1.The Introduction of Business N

1.1 The Definition of Business Negotiation

Business negotiation is an activity between the buyer and the seller in order to facilitate the transaction, or a method and means to solve the dispute between the buyer and the seller and obtain their respective economic interests. Business negotiation include many trade negotiations, such as commodity supply and demand negotiation, technology introduction and transfer negotiation, investment negotiation and so on. International business negotiation refers to the process in foreign economic and trade in which the buyer and the seller negotiate the terms and conditions of the transaction in order to reach a deal. The ultimate purpose of business negotiation is to reach an agreement between the two parties to make the transaction successful. Business negotiation has domestic business negotiation and international business negotiation. International business negotiations have the common characteristics of general trade negotiations, the economic interests are the purpose of the negotiations, economic interests are the main evaluation index of the negotiations, and price is the core of the negotiations. It is not only a negotiation of a deal, but also an activity concerning foreign affairs, with strong policy nature. It is based on international practices and laws and regulations. Compared with general negotiations, it involves a wider range of knowledge. The contents of the negotiations are complex and there are many factors affect the results of the negotiations. The objects to be negotiated in international business negotiations come from different countries or regions, which have different cultural backgrounds and economic systems. People's values, ways of thinking, ways of behavior, languages and customs have very different characteristics. Therefore, they also have different styles in business negotiations. In international business negotiations, if we do not understand these different negotiation styles, we may have misunderstandings and therefore lose many opportunities for successful negotiations. (Fisher.Roger,Ury.william,Patton.Bruce,2011) Due to the great differences in business negotiation styles in different cultures, it is very important to strengthen the negotiation management based on cultural differences for the business partners with different cultural backgrounds in international business negotiations to improve the negotiation efficiency. With the trend of globalization of the world economy, the international business cooperation is getting closer and closer. The amount of international trade is increasing day by day. Where there is trade, there must be business negotiations. As a special form of interpersonal communication, business negotiation involves the communication and contact between different regions, nations and social cultures, thus intercultural negotiation takes place. In cross-cultural negotiations, different geographical, ethnic, cultural differences will affect the negotiations of thinking, negotiation style and behavior, thus affecting the whole negotiation process now, more and more business in China and the United States, the two sides in various levels of business negotiation communication more frequent than ever before. However, China and the United States have different styles in negotiations, which are deeply rooted in their respective cultures. The differences are caused by the different values and ways of thinking of negotiators from both sides who come from two different cultural backgrounds. Sometimes, despite the good faith of both sides, the final result may not be satisfactory. International business negotiation and culture are inseparable, cultural differences lead to a lot of obstacles. In the negotiation, we should not take our own cultural background as the standard to understand and evaluate the other side, but should examine, analyze and solve problems from a cross-cultural perspective, actively adapt to and adjust the cultural differences, so as to achieve the success of the cross-cultural negotiation.

1.2 The Importance of Cultural Differences to Business Negotiations

Because of the influence of different cultures. The business negotiation style in different countries is also very different. Westerners tend to resolve complex negotiations into smaller problems, and then in turn to solve, and in many eastern cultures, negotiations are to take a method of overall consideration, therefore, in international business negotiations, business partner, according to different cultural background to strengthen the management based on cultural differences of negotiations, correctly deal with cultural differences, to improve the efficiency of negotiations is very important. In the practice of negotiation, many negotiators often fail to understand, value or pay attention to the important influence of culture on the way of negotiation. For the culture of foreign negotiators, some negotiators may have noticed some differences in the other side of the negotiation, but they think it is not important, so they do not properly prepare in advance. Some people blindly believe that foreign negotiations are based on facts and figures, and facts and figures are universal. Similarly, when some negotiators travel to a foreign country to negotiate, in order to maintain a harmonious relationship with the other party, they will notice the similarities in the two cultures and ignore the differences. In the business negotiation, if we do not pay attention to the cultural differences of the other side, it is easy to lead to the failure of the negotiation. (Kerry Patterson, Joseph Grenny, Ron Mcmillan, Al Switzler,2018)