american business negotiation intercultural communication（美国商务谈判跨文化沟通）.docVIP

American Business Negotiation Intercultural Communication REVIEW Papers :: increasingly frequent Sino-US trade relations between the two countries that make business negotiation is gradually increasing. Chinese business people to consciously cultivate cross-cultural awareness. Paper Keywords: negotiation, cross-cultural, countermeasure The United States is the world’s largest economy, is also one of China’s most important trading partner. Increasingly frequent Sino-US trade relations between the two countries that make business negotiation is gradually increasing. Since negotiators from different countries, language, behavior, psychology and so has a great difference, these differences obviously cultural background are important factors that affect the negotiations. Without a correct understanding of these differences, it could cause unnecessary misunderstanding, fall short. First, the language of business negotiations between Chinese and American anthropologist Hall (Edward Hall) by language directly express the extent of the size of the social context into high society and low-context societies. The United States is a typical low context countries. In this culture, most of the information is clear and specific language or text transmission. So US negotiators accustomed to clear, frank and direct way to communicate, distinguish right from wrong, rarely ambiguous, vague, and like to argue. But that often makes Chinese negotiators felt the US’s aggressive, high-context cultures because of our country, to express their feelings, transmission of information is more indirect, melody, and uphold the principles of making money and gas, we do not like to argue, especially when expressing dissent or refusal , because of the face, often do not directly say ‘no.’ Second, the American Business Negotiation nonverbal difference the way people communicate, including language and non-verbal forms. Studies show that in the expression of feelings and attitude