Cultural difference is one of the important features of international business negotiations. Differences between the two cultures are bound to create barriers to cultural, political and economic exchanges among people of various countries. Cultural differences will not only affect negotiating parties’ use and understanding of manners and speech, negotiators’ ways of thinking and their respective values, but also allow negotiators to bring these ideas to the negotiating table with them subconsciously, thus complicating the negotiation.   

Different countries have their own national conditions, customs and sets of values, which we must be aware of. For instance, Indian businessmen like to bargain; Middle East businessmen are good at calculating and budgeting, and they will not allow you to earn more but dare not let you earn too little, either; Vietnamese businessmen change their minds constantly; Japanese businessmen have amazing patience. Therefore, to have international negotiations, one needs an in-depth study of the cultural identity of their global counterpart so as to improve the efficiency of negotiations and reduce errors.

Notes:

(1) manners and speech 言行举止

You have to strip away the affected manners and speech to get at the real man underneath.
你得透过虚伪的体面和尊贵看清他的本来面目. 

(2) ways of thinking 思考方式

a. Education is the initiation of the younginto worthwhile ways of thinking and doing. 
教育是青年开始有意义的思想和行为的方法.
b. Their ideas are quite alien to our ways of thinking. 
他们的观点同我们看问题的方法格格不入.
c. People as they grow older often convert to new ways of thinking. 
人到老年思想方法常有所改变.  

(3) subconsciously ad. 下意识地

a. Subconsciously I had known that I would not be in personal danger. 
我潜意识里已经知道我不会有人身危险。
b. Lao Yang thought as he subconsciously tightened his grasp on the rifle. 
他下意识地攥紧枪把想.
c. Human motives are based on needs, whether consciously or subconsciously felt. 
无论是有意识或潜意识,人们的动机的基础在于需要.

(4) bargain  n.& v.

  |ˈbɑ:gən; 美 ˈbɑ:rgən|

a. a thing bought for less than the usual price 减价品；便宜货

I picked up a few good bargains in the sale.
我在减价期间买了几样挺不错的便宜货。
bargain prices
廉价
b. ~ (with sb) an agreement between two or more people or groups, to do sth for each other 协议；交易

I've done what I promised and I expect you to keep your side of the bargain (= do what you agreed in return) .
我已经履约，希望你也能遵守协议。
Finally the two sides struck a bargain (= reached an agreement) .
双方最终达成了协议。

(5) in-depth study 深入研究

a. Have in - depth study the stock that they know, are sure hands. 
深入研究过的股票,自己心中有数, 手中就有准儿.
b. He made an in depth study of that restaurant. 
他彻底研究了那家饭店.
c. In - depth study of the programming under Linux are a great help. 
对深入研究Linux下的编程有很大的帮助.   

参考译文：

涉外商务谈判中一个重要特征就是文化差异。两种文化的歧义，必然给各国人民的文化、政治、经济交流形成一定的障碍。文化差异不仅会影响到谈判双方对各种言行举止的运用和理解，而且会影响到谈判者的思考方式和各自的价值观念，并且会使得谈判者下意识地把这些观念带到谈判桌上来，致使谈判复杂化。

各国的国情风俗与价值观皆不相同，不可不察。比如，印度商人喜欢杀价；中东商人精打细算，既不让你多赚，但太少了也不敢；越南商人反复无常；日本商人耐心惊人，等等。因此，进行涉外商务谈判，首先必须深入研究对方的文化特征，这样，才能提高谈判的效率，减少谈判中的失误。