Sino-U.S. Business Negotiations.doc

CONTENTS Abstract厖厖厖厖厖厖厖厖厖厖厖? Introduction厖厖厖厖厖厖厖厖厖厖? Chapter 1 Analysis of Cultural Difference Between China And America厖厖厖厖厖厖厖厖厖厖厖? 1.1 Individualism vs. Collectivism………………………………5 1.2 Inductive Thought vs. Deductive Thought……………………6 1.3 Low-context vs. High-context………………………………7 1.4 View of Time ……………………………………………8 Chapter 2 The Impact of Cultural Difference on Sino-American Business Negotiation厖厖厖厖厖厖厖厖?1 erence Be2.1 Impact on Goals: Contract or Relationship?…………………11 2.2 Impact on Communication Style: Direct vs. Indirect………12 2.3 Impact on Conflict Resolution……………………………13 2.4 Impact on Agreement Building: Bottle-up vs. Top-down……14 2.5 Impact on Risk-taking Propensity…………………………15 2.6 Impact on Decision-making: One Leader vs. Concensus……16 Chapter 3 Suggestions for Effective Cross-cultural Negotiation 3.1 Enhancing Cultural Awareness……………………………17 3.2 Preparing Well before Negotiation…………………………18 3.3 Overcoming Communication Obstacles in Business…………18 Conclusion厖厖厖omm………………………………………20 Notes………………………………………………………………22 Bibliography……………………………………………………23 Acknowledgements………………………………………………24 Impacts of Cultural Differences on Sino-U.S. Business Negotiations Abstract：With the rapid development of economic trade between china and America , the business contacts of the two countries become more and more frequent , the importance of business negotiation gets obvious gradually. However, the huge cultural differences between the two countries may give rise to potential cultural conflicts and unnecessary misunderstandings. So it is imperative that negotiators should learn the cultural factors in Sino-U.S. business negotiation. The thesis emphasizes the importance of taking cultural sensitivities into consideration during business negotiation to make proper negotiation tactics. In view of such a situation, this thesis makes an effort to highlight the cultural impacts on negotiation and puts forward several sugges