引言

國際商務談判是指某一方將他們原先處在的矛盾位置調整到能夠達成共識的點上的這樣一個過程。

國際商務談判完全是管理過程的一部分，它幫助生意人來完成他們的戰略和計劃。國際商務談判牽涉到各類的國際企業交易，也幫助兩個或多個團體達成共識，提供發展方向，制定有關未來動向的法規。談判還可以幫助找到解決常見問題的方法。

在談判中，一方可以在任意時間退出，兩方為了彼此之間擁有更密切的合作而修改他們原本的觀點。談判也叫作綜合交涉，由于談判雙方得出良好的談判結果，并且吸引更多的投資者來進行投資，這種談判也叫做雙贏談判。由于談判的雙方來自不同的國家，所以他們都具有不同的文化背景。文化對談判的兩方，也就是談判的發起方和談判的接收方都具有著消極的影響。

在商務談判中，許多人都是來自不同文化背景的，所以有時，他們并不能互相傳達他們的想法，從而也就影響了談判。所以在談判的過程中，會出現許多的文化誤讀，不同的結果和談判雙方信任的缺失。

影響談判進程的往往都是語境因素和談判時間，這就是所謂的文化問題。

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.