在商务谈判中中美跨文化交际主要不同点的比较.pdfVIP

and linguistic perspectives. In Chapter 3 a comparison is made on the basis of the careful analysis of the research results so as to present the differences between China and USA intercultural communication in business negotiation. In Chapter 4, some new development trends of business negotiation by the two peoples are analyzed, and some suggestions are put forward to improve intercultural communication in business negotiations. The author not only discusses the differences between China and US intercultural communication in business negotiation, but also analyses the various reasons for them, mainly from the cultural perspective, and from the economic and social aspects as well. In the context of intercultural business negotiation, major differences of cultural values held by the Chinese and American businesspeople lie in the following aspects: 1) High-context versus low-context cultures; 2) Collectivism versus individualism; 3) Hierarchy versus equality; 4) Harmony versus competition; 5) Guanxi versus contractual relationship; 6) Long-term versus short-term-oriented cultures. China is a high-context collectivist culture, and the US is a low- context individualist culture. This thesis aims at providing readers with knowledge concerning Chinese and American cultural values and intercultural communication. It may serves as a guide for readers to perform better and avoid possible embarrassing situations in international business negotiations. 4 Chapter 1 The Concepts and Theories Concerning Intercultural Business Communication and Business Negotiation 1.1 Intercultural Communication 1.1.1 Defining Intercultural