The Impact of Cultural Difference on Sino-American Business Negotiation-英语专业毕业论文

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1、TheImpactofCulturalDifferenceonSino-AmericanBusinessNegotiationCONTENTSAbstract……………………………………………………………1Introduction………………………………………………………2Chapter1AnalysisofCulturalDifferenceBetweenChinaAndAmerica……………………………………………………………51.1Individualismvs.Collectivism………………………………51.2InductiveThoughtvs.Dedu

2、ctiveThought……………………61.3Low-contextvs.High-context………………………………71.4ViewofTime……………………………………………8Chapter2TheImpactofCulturalDifferenceonSino-AmericanBusinessNegotiation……………………………………………112.1ImpactonGoals:ContractorRelationship?…………………112.2ImpactonCommunicationStyle:Directvs.Indirect………122.3I

3、mpactonConflictResolution……………………………132.4ImpactonAgreementBuilding:Bottle-upvs.Top-down……142.5ImpactonRisk-takingPropensity…………………………152.6ImpactonDecision-making:OneLeadervs.Concensus……16Chapter3SuggestionsforEffectiveCross-culturalNegotiation3.1EnhancingCulturalAwareness……………………………173.2P

4、reparingWellbeforeNegotiation…………………………183.3OvercomingCommunicationObstaclesinBusiness…………18Conclusion………………………………………………………2023Notes………………………………………………………………22Bibliography……………………………………………………23Acknowledgements………………………………………………24Abstract：Withtherapiddevelopmentofeconomictradebetweenchinaan

5、dAmerica,thebusinesscontactsofthetwocountriesbecomemoreandmorefrequent,theimportanceofbusinessnegotiationgetsobviousgradually.However,thehugeculturaldifferencesbetweenthetwocountriesmaygiverisetopotentialculturalconflictsandunnecessarymisunderstandings.Soitisimperativethatnegotiatorsshoul

6、dlearntheculturalfactorsinSino-U.S.businessnegotiation.Thethesisemphasizestheimportanceoftakingculturalsensitivitiesintoconsiderationduringbusinessnegotiationtomakepropernegotiationtactics.Inviewofsuchasituation,thisthesismakesanefforttohighlighttheculturalimpactsonnegotiationandputsforwa

7、rdseveralsuggestionsinreconcilingculturaldifferencesinordertomakethenegotiationdevelopsmoothly.Keywords:culturaldifferences;Sino-U.S.businessnegotiation;impact摘要:中美两国间经济贸易飞速发展，双方商务交往活动越来越频繁，商务谈判的重要性也日渐显现。然而，由于中美两国之间存在着巨大的文化差异，中美两国谈判者之间很可能出现文化冲突以及不必要的误解。因此，两国商务谈判者了解中