(A) the impact of cultural conflicts on international business negotiations. Human culture and values are diverse and complex. This cultural conflict affects the process or result of international business negotiations. From the perspective of cultural conflict, international business negotiation means that both sides of the negotiation stick to their closed cultural circles, resulting in negotiation opposition. Globalization connects people of different races, cultures and countries, and squeezes them into a narrow space to compete for interests and rights, which greatly strengthens their threat and prevention psychology. The value conflict in the era of globalization is directly caused by the conflict of interests and power. For developed countries and strong cultures, it is an impulse to expand culture and value outward, while for developing countries, it is an impulse to strive for the development and living space of their own culture, which may lead to conflicts. International business negotiation is bound to be influenced by the conflict of negotiation behavior, negotiators' values and beliefs.

(b) The influence of cultural complementarity on international business negotiations. Seeking common ground while reserving differences is the key to the success of business negotiations and the basic principle of business negotiations. According to the old saying, two advantages are the most important and two disadvantages are the least, and we should try our best to fight for them if possible; When it is impossible to expect, we should be good at using flexible negotiation strategies and give up immediate interests for long-term interests. In fact, we can also mobilize various factors that can be mobilized by both sides through the principle of complementary advantages and offset disadvantages, so that both sides can become winners. Being good at seeking common ground while reserving differences reflects the high quality of negotiators and has always been the embodiment of negotiators' wisdom. To implement the principle of seeking common ground, all parties to the negotiation should be good at starting from the overall situation, focusing on the overall situation and long-term interests of their own development, being good at using flexible negotiation strategies, seeking solutions to coordinate conflicts of interest through compromise, and building and promoting consistency of interests. The embodiment of this principle in negotiation culture is to emphasize the complementary integration of cultures. From the perspective of cultural complementarity, international business negotiations need both sides to stick to their respective cultural closed circles and embrace different cultures from all over the world with a grand cultural mind.

(C) the impact of cultural ethics on international business negotiations. Cultural and ethical differences will also become obstacles in international business negotiations. Business negotiators have their own cultural and ethical bottom line in the pursuit of interests, and the bottom line of paying attention to the acquisition of interests cannot conflict with their own cultural values. The existing forms of these cultural and ethical values mainly include religious value, moral value, aesthetic value, scientific value and utilitarian value. In a country or region with a strong religious color, the formulation of its legal system must be based on religious teachings, and the recognition of people's behavior depends on whether it conforms to the spirit of the country's religion. Due to different religious beliefs, some countries have formulated discriminatory or differentiated ethnic policies in their foreign economic relations according to their foreign policies. In terms of social interaction and personal behavior, countries that believe in religion show obvious differences from countries that do not believe in religion. For example, countries with different religious beliefs have their own festivals and activities, which will have a great influence on negotiators' thinking mode, value orientation and behavior choice. As an international business negotiator, when preparing materials before the negotiation, we must first understand the dominant religious beliefs of the other country or region; How to restrain the negotiators' thoughts and behaviors; It is also necessary to know whether the government's policies, domestic political situation and democratic forces are influenced by the country's religious beliefs, and the negotiation plan and agenda should not conflict with the country's religious festivals.

Countermeasures and suggestions to prevent cultural differences from affecting international business negotiations

(1) Make preparations before the negotiation. Negotiators must be fully prepared in order to affect the development of negotiations under complicated circumstances. Only by making full preparations can we improvise and deal with it flexibly in the negotiations to avoid the intensification of conflicts of interest in the negotiations. Due to the wide range of international business negotiations, there is a lot of work to be prepared, which generally includes the negotiators' own analysis and opponents' analysis, the composition of the negotiating team, the elaboration of the negotiating objectives and strategies, and the simulated negotiations in advance if necessary. When preparing for negotiations, negotiators should conduct a comprehensive analysis of their own situation and try to fully understand the situation of their negotiating opponents. Self-analysis mainly refers to the feasibility study of the project. Understanding the opponent's situation includes the opponent's strength (such as credit standing), the policies and regulations of the country (region) where the opponent is located, business customs, local conditions and customs, and the opponent's personnel situation.

(2) Overcome communication barriers. Two opposite trains run on different tracks and will not collide, which is the safest arrangement for the trains. But for the communication between people, if both sides go their own way and talk to themselves, there can be no exchange and communication of ideas. If trains travel in opposite directions on the same track, collisions will occur, but in terms of the purpose of people's communication with each other, only if the collision is lucky will there be communication and we will know which track is feasible or not. In the process of negotiation, although sometimes we talked for a long time, little progress was made, and even the two sides argued for a long time, which made both sides unhappy and brought the negotiations to a deadlock. However, when the two sides calmly examined all aspects of the argument, they found that the argument between them was not the same thing at all. The deadlock in this negotiation is caused by communication barriers. Communication barriers refer to the barriers to understanding caused by subjective and objective reasons that both parties may encounter in the process of exchanging information, opinions, negotiating cooperation intentions and trading conditions. For cross-cultural negotiations, communication obstacles are easy to appear in the process of communication. In cross-cultural negotiations, we should pay special attention to whether there are communication barriers between the two sides. If there is, it must be overcome, otherwise it will affect the smooth progress of the negotiation activities. Generally speaking, in cross-cultural negotiations, we should focus on overcoming the following three communication obstacles: First, the communication obstacles caused by the cultural background of both sides. Second, one party did not accurately understand the communication obstacles caused by the information provided by the other party. Third, although one party already knows the information of the other party, it is unwilling to accept the communication barrier caused by this understanding.

(3) Master business negotiation skills with different countries and regions. Different cultures create different personalities and behaviors and form different negotiation styles, which are mainly manifested in the behaviors and ways in the negotiation process and the methods and means to control the negotiation process. In the process of business cooperation between the East and the West, the differences in cultural background, different cultural mentality and customs are often ignored by many people, and it is often the influence of cultural factors that determines the success or failure of business activities. Therefore, in order to achieve the goal of international business negotiations, master the negotiating style of the negotiating opponents, and prescribe the right medicine to promote the development of international business negotiations in a direction beneficial to us.

International business negotiations have to face negotiators from different countries or regions. Due to the different political and economic systems in different countries around the world, the historical and cultural traditions of various ethnic groups are very different, and the cultural background and values of businessmen in various countries are also obviously different. Therefore, their styles in business negotiation are also different. In international business negotiation, if you don't understand these different negotiation styles, you may joke and misunderstand, which is rude to others and may lose many chances of successful negotiation. If you want to live up to your mission and win in business negotiations, you must be familiar with the different negotiation styles of businessmen in various countries and adopt flexible negotiation methods.