On Inefficient Cross-cultural Business Negotiation between China and American 中美商务谈判中的不良沟通.doc

Table of Contents Abstract in English………………………………………………….…………………1 Key Words in English ……………………………………….………………………...1 Abstract in Chinese……………………………………………………………………1 Key Words in Chinese ………………………………………………………………...2 Ⅰ.Introduction………………………………………………………………………...3 Ⅱ. Problem……………………………………………………………………………3 Ⅲ. Reasons…………………………………………………………………………….3 1. The differences of the concept of value…………………………………………….6 1.1 Individualism vs. Collectivism……………………………………………………6 1.2 Centralization vs. Decentralization…………………………………………….….7 1.3 Long-term vs. Short-term orientation……………………………………………...8 2. The differences of the thinking model……………………………………………....9 2.1 Synthesis vs. Analysis……………………………………………………………..9 2.2 Line model vs. Spiral model……………………………………………………..11 2.3 Indistinct model vs. Accurate model……………………………………………..11 Ⅳ. Solution…………………………………………………………………………..12 1. Before the negotiation………………………………………………………….….13 2. In the negotiation ………………………………………………………………….13 3. After the negotiation……………………………………………………………….13 Conclusion…………………………………………………………………………....14 Appendix ………………………………………………………………………….....15 Bibliography………………………………………………………………………….17 共17页,全文共4550字 On Inefficient Cross-cultural Business Negotiation between China and American Abstract Since China entered into the WTO, the business between China and American is more frequent than past and the business negotiation also increases continuously. Due to the cultural difference between China and American, there are lots of differences between Chinese and American when they meet the same matter. Also they may solve the same problem with different way. Thus, how to make the efficient communication in the business negotiation is an essential problem. Only if we increasingly know the cultural difference and realize the difference of the concept and the thinking model between two countries, could we reduce the inefficient cross-cultural communication in the business negotiation. This article will analyze the problem that is ca