization,it is more and more important to understand cross-culture negoti- ations from both theoretical and practical perspectives.As the biggest developing country,China increases cooperation with other countries and needs to learn how to negotiate with them.Since there are lots of lit- eratures about cross-culture negotiations between Japan and America,we can get some illumination be- cause of the culture similarity between Japan and China.This paper helps Chinese negotiators understand...