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Contents

Introduction…………………………………………………………………………..1

Chapter One Cultural Differenceces………………………………………………..1

1.1 The Definition of Culture………………………………………….....................1

1.2 Causes of Cultural Differences………………………………………………….2

1.2.1 Regional Differences……………………………………………………….2

1.2.2 Ethnic Differences…………………………………………………………2

1.2.3 Political Differences……………………………………………………….2

1 .2.4 Economic Differences…………………………………………………….2

1.2.5 Religious Differences………………………………………………….......3

1.2.6 Value Differences………………………………………………………….3

1.2.7 Law and Ethics Differences……………………………………………….3

Chapter Two Impact of Cultural Differences on International Business Negotiations…………………………………………………………………………..3

2.1Impact of Value Views Differences on International Business Negotiations 4

2.1.1Impact of Time View Difference on Negotiation. 4

2.1.2Impact of Equality View Difference on Negotiation. 5

2.1.3 Impact of Objectivity Difference on Negotiation. 6

2.2 Impact of Negotiating Style Differences on International Business Negotiations. 6

2.3 Communication Process…………………………………..

3. Coping Strategy Of Negotiating Across Cultures. 9

3.1 Making Preparations before Negotiation. 9

3.2 Overcoming Cultural Prejudice. 10

3.3 Conquering Communication Barriers. 10

Conclusion 11

Bibliography 12

Acknowledgements 13